Principal Financial Expands Adviser Tools

The Principal Financial Group has expanded its support to advisers, as the company has added additional resources for advisers including business development assistance, marketing advice and sales tools.

They will be offered exclusively to key distribution partners at wirehouses and independent broker/dealers. The resources will be delivered through directors of business development (DBDs), who help advisers in third-party channels grow their business.

"We have received excellent feedback from the adviser community on the support and resources provided through DBDs. There is really no other role like it in the industry today," said Dan McGee, vice president and national sales director, business development, The Principal. "This success spurred us to more than double the number of DBDs from eight to 17 nationwide. We're also expanding the package of solutions brought to advisers from corporate retirement plans and Total Retirement Suite to include retail mutual funds [from Principal Investors], retirement income solutions and annuities."

The principal will be offering products covering topics such as: creating an effective sales and service process, developing a value proposition that clearly illustrates the adviser's value to clients, building an adviser presentation, benchmarking a prospect's 401(k) program, using an RFP system, and creating investment policy and employee education policy statements.

The DBD role offers a "unique ability to create the most appropriate solutions for clients," according to Lisa G. Kottler, vice president-retirement services at National Financial Partners. "With fiduciary issues still a major concern for retirement plan sponsors, our network of independent advisors are focused on providing a 'process' solution rather than a 'product' solution. The Principal has greatly enhanced our ability to accomplish this objective."