- Specialists contribute to asset growth in many ways, most notably by boosting wholesaler success in prospecting to new advisors.
- Alternative and ETF specialists have grown more influential as industry demand for those products has risen.
- Sales teams estimate the impact of both types of specialists to be about equal when it comes to closing the first sale with a new advisor. But the ETF specialist role stands out for its success in helping to land the first meeting in a new advisor relationship.
