Ultra-High-Net-Worth Client Acquisition: Referrals Outperform AI
Written by Emily J. Thompson, Senior Investment Analyst
Updated: Jan 23 2026
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Source: Newsfilter
- Client Acquisition Strategy: Despite market data firms promoting AI as key to acquiring ultra-high-net-worth clients, Pathstone's CEO Matthew Fleissig emphasizes that personalized service and referrals remain central to success, especially for clients with over $100 million in assets.
- Market Feedback: Andrew Douglass from AlTi Tiedemann Global notes that over the past five years, client referrals and personal networks accounted for 40% and 30% of their organic growth, highlighting the importance of traditional methods in high-end wealth management.
- Limitations of AI Tools: Several high-end advisors express skepticism towards AI client prospecting tools, arguing that most are built on widely available large language models and lack true competitive advantage, with cold emails failing to engage clients who already have advisors.
- Growth Targets: AlTi Global aims to add 25 to 30 new clients annually, potentially bringing in $1.5 billion to $2 billion in new assets, underscoring a strategy that prioritizes quality over quantity in the ultra-high-net-worth market.
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Analyst Views on ALTI
About ALTI
AlTi Global, Inc. is an independent global wealth manager providing entrepreneurs, multi-generational families, institutions, and emerging leaders with fiduciary capabilities as well as alternative investment strategies and advisory services. Its Wealth & Capital Solutions segment provides holistic solutions for its wealth management and Outsourced Chief Investment Officer (OCIO) clients through a comprehensive array of wealth management services, including discretionary investment management services, non-discretionary investment advisory services, trust services, administration services, and family office services. Its International Real Estate segment assists its investors with real estate co-investments by providing access to highly differentiated opportunities in these areas as well as structuring and selecting partners with a proven track record in alternative asset classes, with attractive risk-adjusted return characteristics.
About the author
Emily J. Thompson
Emily J. Thompson, a Chartered Financial Analyst (CFA) with 12 years in investment research, graduated with honors from the Wharton School. Specializing in industrial and technology stocks, she provides in-depth analysis for Intellectia’s earnings and market brief reports.
Pathstone Leverages AI to Enhance Client Acquisition, Securing 5 Inquiries from Billionaire Clients in Two Weeks
- Client Acquisition Strategy: Pathstone CEO Matthew Fleissig emphasizes that while AI can provide data on ultra-high-net-worth clients, true client acquisition relies on personalized services, such as arranging a private jet in under an hour, showcasing the firm's capabilities in the high-end market.
- Market Competition Analysis: Andrew Douglass from AlTi Tiedemann Global notes that over the past five years, client referrals and personal networks have accounted for 40% and 30% of their organic growth, respectively, highlighting the importance of building trust among high-net-worth clients.
- Limitations of AI Tools: Several high-end advisors express skepticism towards AI client prospecting tools, arguing that most are built on existing large language models and lack genuine competitive advantages, while also being costly.
- Growth Target Setting: AlTi Global aims to add 25 to 30 new clients annually, potentially bringing in $1.5 billion to $2 billion in new assets, demonstrating its growth potential in the high-end wealth management market.
Continue Reading
Ultra-High-Net-Worth Client Acquisition: Referrals Outperform AI
- Client Acquisition Strategy: Despite market data firms promoting AI as key to acquiring ultra-high-net-worth clients, Pathstone's CEO Matthew Fleissig emphasizes that personalized service and referrals remain central to success, especially for clients with over $100 million in assets.
- Market Feedback: Andrew Douglass from AlTi Tiedemann Global notes that over the past five years, client referrals and personal networks accounted for 40% and 30% of their organic growth, highlighting the importance of traditional methods in high-end wealth management.
- Limitations of AI Tools: Several high-end advisors express skepticism towards AI client prospecting tools, arguing that most are built on widely available large language models and lack true competitive advantage, with cold emails failing to engage clients who already have advisors.
- Growth Targets: AlTi Global aims to add 25 to 30 new clients annually, potentially bringing in $1.5 billion to $2 billion in new assets, underscoring a strategy that prioritizes quality over quantity in the ultra-high-net-worth market.
Continue Reading