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Virtual Selling Might Be Here To Stay About half of wholesalers say communication with advisors is just as effective virtually as it was prior to the COVID-19 pandemic. That is just one takeaway from a survey LIMRA did with about 400 wholesalers from about 25 different companies, said Laura Murach, research director, distribution research for LIMRA. She is leading a session today titled, Next Normal: Virtual Selling and Wholesaling in a Post-Pandemic World at the 2021 Distribution Conference for Financial Services. If you think about the wholesaling model, it s really all about relationships, Murach said. It s those interactions that they had, and in the past it was face to face. External wholesalers spent a lot of time traveling on the road to go meet with advisors. ....