{"id":5934,"date":"2024-11-15T16:53:47","date_gmt":"2024-11-15T16:53:47","guid":{"rendered":"https:\/\/fintech.global\/globalwealthtechsummit\/?p=5934"},"modified":"2025-10-31T12:42:35","modified_gmt":"2025-10-31T12:42:35","slug":"wealth-firms-risk-billions-as-advisor-attrition-rises-is-ai-the-solution","status":"publish","type":"post","link":"https:\/\/fintech.global\/globalwealthtechsummit\/wealth-firms-risk-billions-as-advisor-attrition-rises-is-ai-the-solution\/","title":{"rendered":"Wealth firms risk billions as advisor attrition rises \u2013 is AI the solution?"},"content":{"rendered":"

Wealth management firms risk losing billions through advisor attrition and yet most firms are not doing enough to prevent it, according to Juan Cruz Garz\u00f3n, COO and co-founder of\u00a0Fligoo<\/a>.\u00a0\u00a0<\/strong><\/p>\n

Advisor attrition rates rose by 7.5% in 2023, resulting in 9,600 advisors switching firms. This also amounted to over $100bn in AUM being transferred within 90 days. While job changes are a natural part of the market cycle, they have costlier side effects than merely finding a replacement advisor.\u00a0 Garz\u00f3n explained, \u201cAdvisor attrition poses a major risk to wealth management firms, primarily because it can lead to substantial financial losses and destabilize client relationships.\u201d\u00a0<\/span>\u00a0<\/span><\/p>\n

Wealth firms may implement measures like garden leave to discourage advisors from taking clients when they switch jobs, but these efforts are not always successful. The Federal Trade Commission\u2019s recent ban on non-compete agreements will allow even more advisors to bring clients with them as they depart a firm.\u00a0<\/span>\u00a0<\/span><\/p>\n

Additionally, some wealth firms offer substantial retention bonuses to retain advisors. A recent example of this is Richardson Wealth, a Canadian firm that has committed to pay up to $15.2m in retention bonuses for advisors that have been with the firm since 2020 and stay until at least November 2026.\u00a0<\/span>\u00a0<\/span><\/p>\n

Unfortunately, firms cannot prevent everyone leaving and when an advisor leaves, they can take a significant portion of a firm\u2019s AUM with them. Garz\u00f3n added, \u201cThis is especially damaging because a single advisor\u2019s book of business can represent millions in AUM.\u201d\u00a0<\/span>\u00a0<\/span><\/p>\n

Even when clients remain with a firm, their trust and satisfaction can be significantly affected by a manager\u2019s departure. Garz\u00f3n said, \u201cClients are often loyal to their advisor first and the firm second. Replacing a departed advisor is costly, too. Recruiting and training a replacement can easily cost 300-400% of the advisor\u2019s annual production, not to mention the challenge of reestablishing rapport with clients.\u201d Furthermore, if multiple advisors leave a firm in a short period, it could create the impression of an \u2018advisor exodus,\u2019 damaging brand trust.<\/span>\u00a0<\/span><\/p>\n

Fligoo, a provider of enterprise AI solutions, recently launched a<\/span>\u00a0new whitepaper exploring the trends driving advisor movement<\/span><\/a>, the failings of traditional retention strategies, how AI can help address the problem, and guidance on how to improve retention.\u202f\u202f<\/span>\u00a0<\/span><\/p>\n

Causes of attrition<\/span><\/b>\u00a0<\/span><\/p>\n

There are several factors that could cause an advisor to leave a firm. A merger and acquisition, for instance, can create a surge in attrition as uncertainty around their future and changes in the workplace often cause people to look for other opportunities. Other drivers include compensation, culture, technology, ease of doing business and autonomy.\u00a0<\/span>\u00a0<\/span><\/p>\n

According to Garz\u00f3n, one of the biggest contributors to advisor attrition can be a lack of support from the firm. More clients are demanding personalised advice that is powered by technology, putting greater pressure on advisors to offer these services. Simultaneously, advisors are increasingly recognizing the value of technology. A modern WealthTech platform enables advisors to spend less time on labour-intensive data management and more on value-added services. As a result, advisors are willing to switch to a firm that offers them a more modern system.\u00a0<\/span>\u00a0<\/span><\/p>\n

Similarly, independent advisory firms and registered investment advisors are becoming more popular and can provide advisors greater autonomy and flexible compensation structures. These firms give advisors a greater sense of freedom and more control over the client relationship.\u00a0\u00a0<\/span>\u00a0<\/span><\/p>\n

