Seven Personality Traits of Top Salespeople (Harvard Business Review) The Six Keys to Surviving on the Road (Harvard Business Review) Scalability is the Key to ETF Distribution (kasina) Asset Managers Must Ramp Up Social Media Initiatives to Reach Key Relationships (kasina) Firms Without Hybrid Wholesalers Leave Money on the Table (kasina by Steven Miyao) 3 Reasons Why Wholesalers Stray From The Basics – Don Connelly (Wholesaler Masterminds) Schmeeks, Formally Known As Wholesalers (Wholesaler Masterminds) A Multi-Boutique Brings in Three Distribution Chiefs (The MutualFundWire.com) LPL Collects a Listing Fee from Fund Firms (The MutualFundWire.com - Armie Margaret Lee) - LPL Financial, the nation's largest independent broker-dealer, earlier this year started charging fund firms a listing fee of $5,000 for mutual fund additions to its platform. Advisors Prefer Phone Calls (The MutualFundWire.com) - In-person meetings may be great for introductions, but for ongoing contact advisors prefer phone calls. That's one of the findings from Horsesmouth and kasina's joint FA Vision study of 2,922 advisors. Neuberger Berman Bids Adieu to a Sales Exec (The MutualFundWire.com) What Advisors Say About Wholesalers, Etc. (Retirement Income Journal) How To Market to Advisors (Retirement Income Journal) - Here's a smarter way for retirement income product manufacturers to segment and sell into the advisor market, according to survey analysts Howard Schneider of GDC Research and Dennis Gallant of Practical Perspectives. Sammons Adds Retirement Product Distribution Business (National Underwriter) Hybrid Wholesalers as Productive as Field Sales, kasina Finds (MMExecutive) Big loss for Legg Mason, as national broker-dealer sales head Joe Lohrer set to scoot (Investment News) - Twenty-five-year veteran reportedly going to Blackstone; latest exit of many CIMA Gets Accredited, Aims to Serve as Industry Standard (Registered Rep) It's Not Just Talk: Improving Outcomes Through Communication (kasina) Meeder Flexes its Distribution Muscle (The MutualFundWire.com - Armie Margaret Lee) - Meeder Financial, the Dublin, Ohio-based firm that offers the Flex-funds, has expanded its sales force with two wholesaler hires. The company hired Kevin Stutz for the South Central region and Erik Pederson for the Western territory. RidgeWorth Ramps Up its Retail Sales Team (The MutualFundWire.com) - RidgeWorth Investments has added two additional wholesalers to the six it has recently hired for its newly created Retail Channel sales team, which is led by Bob Kuberski. Personnel Changes: Prudential, Aviva, Lincoln Financial (National Underwriter) - Lincoln Financial Distributors, Philadelphia, a unit of Lincoln National Corp., Radnor, Pa. (NYSE:LNC), has hired Kelly Bush to be regional sales director for the institutional retirement solutions distribution team. Personnel Changes: MetLife, Lincoln Financial (National Underwriter) - Lincoln Financial Distributors, a unit of Lincoln National Corp., Radnor, Pa. (NYSE:LNC), has hired Jim Lyday to be head of institutional retirement solutions distribution. Lyday previously was senior vice president at Prudential Financial Inc., Newark, N.J. (NYSE:PRU). Lincoln Financial Distributors also has hired Bill Nash to be national sales manager for the MoneyGuard sales team Lincoln Realigns Insurance and Retirement Team (National Underwriter) DWS Investments Promotes Woods (On Wall Street) - DWS Investments, the retail mutual funds arm of Deutsche Bank, on Wednesday named Michael J. Woods as regional head and CEO, adding those titles and responsibilities to his current role as U.S. head of distributions. Personnel Changes: Nationwide, MassMutual, Towers Watson, Others (National Underwriter) - Nationwide Financial Services Inc., Columbus, Ohio, has named Doug Allen, Bob Eviston, Tim Stephens, Christine Travis, and Jennifer M. Turkos to be new wholesalers in the life insurance, annuities and retirement plans businesses. Symetra Names Eastern Division Sales Manager and Eight Additional Life and Retirement External Wholesalers (Yahoo! Finance) - Symetra Life Insurance Company has announced a new sales leader for its eastern division and eight additional regional vice presidents to represent the company’s portfolio of annuity and life insurance products. 21 Ways Wholesalers Can Shorten The Sales Cycle With Advisors (Wholesaler Masterminds) 5 Ways Wholesalers Endear Themselves to Advisors For Life (Wholesaler Masterminds) kasina to Firms: Get Busy With Social Media (Fund Action) J.P. Morgan Funds nabs Pimco exec (Investment News) Schedule a Meeting the Right Way (Great on the Job) Voicemail Headed For Extinction? What That Means For Sales Desks… (Interactive-com) TMT – The Only Thing A Wholesaler Has To Offer (Wholesaler Masterminds) Analyzing the Effects of Asset Management Distribution (kasina) Transamerica Officially Welcomes a Southern Region Wholesaler (Investment News) kasina:
