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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Five Lessons From Pharma on Customer Centricity

Posted by Jason Brown on Fri, Feb 19, 2016

My colleague John Sadlow posted a provocative opinion piece in the Financial Times/Ignites (registration required) last week in which he advocates for asset managers to take an integrated, multichannel approach to financial advisor communication. He pushes for this change in response to the increasing restrictions on advisor access, the shift to low-cost products (due, in part, to more aware, empowered end investors), and the advent of new and more granular data in the industry.


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Laws of Attraction: Three Ways to Lure Top Producers to Your Firm

Posted by Jason Brown on Thu, Jul 24, 2014

The insurance and financial advisory industries are facing significant declines in producer headcount. Whether due to issues of demographics, economics or personal preference, the declines in insurance agents and financial advisors are clear. Robo-advisors or other alternatives may arise as future solutions, but in the medium term, distribution organizations are left to fight over a diminishing resource—licensed producers—in search of growth.


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