Schwab’s latest 2025 RIA Benchmarking Study—based on self-reported data from approximately 1,288 independent advisory firms holding over $2.4 trillion in client assets—delivers powerful insights into what’s driving growth, efficiency, and performance in the RIA space today
1. Growth: Organic Remains King
Despite market swings, organic growth continues to fuel RIA expansion. The study shows median firm AUM rose by roughly 16.6%, revenue jumped by 17.6%, and client growth climbed nearly 4.8% in 2024. For Top Performing Firms, organic growth accounted for about 12.5% of total gains, double that of typical firms And here’s the kicker: firms with written strategic plans, defined client personas, integrated marketing efforts, and referral strategies saw 67% more new clients and 68% more new client assets than their peers. That’s not casual talk, it’s data. If your firm’s growth plan isn’t documented, it’s not really a plan.
2. Client Experience and Personalization: The New Differentiator
Nearly all firms, 95% are prioritizing personalization. Top Performing Firms lean into client segmentation, persona-driven service models, and AI-assisted workflows. Firms leveraging AI for meeting notes, CRM automation, or marketing copy are positioning themselves for deeper, more meaningful client engagement.
3. Talent Strategy: It’s a Growth Engine
Hiring is surging: nearly 78% of firms reported adding staff in 2024, making talent acquisition the second-highest strategic priority behind growth. Compensation in the industry is up roughly 17% over five years, and forward-thinking firms are offering mentorship, equity participation, and professional development programs, not just a higher paycheck.
4. Technology & AI: From Nice-to-Have to Non-Negotiable
RIAs are no longer optional users, they’re essential users of modern tech. About 68% of firms reported using AI tools in some capacity to streamline operations and deliver better client service. If your firm still sees technology as a backend afterthought, you’re missing out on one of the strongest competitive levers available today.
What It All Means: Strategy with Substance
Build the Game Plan
A written strategic plan isn’t just recommended, it’s a requirement if you want to play in the top tier. Firms without formal marketing plans, client personas, or referral playbooks are leaving growth on the table.
Focus on Trusted Relationships
Retention remains high, around 97% historically for legacy firms—with growth driven by referrals and deeper relationships. Delivering a personalized client experience is where scale meets trust.
Hire Smart, Not Just Fast
Competitive compensation helps, but so does culture, mentorship, and career development. Firms that invest in talent holistically are outperforming on growth, retention, and client service metrics.
Adopt AI with Purpose
AI is no longer futuristic. Advisors leveraging AI for client insights, meeting prep, or internal processes are building scalable businesses that can deliver higher-touch service efficiently.
A Parting Thought
Let’s cut to the chase: the 2025 Schwab RIA Benchmarking Study is less about vanity stats and more about cutting-edge strategy. It confirms what many successful firms already know—but too many ignore—that disciplined planning, client-centricity, talent focus, and tech adoption aren’t just buzzwords; they’re the foundation of growth. RIAs that still think “relationships work themselves out,” “we don’t need a strategic plan,” or “we’ll hire people as needed” are behind the curve. To join the ranks of Top Performing Firms, put pen to paper. Draft that client persona. Build that referral machine. Decide today whether you’re in the growth business, or just spinning wheels.This isn’t Schwab marketing, it’s evidence-based guidance drawn from $2.4 trillion of RIA data. If you’re serious about scaling, read the study. Use the benchmarking tools. And then do the work. Because data, discipline, and decisive execution separate the winners from the rest.
