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Friends of Sanctuary Podcast

Tue, 19 May 2026 21:13:49 GMT

To learn more and get more insight about financing, visit the Sanctuary Wealth website for their Friends of Sanctuary Podcast!

View the first 3 episodes of the latest season below!

The Branch Managers Of The Offshore Business In Texas And Miami Debate The Sector’s Challenges

Mon, 04 May 2026 13:53:36 GMT

The evolution of international clients, increasing wealth sophistication, pressure on traditional fee models, and the importance of organizational culture shaped the discussion of the panel composed of leaders in the international wealth management business during a specialized industry conference held as part of the first edition of the Funds Society Leaders Summit in collaboration with CFA Society Miami.

The panel was composed of Paula Alvis, Branch Manager at Osnorian Lane; Marlen López, Senior Wealth Advisor at the López Private Wealth Group, part of Excelsis Global Private Wealth; Nicholas Terlonge, Branch Manager at Raymond James; and Jesus Valencia, Director at Florida International Market at UBS.

The session was moderated by Jonathan Schumann, Head of International at Thornburg Investment Management.

During the opening, Schumann noted that the participants are responsible for revenue growth, profitability, regulatory oversight, recruitment, and corporate culture within their organizations, describing them as the “CEOs” of their respective local franchises.

Generational shift and new client priorities

One of the main topics addressed was the transformation of the client base in the global wealth management business.

Marlen López highlighted that, after 25 years in the industry, she observes a significant generational transition within entrepreneurial and high-net-worth families. According to her, younger generations show a greater willingness toward growth and a lower aversion to risk compared to previous generations.

“The previous generation often operated from a mindset of scarcity or fear of losing wealth. Young people today seek growth and are open to different types of investment,” said López.

She added that, to connect with this new client profile, her firm has integrated Artificial Intelligence (AI) tools into daily operations. In particular, she mentioned the use of Jump AI to analyze conversations and gain deeper insight into the wealth objectives of new family generations.

For his part, Jesus Valencia noted that high-net-worth families today are “more global and sophisticated than ever,” with growing demand for holistic advice and institutional capabilities.

Valencia also highlighted two structural trends: the feminization of wealth and the digitalization of financial services. He explained that, to respond to these needs, UBS relies on international specialists in wealth structuring, lending solutions, liquidity management, and family office services.

Nicholas Terlonge agreed that family and wealth structures have become significantly more complex.

“The days of static structures are over,” said the Raymond James executive, noting that it is now common to find structures domiciled in one jurisdiction while beneficiaries live in different parts of the world, requiring greater regulatory and operational flexibility from investment platforms.

Pressure on fees and greater value of advice

In the block dedicated to the economics of the wealth management business, participants agreed that the industry is undergoing a strong transformation driven by fee compression and the growing value of specialized advice.

Jesus Valencia summarized the phenomenon by noting that “beta is getting cheaper while advice is becoming more valuable.”

The UBS executive explained that clients show greater willingness to pay for differentiated and sophisticated offerings, particularly in segments such as private equity, private credit, and real estate, where the advisory component carries greater weight.

“The business is moving away from product and toward relationships,” he stated.

Nicholas Terlonge added that firms today compete for the “same share of client attention,” especially in the offshore market, where U.S. advisors compete directly with local players in investors’ home countries.

He also indicated that there is growing demand for financing and lending solutions, forcing firms to continuously evolve to remain competitive.

Marlen López explained that her practice has shifted toward a predominantly fee-based model, which currently represents 95% of her business. She also noted that they are transitioning from a fixed structure based on assets under management (AUM) to a tiered structure, with the goal of competing more efficiently in the ultra-high-net-worth (UHNW) segment.

Culture and talent as strategic factors

Regarding recruitment and talent development, Paula Alvis stated that corporate culture and authenticity are fundamental elements for attracting the right professionals.

“Talent begins with culture and honesty about who we are,” said the Snowden Lane executive, who emphasized the importance of recognizing support staff and building teams aligned not only with corporate goals but also with human values.

Nicholas Terlonge defined recruitment as a “full-time contact sport” and emphasized that cultural fit should take priority over technical skills.

“I prefer to hire the person and teach the skill,” he said.

He also underscored the importance of supporting professional development from early stages, particularly in operational areas, where small gestures of recognition can have a significant impact on talent retention and motivation.

Recommendations for new generations

When addressing advice for young professionals seeking to enter the global wealth management business, Jesus Valencia recommended developing both technical capabilities and emotional intelligence.

