To provide our clients with high quality tailored consulting and research, we need to know the financial services industry and our clients. To build lasting and profitable relationships, we dedicate ourselves to staying not just current on, but ahead of industry trends. This blog is intended to share our industry insights and, at the same time, to capture feedback from our readers.
National Accounts is a growing function in both importance and team size, as well as an increasingly complex job (due to the DOL Fiduciary Rule, the growth of passive investments, etc.). These trends and more were discussed during the Roundtable that we hosted last Tuesday for the heads of National Accounts from the industry’s leading firms.
Among the key takeaways that I noted were:
DOL Looms Large – Nearly every conversation with broker/dealers is being impacted by the DOL’s Fiduciary Rule, yet there still a severe lack of clarity. There are questions about whether wholesalers will be able to do group meetings, client meetings, or have other interactions with advisors. As broker/dealers continue to work out their strategy, some are shutting wholesalers out completely (at least in certain regions) while others are actively seeking support from asset managers (although most ask that wholesalers do not discuss... [read more]
Email comprises as much as 15% of asset manager digital marketing budgets, but drives only 2% of traffic to their websites. DST kasina’s research for Increasing Engagement with Email, finds four things marketers can do to increase the likelihood that advisors will open email from asset managers:
1. Make it mobile
2. Be timely
3. Relate the subject line to their interests
4. Name the senderMake Email Mobile
Advisors are as likely as anyone to check email on their mobile devices throughout the day. In fact, our research for the report on Addressing Mobile Expectations finds that one in five advisors primarily read email on their mobile devices. Advisor segmentation shows that for Technophiles, who have high expectations for digital experiences, and Rainmakers, who manage high net worth clients, it’s one in four advisors. With their significant investment in email, asset managers... [read more]
Findings in DST kasina’s newest study of advisor behavior, Telling your Management Story to Attract Advisors to Your Website, show that asset manager websites are not the go-to-place for the majority of advisors looking for product information. But there is one thing that draws 2 of 3 advisors to your website: reviewing a portfolio manager’s philosophy and process.Use the 3 Ps to Tell Your Story
The story of your firm’s people, philosophy and process is one that you can tell best and it enables you to differentiate your value proposition and brand in an increasingly crowded market. Shedding light on how your people gained their experience, what motivates them, and what has influenced them attracts attention from advisors. Details on the firm’s culture and philosophy add dimension to the picture of what it is like to do business with you. And your process for choosing investments... [read more]
At DST kasina’s recent Distribution Summit, our annual event for distribution leaders in asset management, a major topic of conversation was the renewed focus on hybrid wholesaling strategies at many firms. Why would that be?
It’s tough to be a wholesaler these days. Scoring in-person meetings with advisors is becoming more and more difficult. Since 2009, the average number of face-to-face meetings per year between wholesalers and the advisors they support has declined from 2.8 to just 1.0 in 2016.
At the same time, the percentage of advisors whose perception of a firm’s overall capabilities is influenced by the digital experiences provided by asset managers has increased significantly, from 58.7% in 2015 to 72.8% in 2016.
Given these stats, sales management across many firms are taking a fresh look at flexible or hybrid wholesaling.
Of course, hybrid wholesalers – broadly defined as salespeople who... [read more]