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Michael Kitces' #FASuccess Podcast: Talking Multi-Family Office Private Wealth Management with Richard Joyner

Richard Joyner, president of Tolleson Wealth Management, describes what his firm does for clients who have an average family net worth of tens of millions of dollars.



Welcome back to the 182nd episode of Financial Advisor Success Podcast!

My guest on today’s podcast is Richard Joyner. Richard is a wealth manager and the president of Tolleson Wealth Management, a multi-family office based in Dallas that oversees nearly $6.5 billion of assets under management for just 180 affluent families. What’s unique about Richard, though, is the way he’s developed Tolleson to serve ultra-high-net-worth clientele with a breadth of private wealth management services that truly goes beyond the traditional financial planning approach.

In this podcast, we talk in depth about what Tolleson actually does for clients who have an average family net worth of tens of millions of dollars, from a deeper level of client financial management and support, including bill-paying services and family spending reports, to advanced tax and estate planning services that delve into techniques that can produce seven-figure estate tax savings, private banking services to help clients obtain loans and receive corporate trustee services, and why arguably the biggest value Tolleson provides to its clients is supporting their family learning and helping affluent parents conduct family meetings to develop their children and grandchildren to become responsible stewards of the wealth legacy they will someday inherit.

We also talk about the business of multi-family office private wealth management itself, the composition of 180 staff members that Tolleson employs to support its 180 client families, the combination of flat fees and AUM fees that Tolleson charges its ultra-high-net-worth clients, how the firm justifies what can amount to $150,000 a year or more in advisory fees, and why despite having a heavy component of AUM fees for clients with tens of millions of dollars, that Tolleson has chosen to outsource most of its investment management and serve as a manager of managers instead.

And be certain to listen to the end, where Richard shares the policies that he’s had to put in place to train and develop next-generation talent in the firm to be able to manage such ultra-high-net-worth clients, the combination of structured learning through designations like CPWA and internal mentoring the firm uses to balance technical and interpersonal skills development, and how Richard managed to balance his own workload and commitments to serve as the president of a multi-family office with 180 employees and still maintain a client-facing role for himself as well.

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