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 not a profound revelation for most of you. But if you’re not convinced, do a quick Google search on the impact of coaching. I did one moments ago and immediately found…

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. In 2016, the financial services industry (for the fourth consecutive year) ranked dead last out of 15 industry categories.[1] Only 1 out of 3 customers are strongly committed to continuing…

The industry is now at an inflection point. There are two strategic priorities: achieving excellence in client experience and managing transformational change. PWC Global Banking and Wealth Management Survey 2013 The conclusion in this PWC survey served to reinforce what Greene Consulting anticipated back in 2010 – that the next major focus for financial services…

“75% of solution selling efforts were considered failures after only three years.” McKinsey & Company 2015 I thought it timely to write about this topic as we have recently run into so many financial services firms who are implementing a new sales process. Obviously, the goal in doing so for most firms is to enhance…

By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling with Noble Purpose. Companies like Apple, Kimberly-Clark and Pfizer hire her to help them create passionate, purpose-driven sales organization. Her NSP is to help leaders drive revenue and do work…

By David Greene If you have been in a client-facing role in any industry for more than a year, you likely have been trained to develop your “value proposition”. Some call it the “elevator message”, some the “positioning statement”, some use their “mission statement”, and some refer to it as the “4-point branding message.” In…

Consider the following questions: On what basis – or standards – are you evaluating the ability of your advisors to execute? How have you communicated that to your advisors? On what are you holding them accountable? Just sales results? If so, how are you helping them reach those sales results? If you can answer these…

Greene Consulting had the privilege to partner with a large bank executive to help transform his division from a near-death spiral to a best-in-class sales and service organization. This engagement included a focus on the “experience” they were delivering to their clients and prospects. In just over a year, annual advisor turnover went from 20%…

One of the most significant trends in the investment industry today is a wave of new alternative products being launched in mutual fund wrappers. This has opened a vast, new marketplace for these hedge fund-like strategies which many have coined the retailization of alternatives. Many expect these newer products, often designed to reduce volatility, will…

Virtually everyone claims it. Client-first. Customer-centric. Buyer-focused. In our work in the financial services industry, we see it every day in mission statements, brand promises, and value propositions. So why is it that most clients today generally distrust financial advisors and expect to be “sold something” any time they meet with one? Why do they…