In 2005, Jeff Duckworth joined John Hancock Funds as national sales manager for the financial planner and bank channels. Today, he is the firm's president of distribution. His distribution strategy can be boiled down into one word: advisors. A total of 100% of the firm's distribution is through financial advisors, Duckworth says. In a Q&A with Money Management Executive, he speaks about why relationships with advisors are essential to his growth, a push toward mobile, and the distribution channels that are best suited to his products.

Q: As president of retail distribution for John Hancock Investments, you coordinate your firm's work with 200,000 to 300,000 financial advisors. How do you find the best ones to do business with?

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