Wela’s PMP offering is available to RIAs looking to transform their current practices to more completely reflect their existing brand and ideal client. A by-product of this strategic plan is a leaner enterprise with a higher concentration of ideal clients, resulting in greater efficiencies, enhanced profits and elevated firm value.
Can any firm really afford to continue to serve clients who don’t meet its stated investment minimum?
The Growth Trajectory Triage
1. Stop the Bleeding
The typical RIA firm has far too many clients under their stated investment minimum with as much as 25% – 40% of their client base missing the mark, according to industry research.
Small investors are a drag on potential profit. According to a recent custodian survey of over 1,000 RIAs, the percentage of clients served under $500,000 has remained static at 43%, generating only a meager 10% in revenue.
2. Remove the Systemic Problem
A firm’s ability to operate efficiently and build profitable new relationships will be severely restrained until these client demographics are remedied.
Finding the next trusted advisor for your smaller clients is critical.
3. Prescription for Optimal Future Growth
Avoid taking on new, low-revenue clients.
Outsource the investment management of smaller clients that the firm accepts for strategic reasons.
Set a goal of growing firm AUM regardless of the market’s performance, while reducing the number of low-revenue clients served.