Wholesaler Masterminds:
Fund Action: John Hancock: Wholesaling’s A Team Sport (Fund Action) Personnel Changes: Security Benefit, Principal, Hartford, Ohio (National Underwriter) - Security Benefit has hired Kevin Hart to be head of the retail retirement division’s national distribution group. Hart has been president of the Sun Life Financial Distributors Inc. unit of Sun Life Financial Inc Hartford Financial Services Inc., Hartford (NYSE:HIG), says it has tripled the number of in-house annuity sales professionals supporting its field wholesaling team. Personnel Changes: New York Life, Word & Brown, Hartford, Lincoln (National Underwriter) - Lincoln Financial Distributors, Philadelphia, a division of Lincoln National Corp., Radnor, Pa. (NYSE:LNC), has hired Trey Caldwell and Michael Nash to be regional sales directors for defined contribution plans. David Named T. Rowe Price Head of U.S. Third Party Distribution (Bank Investment Consultant) Franklin Templeton Hires New Sales Head, Pierre Caramazza (Bank Investment Consultant) Transamerica Recruits a Principal Wholesaler (The MutualFundWire.com) - Jason Crane brings on board a wholesaler to cover North Texas. GSAM's Distribution Chief Departs (The MutualFundWire.com) - Goldman Sachs Asset Management continues to see changes in its top ranks. GE Boosts its Sales Team with BNY Mellon, Hartford Alums (The MutualFundWire.com) Franklin Unveils its New RIA Sales Head (The MutualFundWire.com) Hancock Hires an ING Wholesaler (The MutualFundWire.com) T. Rowe Replaces John Cammack with... (The MutualFundWire.com) Merk Nabs a Van Eck Distribution Exec (The MutualFundWire.com) Serving Large Advisors Who Will Not Grow (kasina Blog by Steven Miyao) Saybrus Forms Single-Premium Indexed Annuity Distribution Program (National Underwriter) Transamerica Adds an Ex First Merc Wholesaler (The MutualFundWire.com) PIMCO Launches Distribution Platform (FA Mag) The Hartford's annuity wholesalers lighten up with iPads (Investment News) Asset Managers Should Develop Tools to Help Advisors (kasina Blog by Jesse Mark) kasina Predictions for 2011 (kasina podcast) Part Two – Undeniable Attributes of the Greatest Wholesalers (Wholesaler Masterminds) Wholesaler Survey 2011 – The Results: Part One (Wholesaler Masterminds) Distribution Hirings, Changes: Genworth Names Pat Foley President, U.S. Life Companies Distribution & Marketing (Yahoo! Finance) New York Life Taps a Sales Chief for the Wirehouse Channel (The MutualFundWire.com) Allianz Revamps Distribution (National Underwriter) Allianz Life Restructures Broker-Dealer Team (Advisor One) Transamerica Hires a Wholesaler from Nationwide (The MutualFundWire.com) Four Must-Read Articles: The 3 Dumbest Telephone Mistakes Wholesalers Make – Art Sobczak (Wholesaler Masterminds) Selling Value vs. Selling Product (kasina) Webcast: Optimizing Your Opportunities with RIAs (kasina) INTV: The top fund families sold by indie B-Ds (Investment News) Exclusive Opportunity for 401(k) External Wholesalers (Wholesaler Briefcase.com) kasina: Segment RIA Space For Success (Fund Action) Three Impactful Sales Strategies For Wholesalers – Anthony Iannarino (Wholesaler Masterminds) Product makers blurring line between mutual funds and annuities for baby boomer investors (Registered Rep) Wholesaler Hirings: Principal Promotes a Wholesaler (The MutualFundWire.com) Delaware Sees Changes in its Sales Force (The MutualFundWire.com) - The firm has installed new divisionals and tapped replacements for three wholesalers Natixis Hires Two Retirement Wholesalers (The MutualFundWire.com) WHO: 401(k) External Wholesalers OPPORTUNITY: 401(k) Rekon Symposium Sponsorship WHAT: ONLY 3 sponsorship opportunities remain in Q1 (92 have already been filled for 2011). LOCATIONS:
