How Edward Jones Scales Advice for High-Net-Worth Clients with Tom Lewandowski

This week, Jack Sharry talks with Tom Lewandowski, Principal and Leader of the High-Net-Worth (HNW) Segment at Edward Jones. Tom leads the development and execution of strategies to better serve HNW households, including defining a unique value proposition for clients and branch teams, product and service strategy, pricing, compensation, operations and infrastructure, integration, and internal and external communication.

Tom talks with Jack about how Edward Jones leverages its deep-rooted culture of trust to serve the HNW market. Tom explains how the firm's Generations Program provides branch teams with access to specialized expertise in estate planning, tax strategy, and business transitions, ensuring that complex client needs are met with the same personalized touch the firm is known for.

In this episode:

(00:00) - Intro

(01:10) - Tom's role at Edward Jones

(02:10) - Tom's journey in the wealth management industry

(03:42) - Why Edward Jones leaned into high-net-worth clients

(05:53) - The genesis of the Edward Jones Generations Program

(07:56) - How Edward Jones' home-office specialists support local branch teams