“It is difficult to compete at the highest level without a balance between analysis and emotional quotient,” he said.

He also suggested quickly obtaining regulatory licenses such as the SIE (Securities Industry Essentials) and Series 66 (Uniform Combined State Law Examination), as well as building networks and maintaining patience in an industry he described as meritocratic.

Paula Alvis, for her part, encouraged younger generations to remain authentic, understand all operational processes of the business, and take on new challenges before falling into comfort zones.

Organizational culture as a competitive advantage

In the final part of the panel, participants agreed that internal culture has become a strategic differentiator for wealth management firms.

Marlen López explained that her organization promotes initiatives focused on work-life balance, including annual offsite retreats to strengthen bonds among colleagues.

Nicholas Terlonge stated that culture cannot be “outsourced” to headquarters and must be built daily in each local market. He added that leadership should be reflected in everyday details such as punctuality, professionalism, and closeness to teams.

Jesus Valencia reinforced this idea by noting that leaders must intervene when they detect inappropriate behavior. “What you allow, you promote,” he said.

Finally, Paula Alvis summarized her view by stating that “culture is difficult to explain but easy to feel,” and affirmed that her goal is to build organizations based on human connection and a sense of belonging.

Source Article: https://www.fundssociety.com/en/news/advice/the-branch-managers-of-the-offshore-business-in-texas-and-miami-debate-the-sectors-challenges/

BNY Pershing 2026 Updates

Tue, 31 Mar 2026 13:53:49 GMT

BNY Pershing works behind the scenes on behalf of your wealth manager or financial firm to provide a variety of services and custody your assets. BNY Pershing has been a leading global provider of financial business solutions for over 85 years, so you can feel confident that your assets are in strong hands. BNY Pershing is the trusted choice of over 1,000 firms,representing more than 8.6 million investors and is committed to the protection, servicing and reporting of assets for investors like you

Funds Society: Senior Wealth Advisor and Founding Partner of Excelsis Global Marlen López: “Business Consolidation Is Reflected in the Rise of Independent Models and RIAs”

Wed, 25 Feb 2026 13:53:34 GMT

The vision of Marlen López , Senior Wealth Advisor and Founding Partner of Excelsis Global Private Wealth , on the offshore U.S. advisory industry has been shaped by her experience at major firms, her entrepreneurial journey, and her ability to interpret the trends that have defined this business.

López began her career at JPMorgan Chase , where she learned how to build strong, lasting client relationships, developing a skill that would become the backbone of her professional path. However, it was during the Great Recession, when she transitioned into a new role as a financial advisor, that her career reached a turning point.

“My transition to Merrill Lynch during this period of intense market instability represented a transformative challenge. I took on the responsibility of supporting families and high-net-worth clients as they navigated economic uncertainty, refining my ability to design resilient wealth strategies and build deep, trust-based relationships,” López recalls.

The Courage to Be Entrepreneurial

Although she later continued her professional development at firms such as Wells Fargo Advisors , it was not until 2021 that, together with four other independent global wealth management teams, López brought her project, The Lopez Private Wealth Group , into the creation of Excelsis Global Private Wealth , in partnership with Sanctuary Wealth .

“The relationship I had cultivated with the founders of Sanctuary Wealth during my time at Merrill Lynch was key to this transition. Their confidence in our mission and vision allowed us to collaborate in developing an independent, boutique model designed to exceed the expectations of our high-net-worth clients. Sanctuary Wealth not only shares our philosophy, but also provides a comprehensive platform that includes products, technological innovation, and operational support, allowing us to focus on delivering truly personalized, world-class service,” she explains.

Regarding her business decisions, López’s assessment is clear: “The Lopez Private Wealth Group represents the commitment to excellence that has always guided me. Our mission is to deliver top-tier financial expertise, personalized service, and innovative strategies that create value at every stage of life and across every generation of the families we serve.”

An Environment of Consolidation

That mission remains unchanged, even within a business landscape marked by strong consolidation, increasing sophistication, and a redefinition of the advisory model. In her view, these three dynamics are unfolding simultaneously and intertwining to shape a new era in the wealth management industry.

“Consolidation is reflected in the rise of independent models and RIAs, which offer advisors greater autonomy and competitiveness. More advisors are migrating toward models that allow them to operate with greater independence and control over their practices, whether by partnering with platforms like Sanctuary Wealth, which offer flexibility without sacrificing access to high-level tools, or by building their own models from the ground up,” she states.

