Great Concordian: Ajay Gupta, wealth management veteran

Ajay Gupta, BComm 95, started in the wealth management business with the ultimate goal of managing $100 million. When he sold his stake to private equity and retired years later, that figure was closer to $100 billion.

Gupta was raised on Montreal’s South Shore in a family that “worked hard and was dedicated to constant self-improvement.”

Inspired by his father, who worked in financial services, Gupta became a standout finance student at Concordia and a dynamic presence on campus.

“My dad strongly encouraged me to find my passion and go for it,” says Gupta. “I was fortunate that it was finance that got me hooked.”

After his graduation from Concordia, Gupta furthered his education at Harvard and Wharton, moved to San Diego, and promptly made a name for himself in the world of wealth management at both Merrill Lynch and UBS.

Eager to strike out on his own, he founded Gupta Wealth Management, which later merged with Creative Planning. As chief investment strategist, Gupta helped steer the company to national recognition, including being named the top independent wealth management firm in the United States by Barron’s in 2017.

Gupta’s expertise drew the notice of Tony Robbins, the self-help guru who featured him in The New York Times bestseller Money: Master the Game. That professional relationship evolved into a friendship and the formation of Robbins Gupta Holdings (RG Holdings). The family office for the Robbins and Gupta families manages a vast portfolio of investments which includes traditional liquid investments, private equity, real estate and various alternative investments.

“I used to listen to Tony’s cassettes when I was younger and considered him a mentor from a distance,” says Gupta. “To count him as my closest personal friend now, and to be invited to speak at his events on a regular basis, is truly extraordinary.”

Beyond his professional achievements, Gupta, who lives in Miami with his wife and three children, serves on the boards of the Deepak Chopra Foundation as well as the Tony Robbins Foundation. His own family foundation supports numerous community initiatives as well.

Gupta remains connected to Concordia and Montreal. He was named the university’s Benoît Pelland Alumnus of the Year in 2022 and is still in regular contact with some of his high-school friends from Centennial Regional High School, in Greenfield Park.

After he sold his company in 2020, Gupta could have enjoyed a typical retirement.

“But I don’t golf, and I’m not crazy about the beach either,” he says. “So I still spend a considerable amount of time looking at various business and investment opportunities.

“I truly believe that if you do what you love, you never work a day in your life.”

When you reflect on your time as a Concordia student, what stands out?

Ajay Gupta: Some experiences that stand out from my time at Concordia were living downtown on Mackay Street, right across from campus. It was thrilling because student life was everywhere. Another defining moment was my involvement in student government as the president of the Commerce Administration Students Association [CASA].

I campaigned for the election, built meaningful relationships with professors, the school Senate and Board of Governors. I learned a lot about communication and what happens behind the scenes in academia. Being on the search committee for the new dean of the business school was particularly enlightening.

What are some of the factors that have enabled your success?

AG: For one, I wrote down my goals and plans, which allowed me to be bold in private. I realized my passion for the investment and financial world early on and pursued it vigorously.

Hard work was crucial — I believe in working harder than everyone else around you. My goal was always to add more value to my clients than anyone else could. Over time, my clients saw my dedication and started introducing me to the right people, which helped immensely.

What advice do you have for students who may want to follow in your footsteps?

AG: First, get involved. Don’t just go to classes and do the tests. Engage with student organizations related to your field, attend events and participate actively.

Second, find a mentor you respect and admire. For me, Tony Robbins was a huge influence. Having a mentor helps you model their success and learn from their experiences.

How does it feel to be a Great Concordian?

AG: It’s incredibly humbling and an honour. I get goosebumps just thinking about it! I never imagined being recognized for anything like this 30 years after my time at Concordia.

It’s a privilege to be one of the 50 Great Concordians. Concordia provided a real-life practical education, and the value of my degree has appreciated over time.