December Pulse Survey

How Financial Professionals are Operating in this Era of Uncertainty

Incapital has partnered with Red Zone Marketing to conduct a series of studies to learn how financial services businesses are changing and thriving in the midst of the COVID-19 crisis. Specifically, we sought to uncover how some of the most successful financial professionals are finding new ways to change their business operations, client communications, and marketing through these uncertain times.
Based on responses from nearly 400 wealth managers, fiduciaries, financial planners and brokers across more than 50 broker-dealers and banks, the compiled research shows that, for example:
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Top Marketing Strategies

1) Referrals without asking
2) Asking for referrals
3) Email Campaigns
4) Virtual Educational Seminars
5) LinkedIn Prospecting
These strategies are proclaimed to have resulted in the most new clients.

Client Anxiety

Client Anxiety

Investor anxiety level is a 6 on a scale of 1-10 with 10 being the highest anxiety, as rated by their financial professional.

Market Forecast

Market Forecast

87% believe that in 2021 there will be multiple equity market corrections and that value investing will continue its comeback.

Returning to the Office

Returning to the Office

42% have already returned to their offices in 2020, 45% expect to return in 2021, and 13% don’t expect to return in 2021.

Workplace Environment

Workplace Environment

60% are planning or considering a permanent virtual/in-office hybrid arrangement for their teams moving forward.

Embracing Virtual

Embracing Virtual

96% are mostly comfortable meeting with prospects virtually.

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Advisor Pulse

December 2020 Survey Report:

How Financial Professionals Are Operating in This Era of Uncertainty

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The survey was conducted between December 8-14, 2020 and included 396 respondents from 50+ broker-dealers, banks and RIAs across 42 states. The survey was conducted by Red Zone Marketing, a full-service marketing research consultancy. Incapital LLC and Red Zone Marketing are not affiliated.