Financial advisors identified investment performance as “highly impactful,” which is hardly a revelation, especially for distribution teams. However, firms can differentiate themselves in other highly impactful areas. Investment knowledge, strong relationships, and serving as the “quarterback” to deliver the firm’s expertise resonate very powerfully.

• Field sales continues to evolve into a highly skilled, high-touch relationship manager role in which the individual serves as the face of the firm and delivers solutions to each client.
• Hiring the right people and providing proper training and support will determine tomorrow’s winners.
• Why? Because your clients will continue to provide increasingly higher amounts of client AUM to their favorite firms.