February 7, 2023

If wholesalers aren’t concerned, they should be. A 2022 study by Y charts found that over 50 percent of advisors do not think wholesalers play an important role in their success.

But advisors are still interested in discussion—it just might not be about what you think. The top three topics are:

1. Attributes or statistics for specific funds or strategies.
2. Market trends and the latest research.
3. The specific needs of the advisor’s clients and potentially aligned products.

Unlike wholesalers who overwhelming thought advisors’ top priority was discussing their asset manager’s economic outlook.

This year, wholesalers can make up lost ground by understanding what each advisor is most interested in from their relationship. By tailoring conversations for the advisor’s needs, wholesalers stand a better chance of improving the relationships negatively impacted by the pandemic.

Christy Charise, Founder & CEO of Strategic Advisor

www.strategicadvisor.co

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