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Total assets under management with RIAs is hard to pinpoint.
But all can agree it is substantial enough that more and more firms are newly deploying or expanding their RIA sales teams.
But are they employing industry best practices in order to succeed?
Calls need to be returned.
Appointments need to be scheduled.
Follow-up contacts need to be made.
Study after study tells us that:
– Advisors would rather schedule wholesaler appointments via email versus phone
– Millennials hate speaking on the phone and would rather text
– Cold calling has gone the way of diesel powered cars
In fact many wholesalers, though they may not admit it out loud, are downright afraid of the phone.
In our recent 2017 State of Wholesaling Survey we asked:
What areas of improvement would benefit you most over the next three years?
The wholesalers surveyed said:
