Skip to content

Defined contribution advisors are unique in the financial advisor community. See how their preferences and priorities further differ based on their DC assets under advisement (AUA) and type of DC compensation.

No part of any report may be reproduced or translated without written permission from LIMRA. Please contact Customer Service for further information.

Industry Issues

Advisors who sell defined contribution (DC) plans and services, and consult on DC investment menus, represent a unique subset of the financial advisor community. Even within this universe — advisors who “play” in the DC space — there are subtle distinctions among practices.

This research examines advisors based on their DC assets under advisement (AUA) and the way they are compensated for their DC business (fees and/or commissions). It looks at their preferences and requirements for investment platforms and services, what they look for in provider partners, and how they evaluate funds for their DC clients, offering important insights for providers who are looking to partner or deepen their relationships with this critical audience — which represents a “gateway” to DC plan sales and clients.

Key Findings

  • Interest in specialty investments and asset is relatively low.
  • Open-architecture platforms are most frequently used, but many advisors also utilize other platforms on occasion.
  • There is a place for group annuities (GAs) in DC plans.
  • Advisors highly value themselves, sponsors, and participants.
  • Advisors with very large DC practices rely less on provider tools.
  • “16” is the magic number when it comes to the ideal number of funds in a DC plan.

Related Research

How Can We Help You? Exploring Defined Contribution Advisor Service Offerings (2018)

Jul 6, 2018

Advisors who sell DC plans are unique. Learn more about the services they offer to plans and participants, and explore how your company can add value as a provider of choice.

The Canadian Pension Market

Nov 28, 2022

This quarterly survey benchmarks Canadian pension sales and member activity.

Deferred Annuity Buyers and Non-Buyers

Nov 16, 2022

Learn investor attitudes, relationships with advisors, and feelings about the deferred annuity purchase process.

Workforce Wellness: Employer and Employee Perspectives on Wellness and Work

Nov 16, 2022

This research briefing explores the impact that financial, physical, emotional and related wellness factors have on employees and their work.

A Deeper Dive: Annuity Sales Series

Nov 16, 2022

Take a deeper dive into which features were selected with annuity products in 2021.


Meet the Project Director


For more information, please contact ddupont@limra.com.