Wealth Management Tips from Centimillionaire Family Office Advisor Richard Wilson

Summary: Family offices are firms that serve the ultra-high net worth investors such as centimillionaires and billionaires. While many people would be over the moon after receiving a 1 million dollar check after hours of negotiations and meetings, those same individuals from family offices wouldn't even show up for such a low amount. In fact, a similar meeting for a family office would leave them in control of an additional 500 million in equity or more.

Richard Wilson gives his insight on how he assists these individuals manage their wealth.

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Transcription:

0:00

Richard Wilson is a guy who works with deca millionaires and you guys haven't heard of the term family office is the term for families that have gotten well beyond that four and a half million dollar mark. They're more in the 5100 $200 million range. So think of it like Bruce Wayne in the Batman he had Alfred Alfred did a little bit more than your average family office in terms of keeping them out of trouble when they came up and all these gadgets but essentially, you get what a family office does. They're a consultant that is brought on board basically the kids don't mess it up and the family wealth keeps moving on. I'm trying to sort of do the same thing here in Hawaii and across my simple passive cash flow nation you guys want to check out my family office offering go to simple passive cash flow calm slash coaching, or go to Rei aloha comm slash ohana to read about my services where I can help out your higher net worth family definitely probably on applies to accredited investors there but accredited investors and above do things very different than your average half a million dollar net worth below you know the infinite banking is just a start but you know now you're starting to talk about oversee trusts and tricky things like that that are I'd probably say unfair. So if you want to learn more about that you can email Lane at simple passive cash flow and here's the show.

1:22

What's up simple passive cash flow listeners once

1:24

in nounce, the first multi day we mastermind in Hawaii will be holding it on

1:31

my island of Oahu,

1:33

Honolulu is on President's Day 2020 and that's February 14 and 17. And a reminder, Valentine's Day is the 14th. But we'll keep that evening for you. families and couples want to come on down for that we're actually encouraging spouses and families that come down because that's part of the whole experience, getting to know other families and getting to know other committee members. gonna be a big part of this. So what to expect structured networking and masterminding with existing CWI investors and other affluent investors, we're going to create the time and the environment to build real relationships that you can take forward forever. And for you, a students out there will do even be doing a full day of networking and mastermind and education. So once again, bring your families we're going to have optional excursions such as a luau, happy hours, dinners and some other activities to be able to have fun in the sun. And, you know, space is extremely limited because my vision is to kind of create this as a more intimate environment where we're all one big little ohana here. So come in and combined business and pleasure in a little tax write off hopefully you can get that right off in before the 2019 ends. Those signing up now we'll be able to get your free one on one strategy session that if you want to stick around till Tuesday, we can knock that out or if you're leaving early we can try and get that done throughout the weekend but hope to see you out in Hawaii go to simple passive cash

3:15

flow calm slash week three and we'll see you guys here how's it

3:22

going Richard? Thanks for coming on. Good Yeah, thanks for having me here lane.

3:25

Yeah, so give us a little background you know how you got started and advising these sensimilla in their family Sure,

3:31

Dad no at the start it was educated myself. I started writing online when I was learning while meeting with them realize many of them are not meeting with each other too often. That got me on the front page of the Boston Globe many different media mentions which got me speaking invites so I ended up speaking a couple hundred times in 14 countries got a book deal with Wiley bought family offices calm to start sharing that leadership and then the additional books written and all the hundred and 14 conferences with hosted now just kind of built on top of that progress. I mean, less The industry has expanded greatly since I got started 12 years ago. So I got a little fortunate being in the right spot at the right time, you know, thought leadership and just providing value as I'm learning has been the main way that things have grown. Yes, it's just so people

4:12

kind of left at the bus stop there. What is a family office? What are we talking about? Sure,

