Alternative products are sold through relational marketing that takes place over time. What’s really important for managers to remember is to understand the customer and their needs as top priority
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Ten years ago I wrote this piece under the title ‘The Quest for Est.’ A decade on, I wanted to revisit its topic, as I believe that, though the alternative universe is much more crowded today than in 2013, the points made within this piece are as relevant today as they were then, if not more so. Let’s see if you agree
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One of the selling skill intangibles in marketing is the ability to read a prospect’s nonverbal cues. If you don’t listen to how they are reacting to what you are saying and fine tune your approach to them, it almost doesn’t matter what information you provide
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At the heart of investment management is relationship management. Investors and investment professionals are in the continual business of forging long-term relationships based on trust and common goals; they want to build bridges of communication that serve those objectives
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As inflation pressures continue to roil the traditional financial markets, it seems a great time to remind investors just why alternatives can provide a stabilizing effect on portfolios
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