• A recent FUSE survey of distribution leaders solidified the permanency of the “hybrid” sales. Even those firms without the role currently in place affirmed the concept.
• Where the role sits and how it is deployed vary considerably, as illustrated in the exhibit.
• Not surprisingly, how to deploy these individuals is one of the top challenges firms face when incorporating hybrids into the distribution model.
• The hybrid role will grow and achieve independence (either as part of a “pod” structure or stand-alone team), as financial advisors continue to migrate from money centers and embrace technology as an acceptable, and in some cases, preferred method of interaction. Asset managers will espouse the hybrid as a means to meet the service preferences of clients/prospects.

Structure of Hybrid Sales Role