- I’m sure I’ve misinterpreted these lyrics from The Outfield over the years (I did first hear the song in 1986!). But these lyrics still ring true today regarding the challenge faced by some distribution leaders.
- Senior executives, influenced by media and consultants’ sizing reports on the RIA channel’s massive potential, often ask, “Why aren’t we investing more resources here?”
- Sales leaders recognize the opportunity but must balance it with reality. They need to properly segment and assess the firm’s investment capabilities against those segments.
- Based on our research, RIAs require the highest number of meetings to conduct business, with only 17% of interactions resulting in asset placement—the lowest conversion rate.
- Those ‘myths’ are real: difficult engagement, a longer sales cycle, fewer manager changes, and stickier assets. Distribution leaders know that success in this market requires a strategic approach, not an overreaction.
