How to Boost Organic Growth the Right Way with Tom Rieman

Jul 9, 2024

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For advisors to stand out in the marketplace, they need to provide highly valuable, compelling, and differentiated offerings that fulfill their clients' unique needs. Organic growth flourishes when there's product-market fit, and the value proposition resonates deeply with clients. This shift toward a client-focused approach, fueled by data and decision science, is revolutionizing the way advisors build lasting and impactful relationships with their clients.

In this episode, Jack talks with Tom Rieman, CEO and Founding Partner at Practice Intel. Tom has decades of experience in the wealth management industry, asset management distribution, and the broker-dealer ecosystem, with a primary emphasis on process and performance improvement. Before founding Practice Intel, Tom held executive roles in leading financial companies such as J. D. Power, Brinker Capital, and J.P. Morgan Asset Management. Tom is a relentless advocate for great financial advice and a believer in the profound power of the truth.

Tom talks with Jack about the power of data-driven platforms, client-focused strategies, and decision science to unlock the full potential of client-advisor relationships. He shares insights on how firms can differentiate themselves in the marketplace to drive organic growth and enhance client relationships.

Key Takeaways

[01:01] - What Practice Intel is all about
[02:30] - Tom's journey into financial services
[05:06] - How Practice Intel serves its clients
[08:38] - The shift from selling to understanding customers' needs and wants
[13:46] - What it takes to generate organic growth
[17:37] - The importance of listening in giving advice
[19:51] - Understanding the Relationship Quality Index (RQI)
[22:19] - Tom's advice to financial advisors
[23:50] - Tom's interests outside of work

Quotes

[14:48] - "In any industry, if you have a highly valuable, compelling, and differentiated offering that really meets a need, you get growth." ~ Tom Rieman

[15:18] - "Organic growth is driven when you have a great product-market fit, when there's a lot of value created, and when there's something that is actually compelling." ~ Tom Rieman

[17:37] - "The best client-advisor relationship is not where the advisor is trying to get the client to act on their recommendation, but helping clients make good decisions that align with their values, goals, and aspirations." ~ Tom Rieman

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