For López , sophistication is evident in the growing demand for comprehensive, highly personalized services similar to those of family offices—once reserved exclusively for the ultra-wealthy and now extending to a broader client base. “Finally, the redefinition is being driven by demographic, technological, and cultural shifts, such as the generational transfer of wealth, which requires advisors to adapt to new expectations around personalization, advanced technology, and human connection in order to retain key assets,” she adds.

Industry Trends

Over the years, she has observed a significant shift in the profile of offshore clients, driven by a combination of geopolitical uncertainty and generational change. “One of the most notable trends we see is the increasing sophistication of clients, with a clear focus on multigenerational wealth planning. This evolution is largely due to geopolitical instability in many of the countries we serve, which has heightened demand for expert guidance to navigate the uncertainties clients face daily, not only in their home countries, but globally,” she explains.

At the same time, she notes that as these challenges have intensified, so too has the need for robust portfolio strategies that provide clients with a sense of security and peace of mind. “In times of uncertainty, clients are highly focused on protecting their wealth and ensuring the long-term financial stability of their families. They rely on us as trusted advisors to help them build and safeguard their wealth in ways that address not only what is within their control, but also mitigate risks arising from external factors beyond their reach.”

Another significant shift has been the emergence of a younger, more technologically savvy generation stepping into leadership roles within the families they serve. “The evolving profile of offshore clients reflects a combination of global uncertainties and generational transformation. This has amplified the need for knowledgeable and adaptable expert teams capable of guiding clients through these complexities,” she affirms.

Within this broader industry transformation, the strength of the client relationship remains a cornerstone of successful business practices, particularly in the offshore market. In López’s view, trust, transparency, and ongoing education are critical components in building and sustaining that bond.

“While platforms and technology can enhance efficiency, streamline processes, and provide valuable insights, human connection and the ability to genuinely understand and address a client’s needs are irreplaceable. These relationships are cultivated through consistent communication, delivering on commitments, and honesty, qualities that foster loyalty and long-term partnerships. It is the fusion of people-centered values with platform-driven capabilities that creates a dynamic and impactful client experience,” she emphasizes.

Looking Ahead

When asked what she expects from the industry in the coming years, her message is clear: wealth management will undergo significant evolution driven by personalization, technology, and shifting client expectations. “Clients, regardless of their wealth level, demand highly personalized services similar to those offered to ultra-high-net-worth (UHNW) individuals. Advanced technology, including AI, predictive analytics, and digital platforms, will streamline operations, but human connection and ‘white-glove’ service will remain irreplaceable,” she argues.

As she notes, a key development, highlighted by Adam Malamed , CEO of Sanctuary Wealth, is the democratization of the family office experience: “Firms will expand access to high-level holistic services, such as multigenerational planning, family governance, and financial advisory, making them available to a broader range of clients.”

She also underscores that significant intergenerational wealth transfers highlight the need to connect deeply with future wealth holders, aligning services with their values, such as interest in ESG investing. In this context, she maintains that firms that cultivate a strong cultural identity and entrepreneurial flexibility will attract both advisors and clients, ensuring resilience and growth in a competitive environment. “To thrive, firms must embrace innovation while prioritizing relationship-building, constantly evolving to meet client needs. Those that fail to adapt risk losing relevance in this transformative era,” López insists.

Her main conclusion regarding the offshore business is that “while it faces challenges such as geopolitical uncertainty stemming from trade tensions, changes in immigration policies, and perceptions of protectionist measures by the United States toward Latin America; as well as strict regulation (KYC/AML) requiring longer and more complex processes to ensure global compliance and combat illicit activity; and tax complexities related to withholding taxes, succession laws, and legal structures that may be confusing for foreign investors—it remains highly attractive to Latin American investors seeking refuge, diversification, and growth in a stable, secure environment with access to liquid markets and unique opportunities.”

She emphasizes that “to capitalize on these opportunities, clients and advisors must adapt to changing conditions, prioritizing transparency, regulatory compliance, and delivering an innovative, highly personalized approach that responds to modern market demands.”

Source Article: https://www.fundssociety.com/en/news/business/marlen-lopez-business-consolidation-is-reflected-in-the-rise-of-independent-models-and-rias/

AdvisorHub: Women Advisors To Watch In 2026

Thu, 15 Jan 2026 15:54:26 GMT

Source Article: https://www.advisorhub.com/women-advisors-to-watch-2026/