4:17

yeah, it's basically a solution for those who have a lot more money than the average person who are much more wealthy. And the way I like to explain is that if you're only worth $100,000, and you make a mistake, that's equal to 5% of your net worth, that's just $5,000 mistake, maybe you could have hired a consultant to help you avoid that and spend, they could spend a couple hours helping you prevent making that mistake again. But if you're worth 100 million dollars, or even just $10 million, and you make a 5% mistake, it's much more painful. And you could have a part time person, a secretary, an investment analyst, an attorney or project manager that would just help you avoid making those mistakes. And so as families become more wealthy, they're gonna be more likely to make mistakes because they're very busy. everybody's asking for their checkbook, their time, to get On their calendar, etc, they've got many different business entities, different investments going on deals going down all the time, they might be overseeing a 400, person, team, etc. So they're more likely to make mistakes and every mistake could cost them $500,000 here, 200,000 there, etc. So a family office solution gets you family office quality solution providers, it gives you less chaos, less stress, better deal flow, and it allows you to really be more effective at what probably created your wealth in the first place, which is typically not coordinating with your CPA or insurance advisor and filling out paperwork for 50 different LLCs and overseeing all that.

5:35

So it's a lot more than your basic financial planner gets Commission's off something. It's more of a holistic advisor right away.

5:43

Yeah, for sure. In fact, many times like one client where onboarding now is worth around 300 million, and we'll probably be doing six to eight months of heavy estate planning, organizational accounting, legal structure work before we even focus on the investments very much will try to slow him down on Making allocations until we develop a direct investment program with him. And I think it's not all about the investing. In fact, the best investment many of the ultra wealthy can make is in getting great tax and estate planning in place, because almost nothing else is going to provide a multiplied return in the same year where you're really just saving so much more than you're spending on that advice being employed. That's usually one of the first items to look at.

6:22

So based on clients coming to you guys, are you seeing that they are continually growing wealth? Or is their wealth accelerating in that respect? Or is it sort of decaying? And you definitely see it sputtering out with the next generation with where kind of the spreads that you see.

6:38

Yeah, I mean, there's a lot of statistics about families losing their wealth over two or three generations. But you know, it just depends on what the family's goals are. Some families have goals of giving away a lot of their wealth during their life. other families have a real goal of passing along entrepreneurial traits to the next generation. Others say Well, next generation decides what they want to do with their life. We're going to have enough so they have education and they can buy their first home. Maybe for a medical emergency, there's some access to capital, but they don't want the generation to have control the capital. So it really depends on the family. But if you're an entrepreneur listening to this, and you want to, you know, make sure you're passing on those traits of hard work ethic and being resourceful, etc, then having something like a family bank that has it's an informal bank, but with formal rules about how maybe the next generation only gets money for school, first house medical emergency, or a business idea that gets approved by the older generation and the family and then that way, they could buy the chain of three jompa juices or they could buy the chain of 10 carwashes or start that business. They want to start on Amazon etc. But it has to be approved by the family and then you get the money for the business and profits off the business you're able to keep but you're not just given a check to go buy Ferrari isn't a condo in Monaco or Hawaii.

7:49

Right. I think it's something that as I build my podcasts over the last few years, I'm kind of more getting into the more the advising side and definitely helping people get from zero To a million dollars network that seems to be my sort of claim to fame and that individual, they start working through their 20s and 30s. They're hustling and they have some kids and they get to about the 50s and 60s, what are some of the planning essentials for someone that have hit that pedestal? $3.5 million shelf as total network? Is it enough to start to bring in a family office? Or what are the best options for that? Somebody?

