
Insights on how advisors adapt and drive growth
Hear from Lisa Salvi in a short video how findings from the 2021 RIA Benchmarking Study from Charles Schwab reaffirm essential pathways to success. Discover some of the key insights using the interactive data below.
Insights on how advisors adapt and drive growth
The 2021 RIA Benchmarking Study reflects a period of change for the 1,340 participating firms that collectively have more than $1.5 trillion in assets under management (AUM). The study provides findings on the essential pathways to advisory firm success, including strategic planning, operational excellence, new client growth, communicating value, and talent development.
The Schwab Advisor Services™ Guiding Principles for Advisory Firm Success resonate throughout the results of the study. Explore this data-rich site to gain insights into how advisors of all sizes have continued to thrive and grow their firms amid changing conditions by adapting and embracing new ways to connect with clients and prospects.
Effective planning and execution is a leading indicator of success
RIA 5-year growth measures
RIA 5-year growth measures
Clients
Revenue
AUM
Value is defined through your clients' eyes
Evolution of services in the RIA offer
Firms with a documented ideal client persona, client value proposition, and marketing plan
Service offerings by firm size4
Service offerings by firm size4
Service offerings by firm size
Firms under $250M
Firms over $250M
Operational excellence creates greater capacity for clients
Metrics that firms use to track new client goals and leads
Metrics that firms use to track new client goals and leads
Firms tracking progress on new client goals
New clients acquired in 2020 by firms that track qualified leads
Your reputation is your brand
Strategies to drive growth
Sources of new client asset growth in 2020
Adding space
Digital marketing tactics that firms used for prospecting5
Digital marketing tactics that firms used for prospecting<sup>5</sup>
Website optimization features implemented by firms
People are your most important asset
Staff productivity over five years6
From the archives
Take a look back at prior years' data.
Participate in 2022
Participate in 2022
Understanding the best practices of other successful firms can help you more confidently make strategic decisions that delight clients and drive long-term growth. Gain those insights and many more by participating in the RIA Benchmarking Study from Charles Schwab—the largest study of its kind focusing on independent RIAs. Our 2021 study compiled data from 1,340 advisory firms representing more than $1.5 trillion in assets under management. Participating RIAs can compare their firms' performance on hundreds of key metrics with those of their peer group to track progress against strategic goals and identify opportunities for growth.
Visit our resource page to learn more about taking part in the 2022 RIA Benchmarking Study.
About the 2021 RIA Benchmarking Study from Charles Schwab
Schwab designed this study to capture insights in the Registered Investment Advisor (RIA) industry based on survey responses from individual firms. The 2021 study provides information on topics such as asset and revenue growth, sources of new clients, products and pricing, staffing, compensation, marketing, technology, and financial performance. Since the inception of the study in 2006, more than 4,100 firms have participated, with many repeat participants. Fielded from late January to mid-March, the 2021 study contains self-reported data from 1,340 advisory firms that custody their assets with Schwab or TD Ameritrade and represent more than $1.5 trillion dollars in AUM, making this the leading study in the RIA industry. Schwab did not independently verify or validate the self-reported information. Participant firms represent various sizes and business models. They are categorized into seven peer groups by AUM size. The study is part of Schwab Business Consulting and Education, a practice management offering for RIAs. Grounded in the best practices of leading independent advisory firms, Business Consulting and Education provides insight, guidance, tools, and resources to help RIAs strategically manage and grow their firm.
Charles Schwab & Co., Inc. ("Schwab") is a separate but affiliated company and subsidiary of The Charles Schwab Corporation ("Charles Schwab").
TD Ameritrade Institutional, Division of TD Ameritrade, Inc., member FINRA/SIPC, a subsidiary of The Charles Schwab Corporation. TD Ameritrade is a trademark jointly owned by TD Ameritrade IP Company, Inc. and The Toronto-Dominion Bank.
Data represent median results by peer group (based on AUM) unless otherwise noted. Past performance is not an indicator of future results.
1. Median results and compound annual growth rates (CAGR) over the 5-year period from year-end 2015 through 2020 by peer group (based on AUM). Results do not include those firms that experienced a merger or added a new partner during this period.
2. Median results for all firms with $250 million or more in AUM.
3. Top Performing Firms are those that rank in the top 20% of the Firm Performance Index. The index evaluates all firms in the study according to 15 metrics to arrive at a holistic assessment of each firm's performance across key business areas.
4. Results from the 2017 and 2021 RIA Benchmarking Study from Charles Schwab.
5. Top Performing Firms that generated leads among firms that tracked leads from each source.
6. Results from the 2017 and 2021 RIA Benchmarking Study from Charles Schwab. Median results for all firms with $250 million or more in AUM.