Category: Sales
Advisor Insight: The Power of EQ
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…
Read MoreAdvisor 2.0: What Makes the BEST Advisor
The Intangibles A few weeks ago the leader of a successful RIA we work with called me about our last blog, What Makes a GREAT Advisor. He said he completely agreed with the claim we made that if the skills, disciplines and practices addressed in that blog are mastered, you’re sure to have a highly…
Read MoreAdvisor 2.0: What Makes a GREAT Advisor?
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,…
Read MoreRe-Imagining the Wealth Management Experience: Advisor 2.0
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…
Read MoreThree Essential Tactics to Retain and Grow in this Time of Disruption
Like the clients we serve who are proactively and aggressively reaching out to their clients during this unprecedented time of disruption, we are doing the very same with our clients and others throughout the industry seeking to help them in any way we can come out of this stronger than ever. Over the last few…
Read MoreBest Practices from Financial Services Industry Leaders: Strategies for Achieving Differentiation and Growth
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”…
Read MoreChanging the Conversation Part IV: Enhancing the Impact of your Client Discovery Conversation
Whether you are an advisor, coach a team of advisors or lead a division, the purpose of this brief article is to encourage you to pause for a minute and honestly reflect on your approach and your firm’s approach to the Client Discovery Conversation and, more specifically, think about how you would answer the following…
Read MoreThe Adoption of Planning in your Organization/Practice and “Atomic Habits”
If you haven’t read Atomic Habits by James Cleary, pick it up (and a thank you to Joe Sicchitano, Head of Financial Planning at SunTrust for the recommendation). Like many books, it’s a good read that in the end you might say is “common sense”. But the realities are that he makes the challenge of…
Read MoreFrom Reactive Lending to Proactive Advice in Business Banking
Let’s face it, the entire financial services landscape has been changing in significant ways. While, in the past, financial services firms and banks were the place that individuals and businesses turned to address their needs, the reality is that new entrants to the marketplace have encroached into the competitive space. When you add to that…
Read More