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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 750+ 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 marketing
4) Virtual events
Top-producers surveyed are having success bringing on new clients through a wider variety of marketing strategies including social media.

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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.

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Client Risk Level

93% indicate their clients would absolutely or somewhat give up a portion of market upside for downside protection, and 97% of their clients are concerned about the impact the election will have on their investments.

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Returning to the Office

58% will be returning to a normal, in-office schedule sometime in 2020, with results varying based on geographic location.

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Return Plans

71% have a plan for returning to the office. Meanwhile, 81% of the top producers (with revenue over $800,000 in 2019) do have a written plan.

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Safety Measures in Place

76% have announced safety measures for clients or employees, including the types of safety measures that will be employed.

Complete the Form to Download the Survey Report:

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September 2020 Survey Report:

How Financial Professionals Are Operating in This New Era of Uncertainty

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The survey was conducted between September 15-21, 2020 and included 752 respondents from 50+ broker-dealers, banks and RIAs across 45 states. The survey was conducted by Red Zone Marketing, a full-service marketing research consultancy. Incapital LLC and Red Zone Marketing are not affiliated.