The June 2026 Track That Advisor report, authored by Erica Pauly and Steven Morgeson, analyzes national performance data from 105 advisory offices across 36 states, grouped by allocation type: FIA‑Heavy (AUM < 51 %), Mid‑Range (AUM 51‑75 %), and AUM‑Heavy (AUM > 75 %). The study examines four analytical “trails” – overall new‑business volume, prospect‑story conversion metrics, cost‑per‑set/client and average case size, and GAP % with 1‑year and 3‑year ROI – plus a “summit” that synthesizes findings. Key results: Mid‑Range offices generate the most new business (average $102 M per office) and achieve the highest 1‑year ROI ($3.30) and 3‑year ROI ($5.20). FIA‑Heavy offices write $66 M on average, rely heavily on existing‑client business (42 % of new business), have the highest cost‑per‑client ($7.5 K) and lower stick/close rates, yielding a modest 1‑year ROI ($2.50). AUM‑Heavy offices are the smallest producers ($66 M average), but excel in referral‑driven prospect metrics and have the highest average case size ($656 K). Their raw cost‑per‑client is low ($3.4 K) and 1‑year ROI appears strong ($4.03), yet after adjusting for under‑spending on marketing the adjusted 1‑year ROI drops to $1.30; however, their 3‑year ROI meets the $2.50 benchmark ($2.64). The report highlights that no allocation type is universally superior; each has distinct strengths, cost structures, and ROI timelines. The authors provide practical “light‑bulb” insights for advisors to interpret the metrics, caution about data adjustments (especially for AUM‑Heavy offices), and suggest focusing on 3‑year ROI for AUM‑Heavy firms.
Topics
Allocation Segmentation and Study Scope
Defines the three allocation categories (FIA‑Heavy, Mid‑Range, AUM‑Heavy), outlines the sample size (105 offices, 36 states), and explains the purpose of segment‑based analysis.