ON DEMAND: The New Rules in Growing Wallet Share

One of the primary ways advisors try to grow assets under management is by convincing existing clients to invest more of their money with the firm. However, growing wallet share with existing clients isn’t as easy as one would think: Simply asking clients for more money to manage doesn’t always work.

A new behavioral study from FlexShares Exchange Traded Funds shows that a client’s relationship with money and the amount of assets they choose to allocate to an advisor are strongly driven by emotions and beliefs.

Watch as Docupace Chief Marketing Officer Ryan George and Laura Gregg, Senior Vice President – Director of Advisory Research Programs for FlexShares Exchange Traded Funds managed by Northern Trust walk us through the different personas of your clients and emotions that drive that behavior.

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