The most effective fund wholesalers are aware of a financial adviser’s client base and can therefore make appropriate suggestions to help them build their business, according to a study of financial planners conducted by Rothstein-Tauber, a financial market research firm.

"Instituting a formal process of gathering information on the adviser’s client base is a good first step for the wholesaler who wants to become knowledgeable about their customer’s clients," said Nancy Salk, vice president of financial services at Rothstein-Tauber.

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