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,…

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…

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…

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…

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,…

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…

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…

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…

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…