Household is the atom
FSC's core insight: a client is rarely just a person — it's a household with legal entities, trusts, accounts, and relationships.
Household (Group)
├─ Primary Client (Person Account)
├─ Spouse (Person Account) — Relationship: Spouse
├─ Trust Account (Financial Account)
├─ 529 Plan (Financial Account) — Beneficiary: Child
└─ Business Entity (Account) — Ownership: 60%
The Actionable Relationship Center (ARC) visualizes this. Every custom object with a lookup to Account/Contact can be surfaced there.
Financial account model
- FinancialAccount — brokerage, retirement, banking, insurance
- FinancialAccountRole — owner, beneficiary, trustee (many per account)
- FinancialAccountTransaction — the trade/deposit ledger (Big Object for scale)
- AssetsAndLiabilities — external holdings the client reports
Integrate custodians (Fidelity, Schwab) via MuleSoft FSC Accelerator — nightly reconciliation writes to FinancialAccount + FinancialHolding.
Financial goals & planning
Goals drive next-best-action:
FinancialGoal: "Retire at 62 with $2.4M"
Target Amount: 2400000
Target Date: 2038-06-01
Progress: 780000 (33%)
Recommendations:
- Increase 401k contribution to 15%
- Rebalance to 65/35 given horizon
Wire recommendations to Einstein Recommendation Builder using historical outcomes.
Compliance & suitability
- KYC — refresh cadence per client segment (annually for HNW, event-based for retail)
- Suitability — every trade recommendation checked against Investment Profile
- Reg BI (US) — Care/Disclosure/Conflict/Compliance obligations logged on Interaction
Model the Interaction as Interaction + InteractionAttendee + InteractionSummary. Use Einstein Conversation Insights for compliance surveillance on recorded calls.
Client onboarding
Digital onboarding via OmniStudio + Business Rules Engine:
OmniScript: Onboard New HNW Client
Step 1: Identity + KYC (BRE-driven risk score)
Step 2: Household mapping (ARC in-flow)
Step 3: Goals & risk tolerance (drives Investment Profile)
Step 4: Account opening (multi-custodian handoff via Integration Procedures)
Step 5: Advisor introduction + calendar (via Salesforce Scheduler)
Time-to-first-trade drops from days to hours.
Advisor workspace
- Home Page with Households at risk (missed contact SLA, deteriorating goal progress)
- Meeting Prep component: pulls last N interactions, portfolio drift, life events
- Post-Meeting: Einstein generates a compliance-ready summary + next actions
Reporting cheatsheet
- AUM by advisor (rolling 4 quarters)
- Client-Advisor Ratio (target ≤ 100 for HNW)
- Fee revenue attribution across households
- Rollup pipeline (referrals, wallet-share opportunities)