Years of leading innovation taught Raj Madan an important lesson: Before you can solve the technological challenge, you have to pay attention to the people around you. “I have my own personal code,” he explains. “My intelligence is limited by the space between my ears. There’s a dual meaning: You’re limited by your brain, but you’re also limited by how much you can hear your own people. Leaders often make that mistake. You can’t know everything. You have to rely on your people.”
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.
Sign up to have digital wealth management technology insights delivered straight to your inbox
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.
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.
Advisors budgeting resources for their practices in 2021 should make marketing and business development compliance a top priority. Several changes are expected this year and RIAs will be well-served to focus on the new and evolving regulatory requirements. The most significant is the new SEC Marketing Rule, which will modernize the industry’s marketing rules for a digital age but also usher in fresh scrutiny. To guide you, I’ve compiled a checklist of seven practical tips that you and your team can print off and refer to. Take a moment to review them to be prepared compliance-wise for 2021 and beyond.