8:22

Yeah, it's interesting. It's good question. I mean, you can definitely take some lessons from the family office world, most multi family offices, the ones who take on 1020 or 50, clients, etc, will want you to have at least seven to 8 million net worth before they're going to take you on as a client. But if your net worth is growing by a million dollars a year you can probably convince them to take you on because I know that you're going to be a long term valuable client the serve but some lessons you could take. I think the most important one is to separate your thinking in your wealth management and you're investing into three compartments and it helps you focus your energy where you can maximize your return. So traditional wealth management is all about defense that stocks and bonds and commodities and fund managers and every is to find things that are uncorrelated. And that's what the whole wealth management industry talks about. But that's just one of the three compartments. And so typically, unless you created your wealth and and space, you shouldn't be managing that yourself doing a whole bunch of research and thinking you're going to buy Amazon at the perfect time or buy Tesla the best time or short this or that unless that's your background, you just love that stuff. And that's your whole life, I would just find the best in class provider and a wealth advisor. they'll manage that first compartment, which is your defensive compartment of your wealth. And the goal there is not to grow your wealth is to make it so that it doesn't get lost in great amounts and economy goes down and then it slowly kind of just tracks the market on the way up, hopefully, but no one gives money to a wealth advisor, typically nobody and they're worth 2 million and now because of that Wealth Advisors, great work on diversification. Now they're worth 20 million and none of my clients got wealthy because they had a good wealth advisor. So I think that's important to keep in mind. That's the first compartment is a defensive wealth management and that should be a certain percentage of your portfolio depending on who you are. The second compartment is cash flowing commercial real estate. Which is area you know very well and I always encourage clients to look at things are already cash flowing that are not too much developments unless for some reason they really like that slant or have an angle on that and is in an area they understand. And usually in this area, they're finding an independent sponsor or a fund manager, or they're using a property manager for property they buy directly. So they're kind of at arm's length. And most of them don't like to go into the funds. They don't know what property they're getting like to choose the properties one off and work with independent sponsors and that way, but it's a good medium because they're not saying Okay, Mr. banker manage my defensive portfolio, they're saying, okay, sponsor show me four deals a year and I'm going to say yes to one or two of them, and they're keeping some control of where an investment goes, it could be in one suburb of Indianapolis versus another one or one part of Honolulu versus another part of their more high conviction on that's not overheated or it's going to grow more. So that's the second compartment and usually focusing on two to three types of commercial real estate for it most is a good idea and not going too broad. And then the third compartment is direct investments in Operating businesses, which should probably be in the area where you created your wealth, if it's manufacturing autoparts should probably narrow your focus just investing in that area or in some area that you really for the next 1025 years you want to be investing in to be an expert in like stem cells or cannabis or something where you're just going to go all in on that read everything about it only look at deals there and be a real master of investing in that niche. And those are the three compartments that if you break down your decision making then you can see whereas it makes sense for me to have complete control, partial control and who can I trust to help guide me on each of those three areas?

11:33

And you know, kind of piggybacking on that last category there something I'm kind of learning after making this whole podcast simple, passive cash flow, I thought the secret to life is just passive cash flow me You can passive cash flow your way from zero to a million, but you're not going to passive cash flow your way from a million to 4 million, there's going to be up to some kind of thing that you enjoy or some special skill that you're gonna have to create a business in some industry that Richards kind of talking about in that third category,

11:59

right? Yeah, I think it I think otherwise could take a long time. I think that the trick is that all the ultra wealthy clients ICER to get up to really the 30 $50 million level if someone has an ambition to really jump there Well the truth is that I don't know anyone who's done that by placing a lot of passive bets you can get sometimes better returns with hard assets behind it by going into commercial real estate sometimes that is possible for sure. But if you are not focusing your creation of value into the world into something very specific, they can really magnify your returns your equity stake in it, then it can be hard to get to that ultra wealthy level. But you know, some people are very risk adverse some people have needs for high incomes. Obviously, there is no recommendation for all investors out there should take a lot of risk in a very specific area for sure that's not good advice. But if if someone is coming to you lane and saying like how do I grow my wealth more rapidly, I would say to think in those three compartments and think where it makes sense to apply the most of their control and then find the best in class for the other areas. So every hour you're spending on a project, it's an area where you have an advantage over everybody else in the marketplace or you have a unique focus. So you're making progress over competitors or over the market with every day of energy you invest. I think

13:11

people generally intuitively understand that. But now they're like, well, I gotta get in general partnership. And so these deals, how do I do that? I'm like, dude, you gotta find the deal. You gotta run it, or she could have you had to add some value, right? People just don't get that. I think some of these, right?