Ultimately, advisors have more freedom to move and are willing to leave a firm in search of one that offers them a better opportunity. In this environment, the ability to predict attrition is vital.\u00a0<\/span>\u00a0<\/span><\/p>\n

Garz\u00f3n said, \u201cKnowing which advisors are likely to leave is crucial because it gives firms a chance to fix the problem before it happens. Think of it like a warning system\u2014if you know someone is at risk, you can step in with a customized solution, whether it\u2019s better compensation, more resources, or even just giving them more support in their day-to-day tasks. Being proactive on this helps keep firms stable, helps them hold on to client relationships, and protects the firm\u2019s AUM from being transferred out.<\/span>\u00a0<\/span><\/p>\n

\u201cUnderstanding advisor attrition risk also helps with strategic planning. Firms can better align their recruitment and retention efforts and even get a sense of which areas of the business might need more attention. The ultimate goal is to maintain a steady ship, and you can\u2019t do that if you\u2019re always reacting instead of anticipating.\u201d<\/span>\u00a0<\/span><\/p>\n

How to prevent attrition<\/span><\/b>\u00a0<\/span><\/p>\n

It might seem that a firm would be unable to predict if an advisor is about to resign, but there are multiple warning signs that can give an indication of an intent to leave long before a resignation is handed over.\u00a0<\/span>\u00a0<\/span><\/p>\n

These signs can include a\u00a0<\/span><\/span>change<\/span><\/span><\/span>\u00a0in trading activity,\u00a0<\/span><\/span>a variation<\/span><\/span><\/span>\u00a0in managed accounts and their tenure. However,\u00a0<\/span>monitoring<\/span>\u00a0these variables is time consuming and requires firms to spend time assessing the output of advisors. This is where\u00a0<\/span>Fligoo\u2019s<\/span>\u00a0AI solution can help.\u00a0<\/span><\/span><\/p>\n

Garz<\/span>\u00f3<\/span>n<\/span>\u00a0said, \u201c<\/span>Our AI\u00a0<\/span>picks up on<\/span>\u00a0subtle, less obvious indicators that an advisor might be considering a change. For instance, signs like a reduction in proactive client outreach or fewer referrals suggest engagement may be dropping.\u00a0<\/span>We\u2019ve<\/span>\u00a0also found that a decline in cross-selling efforts or a\u00a0<\/span><\/span>modification<\/span><\/span><\/span>\u00a0in the frequency of transactions can\u00a0<\/span>indicate<\/span>\u00a0an advisor is pulling back. Even less obvious changes in median or rolling values of\u00a0<\/span>very specific<\/span>\u00a0aspects of clients\u2019 portfolios can be telling.<\/span>\u201d\u00a0<\/span><\/span>\u00a0<\/span><\/span><\/p>\n

Fligoo\u2019s AI solution tracks and analyzes advisor risk over time, giving both an individual and population-level insight. Each advisor is given a risk score, which consistently updates based on the hundreds of client and advisor variables that are analyzed by the AI, giving managers a dynamic view of where risks are rising or falling.\u00a0<\/span>\u00a0<\/span><\/p>\n

It then provides the firm with the reasoning behind the score, its relation to other advisors in the team, and recommendations on boosting retention. \u201cThis lets firms act in real time to address both individual and systemic risks, and to create targeted, data-driven approaches to retention,\u201d Garz\u00f3n explained. Another boon of the AI is it empowers firms to identify advisors with undeveloped growth opportunities in their book of businesses, helping them focus on retention and the development of staff.\u00a0<\/span>\u00a0<\/span><\/p>\n

What makes Fligoo\u2019s AI impressive is that it can predict advisor attrition with 90% accuracy. This is due to the AI\u2019s monitoring of a wide range of signals, including clients closing accounts, significant asset transfers, and gradual changes in AUM, to build a wider picture to the disengagement of an advisor. This becomes a powerful tool, as firms can easily spot those at high risk and intervene proactively with tailored support, resources, or compensation adjustments. In fact, Garz\u00f3n pointed to one use case where its AI helped a firm identify $83bn in AUM at risk due to potential advisor departures.<\/span>\u00a0<\/span><\/p>\n

