- External wholesalers average 15 weekly meetings with focus advisors and 4.8 with non-focus advisors. With 325 focus advisors per wholesaler, each focus advisor gets about one meeting every 22 weeks—roughly 2.5 meetings annually.
- This aligns with advisor preferences. According to our 2024 Advisor Trend Monitor: Wholesalers: The Advisor View, advisors favor 2.4 in-person meetings and 1.6 video calls annually with their top three external wholesalers.
- Understanding these preferences is crucial for wholesalers and sales teams. Interaction preferences—whether in-person, video, or phone—vary widely and must be thoroughly vetted and documented.
