How an RIA can capitalize on referral programs offered by Schwab, TD and Fidelity
Success in converting leads favor the firm that makes dedicated hires
Mike Byrnes
Good points.
My take on how to make these relationships successful is to:
1. Differentiate your firm from the competition (which is harder to do in this case, as competitors are usually a notch better than the rest just to be accepted into the programs.)
2. Build strong alliance relationships (without being pushy… it takes time to grow trust)
3. Deliver outstanding services to the client referrals so they never leave (to keep the revenue flowing in)
4. Continue to maintain the alliance past the initial courting phase (an area where advisors can make mistakes if complacency sets in)
Mike Byrnes, President
Byrnes Consulting, LLC
http://byrnesconsulting.com/
Twitter: ByrnesConsultin
Steve
Would love some recommendations on GIPS compliant performance reporting sources if you can forward…ST
Nevin Freeman
Hi Steve,
The RIABiz Directory has <a href="http://www.riabiz.com/d?cat=2116007" rel="nofollow" target="_new">a section for Performance Reporting</a> that is a good place to start. I assume most, if not all, modern performance reporting engines will be GIPS compliant.
Nevin
Griffin Meyers
Steve,
There is also a list of service providers on the GIPS website, http://www.gipsstandards.org/compliance/providers/index.html.
Some firms follow the requirements as outlined on the GIPS website and do it in house. Others will take it a step further and have their numbers verified by a third party.
Best,
Griffin
Griffin Meyers
Mike
All great points with #2 and #4 being so critical to getting and maintaining lead flow. If you fail at developing relationships with the ones providing the referrals it’s going to be difficult to be successful in any program.
Best,
Griffin
David Spaulding
Compliance with GIPS does more than demonstrate a good track record; it also shows a commitment and investment in what is understood to be “best practices” for providing historical performance to prospective clients. In addition to compliance, verification is also critically important. Our firm helps clients become compliant and also conducts GIPS verifications. Our newsletter (http://www.spauldinggrp.com/services/resource-center/91-newsletters-pamphlets-a-white-papers.html) and blog (http://investmentperformanceguy.blogspot.com/) provide ongoing information on the standards, as well as all aspects of performance and risk measurement.
David Spaulding
The Spaulding Group, Inc.
www.SpauldingGrp.com
DSpaulding@SpauldingGrp.com
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