RIA Trend Report: Marketing Methods

RIA Trend Report: Marketing Methods

Best Practices of Top RIAs

One of the largest operational differences among the two groups is the approach they take to marketing. While referrals are clearly the most widely used method for both groups – 81% of top firms and 75% of other firms - the remaining responses yield some interesting differences. The top RIAs make much heavier use of client appreciation events, likely a function of their larger scale. They are also more likely to utilize conference calls, which may coincide with their older age on average. The other firms are much more likely to utilize seminars, email campaigns and direct mail. This finding likely reflects that the other firms are relatively more focused on new client acquisition, which is critical to smaller firms at an earlier stage in their growth. 

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Next Part 5 of 11: Written Plans and Procedures

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