The COO Roundtable
Episode 85: Josh Brier & Aldo Tarantini
Why It Matters
Understanding the operational playbook of successful boutique wealth‑management firms offers valuable lessons for advisors seeking sustainable growth without massive marketing spend. As client wealth becomes more complex, the episode’s focus on technology, scalability, and personalized service is especially relevant for firms aiming to meet evolving fiduciary expectations in today’s competitive financial landscape.
Key Takeaways
- •Family Management grew AUM from $1B to $5B since 2013
- •Both firms rely on 90% referrals for new client acquisition
- •Operations roles evolve organically, driven by technology and client feedback
- •Closed broker‑dealer, now operating solely as an investment advisor
- •Complex, intergenerational wealth planning fuels future growth opportunities
Pulse Analysis
Family Management Corporation, founded in 1989, has expanded its assets under management from roughly $1 billion to $5 billion, largely through word‑of‑mouth referrals. The firm now serves high‑net‑worth families with $5‑10 million portfolios, having closed its broker‑dealer to operate exclusively as a registered investment advisor. Connecticut Wealth Management, celebrating fifteen years, manages about $1 billion for business‑owner families and also relies on a 90 percent referral rate. Both firms illustrate how a loyal client base and focused niche can drive organic growth without traditional advertising.
Operational efficiency emerged as the hidden catalyst behind that growth. Josh Breyer and Aldo Tarantini described how they built technology stacks from scratch—implementing a modern CRM, automating client onboarding, and creating a unified portal that aggregates both custodial and private‑asset data. These tools turned routine tasks into measurable metrics, giving leadership real‑time insight into revenue trends and client satisfaction. The COO role, they noted, often lacks a formal job description; instead, it evolves as leaders raise their hands, translate ideas into processes, and recruit specialists to sustain the new systems.
Looking ahead, both firms see complex, intergenerational wealth planning as the next growth engine. Clients increasingly demand trustee services, estate‑and‑insurance coordination, and strategic guidance for family‑owned businesses. By leveraging the operational foundation—robust CRM data, transparent client portals, and agile workflow automation—advisors can deliver personalized financial planning that scales across generations. This alignment of technology with high‑touch service not only deepens client loyalty but also creates new revenue streams through ancillary services. In a competitive RIA landscape, the blend of operational excellence and sophisticated wealth‑transfer expertise positions firms like Family Management and Connecticut Wealth Management for sustained success.
Episode Description
Matt welcomes Josh Brier, Chief Operating Officer of Connecticut Wealth Management, and Aldo Tarantini, Managing Director and former Director of Operations at Family Management Corporation. Connecticut Wealth Management, founded in 2010 out of an accounting business, recently celebrated its 15th anniversary. Today, the firm manages approximately $5 billion of client assets with a team of 70 employees. Family Management Corporation, based in New York City, began in 1989 as a family office for the two founders. Since then, it has grown to manage approximately $5 billion in client assets with a lean team of 23 professionals. After sharing their professional journeys and backgrounds, Josh, Aldo, and Matt explore a range of impactful topics, including:
How a great COO can eliminate friction for advisors, enabling them to better serve clients
The role Operations plays in shaping the client experience and driving firm success
Leveraging technology to create efficiencies and improve workflows
Lessons learned from mid-project pivots and how to adapt when things don’t go as planned
The future of the RIA industry and how Operations teams can harness the current growth trends to increase their stature
The views and opinions expressed by guests on The COO Roundtable are their own and do not necessarily reflect the views of Coldstream Wealth Management. Guest statements regarding their firms, including assets under management and business performance, have not been independently verified by Coldstream.
Comments
Want to join the conversation?
Loading comments...