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ADVISOR INSIGHT Volume 3: Wholesaling Effectiveness 2008
Once again, FRC and Horsesmouth have joined forces to gain insight into the actual effectiveness of wholesalers. The results contained in this primary research report are designed to improve your wholesaler effectiveness and impact your strategies immediately. Since the survey was conducted during recent market turbulence, FRC was also able to obtain two relevant data points—changes in advisor services levels and the responsiveness of wholesalers during this challenging environment. Based on advisor feedback, FRC provides a detailed analysis as well as firm-specific findings regarding key aspects of today’s wholesaling including:
- Important external wholesaler characteristics
- Influence of external and internal wholesalers on the buy/sell decision
- Advisors’ willingness to forego face-to-face wholesaler meetings
- Primary contact frequencies and forms of contact for external and internal wholesalers
- Top-rated firms for external and internal wholesalers
FRC also provides an examination of measurements gathered on the following key corporate attributes:
- Investment management
- Investment philosophy and process
- Corporate image and reputation
- Sales support
- Marketing support
- Overall (the firm as a whole)
Findings are derived from an extensive survey of 1,860 financial advisors conducted from June 2008 through July 2008 as well as a survey of 182 branch managers or management team members conducted during August 2008. The 182 branch managers shed light on key factors and steps for gaining access to a branch, coverage requirements for the coming year, and ways for firms to become a long-term partner with a branch. Throughout this Volume, comparisons are made to Volume One, which was published in June 2007. Volume One was based on a similar survey of more than 2,230 financial advisors.
Download Table of Contents, Directory of Exhibits, and Study Methodology (pdf)
For more information on this study, contact us at 866-532-8009 or e-mail frcinfo@frcnet.com.