MassMutual has published a follow-up to its white paper “The Successful Retirement Advisor” to help retirement advisors and plan sponsors identify key drivers of success. The paper, “The Successful Retirement Advisor Part II: Best Practices and Key Drivers of Success,” explores the correlation between retirement plan sponsors’ satisfaction and advisors’ success.
“Our findings indicate that the most successful retirement advisors have four common characteristics . . . focus, preparedness, proactive strategic planning and consistent relationship management,” Hugh O’Toole, senior vice president and head of national distribution and client relationship management for MassMutual’s Retirement Services Division, said in a press release.
“One noteworthy factor is that the successful retirement advisor participates in face-to-face sponsor visits at least three times per year and averages at least two calls per sponsor per month,” he added.