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Asset management Wholesaling

The Asset Management Wholesaling Company

Name: Unique 

Unique has a line-up of competitive products (mutual funds, ETFs, private equity, real estate, hedge fund(s), annuities, SMA’s, etc.) that they manage and or distribute.  The firm is currently focused on the retail and institutional distribution spaces within broker dealer firms and or independents, which includes registered investment advisors.  

To Decide (The Goal)

Unique has 3-45 wholesalers/ sales people that define its fabulous distribution team.  After talking with DCB Strategies, Unique has Decided it is time to increase sales of their top competitive products by 25% AUM year over year.  This would apply to the channels they are currently approved and also potentially adding another firm as needed.

 

To Commit (Creating the Passionate Plan)

  • As a firm / team understand and agree if the 25% AUM increase goal is realistic within with current human and monetary budget (can it be more?)  Does Unique’s team have the energy and various needed tools to succeed?

  • Take inventory of what already exists for this Decision to passionately Become. Develop an understanding of what are the obstacles and opportunities for the distribution team from top down. Then explore each for “result security function.”

  • Gather the team’s “skill set dynamics” and focus on everyone’s best practices if already equipped…if not, timely equip with necessary best practices.

  • Create a cohesive month-by-month plan of visibility and reputation action steps for team / individuals.  With available in house or out-sourced data, deliver, measure and re-adjust plan accordingly if collectively decided necessary.  

 

To Become (Achieving the Goal)

  • The first 2 months bring out the best of everyone on the Unique team.  

  • As a result, the idea sharing and contagious energy provides a never been seen sense of confidence that is brewing among the members of Unique’s distribution team.

  • After 4 months, the desired % increase in monthly flows is increasing and is becoming apparent within the team’s territories.  

  • 6 months in and “best practices” of team within territories are showing results of desired increase of AUM and additional clients.

  • 8 months the markets turn negative on Unique's offered products for a month, but due to the momentum already created, it doesn’t take any energy out of Unique’s site on Becoming. 

  • 12 months after initiating this Decision, Unique can now applaud their efforts and reignite another goal for the team, product management and or marketing.  Nice Work Unique!

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