How Advisory Firms Can Win the Future: Culture, Talent, and Next-Gen Clients

As wealth shifts into the hands of younger generations and more women, advisory firms face a critical question: Are you built to serve tomorrow’s clients?

In a recent video interview, Three Crowns Marketing CEO Johnny Sandquist sat down with Carina Diamond, CEO of GFP Private Wealth, to talk about what it really takes to grow an RIA firm in today’s environment where many advisors are aging out and fewer new advisors are taking their place.

Carina brings a powerful blend of experience as an advisor and executive, with deep insight into talent development and strategic growth.

Talent Development Starts With Culture

According to Carina, the heart of next-gen development is firm culture.

“Are senior advisors open to change? To using tech? To mentoring?” she asks.

The willingness to evolve not just in process but in mindset is what separates RIA firms that thrive from those that stall.

Succession Isn’t a Plan. It’s a Practice.

Rather than waiting for a retirement notice to kick off a handoff, Carina recommends embedding continuity into everyday operations.

In her career, the best experience has been to provide every client with a lead advisor and a supporting advisor from the start. That means if an advisor leaves, or even just takes some time off, clients always feel supported.

New Clients. New Needs.

Carina also sees huge opportunities for growth with two groups: younger investors and women.

As more wealth shifts into their hands, firms need to ask:

• Do we have the right communication skills?
• Are we emotionally intelligent enough?
• Are we building trust with clients who’ve traditionally been overlooked?

“I’m always developing myself,” Carina shares. “And I bring in programs monthly to develop my team. We’re all getting better together.”

Watch the full conversation below, recorded at the 2025 RIA Edge event in Nashville, to learn how forward-thinking firms are evolving—and what you can start doing today to stay ahead.