Debunking Myths About Advisor Movement

Posted by Sargam Gosain on Mon, Sep 16, 2019

Rubesh Jacobs, Abhay Patil and Tanpreet Singh co-wrote this blog post with Sargam Gosain.

Advisor movement is of course part and parcel of the natural dynamics in the industry: as advisory practices grow, build sustainable books of business and mature their business models, they decide to seek more attractive business opportunities. But the prevailing view in the industry is that advisors are leaving the wires in droves to join independent broker dealers (IBDs) and RIAs. However, our analysis, based on investment advisor data published by the SEC, shows that this narrative just isn’t accurate.


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The Demise of Mid-Sized Asset Managers is Greatly Exaggerated

Posted by Rubesh Jacobs on Mon, Sep 09, 2019

Akanksha Agarwal and Udit Gupta co-wrote this blog post with Rubesh Jacobs.

More than 75% of 2018 U.S. open-ended mutual fund and ETF assets are managed by 20 firms, according to ZS analysis of Morningstar Direct data, but apart from a handful of trillionaires, the rest are in the $100 million to $1 trillion assets under management (AUM) range. The next 30 firms account for only another 15% of assets. We have no doubt that the trillionaire firms are a strong influencer, but it’s fair to say that the largest 20 firms play a significant role in setting the industry landscape by:


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Four Ways to Build a Sustainable, Winning Distribution Model

Posted by Jason Brown on Tue, Apr 09, 2019

I don’t make it a regular practice to feature the work of my competitors in this blog. But after reading the recent Distribution 2.0 whitepaper from Casey Quirk, I wanted to respond to a thought-provoking graphic that they shared. The graphic, shown below, looks at the six-year trend in asset management marketing and sales headcount, expense, and net contributions. In summary: the picture isn’t pretty.


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Why You Might Be Impeding Your Organization’s Analytics Success (Or, a Brash Memo That I Never Sent)

Posted by Rubesh Jacobs on Fri, Jun 08, 2018

I wrote this memo to a C-level client and (thankfully) never hit the send button. After you read it, I’m sure you’ll agree that coaching and feedback discussions are best had in person. Later, I did exactly that in a casual setting, but nonetheless wanted to share the memo, which offers my views on how leaders can accelerate that analytics capability:

 


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Your Advisor Segmentation Is Broken. Here's How to Fix It.

Posted by Jason Brown on Wed, Mar 07, 2018

I was talking with a marketing leader the other day who told me that her firm was embarking on its fourth attempt at advisor segmentation in the past three years. It had gotten so bad that they were no longer using the word “segmentation” within the firm, she said. Instead, they talked about “advisor archetypes” or “advisor partitioning” to avoid the skeptical eye of leadership.


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