Rick Swygman
Advisor Insight: The Power of EQ
Does EQ really matter? And what IS EQ? Is it simply about having good “people skills”? Or is it more than that? And is it worth working on and perfecting these skills? Our firm recently concluded our first Forum, collaborating with 16 advisors from various firms across the industry to help them further develop and…
Read MoreAdvisor 2.0: What Makes the BEST Advisor
The Intangibles A few weeks ago the leader of a successful RIA we work with called me about our last blog, What Makes a GREAT Advisor. He said he completely agreed with the claim we made that if the skills, disciplines and practices addressed in that blog are mastered, you’re sure to have a highly…
Read MoreAdvisor 2.0: What Makes a GREAT Advisor?
In July we posted a blog titled “Re-Imagining the Wealth Management Experience: Advisor2.0.” In this blog we described the fact that the experience required to be competitive in today’s wealth management landscape has evolved, requiring more breadth, depth and skill of advisors. Interestingly, this was one of the most popular blogs we have ever posted,…
Read MoreRe-Imagining the Wealth Management Experience: Advisor 2.0
How will you differentiate and drive growth in the modern era of wealth management? I will start out here by stating the obvious – the wealth management industry is changing, and changing at break-neck speed. But what is not so obvious is that the majority of advisors we see out there continue to prospect, serve…
Read MoreKey Questions to Maximize the Impact of Your “Training Initiatives”
Between 85 and 90% of sales training has no lasting impact beyond 90 days. Sales Benchmark Index Recently, we were asked by a Private Banking Executive Leader, “What questions can you share that would help us ferret out training and development opportunities?” As confirmed by the statistic above, traditional training programs do not result in…
Read MoreFinancial Planning Insights Interview Part IV
Prospect and Client Engagement Effectiveness “Planning is not a thing; it is the way we approach advising our clients.” “Planning is any meaningful conversation that helps a client connect their priorities to their likely outcomes.” “The first step to engage prospects and clients is to introduce it as a way for them to become more involved in the process.”…
Read MoreFinancial Planning Insights Interview Part III
Overcoming the Adoption Challenge Advisor adoption remains the single most significant challenge facing firms who are focused on the integration of planning into their offering model. Two previous blogs – The Adoption Challenge in Financial Planning and Changing the Planning Paradigm – The Key to Overcoming the Advisor (and Client) Adoption Challenge – discussed some key strategies…
Read MoreFinancial Planning Insights Interview Part II
The Strategic Imperative of Planning “In the midst of market turmoil, without a doubt, those clients with whom we have engaged in a goals-based planning approach are doing better in every way compared to those with whom we have not. There is absolutely no comparison.” This comment was made by a senior executive (and career Portfolio Manager) during a…
Read MoreThree Essential Tactics to Retain and Grow in this Time of Disruption
Like the clients we serve who are proactively and aggressively reaching out to their clients during this unprecedented time of disruption, we are doing the very same with our clients and others throughout the industry seeking to help them in any way we can come out of this stronger than ever. Over the last few…
Read MoreBest Practices from Financial Services Industry Leaders: Strategies for Achieving Differentiation and Growth
Greene Consulting recently hosted a forum with some of the best market level leaders we know in the wealth management industry to discuss some of the key opportunities and challenges facing financial services firms. These leaders who come from a variety of firms from small to large, have a unique perspective with true, “street-level knowledge”…
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