How TCWPowers ETF Distribution Efforts with FINTRX

Using FINTRX to identify RIAs holding competitor products, the sales team can craft more tailored, compelling outreach, turning cold outreach into warm conversations. Julia Koller, TCW Sales Strategist, further explained, “We had a quarterly business review and one of our RIA wholesalers in the Midwest was talking about how we were able to identify the top competitors of our ETFs and she was able to run a list of all RIAs in her territory that helped that. That was the warmest, easiest call list she said she was able to pull in a long time.”

FINTRX has enabled TCW to enrich firm and contact records in their CRM with deeper intelligence through both cleaning existing records and adding previously unknown records. This has made a significant impact on strategic planning, territory alignment, and prospecting. Koller noted, “There were many firms that we just had not seen before, and I don't know how else they would've found them had it not been for FINTRX.”

Leveraging FINTRX’s AI-Powered Relationship Path tool, wholesalers on the team can identify connections and warm introductions to increase the chance of getting in front of RIAs. Koller added, “One of our internals uses the alma mater category. He went to Virginia Tech and was able to pull a list of all of his RIAs in his territory, where an employee also attended Virginia Tech. This is a great way to get creative when prospecting new potential clients.”

TCW relies on FINTRX classifications to segment prospects, specifically looking at custodian usage and dually registered contacts. “Having the information on a dually registered contact that's both an RIA and a BD rep is extremely helpful”, according to Koller. Unable to find this information in the past, her team now leverages these classifications within Salesforce to ensure more tailored and targeted outreach.

For Julia and her team, FINTRX isn’t just a helpful tool; it’s a permanent fixture in their workflow. By consolidating research, firm intelligence, and outreach prep into a single platform, the time savings have been substantial. Koller reiterated, “FINTRX is always open on my Chrome. It’s the one tab I never close because the interface is so intuitive and logically set up.” The streamlined interface and comprehensive data allowed the team to transition away from multiple legacy systems.

TCW works closely with the FINTRX team to adopt best practices for their fund distribution. Having dedicated relationship managers with industry experience instills confidence in Koller and her team. TCW values the ability to provide feedback and ideas that drive the FINTRX product roadmap. When it comes to working with the team, Koller added, “What sets FINTRX apart is that if we have an idea, we can share with the FINTRX team and it gets implemented.” Disclosure: The views expressed herein belong solely to those of the speaker and do not necessarily represent the opinions of TCW. FINTRX has provided TCW with a subscription discount for use of this testimonial.