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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Kicked Out of the Club: The Case for Increased Personalization

Posted by Peter Manoogian on Thu, Mar 03, 2016

Confession: I used to frequent dance clubs fairly regularly in my early 20s. The atmosphere and music energized me. I loved hitting the dance floor and even had a signature move. (It’s true. Ask my friends.)

These days, the only club I frequent is at an airport. While they both serve alcohol, they’re very different experiences. I mostly go “clubbing” when I travel overseas because my gold frequent flier status grants me access to partner airline lounges.


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