Episode summary
Why Growth-Minded Advisors Are Rethinking Technology, Outsourcing and Client Service
Summary
Jonathan Linstra says advisor growth now depends less on adding more tools and more on reducing friction. He argues that firms are outsourcing more investment management and technology work so advisors can reclaim time for clients, since time and trust are the core currencies in a relationship business.
He also says the firm’s role is not just product delivery, but coordination across its broad network of advisors, asset managers and firms. In his view, the most valuable capability may be the team itself: identifying where advisors need help, simplifying workflows and giving them time back to focus on growth.
On high-net-worth clients, Linstra says the winning model combines an enhanced client service experience with sophisticated solutions such as tax overlay, custom cases and private wealth support. He also warns not to confuse technology with productivity; the point is not more software, but better solutions that help advisors have more thoughtful conversations and meet client needs more effectively.
Key takeaways
- Linstra says advisors are outsourcing more because clients value their time, and firms are seeking ways to reclaim it from workflows and due diligence.
- He argues the most underused asset at Investnet is its team, which helps coordinate across more than 110,000 advisers and 500 asset managers.
- Linstra says high-net-worth growth requires both enhanced client service and sophisticated solutions like tax overlay, custom case work and private wealth capabilities.
- He warns that advisors should not confuse technology with productivity; technology only matters when it solves a real problem and improves the client experience.
- Linstra says Investnet is investing heavily in technology, alternatives and its decision intelligence engine to remove friction and support better advisor conversations.
Notable quotes
“we've heard a lot about this move to outsourcing, right? And so whether that be outsourcing investment management or technology solutions”
“what clients are valuing most from advisors is their time. And so how are they going to find more time”
“I think it's our team actually. Um if you really think about where we sit in enabling a lot of the growth”
“not confusing technology or capabilities with productivity. I think you can get lost in technology to some degree too”
“we're really investing heavily in certain areas into our technology and removing friction constantly, constantly evolving there”
How the episode opens
Growth looks a lot different than it did five years ago. So to break it all down for us, I'm joined by Jonathan Lindstra to hear how advisers can still maintain that client experience while scaling. So Jonathan, thank you so much for joining me.
Oh, thanks for having me, Shannon. — So like I said, growth looks a lot different and you sit in a position of being the the chief growth officer here at Investnet. So what are the most significant shifts that you are seeing when advisors approach growth today?
That's a good question. Um look, if we're looking at the last five years or even the last decade really, we've heard a lot about this move to outsourcing, right? And so whether that be outsourcing investment management or technology solutions, advisers are really listening to clients, I I would think, and and realizing that what they're valuing most, what clients are valuing most from advisors is their time.
And so how are they going to find more time? Typically, it's going to find ways to what's taking their time now. Maybe some workflows, maybe some a little too long on due diligence perhaps in their investment selections.
And so we've seen an increase in outsourcing overall across the industry and even here to invest that. And I think that's really adding to the advisor's growth over time because they're really investing differently in their clients.
Oh, absolutely. It's all about the rel. We're still very much a relationship based business, right? and time is the number one I would say currency along with trust in this space. — So I'm curious though what's maybe the most underutilized capability investnet offers that can still help advisers with their growth trajectory.
Yeah, good question.
From the episode’s captions: roughly the first two minutes, lightly cleaned. Keep watching on YouTube →
Topics
- advisor technology
- outsourcing strategy
- client service experience
- high-net-worth needs
- integrated platforms
Companies and tickers mentioned
- Envestnet
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Summary, takeaways and quote selection by Octagon. Quotes are short excerpts; the full conversation is in the episode.
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