Advisors ranked new product information and updates on existing products as the two most valuable services wholesalers provide to their practice, at 7.9 and 7.8 out of 10, respectively. Education on investment concepts (6.8) and insights on markets and investments (6.7) also ranked highly.
The least valuable services, according to advisors, were those directly tied to client interactions, namely direct support to clients and acquisition of clients. Social interactions, such as golf and dinner out, also ranked very low (5.5) in terms of their value to the practice. One independent broker-dealer with 21 years’ experience had this to say about what he wanted from his wholesalers: “Less time on dinners and social outings and more on practice-building meetings.”
Next Part 2 of 4: Wholesalers Have Some Say