Six Strategies of Top Earning Advisors
November 8, 2017 | Hannah Shaw Grove | Wealth Management
Research from iCapital Network has identified the principal business strategies shared by the top 5 percent of advisors—those consistently earning $1 million or more in annual income. More than 800 registered investment advisors participated in a study that evaluated more than 40 business activities and strategies and their potential for differentiation in today’s competitive landscape. These six are how top-earning advisors set themselves apart:
1. Focus on High-Net-Worth Clients
95 percent of top earners focus exclusively on affluent and ultra-affluent client segments
Top-earners know that expanding their assets under management is a driver of revenue and the easiest way to accomplish it is by focusing on fewer, larger relationships. Additionally, having a more uniform customer base enables more successful advisors to get some economies of scale that they may not achieve with a more diverse set of clients.