Case Studies

Understanding Different Annuities Brands and their Market Across the US

Case Studies

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Client’s Desideratum

Our client, a leading global consulting company wanted to understand the advisor motivations, behaviors, and preferences, as well as perceptions of different annuities brand across the US.

Objectives of the Study
  • Understanding the perception of Financial Advisors for certain annuities brands.
  • Understanding key unmet needs/ pain-points – these maybe, generic & also product/ technologies specific.
  • Understanding key expectations from partners & their partner selection criteria.
  • Evaluating their “satisfaction” level with their current partners.
Expectation from ExpertsConsult
  • Mapping requisite profiles and onboarding financial advisors for our client to recruit them for the online bulletin board.
  • Share final screened profiles for our client to review and subsequently scheduling appointments upon confirmation.
  • Engage with prospects and relaying instructions regarding Qual board login and further steps.
  • The targeted number of respondents across each category were-.

    1. Annuity sellers vs. Non-annuity sellers: 40 percent / 60 percent

    2. Jackson Producer vs. Non-Jackson Producer: 40 percent / 60 percent

  • The average length of each discussion- 60 minutes.
Key Screening points
  • All professionals have been advisors for greater than 1 year.
  • It was a Qual-board study and the board was open for 14 days, participants could log in anytime as per their convenience but finish in 3 days whenever they start.
Key Discussion Points
  • What percentage of their income is from which categories?
  • What is their fee structure i.e., (commission vs. fee)?
  • What is their perception of Jackson National and competitive brands?
  • In their opinion, what key factors would motivate them to consider a switch from an existing partner?
ExpertsConsult Solution
  • Within 4 weeks, the ExpertsConsult team successfully identified, mapped, and scheduled experts for an online bulletin board.
  • Our team screened these experts following a 2-step validation process:-

    1. Mapped and shortlisted experts matching the scope while using our proprietary internal database and supplementing top sources such as LinkedIn, ZoomInfo, D&B, etc.

    2. Validated all shortlisted profiles while screening every prospect over the phone and shared final candidature for our client’s review/ approval.

    3. Engaging with prospects to ensure they are on-boarded and receive login instructions from our client.

Denouement

ExpertsConsult team successfully on-boarded requisite experts from the customer specs segment. With a 100% show rate, the ExpertsConsult team ensured every screened expert login at the agreed appointment date and time. Our team met the overall quota within the stipulated timeframe and ensured high-quality experts are on-boarded. Our solution helped our client to move ahead & apprehend the research further helping them to understand every point and providing us with a successful project.


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