Carley Dillon: How We Consistently Deliver Over 15% Organic Growth
Barron's Advisor
Deep Dive
What is Brighton Jones' approach to financial planning and client experience?
Brighton Jones focuses on wealth alignment, integrating clients' personal values, passions, and vision into their financial plans. They structure their services through regions and pods, combining centralized support with local expertise across 19 offices. The firm emphasizes a comprehensive client experience that goes beyond traditional financial advice, including philanthropic initiatives and B Corp certification.
What are Brighton Jones' key financial metrics and growth targets?
Brighton Jones targets 15% organic growth annually, with 7.5% coming from client referrals and the remaining 7.5% from other channels like Fidelity and self-generated leads. They have a 98% client retention rate and manage approximately $26 billion in assets under advisement (AUA). The firm is also planning to open new offices in Atlanta and Chicago.
How does Brighton Jones foster a culture of ownership and accountability?
Brighton Jones fosters ownership through a business planning process where every team member, including operations staff, has a business plan. They use a combination of top-down and bottom-up approaches, with senior lead advisors responsible for regional pods. The firm also emphasizes metrics-driven performance and aligns individual goals with organizational objectives.
What role does technology play in Brighton Jones' client experience?
Technology is a key lever in Brighton Jones' client experience, focusing on people, process, and technology. They have built a two-sided platform for client communication and advisor workflows, integrated with Salesforce. The firm also uses tools like Wealthscape and Tamarack and is exploring AI to create efficiencies and free up advisor time for deeper client connections.
How does Brighton Jones approach client referrals and organic growth?
Brighton Jones aims for 7.5% of its 15% annual organic growth to come from client referrals. They have a client referral playbook and strategies like estate planning conversations and sharing their growth story to encourage referrals. The firm also emphasizes building intimate client relationships through events and philanthropic engagement.
What is Brighton Jones' vision for the next three to five years?
Brighton Jones plans to focus on wealth alignment, connecting clients' values and passions to their balance sheets. They aim to continue organic growth, explore inorganic opportunities, and develop female-led services, potentially creating a female-only service line. The firm also wants to increase employee ownership and empower more team members to become owners.
- Founded in 2000
- 19 offices nationwide
- 280 employees
- 26 billion AUA
- Vision: Make a big impact and change the world
- Mission: Help clients, colleagues, and community live richer lives
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