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Is the Wealth Industry Heading Toward Behavioral Segmentation?

Steve Scruton discusses how algorithms and advisor profiling can help clients match customers to advisors that best suit them.

Steve Scruton, President of Broadridge Advisor Solutions, joins a panel at a Broadridge and Aite “Digital Revolution” event to discuss the movement of the wealth Industry toward behavioral segmentation.

Prospecting is becoming more challenging as the market moves to multi-generational values within households. The panel discusses an eHarmony approach to pairing the client with the right advisor, leveraging algorithms and demographics, to ensure values are attuned to the person giving advice.

The panel also discusses developing advisor profiling to enable advisors to target opportunities with more likelihood of long-term success and where to get the technology – building it or buying it.

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