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DTSTART;TZID=America/New_York:20220929T080000
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SUMMARY:Roundtable | Portfolio Construction (New York)
DESCRIPTION:Industry leaders gathered for an in-depth roundtable discussion on portfolio construction Sept. 29 at Federated Hermes in New York. Catch up on the discussion with session highlights below. \nHost:\n\n \nDiscussion Highlights:\nFUSE Research Network Advisor Survey Highlights\nMike Evans | Partner & Director of Advisor and Benchmark Research | FUSE Research Network \n\nApproximately 20% of advisors solely use home office models without any outside customization/support – i.e.\, 80% of advisors need or benefit from portfolio construction services partnerships (PCS)\n1/3 of advisors met with PCS teams and 1/3 of those meetings led to product sales\nThe ratio of wholesaler meetings leading to product sales is significantly lower than 1/3\nLess than 10% of advisors want a consultation from a wholesaler directly – i.e.\, more than 90% of advisors want to interact with a PCS specialist\nAdvisors are using multiple PC fund firms\nRisk identification and tax-loss harvesting reinvestment/rebalancing are the most compelling for PC engagement\nAdvisors prefer quarterly or semi-annual PC consultations\n30% of consultations lead to product sales\nClose rate is higher among female advisors (50%) compared to male advisors (30%)\nRisk exposure analysis is cited as a top reason for engaging in PCS\nAdvisors are using multiple PC fund firms\n\nRoundtable Discussion – Metrics \n\nThe percentage of portfolio construction services (PCS) meetings leading to a product sale over a given time period vs. the percentage of typical non-PCS interactions\nInvestigating the mix of PCS product sales vs. non-PCS product sales\nInvestigating the results of long-term/routine/recurring PCS clients vs. one-time and/or non-PCS clients\nCorrelating territory sales rank vs. territory PCS usage volume\nTracking win size and tracking top wholesalers vs. bottom usage\nMost teams aligning by territory found the pros outweigh the cons\nTeams looking to enable sales force for digital tools/iPad\nDigital PC engagement tools for salespeople\nContinuous PC advisor working relationships\nWorking with advisors before their investment committee meetings\nSales correlation analysis of most active PC salespeople
URL:https://imeaconnect.com/event/roundtable-portfolio-construction-new-york-2/
ATTACH;FMTTYPE=image/jpeg:https://imeaconnect.com/wp-content/uploads/2025/08/PCR-2022.jpg
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