Data & Research December 16, 2008

What Advisers Want

Among other things, advisers want customization across adviser business segments from wholesalers, according to asset management consulting firm kasina.
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With mutual fund redemptions expected to surpass $325 billion in 2008, kasina said it is now more critical than ever for firms to maximize wholesalers’ effectiveness in communicating with financial advisers.

According to a release of kasina’s latest research, 26% of advisers said buy/sell decisions, on average, are directly influenced by wholesalers. For wholesalers, that number “signals room for future improvement,’ kasina said.

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kasina said advisers want the following from wholesalers:

  • segmentation: customized sales strategy based on adviser experience levels and business models;
  • product expertise: understanding of how products interact and add value to portfolios
  • listening to adviser needs
  • providing value-added programs that are client-focused and unique
  • building a relationship beyond quarterly meetings.

“Given investors’ and advisers’ anxieties in the current market environment, it is particularly important that wholesalers come prepared to bring demonstrable, customized value to every conversation they have with advisers,’ said Lindsay Geimer, a senior consultant at kasina and lead author of the study, in the release.

The study, “Maximizing Advisor Interactions: Dos and Don’ts for Wholesalers,’ used survey and interview results from 343 advisers.

More information is available at www.kasina.com/reports.


Products December 16, 2008

Klein Decisions Releases Client Profiling Tool

Klein Decisions, LLC, released K4 Portfolio Selection, the latest in Klein’s suite of online investment decision tools.
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In today’s unprecedented market climate, Klein said in a press release that K4 Portfolio Selection offers a client profiling solution for all advisers, from the smallest shops to the largest financial services firms.

In traditional client profiling, the investor’s suitability, objectives, and priorities are scored, combined, and averaged, which often leads to flawed assumptions and unrealistic expectations for investors, according to Klein. To address that, the firm said within its offering objectives are prioritized and conflicts are resolved before scoring. K4 Portfolio Selection then matches portfolio characteristics to the investor’s specific goals, and portfolios are rank-ordered for that particular investor, according to his or her unique objectives.

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“The introduction of K4 Portfolio Selection could not come at a better time,’ said Robert L. Padgette, founder and managing director of Klein Decisions, in the release. “Investor goals and expectations are “top of mind’ for almost everyone in this business. K4 can actually resolve inherent conflicts enhancing investor understanding which leads to commitment for investors and long-term relationships for advisers.’

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