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Category: Financial Advisor

The Demographic Challenge Facing The Wealth Management Industry©

By David Greene | October 8, 2024

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,…

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Advisor Development: It’s Time to Make a Change Part II

By Rick Swygman | April 8, 2024

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…

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Advisor Development: It’s Time to Make a Change

By Rick Swygman | February 15, 2024

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…

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Re-Imagining the Wealth Management Experience: advisor2.0©

By Rick Swygman | February 12, 2024

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…

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What’s on Your Mind? A Summary of the Key Growth Issues Wealth Management Executives are Talking About in 2024

By Dan Greene and Rick Swygman | January 29, 2024

One of the immense benefits we have in our role at Greene Consulting is the opportunity to see and hear first-hand all that is going on in the Wealth Management Industry – from the good to the bad, the opportunities and challenges, and the best practices that are being employed to overcome any obstacles or…

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advisor2.0©: What Makes a GREAT Advisor?

By Rick Swygman | September 26, 2023

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,…

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Five Mistakes in Prospect Meetings Undermining your Sales Results

By Rick Swygman and David Greene | September 18, 2023

Our clients frequently ask us to actively participate in pre-call planning sessions as advisor teams plan for prospect meetings. From these engagements, we’ve identified five fundamental mistakes that we see occurring time and again. The reality is these mistakes also undermine the results of many experienced advisors as certain habits unwittingly developed over time become…

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Winning the War for Talent: The Need for a Next Gen Advisor Strategy

By Rick Swygman and David Greene | September 13, 2023

There are some very compelling statistics that confirm the critical importance of equipping new, “next generation” advisors to fill the talent gap the wealth management industry will be facing over the coming years. For example, look at some of the following statistics: 55 The average age of financial advisors 20% Number of financial advisors who…

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Re-Imagining the Wealth Management Experience: advisor2.0©

By Rick Swygman | July 21, 2023

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…

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Behavioral Coaching, Your Practice, and Your Paycheck

By Bruce Starks, CPA, CFP® | January 16, 2023

The Scenario There’s an old story about the future of air travel; the pilot’s job is fully computer-controlled from before takeoff to after landing yet, as the story goes, every flight has a human pilot and a dog in the cockpit. The dog’s job? Bite the pilot if they touch any of the controls. Here’s…

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