The Adoption Challenge in Financial Planning
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 [...]
Changing the Conversation Part I:
Financial Planning – is Yours a Product or an Experience?
Though the DOL Fiduciary Rule is off the regulatory table at this point, its impact on investment advisory and wealth management practices is undeniable [...]
Coaching: The Three Challenges and the “One Thing”
Coaching is hard. Why? Well there are many reasons, but there are 3 primary challenges we see financial services sales leaders struggle with the [...]
Coaching Value – Do You Have It?
Sales reps reporting to great managers report high levels of job satisfaction and deliver four times more revenue than those working for poor managers. [...]
Are YOU Delivering a Consistent, Client-Centered Experience?
Consider the following conclusions from a 2012 Corporate Executive Board report titled Building Loyalty Through a High-Quality Client Experience: “Clients’ low confidence in financial [...]
Want to Increase Sales? Stop Selling and Serve!
Don’t let this title deceive you. We are not suggesting you eliminate the word “sales” from your organizational vocabulary. It’s a valid term and [...]
Want to Make Your Number? SIMPLIFY Your Coaching!
The single biggest obstacle to consistently achieving goal in our industry is sales leadership, or more specifically, the lack of consistent, value-add coaching. Probably [...]
Raise Your Right Hand and Repeat After Me….
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 [...]
What’s Missing in Financial Services?
Recent research about the financial services industry suggests we have some work to do as to how our industry is perceived by the general public. [...]
The Misunderstanding about Client Experience
The conclusion in this PWC survey served to reinforce what Greene Consulting anticipated back in 2010 – that the next major focus for financial [...]