Garz<\/span>\u00f3<\/span>n<\/span>\u00a0noted that this is<\/span><\/span>\u00a0<\/span><\/span><\/span>one of the\u00a0<\/span>first AI-powered solution aimed at retention in the wealth management space. The reason is simply because the data involved in predicting attrition is complex. \u201c<\/span>It\u2019s<\/span>\u00a0not just about knowing who is leaving but understanding the thousands of little signals that lead up to that decision\u2014trading activity, account management trends, personal advisor\u00a0<\/span>behavior<\/span>, and more. Building a tool that can process\u00a0<\/span>all of<\/span>\u00a0that data and\u00a0<\/span>actually make<\/span>\u00a0sense of it is tough, and\u00a0<\/span>it\u2019s<\/span>\u00a0something most firms\u00a0<\/span>haven\u2019t<\/span>\u00a0mastered yet.<\/span>\u201d<\/span><\/span>\u00a0<\/span><\/span><\/p>\n

Another contributing factor is that it requires deep industry knowledge. Advisor attrition is not the same as general employee turnover and it doesn\u2019t carry the same level of risk. Consequently, AI has only recently advanced enough to understand the nuances of human behavior and the financial services landscape, enabling accurate predictions<\/span>\u00a0<\/span><\/p>\n

How to retain staff<\/span><\/b>\u00a0<\/span><\/p>\n

There is no simple answer when it comes to retention. Each firm will have their own methods, and each advisor will have their own reason for leaving that might not be simple to solve. This is why Garz\u00f3n urges firms to have an adaptable and proactive strategy.\u00a0<\/span>\u00a0<\/span><\/p>\n

When a firm can understand the root cause of an advisor\u2019s dissatisfaction, they can start to work on resolving the problem. This might be helping advisors reconnect with clients, pinpoint growth opportunities, a commitment to investing in new technology to streamline admin tasks, giving more freedom or compensation packages.\u00a0\u00a0<\/span>\u00a0<\/span><\/p>\n

\u201cUltimately, while advisor managers decide how best to work with each advisor, Fligoo\u2019s goal is to give them the visibility and insights they need to make informed decisions.\u201d<\/span>\u00a0<\/span><\/p>\n

As to why wealth management firms should look to Fligoo\u2019s AI, \u201cWe\u2019ve proven that our technology can anticipate advisor movements with over 90% accuracy. But it\u2019s not just attrition; our technology is built to predict a range of critical business matters in wealth management, providing firms with clear, data-driven foresight,\u201d Garz\u00f3n explained.\u00a0<\/span>\u00a0<\/span><\/p>\n

Fligoo welcomes firms that want to test the technology, before making a long-term commitment. provides 60- to 90-day pilot programs, allowing firms to test the solution and experience its impact firsthand.\u00a0<\/span>\u00a0<\/span><\/p>\n

Garz\u00f3n concluded, \u201cImagine, for a moment, that a firm gains an unprecedented view into which of their advisors may be at risk, how their entire advisor base trends in terms of risk, and how these dynamics shift over time. Suddenly, they have a window into their advisor population that\u2019s clearer than ever before.\u00a0<\/span>\u00a0<\/span><\/p>\n

\u201cOnce that insight is in their hands, it\u2019s almost impossible to imagine going back to not knowing. Seeing that big picture of advisor risk and retention makes a permanent difference\u2014it\u2019s knowledge you can\u2019t \u201cunsee,\u201d and it transforms how firms can proactively approach advisor retention and growth.\u201d<\/span>\u00a0<\/span><\/p>\n

Keep up with all the latest FinTech news\u00a0here<\/a>.<\/p>\n

Copyright \u00a9 2024 FinTech Global<\/p>\n

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Wealth management firms risk losing billions through advisor attrition and yet most firms are not doing enough to prevent it, according to Juan Cruz Garz\u00f3n, COO and co-founder of\u00a0Fligoo.\u00a0\u00a0 Advisor attrition rates rose by 7.5% in 2023, resulting in 9,600 […]<\/p>\n","protected":false},"author":5,"featured_media":5937,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[1],"tags":[],"yoast_head":"\nWealth firms risk billions as advisor attrition rises \u2013 is AI the solution? - Global WealthTech Summit 2026<\/title>\n<meta name=\"description\" content=\"Wealth management firms risk losing billions through advisor attrition and yet most firms are not doing enough to prevent it, according to Juan Cruz\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/fintech.global\/globalwealthtechsummit\/wealth-firms-risk-billions-as-advisor-attrition-rises-is-ai-the-solution\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Wealth firms risk billions as advisor attrition rises \u2013 is AI the solution? 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