Client referrals and recruiting are the top two priorities for registered investment advisors custodied with Charles Schwab, according to the firm's annual RIA survey. Firms with over $250 million in assets under management most frequently identified client acquisition through new referrals as their number one focus for 2026, continuing a trend seen since 2023. The survey of 1,236 RIAs found that firms with existing client referral plans generated 1.6 times more new client assets than those without, yet less than half of firms over $250 million have such plans. Recruiting staff to increase skill sets and capacity ranked second, with 75% of firms having hired in 2025 at a median of two new staffers, and a median of four new roles planned for 2026. Only one in three RIAs has a documented path to equity for employees, primarily to retain key talent. Newer priorities include improving productivity through AI and integrating AI into business strategy, which ranked sixth and seventh respectively.
Charles Schwab CorpSurvey shows RIAs prioritize client referrals and hiring, which drives demand for Schwab's custody and advisory services.