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
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2:15 Intro: How Charlotte founded the Institute for Private
3:56 What has changed in wealth management over the last four
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
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
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
o What one item would you bring on a long space flight?
o Flight vs. invisibility?
Related articles and links:
Research Foundation Brief:
Link to the CFA Institute research:
(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
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