Methodology of Distribution

A Barbell Approach – combining national accounts and field support

“National Account” Team – 75% of time spent with “home office” personnel and leverage points

  • Focus on 450-500 gatekeepers across all channels to obtain fund availability, recommendation and/or asset allocation model placement
  • Educate Regional Strategists/Wealth Specialists and Analysts in the field at B/D firms
  • Train the Trainer meetings and develop “best ideas” for use with their FA’s
  • Conduct internal sales desk training and identify key members/go-to people of the group
  • Provide frequent communications and fund updates to clients, prospects and key influencers

External/Internal Advisor Dedicated Sales Team – 65% of time spent directly on advisors, 35% on analyst/investment specialists, and advisory and/or AI sales teams

  • Focused call and email programs to select B/D firms where partner products are available/selected
  • Market to and maintain a proprietary RIA database of firms with $200-800MM in AUM and provide regular updates and marketing campaigns
  • Cover “second level” analysts of large advisor teams in RIA, independent and wire house channel