How investors select advisors: Advised investor insights

March 20, 2017

 
Advised investor insights banner

Understanding the behavior of your clients is vital in helping them reach their goals. That’s why we launched the Advised investor insights research initiative: to provide actionable insights on investor behavior and help you optimize communication and deepen client engagement. The first installment in the series, How investors select advisors, identifies five investor profiles you can use to connect with clients and highlights strategies for boosting client referrals.

Below you’ll find links to resources to help apply the new ideas from the research in your practice.

 

Applying investor profiles to deepen client engagement

Know your clients

Commentary

Know your clients better with Advised investor insights
See how to tailor your approach to work more effectively with the five investor types. Also, get tips on using the virtuous cycle of referrals to fuel your business.

Profiles of advised investors

Infographic

Five profiles of advised investors
Get an in-depth look at each profile, including its defining characteristics and primary advisor-selection criteria. Explore tips for working with each.

Tom Rampulla

Video

Spotlighting Advised investor insights
This video highlights how our new proprietary research series can help you focus your service model in ways that will delight your clients.

How investors select advisors webcast 

Video

Webcast replay: How investors select advisors
In this 45-minute video, Vanguard’s Don Bennyhoff and Anna Madamba answer questions from advisors about the new research and how behavioral-based segmentation can complement other segmentation strategies. They also look at how generational planning can provide new referral opportunities and why you need to invest your time well, not just spend it.

Anna Madamba

Video

Advised investor insights™: Understanding the investor profiles
In this video excerpt, Anna Madamba, a research analyst with Vanguard Center for Investor Research, helps you distinguish among Talk to me, Do it for me, I want it all, Show me performance, and Partner with me investor types.

Don Bennyhoff

Video

Advised investor insights™: Applying the investor profiles
In this video excerpt, Don Bennyhoff from Vanguard Investment Strategy Group and Anna Madamba with Vanguard Center for Investor Research offer strategies for applying the five investor profiles during the client onboarding process and beyond.

Structuring and serving your client base

Video

Advised investor insights™: Structuring and serving your client base
In this video excerpt, Vanguard’s Don Bennyhoff and Anna Madamba discuss how your practice’s service model may need to evolve to better reflect the types of clients you advise.

Using the power of referrals to transform your practice

Know your clients

Commentary

Research says referrals matter most for client acquisition
Learn why an effective referral strategy can save you time and resources, which investor types are most likely to refer, and how to work with your centers of influence to generate referrals.

Role of referrals

Infographic

The critical role of referrals
This infographic shows what drives client referrals, the investor types most likely to refer, and the value of creating a virtuous cycle for your practice.

Tom Rampulla

Blog post

What are your clients thinking? Our new resource provides insights
Learn about the relative importance of different referral sources and see why a prospect who is referred to you is likely to become a client.

How investors select advisors webcast 

Video

Webcast replay: How investors select advisors
In this 45-minute video, see the role that trust plays in client referrals, how getting social can boost referrals, and why getting referrals can’t be a passive activity.

Garnering referrals

Video

Advised investor insights™: Garnering referrals
In this video excerpt, Don Bennyhoff from Vanguard Investment Strategy Group and Anna Madamba with Vanguard Center for Investor Research answer questions about the most efficient way to get referrals; why organic referrals are the most powerful; and the role of friends, family, and other professionals in your referral program.

Notes:

  • All investments are subject to risk, including the possible loss of the money you invest.
  • The information presented in these resources is intended for educational purposes only and does not take into consideration your personal circumstances or other factors that may be important in making investment decisions.
 

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