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…

Schedule a Call In our last few blogs we’ve been highly focused on the topic of EQ.  The reason for that is because we are clearly recognizing that in today’s world of wealth management, EQ skills are proving to be the key differentiator that separates the best advisors from the rest. In our February blog,…

Does EQ really matter? And what IS EQ? Is it simply about having good “people skills”? Or is it more than that? And is it worth working on and perfecting these skills? Our firm recently concluded our first Forum, collaborating with 16 advisors from various firms across the industry to help them further develop and…

Greene Consulting recently hosted a forum with some of the best market level leaders we know in the wealth management industry to discuss some of the key opportunities and challenges facing financial services firms.  These leaders who come from a variety of firms from small to large, have a unique perspective with true, “street-level knowledge”…

Given the breadth of contacts we have in our work in the financial services industry, we are afforded the opportunity to encounter some of the best bankers, advisors, market leaders and executive leaders in the industry. Recently, we thought it worthwhile to connect some of the best in these roles with each other, believing that…

Coaching is hard.  Why?  Well there are many reasons, but there are 3 primary challenges we see financial services sales leaders struggle with the most. Limited Time to Coach:  Coaching, in its purest sense, is only a fraction of the role most leaders play.  In numerous surveys we have done with financial services sales leaders,…

Sales reps reporting to great managers report high levels of job satisfaction and deliver four times more revenue than those working for poor managers. The manager activity most closely associated with sales rep success is coaching. However, of the skills that managers possess, an ability to coach individual sales reps is relatively the weakest. (Source:…

Consider the following conclusions from a 2012 Corporate Executive Board report titled Building Loyalty Through a High-Quality Client Experience: “Clients’ low confidence in financial providers has prompted them to question the value of their financial relationships. As a result, nearly one-half of clients fall in a ‘loyalty zone of exposure’ characterized by inert behavior that…

Don’t let this title deceive you. We are not suggesting you eliminate the word “sales” from your organizational vocabulary. It’s a valid term and a critical performance metric. But, we ARE suggesting that transforming your approach from one focused on sales to a focus on serving will open the door to significantly enhanced success with…

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…