MMI NetMeeting - Habits of a Successful External Wholesaler

Replay | MMI NetMeeting

As of July 2019, mutual fund and ETF combined assets were up 8% from the end of 2017. However, from August 2018 through July 2019, active mutual funds and ETFs suffered net redemptions of $316 billion while passive strategies saw net inflows of $489 billion. Although overall assets are on the rise, fewer firms are participating in gathering net inflows. Nearly 60% of asset managers witnessed net outflows during the past year, and only 15% of firms were able to gather more than $100 million in net inflows.

With asset managers facing an uphill battle to gather assets, it is more important than ever for firms to structure and support their salesforces properly. To examine what differentiates successful salesforces in the field, MMI partnered with FUSE Research on a research project to uncover the strategies and behaviors of effective sales organizations. The findings of this research are presented in a new report, Habits of a Successful External Wholesaler

In this edition of the MMI NetMeeting series, FUSE’s Rick Ledbury and Will Baun review key takeaways from the report and share practical perspectives from industry leaders on the structures, behaviors, and innovations they are using to increase the productivity of their salesforces.

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Please note: This replay is not intended for members of the media. All remarks are strictly off the record and may not be quoted or attributed in any form or medium without permission from MMI.

Arlen Oransky, 
SVP, Chief Membership and Programs Officer, MMI

Featured Speakers:
Rick Ledbury,
Director of Research, FUSE Research
Will Baun, Research Analyst, FUSE Research

Please contact MMI with any questions at (646) 868-8500 or