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Sales heads brainstorm distribution trendsSales Heads Round Table,

Key Take-Aways
  • There are currently 4 models - 1. pure distributor execution model 2. Advice cum distribtion where the digitization is now getting evolved. 3. Purely digitized and template based model. 4. RIA.

  • RIA model will become large in the HNI space. Digitization based model will become more mainstream. Distributors have to see digitization as a facilitation instead of intermediation.

  • Narrative has changed from amount to # of clients, all about customer acquisition. So digitization is a necessity for IFAs to connect to many as clients as possible.

  • Bottom of the pyramid -- those who have 20-30K one-time investment -- are not being serviced. For that segment, distributors need to invest in technology as well as human resources.

  • Relationship led business development is a thing of the past and is now driven by content selling and advice around portfolio allocation. IFAs have to increase their knowledge base, use technology.

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