Advisor Turntable Podcast: Episode 10

How client segmentation, smarter resource allocation, and efficiency can help advisors build scalable businesses.

Giving every client great service doesn’t mean giving every client the same amount of your time. In fact, treating every relationship the same is most likely holding your business back.

In this episode of Advisor Turntable, Brendan Ryan speaks with Michelle Fuller, Managing Director of Strategy & Operations and Senior Wealth Advisor at Bartholomew & Company, a $6 billion RIA, about finding growth opportunities within existing client books and building a more scalable advisory business.

Michelle shares how her firm is rethinking client service and creating more capacity for advisors, including:

• Segmenting client relationships: Evaluating revenue, complexity, growth potential, and service needs to better allocate time and resources.
• Rethinking service delivery: Tailoring the level and type of service to each client without compromising the client experience.
• Building specialized teams: Freeing advisors from tasks that can be handled more efficiently by others who have a specialized skill set.
• Leveraging AI and technology: Streamlining repetitive work and using AI to support strategic decision-making.
• Creating enterprise value: Building a business that can grow without depending on any one individual.

The takeaway? Growing an advisory business isn’t always about finding more clients. Sometimes the biggest opportunities are already sitting in your book.

Watch or listen to the full episode below.

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