This is the 21st installment in a Financial Planning series by Chief Correspondent Tobias Salinger on how to build a successful RIA. See
Last month, financial advisor Anh Tran quashed her hesitation and posted a picture on LinkedIn of herself deadlifting 300 pounds.

"I used to post a ton of market updates and, 'Here's what's going on in the market.' Honestly, people don't care. Nobody engaged about that," said Tran, managing partner of Irvine, California-based advisory practice
"I have never gotten so much engagement, whether it's direct comments or direct messages," Tran said. "It was just like, 'Oh my gosh, I can't believe people care.' I realized it's something that gives people insight on who you are."
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Keep it simple on social
Many advisors are gaining more professional connections and generating quality
They may be overthinking the possibility of faux pas, scared of online trolls or worried about compliance snafus. But RIAs that are already operating effectively within the complex laws and rules for any wealth management business can certainly navigate them in their social posts, according to advisors and marketing experts. For younger advisors entering a profession that is known for

Having consistent messaging, defining a specific target customer and realizing that "some time working on your brand identity" is worth the investment are three key best practices, said Melissa Joy, the founder of Dexter, Michigan-based RIA firm
"It's not going to be perfect on day one, and getting started is half the battle," said Joy. "There are so many of your peers and competitors who are also afraid to get started, so getting started really pays off."
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Rising but relatively low social media presence
While at least 8% of RIAs registered with the Securities and Exchange Commission disclose no website or social media footprint, there is rising adoption across the various channels and especially on LinkedIn, according to
Compliance teams' concerns about possible regulatory attention that could be more costly than, say, a negative "reply guy" in the comments of a post may be holding some advisors back. While SEC enforcement cases involving social media often relate to scammy conduct that would be just as out-of-bounds in any other setting, compliance personnel may take an overprotective stance toward confusing guidelines like
But advisors have a vested interest in working with their trusted compliance departments to achieve a regular cadence of posts.
"We have case studies that show success," Thomas said. "When you start to share some of those with RIAs who have been hesitant, they can't deny that it's a necessary thing to do now as a business."
Thomas has been collaborating over the past two years with Elizabeth Bisaro, co-owner and controller of Troy, Michigan-based RIA firm
"We need to teach people what it is that we do," Bisaro said. "We're building our credibility and trust and educating businesses."
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Helpful examples of social media posts that work for advisors
One part of that internal and external education around social media includes understanding that advisors can leverage the marketing channels without needing to morph into some type of online superstar. Several recent posts by StraightLine, Joy and Tran attracted solid engagement and showed viewers where to find more information about working with them.
For instance, StraightLine
In other words, the posts display notable accomplishments, fun activities and some financial, professional or industry insights. And they're well-designed without entailing a lot of technological wizardry. But they're not viral hot takes about politics or industry gossip.
The compliance and brokerage or RIA supervision can pose a layer of complexity, but most independent advisors these days can find their way through that challenge.
Tran's advisory practice uses LPL's RIA and brokerage and works with the firm's compliance managers on any aspects of social posts they bring up. In general, the compliance side has "become much easier," she said, noting that those limitations curb the activities of licensed professionals more so than
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Start slow, build over time and 'have a human side'
Others wondering where to start may find some guidance by working with an outside marketing team to craft their strategy and ensure it
"The most important thing that I think I did was come up with a messaging guide for my brand," Tran said. "It has to be a message that resonates. It's a repeatable process. You tie it into everything you say or do. This is who we are."
Advisors' social posts should reflect the business and the people who create and sustain it, Joy said. Her team films
"One of the most important things is to not be afraid to have an authentic voice, not just the voice of the company. Have a human side to your social media," Joy said. "If you ask me in a few years, I hope I'll say YouTube just because that's an area of growing presence and importance."
Bisaro has found that advisors buy into the need to post regularly across social media when there are ways for them to do so that aren't as demanding as, say, a long-form blog post diving into a concept. She expressed hope that the eventual rollout of a new email listserv will bring more analytical information to show the return on investment more directly.
"It's been a little bit harder to prove to them that it's working," Bisaro said. "It is paying off, it's just harder sometimes to get through to the advisors because they have to be patient."