Carson Group, the $45 billion registered investment advisor based in Omaha, Neb., is leaning into its “practitioner-led” advice model with a new division focused on providing holistic services to its wealthiest clients.
Carson’s new private client services division will focus on providing white-glove service to clients with $10 million or more in assets. Jamie Carroll, a managing partner and wealth advisor in Amarillo, Texas, will lead the effort.
“If we look at where our own clientele is going, many of them are looking to sell their businesses, or inheriting dollars, and they have higher and higher net worth,” Carroll said. “It’s important for us to help advisors understand those nuances and their unique financial challenges. As we look at those complex family needs, they really require services beyond traditional wealth planning.”
The new unit has access to about 25 specialists who will work alongside advisors with clients in areas such as customized portfolio creation, estate planning, tax planning, business advisory and philanthropic planning. They’ll also help advisors prepare for client prospecting meetings or try to convert referrals into business.
“We’re always looking for ways for advisors to increase their organic growth, and one of the most important ways today is the transfer of wealth across the United States,” Carroll said. “This is not only going to help advisors to win those clients, but to service them well after they come onto the platform.”
Carroll has about 25 years of experience working with upper-high-net-worth clients. She also knows many of Carson’s advisors, with her firm having been part of the Carson partner network before joining as a Carson Wealth advisor via acquisition in 2018.
“I’ve thoroughly enjoyed sitting down with those multi-generational families,” she said. “Being able to share those stories with other advisors and gleaning what’s made those families to be successful—you just can’t do that if you have not been the one sitting across from the actual client.”
Carson is leveraging Caroll’s history with UHNW clientele across its practice in a similar way as it did with tax solutions earlier this year. In January, the firm launched a tax strategy program for advisors that was created from acquiring Debbie Taylor’s Taylor Financial, a Franklin Lakes, N.J.-based wealth management firm. She now leads a team that works across Carson to help advisors and their clients overlay tax strategies onto their planning.
“At Carson, our community is proudly practitioner-led—built by advisors, for advisors,” Carson CEO Burt White said in a statement. “The launch of private client services leans further into that model to ensure advisors are fully supported as they attract HNW clients and expand their value proposition.”
Carson’s chief of strategy, Dani Fava, also noted the division as a recruitment tool.
“As we continue to attract top advisor talent from across the country and invest in transformative capabilities and strategic business resources, we’re empowering advisors to scale their practices, deepen client relationships and reach new demographics with intention and impact,” she said in a statement.
Carroll said the target clients will start at about $10 million in assets, but that she will also bring experience working with clients managing hundreds of millions of dollars up into the billion-dollar range.
Carson has more than 50 full Carson Wealth locations and more than 150 partner RIAs.
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