Advisory firms are moving beyond the traditional classification of clients by their assets and the revenue they generate. In this second part of our AdvisorEngine Learning Center’s series, client segmentation for financial advisors, I’ll explore how clients can be segmented beyond assets under management. I will also look at how (or should) an RIA widen or ‘soften’ its target market to a younger, less affluent demographic, taking advantage of cost-efficient digital technology.
Financial advisors often ask, “What can I do to drive CRM success at my firm?” Implementing, adopting, and maximizing a CRM system is a challenge for any organization. It’s a change that requires buy-in from your whole team. The right CRM can automate your daily processes, save you time and money, and allow you to focus on the most important thing -- your clients. Whether you are converting to a new CRM or looking to drive user adoption in your current system, here are eight ways to help drive success. I hope these tips come in handy for your firm’s CRM journey.
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Client segmentation can dramatically enhance an RIA’s efficiency, profitability, growth and client satisfaction. In this first of a three-part series, I examine why firms should consider segmenting clients into different tiers and how to implement this discipline. In part two, I will explore the criteria used to segment clients and how the practice can broaden an RIA’s target market. And part three will include the challenges the practice poses and some practical Dos and Don’ts for optimal execution.
As a financial advisor, you are your brand. Just like a lawyer, doctor or any other professional, trust in the services you offer as a Registered Investment Advisor (RIA) -- financial planning, investment management, and tax planning -- is dependent on how well they are performed but also the interactions clients have with you.
When it comes to growing your advisory practice, you never know the source of your next meaningful connection. Networking and contacts that benefit your business can come from a variety of places. LinkedIn has become the gold standard when it comes to professional networking. With over 740 million members, LinkedIn connects people and professionals around the world. One of the benefits of creating a LinkedIn network is that every person has their unique network, forming an entire web of connections. This web of connections is vital to the success of your financial advisory business. The LinkedIn community is 100% business-oriented; connecting and engaging on LinkedIn is essential in building your online presence and brand. Your profile serves as a more-detailed resume, building trust and allowing people to know who you are and what you do. Chances are, when someone is looking to hire a financial advisor, LinkedIn will be one of the first places they’ll visit online. You can find and connect with people within minutes. I’ve said this before, and I’ll say it again -- if you’re not utilizing LinkedIn, now is the time to get started. Here’s how.
Are you still using a legacy on-premise solution for your CRM? I get it, you're nervous about a number of things. Let me help put your mind at ease. Investment advisors are fiduciaries who innately understand the importance of protecting client data and confidentiality. Which is why some advisory firms might be wary about the concept of cloud-based technology. But shifting from servers you can see in your own office to a virtual network of software and services running entirely through the Internet (the “cloud”) doesn’t make your core business systems and files vulnerable -- we believe it is quite the opposite. Firms using on-premise Client Relationship Management (CRM) technology face challenges such as costly maintenance issues and limited resources, not to mention regular exposure to data leaks and security breaches. Converting to a cloud-based CRM not only helps address these issues and provides more secure storage for your data, it makes that data and software accessible online anytime, anywhere, from any device. So as a firm looking to make a move, where do you start? What can you expect? I’ve worked alongside hundreds of financial advisors, many who were hesitant at first about cloud-based solutions. I’ll share those concerns with you and demonstrate why making the switch to the cloud can actually help your business grow.