While every firm touts planning to be central to their value and differentiation, the reality is that most clients are not getting this in their relationship. This is not opinion; the facts confirm this. One leading financial planning software platform publicly touts that they have over 60,000 advisors using their planning software and that advisors…

If you haven’t read Atomic Habits by James Cleary, pick it up (and a thank you to Joe Sicchitano, Head of Financial Planning at SunTrust for the recommendation). Like many books, it’s a good read that in the end you might say is “common sense”. But the realities are that he makes the challenge of…

Let’s face it, the entire financial services landscape has been changing in significant ways. While, in the past, financial services firms and banks were the place that individuals and businesses turned to address their needs, the reality is that new entrants to the marketplace have encroached into the competitive space. When you add to that…

Planning software firms like eMoney and MoneyGuidePro are exponentially growing in terms of the number of firms and advisors utilizing their planning software (with currently well over 100,000 advisors in the U.S. equipped with eMoney or MoneyGuidePro, not to mention the numerous other planning platforms). Yet, the vast majority of firms incorporating these capabilities are…

For over a decade, financial services firms have been working to drive the adoption and consistent implementation of financial planning by their advisors.  While literally millions of dollars are spent by firms each year in the acquisition of the planning software and all the related infrastructure and support that comes along with a financial planning…

Though the DOL Fiduciary Rule is off the regulatory table at this point, its impact on investment advisory and wealth management practices is undeniable and likely lasting.  As a result, financial planning has become a strategic priority for many firms and advisors.  Yet from what we at Greene Consulting have seen, the implementation of such…

Coaching is hard.  Why?  Well there are many reasons, but there are 3 primary challenges we see financial services sales leaders struggle with the most. Limited Time to Coach:  Coaching, in its purest sense, is only a fraction of the role most leaders play.  In numerous surveys we have done with financial services sales leaders,…

As firms and advisors begin to define their business models in a post-DOL world, many are making headlines. Merrill dropped commissions altogether in retirement accounts and will not use a BICE. Others, like Ameriprise and Raymond James, have announced they will use a BICE and, in some cases, continue to allow commissions in IRAs, but…

By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales organization. Her NSP is to help leaders drive revenue and do work…

By David Greene If you have been in a client-facing role in any industry for more than a year, you likely have been trained to develop your “value proposition”. Some call it the “elevator message”, some the “positioning statement”, some use their “mission statement”, and some refer to it as the “4-point branding message.” In…