2026 National Benchmarks by Advisory Practice Size (Flyers) (1)
The document is a 2026 benchmarking report produced by Track That Advisor (authors Erica Pauly and Steven Morgeson) that aggregates data from 106 advisory offices across 35 states. Offices are segmented by new‑business production into four size buckets ($0‑$40M, $41‑$80M, $81‑$120M, >$120M). The report is organized into four “Trails”: (1) Ideal Marketing Dial – the mix of funnels (Existing Clients, Referrals/COI, Live Events, Stable Other, Shiny Ideas) that constitute 40‑60% of new business, with specific percentage targets for each size segment; (2) Prospect Story – sales‑cycle health metrics (Stick Rate, Kept‑to‑Set ratios, Close Rates) with national benchmarks and segment‑specific performance; (3) Financial Performance – average case size, allocation splits (FIA vs AUM), GAP %, 1st‑year and YTD ROI, and cost/revenue/profit per new client, again broken out by size; (4) Profitability Planning – projected numbers of first‑meeting sets and new clients per month, and a “Top 10” checklist for each segment. The report concludes that growth drivers are consistent across firm sizes: a balanced marketing mix, disciplined execution of proven funnels, and tracking of financial and sales metrics. The material is proprietary and intended to guide advisors in planning, benchmarking, and scaling their practices.
Topics
Study Design and Segmentation Methodology
Explanation of the purpose, data collection (106 offices, 35 states), and the four production‑size segments used to benchmark advisory practices.