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(Bloomberg News) Todd S. Thomson,
Citigroup Inc.’s former head of wealth management, lured a top Bank of
America Corp. financial advisor with $5.9 billion in client assets to
join a new business that caters to independent advisory firms.
Michael C.
Brown, 52, said he left Bank of America’s U.S. Trust unit last week to
join New York-based Dynasty Financial Partners, founded by Thomson
and Shirl Penney, another ex- Citigroup manager. Brown’s clients had a
typical net worth of $50 million, according to Barron’s, which ranked
him 28th on its most recent list of the top 100 U.S. financial advisors.
His departure
may revive concern about the ability of brokerages such as Bank of
America’s Merrill Lynch to keep top producers as the companies grapple
with mergers, stagnant stock prices and bad publicity tied to probes of
mortgages and securities underwriting. More than 7,300 advisors have
left the four largest full-service brokerages from the beginning of
2009 through June, according to research firm Aite Group LLC.
Brown’s
defection is “another indication of what I would define as the
dysfunction of Bank of America and other major firms,” said Tim White,
a partner at Dallas-based executive recruitment firm Kaye/Bassman
International Corp.
Bank of
America, the biggest U.S. lender, took $45 billion from U.S. bailout
programs and had to offer retention packages to keep top advisors when
the Charlotte, N.C.-based company acquired Merrill Lynch
& Co. in 2009. Its biggest rivals include Morgan Stanley, Wells
Fargo & Co. and UBS AG.
Big Against Small
“Every one of those businesses is in some way in a bit of disarray,” Thomson,
49, chairman of Dynasty, said in an interview. “It used to be an
advantage to have a large brand on your card. I think many today feel
it’s a disadvantage. If you’re a financial advisor, you don’t want to
spend time talking to clients about what’s going on at your firm.”
Matt Card, a
spokesman for Bank of America, said yesterday the bank had no immediate
comment, and media representatives for Morgan Stanley, Wells Fargo and
UBS didn’t return calls placed after regular business hours.
Brown, who will
be director of wealth management at Dynasty and an investor, declined
in an interview to specify how many Bank of America clients will
migrate with him. Typically, an advisor takes about 70% of their
customers when they leave a brokerage, said White of Kaye/Bassman.
Thomson’s Return
Dynasty is a potential comeback for Thomson, once considered among potential successors for ex-Citigroup Chief Executive Officer Charles O. “Chuck” Prince. Thomson
was dismissed by Prince from the New York-based bank in January 2007
after infractions that included inappropriate use of company aircraft,
three people with knowledge of the decision have said.
Thomson
was head of Citigroup’s brokerage and private bank for two years and
was the bank’s chief financial officer for four years before that.
Penney, Dynasty’s CEO, worked for Thomson
in various roles, including director of business development for global
wealth advisory services at Citigroup’s Smith Barney, according to
Dynasty. He left Citigroup in 2008.
Dynasty
investors include William Donaldson, 79, former chairman of the U.S.
Securities and Exchange Commission and ex- CEO of the New York Stock
Exchange, and Harvey Golub, 71, the former American Express Co. chief
who resigned as chairman of insurer American International Group Inc.
this year. Both men are also directors. They confirmed their
participation in Dynasty without elaborating.
Assets Increase
Penney cited
research by Boston-based Cerulli Associates that independent advisors
will reach $5 trillion in client assets and said Dynasty can capture 1% of that, or $50 billion, by 2016. His firm offers a technology
and services platform for independent advisors, some of whom, like
Brown, left established brokerages.
Penney is in
talks with about 30 teams managing more than $15 billion in assets who
are independent or considering making the leap, he said. Dynasty will
also extend loans to pay for setting up offices and returning retention
bonuses, he said.
Brown graduated
from Columbia University in New York, where he played football,
according to Dynasty. He began his career three decades ago at Merrill
Lynch, spending six years there and about 10 years at Bear Stearns Cos.
before joining Bank of America in March 2001 through its purchase of
Montgomery Securities, leading a six-person team.
His departure
from Bank of America could serve as a template for other wealth
advisors weary of being yoked to huge financial organizations with
disparate missions, Penney said. Consumer finance divisions at U.S.
banks are being pressured by slow growth and new regulations.
Focused Approach
“Our only focus
here is wealth management,” Brown said in an interview. “No other
business is going to have a negative impact on our firm.”
Bank of
America, led by CEO Brian T. Moynihan, 51, declined 21% this
year in New York Stock Exchange trading on concern that costs from
improper foreclosures and soured mortgages may be a drag on profit. The
bank also endured public hearings and investigations tied to its
takeover of New York- based Merrill Lynch, which spurred the bank to
take a second round of U.S. bailout funds. The money was repaid last
December.
Dynasty
provides research on institutional money managers, private equity and
hedge funds, enabling advisors with at least $250 million in client
money to attend to the “sophisticated needs” of individuals worth more
than $10 million, Thomson said.
By eliminating
pressure to sell house brands, the business model lets brokers “sit on
the same side of the table as their client and act as an advisor and
get paid for advice, not have to act as a sales professional,” Penney
said.
Retention Pay
Bank of America
has spent millions of dollars to keep its best financial advisors. In
November 2008, the bank said more than 6,200 Merrill brokers accepted
retention packages, including 99.3% of those who generated
annual revenue of more than $1.75 million. About 6,600 brokers who
generated more than $500,000 were eligible for bonuses from 50%
to 100% of annual production.
As the merger
took shape, recruiters said some veteran brokers were worried Bank of
America would impose a more hierarchical, cost-conscious style. Sallie
Krawcheck, 46, the head of wealth management, vowed in August 2009 to
preserve Merrill’s own culture.
U.S. Trust,
founded a decade before the Civil War, was purchased by Charles Schwab
Corp. in 2000. Bank of America agreed to pay $3.3 billion for the
business in 2006 to add to its units that manage the assets of wealthy
Americans.
Wealthy Clients
Brokerage firms
are ramping up expansions that cater to the wealthy. JPMorgan Chase
& Co., Citigroup, Goldman Sachs Group Inc. and Deutsche Bank AG are
hiring bankers devoted to helping more affluent clients.
Meanwhile,
assets under management at the four top brokerages declined 16%
to $4.75 trillion from 2007 through 2009, while jumping almost 14% to $1.54 trillion at independent firms, according to Aite.
Bank of America
had about 20,000 brokers, advisors and wealth-management bankers with
$2.2 trillion of client balances as of Sept. 30, according to its
website.
Wells Fargo,
which acquired Wachovia Corp. in 2008, has about 15,000 advisors
running $1.1 trillion of client assets. The bank is based in San
Francisco. New York-based Morgan Stanley’s wealth-management business
has about 18,000 advisors and $1.6 trillion of client assets.
The figures
include the Morgan Stanley Smith Barney brokerage, created last year
through a joint venture with New York-based Citigroup, which is still
11% owned by the U.S. government following a $45 billion bailout
in 2008.
Zurich-based
UBS, which had to get its own bailout from the Swiss government, has
about 6,800 advisors with about 743 billion Swiss francs ($763 billion)
of client assets in its Americas wealth-management unit. While the
government has since sold its stake, the shares remain down 76%
since the start of 2007.
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