13:26

Yeah, yeah. Now that's true. I've heard that similar conversation. I mean, I think otherwise, you have to be putting up 50% of the deal or you know, some big amount of the LP base, yeah, systematically or something. Just click and delete the contact.

13:42

Other than the 27 weeks of curated content for the passive investor, the new mastermind will offer bi weekly power calls with the following format. first week of every month, we will dial in on being a direct investor for simple passive cash flow 1.0 I call it which is getting your first rental Nicole shading sourcing operation etc. second week of every month, we will discuss holistic wealth building topics or what I call simple passive cash flow two point O plus, which is holistic Wealth Management syndications private placements, tax legal lifestyle design, etc.

14:19

Get a sense of this forum by

14:20

checking out the guide the taxes video at simple passive cash flow calm backslash tax, I'll be honest, some things I can't see the general public because it's too personal. And it's not to say bad things about others. Unless you're in the mastermind. One rule we have is what happens in the mastermind stays in the mastermind. To get in go to simple passive cash flow calm, backslash journey. Don't be left out and join the day. If you've been waiting on the sidelines. This is your moment and not to be taken by an institutionalized education program. about this idea of like integration, right synergies, profession and interest. What are some things that you've kind of tied people together? Like, Hey, have you tried this idea of this type of business?

15:03

Yeah, yeah, I'm glad you brought that up usually in the podcast with that, because nobody ever asked me about it. And they asked me if I have any last things I want to add. And it's that idea of integrity or integration. And I think it's very important for someone who is investing because if your background is a computer programmer or an engineer, then you could add value potentially in that area and look for companies in that space. So a good example is an investor friend that lives here. I live on the island of Key Biscayne, one of my neighbors made his money in debt investing or reading a debt platform for consumers. And he wanted to start investing in multifamily properties. And I said, Well, one way to look at it is how can you invest in the debt side of the multifamily space, that's where your expertise is, you might come in as a normal LP investor on some deals, but if a sponsor ever wants to structure it as a debt note, or if you can find real estate investment structured as debt notes or come up with a creative structure, it might be a way for you to help people get deals closed and you get an X percent return with the collateral of an apartment building. behind that, that's an example of playing a unique game in the marketplace. I've got another friend who helps sponsors by waiting until they close the deal. Maybe the sponsor put up 10%. And then three to six months after closing, they will go to the sponsor and say, Hey, I know you're looking to do your next deal, I'll buy out 8% of the 10% that you just put down on your last deal. Now you've got eight out of the 10% that you need on your next one, but they get to then see three to six months of operating history, are the rents coming in as planned, the person that sell you the property lie about the condition of the units, you know, did everything settle fine at closing and etc? Or are there problems that are coming up, etc, and allows them to get superior due diligence done because of that unique model they have? And I think it's just important to look at yourself what others are doing and try to create a unique game for yourself as an investor. You know, if you're just using someone else's template that's not unique to your DNA and your background, then I think that you're not going to excel like your background, for example is in engineering, right, link. That's right,

16:57

but I don't like to do with operations and stuff like that. Right, right

17:01

but have you might have a unique attention to detail on the due diligence approach and setting up this podcast. I've never seen someone more organized and doing so it's like the links and stuff you had in there and made it very easy to work together on getting this podcast done. And so those unique aspects of who you are could allow you to find the things and due diligence that others Miss might allow you to walk through a property or look at construction or cost of things have a much better estimate and intelligent assessment and the average real estate investor or because of your unique background, maybe you're able to identify a group of engineering company owners or an insider industry group where the cost of join is very high. So the only people who are joining are very successful making 300 500,000 a year or they run a big team of engineering services or an engineering company and because of that, you're just naturally meeting investors left and right who appreciate that special skill set that you bring to your deals.

