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.

[PODCAST] Fronz and Friends Ep5: Asset Manager Response to 2016 Election

Matt Fronczke sits down with some internal friends to discuss asset manager’s responsiveness (social media, website, blogs) to the 2016 election.

If you would like to be a guest, have someone you like to hear or have any questions/comments about the show please contact me at or 646-257-4476.  

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[PODCAST] Fronz & Friends Ep 4: 2017 Predictions with Steven Miyao

Welcome everyone to our first 2017 podcast from the DST kasina-sponsored series “Fronz and Friends.” In this series Matthew Fronczke – “Fronz” – hosts executives across asset and wealth management to discuss the latest and most impactful industry trends and developments.

Steven Miyao, President, DST kasina joins Matthew to discuss 2017 key predictions and industry trends for product, distribution, and marketing in asset management industry. 

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Our 2017 Outlook for Product, Distribution, and Marketing in the Asset Management Industry

Operating margins for asset managers in the DST kasina Asset Manager Composite rose to 33.7% by Q3 2016 -– an increase of 20 basis points from year-end 2015 — and AUM reached an all-time high for the Composite group: $10.6 trillion.

While this sounds like good news for the industry as a whole, the reality is being masked by the growth and scale of the largest asset manager in the group.  When looking at the trend in asset flows, excluding the largest manager, the Composite shows five consecutive quarters of net outflows.  While there are pockets of success in the industry, most asset managers are experiencing profitability challenges and the threat of consistent net redemptions.

My annual outlook for the coming year includes ten predictions, including further consolidation, continued passive flows, the impact of the Trump administration and the DOL, and more.

1. The... [read more]

It’s Time to Stop Paying Lip Service to the Consultative Sale

Consultative selling is a catchphrase that we’re hearing more and more frequently these days. But what exactly is it?

In a nutshell, consultative selling is an approach where the salesperson focuses on understanding the advisor’s business and portfolio objectives in order to help the advisor identify the right solutions, rather than focusing on pushing products that their firm is trying to promote.  This concept has been around for some years in the asset management industry, but in practice, many firms have continued to adopt a primarily product-driven approach while paying lip service to the idea of the consultative sale. 

Change, however, is in the air.  Advisors’ business models are shifting, with the focus moving away from transactional business and towards goals-based wealth management, where advisors work with their clients to identify and plan for both short- and long-term objectives.  This approach is vehicle-agnostic, with advisors... [read more]


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