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The Evolving Future​ of Wealth Management

November 30, 2023

Demand for financial advice is growing and investors are increasingly satisfied with advice offerings.

Despite a seemingly unlimited array of information and tools designed to empower investors to take an active role in managing their own investments, the demand for hands-on advisors continues to increase. 63% of investors indicate a willingness to pay for advice, up from 38% in 2009.

Since 2009, the “advised” investor segment has grown from 35% to 47%, while those who consider themselves “self-directed” has fallen from 41% to just 24%.

This research, in partnership with the Securities Industry and Financial Markets Association (SIFMA), analyzes the factors that matter most to investors as they place greater reliance on financial advisors.

Use this Research to Explore

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Drivers of Advice Demand and Satisfaction

Ongoing comprehensive financial planning allows advisors greater opportunity to assist investors on the way to achieving their financial goals.

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What Investors Value in Advice Relationships

Transparency, pricing, and alignment are leading concerns of unadvised investors. Breadth of offering and human advisor access are central to the value of the advisory model.

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The Future of Wealth Management

Investors seek personalized flexible investment implementation and management. Broad product and service options, along with cautious and thoughtful AI integration, will be critical to future growth.

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Research Author

Scott Smith

Scott Smith


Bio →

Scott Smith

Scott Smith


With more than 20 years of financial services industry experience, Scott leads Cerulli’s research efforts focused on investor behavior and advisory relationships. In his time at Cerulli, he has authored more than two dozen in-depth reports on topics ranging from wholesale distribution to digital advice platforms. His research helps Cerulli’s clients understand how to optimize their platforms given the evolving demand for financial advice.

Scott started his career wearing a headset at Putnam Investments’ service center in 1996, before moving to more strategic roles at MFS Investment Management starting in 2000, and then to Cerulli in 2007. In addition, he currently serves as member of the CFP Board’s Digital Advice Working Group, and as a judge for the Industry Awards.

Full biography here.

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