This past summer was my thirtieth anniversary as a headhunter in the wealth management industry. My job has largely remained the same: matching talent with firms.

However, the industry I cover has evolved greatly. Let’s go back to 1984, when wealth management was called Retail Brokerage. And the word “retail” was often said in a disparaging way, to contrast it with the more prestigious “institutional” part of the business. Indeed, every week I spoke with stock brokers who longed to be able to talk with institutional accounts because it was so dreary having to explain stocks and bonds to “regular” people.

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