CONTACT INFO: 401(k) Rekon DETAILS: 401(k) Rekon brings national conferences to local advisors. Over 1,000 top-producing advisors attended their symposiums in 2010. Sponsorship demand has been overwhelming. As of Friday, they had only 3 openings for product partners for Q1 2011. If you cover New Jersey, Illinois or North Carolina, we recommend that you contact This e-mail address is being protected from spambots. You need JavaScript enabled to view it as soon as possible to learn more about the opportunity. From the 401k Rekon Website: Changing regulations, increased competition and fiduciary requirements, and decreasing budgets create a challenging environment for the 401(k) industry. How can advisors and providers partner together to meet these challenges and serve their mutual clients better? National conferences are expensive. Most advisors do not have a few days or a few thousand dollars to attend national 401(k) conferences. Most broker dealers offer minimal 401(k) advisor training. Less than 1000 advisors attend our industry’s three major conferences. While the conferences have excellent agendas, the number of advisors attending pales in comparison to the number of advisors managing 401(k) plans. The advisors need what the conferences offer, so we are bringing the conferences to the advisors. Like the Provider Database, our events are free for financial advisors. The symposiums focus on value-add resources and education to help advisors leverage their relationships with the different providers in their region. Product presentations are excluded. Advisors want help managing their practices and growing their practices-and that’s what Rekon provides. Symposium topics range from plan design (cash balance and non-qualified deferred compensation plans) and fiduciary responsibilities (fee benchmarking and target date selection) to prospecting and providing great client service. Each presenting sponsor highlights a value-add resource or tool. Unlike national conferences, local advisors meet with local wholesalers or other representatives. The atmosphere is relaxed, but the format moves quickly. Each presenter is allowed 30 minutes. In addition, one or two roundtable discussions address current and future advisor challenges. The most common feedback comment is “I like the diversity of topics and the speed.” 401(k) Rekon™ is providing 401(k) advisors want what they want in the way they want it. 401(k) Rekon™ held the first symposium in May, 2010. We hoped for 50 advisors, and 58 attended. Each event has been overwhelmingly successful. 25 events are scheduled for 2010. Based on average attendance at our first six events, we anticipate over 1000 advisors will attend our symposiums in 2010. That’s more advisors than all major national conferences combined. 80 symposiums in 43 locations are scheduled for 2011. We expect thousands of advisors across the country to attend and partner with providers. In addition, we continue to enhance our unique online provider database. 401(k) Rekon™ has brought the best resources, information and presentations to financial advisors-all for free. Wholesaler Lessons From A Meltdown (Wholesaler Masterminds) Pimco Takes Over Fund Sales From Allianz After Assets Surge (FA Mag) Wholesaler Openings and Hirings: ExpertPlan Makes a Sales Hire, Plans More Hiring (The MutualFundWire.com) VALIC Snags an M&I Wholesaler (The MutualFundWire.com) DailyAccess Hires in the Midwest (The MutualFundWire.com) - The Alabama-based firm names its wholesaler for the upper Midwest. iPad mania at John Hancock? (Investment News) - Firm's wealth management unit gives each of its wholesalers the Apple tablet; there go the three-ring binders Optimizing Your Opportunities with RIAs (kasina) Wholesaler and Manager Searches: A New Mutual Fund Player Plans to Hire More Wholesalers (The MutualFundWire.com) - The New Jersey firm plans to add four external wholesalers this year. Principal Scouts for a Sales Pro in KC (The MutualFundWire.com) - The Des Moines, Iowa-based plan provider is looking for a wholesaler in Kansas City. HighMark Hires Two Wholesalers, Hunts for a Divisional Manager (The MutualFundWire.com) Wholesalers on the Move: A Standard Wholesaler Jumps to Transamerica (The MutualFundWire.com) Transamerica Taps Three for its TPA Channel Team (The MutualFundWire.com) Schroder Boosts Sales Team (Fund Action) - Schroder Investment Management has added five wholesalers to its intermediary distribution team, bringing the total number of wholesalers to 16. Kasina Hires Three as Consulting, Research Business Expands (MM Executive) 2011 Wholesaler Satisfaction Survey (Wholesaler Masterminds) Wholesaler Time Management – Interview with Laura Stack (Wholesaler Masterminds Radio) The FA Vision Brand Index (kasina) - By Lee Kowarski - As you may have seen in Ignites, InvestmentNews, or MFWire, kasina announced the FA Vision Brand Index this week. The Index identifies those firms that have the most positive perception amongst financial intermediaries Wanted: Wholesaler in West Michigan (The MutualFundWire.com) - The plan provider is looking to fill a hole on its roster. Genworth Drops Variable Annuities (National Underwriter) - Genworth Financial Inc. says it is discontinuing new sales of retail variable annuities and group variable annuities.
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