17:55

I think I'll add that you're not going to find this at the W two day job. You've got to kind of take that leap of faith, kind of like how I did. And I haven't really found that what I'm personally want to do with my time. But the same here it is a passive cash flow simple part, what you do after is it's really the hard thing.

18:10

Right? Right. Well, hopefully it's combination of something that uses your DNA background where you can make a lot of money and what you're really passionate about. And hopefully those combinations can be something very unique in the marketplace. So with your geographical focus, you only have one or two competitors, or no competitors. And I think that you can use those screens to narrow it down. I found that you know, you did, a lot of energy goes into creating a podcast like this, but I found that most people won't ever start a podcast, I won't ever write a book, it will never go to public talks. And much of the time is because they're not sure on what they want to stand for what they want to get done. And if you're unsure about something, then it feels risky to invest your energy into it. But if you can make a decision based on those three areas, and you know, it's a unique game that you're playing, then you can invest far more energy into it than others are investing in their projects. And then the marketplace will recognize you because of your certainty. You're able to I run circles around a competition with what you're putting out what you're getting done and just the amount of energy that you're infusing into your projects

19:06

right so they will switch gears a little bit the person listen to the podcast, they get it, they're they're kind of actively building portfolio that may or may not be taking that next step to building their business but at some point, the guys are listening to this podcast get it and they're going to be a net worth of a million to $5 million in the next decade or two. You know it's scary right? Because you've created all this wealth you can give it to your kid he's just gonna may likely be a trust fund kid you know, I went to private school so I know how it works right? I see all these right the girl up and how kind of new components they become prices. How do you what is the best mindset for that kind of parent who means well and wants to pass off? Well, the right way has some skills and traits.

19:48

Sure, I mean, as much as you can, I think encouraging them starting their own business when they're in grade school or high school like I had started five businesses before I got out of high school and I had a business in college. I got out of college started in Another business. So I think encouraging that, you know, we have our daughters to lemonade stands, and they're only two, four and six years old, but they do lemonade stands maybe twice a month and they'll think they made $56 last time and our goal this time is to make $100. And you know, that is their allowance and they make them count the money they will cash register. One of them is the salesperson one of them's the money handler one of them's pouring a lemonade and you know, just infusing that into the family DNA. So they're excited about it. And they they get that like, we bought the lemonade for $10. That's how much the supplies cost. And then we brought in $56. So we made $46. So that's the profits from doing that. It's something as simple as that. And my father took me to business meetings growing up when he was running his business. And I think that helped me He also read ink magazine a lot growing up. So I always reading about these great stories of people's high growth companies. And that got my brain early on. And I talked to my girls a lot about what I'm doing in the business and what's going on, even if they don't seem to be listening sometimes. And I think that kind of rubs off on the kids. getting them involved early, putting them in charge of something, maybe buying them a small business or getting them to run something and letting them fail if they need to fail to learn. So do you think that not all kids have that entrepreneurial bug? Or are all people in general, do high net worth families? They sort of trying to infuse that small business mindset. But are they okay with them becoming a dentist or doctor or some more traditional academic, I mean, only a percentage even want their kids to be entrepreneurial? For sure. I found that a percentage are okay with whatever path they want to take. And it don't even have a preference for them to be an entrepreneur, even though they were

21:36

entrepreneurs themselves.

