‘To stand out, I needed to innovate’

Katz moved beyond cold calls to cultivate relationships with influential figures like sports agents and estate attorneys, thus broadening his network significantly.

For Jason M. Katz, the driving force in his life and career is an entrepreneurial impulse. And as managing director of wealth management and private wealth advisor at UBS, it’s been a key factor in his overarching success.

This drive was evident at a young age, when Katz took to running the concession stand and school store at his high school.

“I’ve always been driven by an entrepreneurial spirit,” he told InvestmentNews. “And when I got to college, I used to design and sell T-shirts door to door.”

However, Katz soon followed his father into the commercial real estate world as a college intern. And he said this period was a crucible for both his professional development and the start of his own journey of self-discovery.

“One of my biggest takeaways was that as much as I adore my father – he’s a great mentor and my best friend – I think we both determined that I needed to stake my own claim. He felt that I had so much talent when it came to being entrepreneurial, I should be in an environment with no glass ceilings,” he said.

Katz’s initial steps in this world were as a stockbroker, starting at Bear Stearns and then becoming a financial advisor at Paine Webber, which subsequently became UBS. Here, he distinguished himself early in his career with his unique approach to client outreach. In an era dominated by cold calls and stock pitches, Katz chose to cultivate relationships with influential figures like sports agents and estate attorneys, thus broadening his network significantly.

“I realized early that to stand out, I needed to innovate beyond the conventional cold-calling strategies,” he explained.

And this pioneering mindset extended to seminars and speaking engagements, a domain where he again defied norms.

“Why bring in external speakers when I could forge a direct connection with the audience myself?” Katz posited, highlighting his strategy of personal engagement. This experience sharpened his presentation skills, and he now represents UBS in the financial media with a regular weekly appearance on Fox Business News.

Recognizing the strength in diversity, Katz was a pioneer in assembling a team of specialists in various fields of finance. This team, comprising certified financial planners, investment analysts, and other specialists, enabled him to offer a full spectrum of financial services.

“My vision was to create a team that could address any aspect of a client’s financial life,” Katz said, emphasizing his comprehensive approach to wealth management.

Now, Katz oversees an impressive team of 18 investment professionals, managing assets totaling around $4.5 billion. In his dual role as chief investment officer and senior portfolio manager, Katz’s approach is holistic, covering everything from financial planning to asset management. His clients are a mix of athletes, entertainers, financial professionals, corporate executives, and traditional high-net-worth investors.

But it’s Katz’s philosophy on team dynamics in finance that’s particularly enlightening. He advocates for a diverse team with specialized skills, rather than a homogeneous group.

“Diversity in expertise is key,” he said. “You want a team where each member brings a unique skill set, not just replicas of the same profile.”

Looking to the future, Katz envisions a continued focus on empowering his team members, fostering their growth while he concentrates on high-net-worth portfolios. This strategy not only optimizes his decision-making capabilities but also promotes the professional development of his team. “Empowering my team to excel in their areas of expertise not only benefits them but enhances our service to clients, attracting more high-caliber business.”