Views on Wholesaling, FUSE

Transcription

1 MMI Wholesaler Training Center Developed by Wilke and Associates, Inc. Sponsored by: The content of this webinar is provided solely by the individual Presenters on behalf of their respective Firms. Neither the Money Management Institute, Wheelhouse Analytics, Wilke and Associates, Inc. or the listed Sponsors are responsible for the content of this webinar. The views and opinions expressed in this webinar are those of the Presenters and do not necessarily reflect the views and opinions of the Money Management Institute, Wheelhouse Analytics, Wilke and Associates, Inc. or the listed Sponsors. ADVANCING THE FUTURE OF INVESTMENT ADVISORY SOLUTIONS FUSE Advisor Trend Monitor Views on Wholesaling About Advisor Trend Monitor Series Partnership between FUSE Research and WealthManagement.com Annual series of reports designed to explore advisor views on subject areas of interest to the asset management community Each report is based on 0 question surveys of 00,000 advisors The format of the reports is 0 pages of insight and analysis PLUS a data supplement of survey responses

2 Advisor Breakdown by Channel Private Regional Bank/Bank Trust % Insurance Independent B/D Bank Brokerage % Other % Wirehouse 0% Independent RIA % What We Learned Retirement planning and marketing/prospecting remain the top advisor needs where wholesalers can help Advisors want wholesalers to brush up on their investment and product knowledge as well as the delivery of value add programs Advisors expect to have their assets concentrated at their top manager relationships even more than it is today Advisor Preferences & Needs

3 Optimal Number of In Person Meetings Overall Wirehouse IBD Independent RIA Advisors Top Needs in Next Two Years Retirement Planning Marketing/Prospecting % % Alternative Investments Practice Management Compliance/Regulatory Social Media Estate Planning Succession Planning 0% 0% % % % 0% 0% 0% 0% 0% 0% Wholesaler Impact on Advisors

4 Value of Wholesaler Services Updates on New Product Education on Market/ Product Business Existing Products Information Investment Investment Positioning vs. Coaching/Practice Concepts Insights Competing Management Options Note: Scale of to 0, with 0 being most valuable 0 Impact on Advisors Activities Adoption of New Products % Product Selection 0% Capital Markets Outlook % Dynamic/Tactical Portfolio Changes 0% Client Acquisition % Investment Retention/Turnover % Asset Allocation 0% 0% 0% 0% 0% 0% Note: Activities with highest impact Product Selection Inputs Personal Third Party Data Wholesaler Home Office Other Advisors Third Party Home Office Screens Sources Interaction Select List Models Models Note: Scale of to 0, with 0 being most valuable

5 Areas for Wholesaler Improvement Investment/Product Knowledge % Delivery of Value Add Programs 0% Knowledge of My Practice % Knowledge of Competing Products % Meeting Quality % Meeting Frequency (Fewer) % Meeting Frequency (More) % 0% 0% 0% 0% 0% 0% Summary While interactions with wholesalers are valuable inputs when selecting product, personal screens and third party data sources are still the primary drivers in advisor decisions Having in depth product knowledge and investment insights is invaluable to building credibility with advisors Advisors in the Independent B/D channel have the greatest loyalty to their top wholesalers, expecting to hold nearly half of their assets at their top three fund companies Advisor Trend Monitor Views on Wholesaling