Going after retail assets
As defined benefit plans are disappearing and defined contribution assets steadily growing what are the best ways for HF to garnish retail assets over the next decade as retail assets approach over takeing institutional assets in magnitude for the first time.
as with institutional, sales is all about relationships. nothing I could write here that covey, ziglar, meyer, kelley, stanley et al haven't already written. read sales books, practice, and learn from those more successful than you.
I was thinkIng more along the lines of distribution partnerships and product in 40 ACt form eligible for retail platforms. You can't get 2 and 20 in a defined contribution plan. You've seen a few firms partner with fund families to better distribute into retail accounts (example GMO, I know not a hedge fund, but they have 10 plus billion with a non institutional fund distributed through Wells Fargo). Over the next 20 years their will be more $ in retail than institutional due to demographic shifts and many HF and institutional am shopsdint have the scale to distribute there.
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