Schwab Institutional Referral Workshops Help Independent Investment Advisors Grow Their Businesses

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Workshops Teach Strategies for Mining Client Base SAN FRANCISCO, Sept. 8 /PRNewswire-FirstCall/ -- Schwab Institutional, a leading provider of custodial, operational and trading support for independent fee-based investment advisors, has launched a series of new workshops to enhance advisors' skills in generating referrals. Schwab Institutional research has found that the top advisory firms develop approximately one-third of their new business through referrals from existing clients and that 90 percent of independent investment advisors' clients are willing to refer their advisor to friends or relatives. Recognizing that many advisors do not incorporate proactive referral strategies into their marketing efforts, Schwab Institutional has hosted more than two dozen "hands-on" referral workshops over the past few months as part of its Business Consulting Services program. In total, more than 300 advisors have attended the workshops, which are led by Bjorn Millom, founder of the Millom Group and an expert in referral development strategies. During the sessions, advisors learn techniques to help access the goodwill they've developed with clients and to make asking for referrals a regular part of doing business. "Most clients would be happy to refer their advisor to any number of qualified investors, but they often don't think of it," says Tim Welsh, director of Business Consulting Services for Schwab Institutional. "Our workshops help advisors educate their clients as to who they can help and when, so that when clients come upon a friend, family member or colleague with an immediate, substantial investment need, they will think to recommend their advisor." During each workshop, attendees learn a high-integrity, comfortable approach for initiating referral conversations. The attendees then call a few trusted friends or clients and put their new skills to use. "Typically, each advisor will end up with 15-20 names from just a phone call or two, which can result in three or four new clients," says Millom. "With a little skill, insight and practice, I believe that advisors who have their clients' best interests at heart will generate as many qualified referrals as their practice can handle. By ensuring that the client is completely comfortable with the whole notion of referrals, a well-conceived approach should generate immediate and future referrals." Schwab Institutional's referral workshops are part of a suite of Business Consulting Services designed to help advisors build and manage a successful practice. Other services include strategic planning, organizational design, succession planning, compliance and regulatory information, and wealth management products and tools. About Schwab Institutional Schwab Institutional, a division of Charles Schwab & Co. Inc., is a leading provider of custodial, operational and trading support for independent fee-based investment advisors. Client assets custodied with Schwab Institutional increased 18 percent to $365 billion between June 30, 2004 and June 30, 2005. These assets, managed by the approximately 5,000 independent advisor firms Schwab Institutional serves, represent approximately one-third of total customer assets custodied with The Charles Schwab Corporation as of June 30, 2005. About Charles Schwab The Charles Schwab Corporation (NYSE / Nasdaq: SCH), through its operating subsidiaries, provides securities brokerage and financial services to individual investors and the independent investment advisors who work with them. With over 7 million individual investor accounts and more than $1 trillion in client assets, The Charles Schwab Corporation is one of the nation's largest financial services firms. Its subsidiary Charles Schwab & Co., Inc. (member SIPC) provides a complete range of investment services and products, including an extensive selection of mutual funds; financial planning and investment advice; retirement plans; referrals to independent fee-based investment advisors; and custodial, operational and trading support for independent fee-based investment advisors through its Schwab Institutional division. Its subsidiary Charles Schwab Bank (member FDIC) provides banking and mortgage services and products. Brokerage products and services are offered by Charles Schwab & Co. Brokerage products are not FDIC insured, offer no Bank guarantee and may lose value. The corporation's other operating subsidiaries include U.S. Trust Corporation (member FDIC) and CyberTrader(R), Inc. (member SIPC) .These companies' Web sites can be reached at http://www.schwab.com/, http://www.schwabbank.com/, http://www.ustrust.com/, and http://www.cybertrader.com/. (0905-01725) IMPACT 2005 Schwab Institutional hosts the independent advisor industry's flagship conference -- IMPACT 2005, Sep. 25-28 at the Washington State Convention & Trade Center in Seattle. This year's conference is titled "Smart. Faster. Further: Winning Strategies to Manage Your Business to Success." DATASOURCE: Charles Schwab CONTACT: Lindsay Tiles of Charles Schwab, +1-415-667-3997 or ; or Tyler Bradford of Makovsky & Co., +1-212-508-9637 or , for Charles Schwab Web site: http://www.schwab.com/

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SCH Safecharge International Group Limited