Charlotte Beyer, founder and former CEO of the Institute for Private Investors and author of the CFA Institute Research Foundation brief on relationship alpha, explains the concept and why it’s important and how advisers can better serve clients.
Charlotte Beyer, founder and former CEO of the Institute for Private Investors and author of the CFA Institute Research Foundation brief “Relationship Alpha: The Emerging Competitive Advantage in Wealth Management,” explains what relationship alpha is and why it’s important and how advisers can better serve their clients.
Episode Transcript (PDF)
Topics discussed:
2:15 Intro: How Charlotte founded the Institute for Private Investors (IPI)
3:56 What has changed in wealth management over the last four decades
7:00 What really works well for advisors?
9:57 Research Foundation brief, Relationship Alpha: what is the relationship alpha and why should advisees care more about it?
3:18 How do advisors improve their authenticity in a virtual setting?
14:45 How does one measure relationship alpha? And can you train relationship alpha?
18:55 Key takeaways for marketing to prospects
21:38 Work at Wharton and eight components of wealth management chats
25:40 How do advisors distinguish themselves? How can advisors know if the client meeting is being successful?
29:25 Charlotte’s book list
32:25 Wrap-up questions
- One long-term change that you hope to see as a result of the pandemic
- What one item would you bring on a long space flight?
- Flight vs. invisibility?
- CFA Institute Research Foundation brief “Relationship Alpha: The Emerging Competitive Advantage in Wealth Management”
- Link to the CFA Institute research (The research is cited on footnote #8 on page 19)
- That's What She Said: What Men Need to Know (and Women Need to Tell Them) About Working Together by Joanne Lipman
- A Wealth of Possibilities: Navigating Family, Money, and Legacy by Ellen Miley Perry
- Download and share Research Foundation content (free to all)