Preview Mode Links will not work in preview mode

Formerly Guiding Assets, Enterprising Investor is the flagship podcast of CFA Institute and the definitive program for the investment management industry. As stewards of the investment industry, Guiding Assets will feature intimate conversations with some of the most influential people from the world of finance about the topics that matter most to investment professionals. The show will also share crucial insights and best practices to help guide investors to make smart, ethical decisions. Enterprising Investor will continue to help build a better world for investors.

Host: Mike Wallberg, CFA

Producer: Mitchell Forst 

  1. All Episodes
  2. Why Financial Advisers Must Generate Relationship Alpha

Why Financial Advisers Must Generate Relationship Alpha

Mar 31, 2021

Charlotte Beyer, founder and former CEO of the Institute for Private Investors and author or 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.
____
 
► Subscribe to the Take 15 channel here https://www.youtube.com/channel/UCA3HUMuK4FSp_CvQH_2Ji7g 
 
►Transcript: https://cfainst.is/2QAbHkV 
 
►Email us for comments, questions, or appearance requests:Take15podcast@cfainstitute.org
____
 
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
o One long-term change that you hope to see as a result of the pandemic
o What one item would you bring on a long space flight?
o Flight vs. invisibility?
___
 
Related articles and links:
 
Research Foundation Brief: https://www.cfainstitute.org/en/research/foundation/2019/beyer-brief 
 
Link to the CFA Institute research: https://www.cfainstitute.org/-/media/documents/support/membership/value-of-premium-wealth-management.ashx 
(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 
 
CFA Institute members and charterholders Professional Learning Tracker https://cpd.cfainstitute.org/ 
____
 
Find Lauren here:
 
LinkedIn: https://www.linkedin.com/in/lauren- foster/ 
Twitter: https://twitter.com/laurenfosternyc 
 
Find Charlotte here:
LinkedIn: https://www.linkedin.com/in/charlottebeyer/ 
Twitter: https://twitter.com/CharlotteBBeyer 
 
Connect with the Research Foundation: 
RF Showcase page: https://lnkd.in/e66zSKD
Download and share RF content (free to all): https://lnkd.in/emhTTi5