Recipes for Success: How to Connect With Advisors and Build Champions for Your Firm

Posted by Ekaterina Mamyshev on Thu, Jan 25, 2018

If asset managers want to be effective with advisors in today’s competitive and changing environment, it’s important for them to personalize the advisor experience in ways that create value for the advisors. It’s easy enough to say that—nearly all asset managers would agree—but it’s much harder to know how to do this, or what good looks like. Similarly, you might ask if it’s possible to create value in different ways, or if there’s one optimal recipe for successful advisor interactions.


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How Putnam Makes its Relationships With Financial Advisors More Personal

Posted by Rubesh Jacobs on Wed, Jan 03, 2018

To forge better relationships with financial advisors, asset managers need to make their interactions more personal. In ZS’s new research, we collected feedback from more than 350 financial advisors to understand how advisors and asset managers grow their relationships with each other. Creating mutual benefits is the best approach, which can be measured by a new metric: the connection quotient (CQ). CQ measures the extent to which asset managers get value from the relationship through increased access, more assets and more loyalty. Advisors benefit, as well, as better relationships help them make more informed decisions, become more successful and feel more valued.


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What Meeting Requests Say About How Asset Managers Target Advisors

Posted by Jason Brown on Wed, Nov 01, 2017

At the 2017 Money Management Institute annual conference last month, a panel of distribution leaders mentioned that many advisors are being asked for a meeting by 10 or even 20 wholesalers every day. In response to this, advisors are pushing back by restricting access to wholesalers, in turn placing a premium on the interactions that do take place, panelists noted.


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Insurance Companies, Meet Startups: Five Keys to a Successful Partnership

Posted by Peter Manoogian on Mon, Sep 18, 2017

Partnering with or investing in startups has helped established insurers reach out to younger consumers and explore new offerings and technologies to strengthen their business. However, it’s not always a perfect match. Because insurance companies typically are risk-averse, there can be roadblocks along the way, and while the concept of established companies partnering with startups makes sense, there’s a lot that happens between the 30,000-foot level and the ground level that can threaten success.


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Why Insurance Companies and Startups Go Together Like Peanut Butter and Jelly

Posted by Peter Manoogian on Tue, Aug 29, 2017

Insurance typically is a very risk-averse industry, but the next generation of consumers is shaking up the market. Many millennials are getting married or having children later, pushing insurance purchasing events further into the future, with some eschewing products like life insurance altogether. They also want insurance offerings to be online and mobile. Established insurers now have to be more nimble and look for new opportunities, and partnering with or investing in startups is a great way to do it. Startups are the jelly to established firms’ peanut butter, layering on the freshness and versatility.


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