21:38

Yeah, many of them are open to them doing whatever path makes them happy. And then no matter what their intention, many of them fail to direct the kids where they want them to. Just like with my girls, I have no idea. God forbid something. They make horrible decisions. I hope not but they could be anything when they grow up. I'm not sure obviously, they're so young, but it's a big challenge for many families just because they have a lot of money and even if they have been highly intentional about where they want to Right there kids, you can't control all the different variables and they've got a mind of their own. So I think that is a big challenge for many families and communicating with the monies for and expectations around who's going to get what money and why very difficult and the tears a lot of families apart. So I think it's something that's good to be talking about as kids grow up and manage those expectations and manage what are the family values? What are the goals, you know, what are the expectations that people don't think they're going to be inheriting $10 million, so they just drink at their frat for seven years at college and don't worry about their own career versus really encouraging them to go out and get their own career I think also as possible having it be so that the kid has money for school food, etc, but not a lot of money to go on crazy trips and have a Mercedes on their 16th birthday and etc. You know, and may if they want money, then they need to go earn the money. It's not free. You have to go create value in the world.

22:54

I mean, you guys help the family on the money side but raising productive adults that's up to them then yeah, we

22:59

know couples, therapist types that can work through family issues if there's a big problem going on within the family. And we can help put in into place governance policies and rules and ethical policy for the family office and help them avoid some major pitfalls. But some families don't have it as a high priority, or it's so messed up already, when they come to us that they really need the help of a therapist to address the one son who's a drug addict or something of that nature.

23:26

All right, so what would you suggest for somebody who has aging parents that has a pretty decent sized estate yet? They just saved their way to getting that? What would be the suggestion there to take over that estate? Right?

23:39

Well, I think as early as possible, it's good to meet with an estate attorney, a tax attorney and start structuring things. There are things you can do annually that if you just wait until they're on their deathbed, you'll have missed out on a lot of opportunities to structure things right and you will end up giving up more to the IRS and you'll pay more taxes than you needed to if you wait Tell somebody who's terminally ill I mean, if somebody is 60 already or 6570 any wait too long, then by the time decisions start to be made, there can be questions within the family if the person was mentally coherent enough, or whether there should have been a power of attorney enacting chaos, fighting within the family, maybe the uncle or the cousin or another sibling thinks that because maybe you're local, and like, I don't know you well enough later to know if you have a sister or brother or 10 of them. But let's just give an example of if it was your parents, and let's say you had a sibling in San Diego, but your parents were local to you there in Hawaii. And let's say you are local, and then you help your parents work through these decisions. And somehow, even though you think it's totally fair and equal, and that was the whole intent, you think that was the whole settling of the issue. If the sister thinks because you're local, you got a better shake out of it because you got to keep the house or you got to do something extra with the assets and you benefit more than she does. She might be very upset about such a thing. I've seen it happen many times with families At the same time, the brother can feel like hey, I help the parents, instead of going into the senior living. I helped them manage their care for seven years because they didn't want to go into senior living. I helped meet with the attorneys 22 times. I didn't take compensation for any of that. So yeah, I'm living in the house because I was taking care of them in the house, you know, so you can see how easily this stuff can turn into like nobody talking to each other for 20 years. You know, so that's the sad part about it. Yeah, to be really careful about it and kind of predict and just like over communicate when these types of things are going to be inevitably happening. Right. The one of the biggest things I see that screw people up the parents, they're very sentimental about this physical house. It's just always easier if you just would liquidate everything and just do a simple math exercise and divided by the amount of people and right or rent it out and then split it equally by the amount of people. Many times properties haven't been refinanced and ages could be refinanced, a little distribution and then a rental drip but it totally depends on the family obviously, and what their needs are and their ages, etc. Right. It's just the insight I think a lot of people just sort of blindly being blind is the tough part in between this one the 10 $5 million zone, it's not quite enough to get somebody on board and like a family office level. But yeah, it's true. I would, you know, that you bring up a really good point is that until you're at the eight or 10 million level, it's hard to get family office quality solution providers, but because I've seen so many families get such an ROI out of their estate planning tax advice area is one area where you shouldn't look at it as a cost. It really should be seen as an investment in interviewing the five to seven trust in the state planners, tax advisors, maybe someone