Author name: Blake Johnston

The asset management industry faces a structural shift in 2026 that most firms are still underestimating. While asset managers continue funneling the majority of their wholesaling budgets and personnel toward the wirehouse and broker-dealer channel—where established relationships and home office approvals create familiarity—the real wealth and decision-making power has quietly migrated to independent registered investment […]

If you’re trying to get meetings with registered investment advisors (RIAs) and financial advisors as a portfolio manager, strategist, or wholesaler, you already know the challenge: gatekeepers, voicemails, “I’m all set,” and the dreaded “just send me an email.” The difference between getting 2–3 qualified meetings per month and 10–15 is not luck. It’s a

You have a problem that every head of distribution recognizes instantly. Your asset management firm has developed compelling products, built credibility in your markets, and cultivated strong relationships with your wholesaler team. But despite these advantages, you’re only reaching roughly 20% of your addressable market. With more than 15,000 registered investment advisor (RIA) firms in

Your wholesalers are stretched thin. Your mutual fund and ETF distribution depends on consistent advisor meetings—those critical touchpoints where portfolio managers and strategists present products, market insights, and investment theses to RIAs and financial advisors. Yet your internal team is already working at capacity. The solution isn’t hiring more wholesalers. It’s smarter strategy combined with

Asset management firms face a fundamental operational decision: should wholesalers and strategists manage their own call scheduling internally, or partner with a dedicated outsourced wholesaler scheduling team to accelerate meeting volume? This choice directly impacts distribution velocity, cost structure, and revenue potential. The answer depends on firm size, product complexity, and growth ambitions. But for

If you manage mutual funds, ETFs, or structured products, you know the reality: meeting with financial advisors and RIAs isn’t optional. Getting in front of these distributors is how you move assets, drive adoption, and build lasting relationships. But scaling those meetings requires persistent outbound effort—and most asset managers either lack the internal headcount to

Your best internal wholesaler walks into work at 8 AM with a list of 150 advisor prospects. By noon, they’ve made 80 calls, sent 15 emails, and booked exactly zero meetings. They’re not having bad days—they’re having normal days. This is the core of internal wholesaler challenges that plague asset management firms across the industry.

Your top wholesaler earns $300,000 a year all-in comp. She’s sharp, closes deals, builds relationships. And she spends 65% of her week cold calling. That’s roughly $195,000 a year dialing strangers—not closing them. Most asset management firms never calculate this number. Wholesaler comp sits in the P&L. Activity gets logged in CRM. But nobody connects

Building a strong distribution channel for mutual funds, ETFs, and structured products requires consistent, high-quality outreach to RIAs and financial advisors. Many asset management firms turn to outsourced calling teams to accelerate this effort—but not all outsourced calling team fund distribution vendors are created equal. The right partner delivers qualified meetings that convert into real

Your top wholesaler has a 35% close rate on portfolio manager meetings. Great performance. But only if they can actually reach an RIA to pitch them. And that’s become nearly impossible. RIAs aren’t answering the phone. They’re not returning voicemails. Their office managers screen every call. And when your wholesaler does break through, they’ve already