February 7, 2025, Needham, MA –The importance of a successful relationship between wholesalers and focus advisors cannot be underscored enough, given nearly half of an advisor’s book of business sits with their top three investment manager relationships. According to FUSE Research Network’s newly released Sales Management 2024: Optimizing Sales Strategies BenchMark study, external and hybrid wholesalers conduct about three-quarters of their weekly meetings with focus advisors. Meeting frequency increases with firm size, ranging from nearly 10 meetings per week for external wholesalers with Tier 3 firms (<$25 billion in AUM) to over 18 meetings per week for wholesalers with Tier 1 firms (>$75 billion in AUM).
For the complete press release, click here.