25 YEARS The wealth management business has seen stunning growth over the past 25 years. In fact, according to research published in the Financial Times, the average annual financial market growth of over the 10-year period from 2012-2021 pushed global private client wealth to an estimated level of $360 trillion.1 But there are significant headwinds. First,…

Given the extremely high level of responses we received in our last article – This is Your Wake-Up Call – Are You Prepared to Deliver Value in an AI World? – we thought it worthwhile to stay on this topic and provide some additional thoughts and perspectives, expanding a bit on our point-of-view pertaining to the…

I’m starting this piece out with a little personal perspective about a point we believe is vitally important. After more than 25 years working in the wealth management industry as an advisor, market leader, and executive leader, in early 2005, I left the industry for 7 years to work in a completely different field (education).…

A wealth management executive leader recently asked us a fundamentally important question that not enough leaders ask … but should. This insightful question came at the end of an hour-long discussion in which their leadership team was seeking ways to drive organic growth. The question she asked was … “How do we get our teams…

“The achieve our growth objectives, the first thing we need to get right is our Discovery Process.” – Bank Wealth Management Executive Few would argue with this executive’s claim. Discovery is unquestionably one of the most important aspects of developing engagement with prospects and is equally as important in maintaining a deep understanding of your…

Recent research from Wise Insights found that Non-Traditional Wealth Managers (Fidelity, Schwab, Vanguard) are growing at a rate of 20%+ compared to 6% for Traditional Wealth Managers.  Additionally, with the Great Wealth Transfer that will take place over the next 20 years, organizations serving an older demographic will face new challenges in retaining assets as…

In our last blog Advisor Development: It’s Time to Make a Change we shared our perspective on the importance of changing your approach to “sales training” to achieve the results you are seeking. We (expectedly) received a few inquiries asking: “What about coaching? Isn’t that the best way to develop advisors to ensure any training provided…

Facebook, the godfather of all the social media apps that have become ubiquitous in our society today, just recently turned 20 years old. I am sure Mark Zuckerberg never imagined in those early days that what started as a simple platform to make it easier to connect fellow Harvard students would one day become one…

Just about every client we work with in the wealth management arena tells us that 20-30% of their advisors generate 60-80% of their revenue –meaning most advisors in the business are not meeting their production targets. Think of the lift to your revenue production if you could even get half of these underperforming advisors meeting…

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…