While eight out of 10 of Schwab’s advisors segment their client book, most do so informally, without defining what the offering should be at each client level, said Scott Slater, managing director of the business consulting department at Charles Schwab Advisor Services at the firm’s Impact annual conference Thursday about client segmentation.
Slater’s advice? Carefully plan what level of service you can offer clients at anywhere between two to four levels of account size, and consistently deliver it.
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