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Fidelity sees potential 401(k) rollover magnet for RIAs: retirement income plans

Clients receiving the extra level of planning refer and consolidate assets to their advisors, study shows

Author Lisa Shidler June 20, 2011 at 3:02 PM
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Larry Sinsimer says advisors lose out by failing to put a retirement plan in writing.







Fidelity Investments Institutional Services Co.

Elmer Rich III

Elmer Rich III

June 20, 2011 — 7:49 PM

As marketers, we remind that there are many market niches or “segments” in the retirement market — either on the retirement plan side or rollover side. Do client’s like of dislike formal plans? Yes. There are many different, sometimes contradictory, needs in retirement marketing.

We do think that advisors are sorely needed in the rollover market and it is a much better fit than the retirement plan business. If advisors feel they need to serve plans to get rollover business — that’s not necessary. The rollover and plan business are very different and require very different sets of skills. One is hyper-institutional, the other is pure retail — although the distribution and long-term nature of rollover assets is a challenge.


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