Schwab Advisory Services surveyed the top 20% RIA firms on its platform and discovered that yes, the most profitable practices focus on identifying the "best" clients and targeting prospects that resemble them.
As Schwab notes, the typical RIA derives 38% of its revenue from just 7% of its client list.
Teaching advisors how to tailor their operation to that exceptionally lucrative 1 in 14 clients helps "to better align resources," the company says.
"We have found that advisors who take a strategic and proactive approach to client segmentation are often the best poised for future growth," Schwab VP Nick Georgis explains.
So far, Schwab consultants are working with RIAs in Chicago, St. Louis, Minneapolis, Dallas, Newport Beach, and Seattle. More workshops are planned to roll out over the next six months.