A recent study by Limra and McKinsey & Co. looked at the distribution challenges faced by companies that sell financial products to financial advisors. The study surveyed nearly 2,000 advisors of various stripes––including RIAs, broker-dealers, banks and insurance companies––and was designed to help financial services companies target those products, services and support offerings that make advisors the most productive.
Advisors’ most productive practices, the study found, were regularly partnering with other advisors, specializing in certain clients, creating retirement plans and knowing about important occasions in a client’s life.
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