Financial advisors are doubling down on referrals, automation and client communication as they look for more predictable growth in 2026, according to new research from seminar marketing firm AcquireUp.
The company’s 2026 Industry Index, based on survey responses from more than 500 financial professionals, found 61% ranked acquiring new clients as their biggest net new asset opportunity over the next 12 months. Rather than chasing entirely new channels, many respondents said the real opportunity lies in putting more structure around what already works.
Networking and referrals emerged as the industry’s workhorse. Nearly half of respondents (48%) said those activities deliver the highest return on investment for their firm, making them the most effective growth channel in the survey. Yet 52% said they do not have a formal referral program in place, meaning one of their strongest sources of new business is still handled on an informal basis.
“Referrals are working, but many financial professionals still haven’t built a system that produces them consistently,” the report said, highlighting how a lack of structure leaves results tied to memory, timing, and chance conversations.
Greg Bogich, chief executive of AcquireUp, said the challenge is less about generating interest than it is about making that interest reliable over time. Advisors “don’t have a lead problem, they have a consistency problem,” Bogich said in a statement announcing the findings, adding that the fastest-growing practices are turning established channels like referrals and networking into “repeatable growth engines powered by data, AI, automation and consistent follow-up.”
To tackle that consistency problem, many advisors are leaning on automation and customer relationship management tools. While most survey respondents already use a CRM – 44% reported using Salesforce, followed by 22% on Redtail – AcquireUp said “usage is the separator,” with the technology either serving as a simple database or as the backbone for execution, including segmentation, follow-up workflows, appointment tracking and post-intro sequences.
CRM's have become more top-of-mind in advisor tech conversations over the past couple of years, as more firms recognize the need for a solid data foundation to support their AI strategies.
Centralizing every lead source into a single system with a defined next step is where repeatability starts to take shape, AcquireUp's report argued. When that happens, running a client acquisition process “again next month” becomes easier and less dependent on ad hoc follow-up.
The survey also underscores the pressures inside existing client relationships. Managing expectations was cited as the biggest relationship challenge by 47% of financial professionals, reflecting clients’ anxieties in an uncertain market environment. Another 42% pointed to handling emotional reactions to market swings, while 31% said balancing time between clients is a key pain point.
Those strain points are less about portfolio construction and more about communication, the report noted. When time gets tight, outreach becomes reactive rather than proactive, and confidence can erode even when performance is on track.
In response, many advisors are sticking with high-touch fundamentals, supported by scalable communications. One-on-one meetings were identified as the most effective way to recalibrate expectations and keep relationships on track, with 66% of respondents putting them at the top of their list. Performance reviews followed at 57%, reinforcing the value of structured check-ins.
Email market updates also play a central role, especially during volatility, by keeping clients informed and reducing the risk that they fill information gaps with anxiety. The report’s takeaway is that “relationship work is emotional work,” and that the most effective firms are those that communicate proactively, educate consistently and create room for genuine human reassurance when confidence is tested.
Choice anxiety, prestige bias, and the temptation to make selections based on outsourced confidence are just some of the parallels between investing and the world of wine tasting.
Regulators found Bank of America's monitoring software had a known flaw Merrill left uncorrected for years.
While AI has become a go-to research tool for affluent investors, new HSBC research suggests human advisors remain the deciding voice when investment decisions are made.
A 5-4 ruling preserves the Federal Reserve's independence for now, but the legal fight over presidential removal power is far from settled.
For years, large firms have been facing penalties and questions from regulators over interest rates for clients’ cash accounts.
Dan Biagini of American Equity says the steady decline of pensions, longer lifespans and a reset in interest rates are rewriting how advisors build retirement income
Direct indexing is on pace to outgrow ETFs and mutual funds. Northern Trust's Ken Lassner explains why the advisors who get it wish they had started sooner.
