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Financial Advisors and LinkedIn: Research

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Fluent use of LinkedIn and advanced features correlates to greater asset gains. LinkedIn “Experts” using 10 or more features, along with advanced features like posting network updates and sending InMail, are seeing the largest gains.

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Financial Advisors and LinkedIn: Research

  1. 1. Financial Advisors and LinkedIn Putnam Investments surveyed over 700 financial advisors to learn more about how they are using social media for business. The findings are a continuation of research begun in 2012. A source for news and industry information Advisors consider LinkedIn to be as relevant or more relevant than traditional news sources, and more relevant overall than other social networks for news. The LinkedIn Advisor Uses LinkedIn 16 times per month Most frequent use: •Prospecting •Industry connections •Brand building Most accessed content: •White papers •Press releases •Videos $91M Book of business $5.5M Typical client assets $4.1M Average asset gain $1.0M median gain Usage 55% Use LinkedIn as their primary social network for business 30% Use LinkedIn in addition to other networks 15% Do not use LinkedIn for business Amongadvisorsusingsocialmediaforbusiness. Among advisors who use LinkedIn as their primary social network and have reported gaining new business through social media. Best practices Fluent use of LinkedIn and advanced features correlates to greater asset gains. LinkedIn “Experts” using 10 or more features, along with advanced features like posting network updates and sending InMail, are seeing the largest gains. Feature adoption Number of features used Assets gained ($M) LinkedIn feature Those who gained assets Those who did not gain assets 1–3 4–6 7–10 10+ Average Median Accept connections 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 59% 77% 95% 100% 2.3 0.2 List my company/firm name on my profile 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 28% 59% 94% 93% 2.5 0.3 Request connections 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 20% 66% 83% 100% 2.4 0.5 Access LinkedIn at work 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 35% 50% 86% 98% 2.5 0.4 Join groups 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 21% 39% 77% 89% 2.8 0.3 Follow companies 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 9% 40% 71% 89% 2.8 0.6 Complete my profile 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 13% 34% 65% 92% 2.7 0.4 Prospect for new clients 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 12% 31% 59% 83% 3.6 0.8 Write recommendations 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 9% 15% 37% 87% 4.3 0.9 Post network updates 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 3% 28% 22% 79% 4.1 0.9 Send InMail 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 6% 18% 38% 61% 3.5 0.6 Request recommendations 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 4% 15% 28% 70% 4.4 0.9 Post to groups/pages 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 3% 11% 32% 73% 4.3 0.9 Use LinkedIn passively 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 80% 72% 69% 51% 71% 45% 67% 49% 54% 42% 56% 30% 50% 34% 56% 17% 43% 11% 36% 14% 32% 16% 36% 7% 33% 9% 25% 44% 42% 36% 16% 17% 2.4 0.0 Other major social networks 31% 42% 27% 44% 43% 13% More relevant than traditional media Equally relevant Less relevant %usingfeature
  2. 2. Roadmap for success How do sophisticated LinkedIn advisors successfully leverage the platform in their business, and what tools do they use? Prospecting | 72%* Use LinkedIn to identify prospects and improve the effectiveness of their referral network. Feature adoption Those who gained clients Those who did not gain clients LinkedIn tools and features Manage contact information 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Connections Request introductions 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Messages, InMail Create a centralized communication platform 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Updates, Publishing Cultivating leads | 52%* Use LinkedIn to build connections with prospective clients. Request introductions 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Get introduced Communicate with new leads 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Messages, Updates Use search tools to qualify potential clients 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Advanced search Building relationships | 64%* Use LinkedIn to enhance current client relationships. Post market news, updates, or relevant information 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Updates, Publishing Follow companies 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Follow companies, Company pages Communicate directly with clients 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Messages Participate in group discussions 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Groups Professional knowledge | 48%* Use LinkedIn to expand understanding of issues important to their business. Connect with thought leaders 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Influencers Read market news or updates posted by connections 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Pulse, Updates, Publishing Follow relevant companies 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Follow companies, Company pages Participate in and seek information from groups 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Groups Read market news or information from LinkedIn Pulse 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 69% 62% 72% 53% 51% 23% 66% 33% 56% 38% 52% 45% 56% 26% 76% 50% 73% 53% 73% 42% 77% 52% 68% 53% 73% 45% 65% 45% 65% 42% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 Pulse * Percentage of advisors who use LinkedIn as their primary social network and have reported gaining new business through social media in the past year. Alldataisfromthe2014PutnamInvestmentsSurveyofFinancialAdvisors’UseofSocialMedia,whichwasconductedinpartnershipwithBrightworkPartnersLLC, and surveyed 729 advisors nationally who have been advising retail clients for at least two years. The online study was conducted in late July 2014. Putnam Retail Management | One Post Office Square | Boston, MA 02109 | putnam.com 296242 7/15

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