“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…

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…

Intentionality [ in-ten-shuh-nal-i-tee] An attitude of purposefulness, with a commitment to deliberate action. In our work over the years with thousands of advisors we’ve captured many of the skills and practices that are consistent with the best, most productive advisors out there – those who consistently achieve their productivity targets and do so by making…

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…