How AI-Augmented Distribution Models Turn Human Efforts Into Super-Human Results

Posted by Rubesh Jacobs on Tue, Feb 26, 2019

In a world where autonomy, mastery and purpose drive high performance, the very idea of a centrally directed automaton feels completely disjointed and jars the senses. How could we expect members of our sales teams, who grew up being told to think of themselves as CEOs of their territory, to do exactly what AI (or predictive analytics from HQ) tells them? Also, how can we assume that HQ knows best when it comes to client needs and preferences?


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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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