Firms looking to recruit hesitant advisors need to start wooing their families, a new Fidelity survey suggests.“If you have an eye on top producers, you should take the advisor and the spouse out to dinner,” Sanjiv Mirchandani, the president of Fidelity’s clearing division National Financial, said in an interview. Spouses, he adds, “are going to play an important role in the [advisor’s] decision.” Fidelity Investments’ second annual Insights on Independence study explored the motivations and experiences of advisors who moved — or chose not to move — to new firms in the last five years. The study surveyed 783 advisors between November and December, with an average AUM of $150 million, and sorted them into three groups: movers, fence-sitters and entrenched advisors.

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