Category: Wealth Management
Changing 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 MoreA Leadership Dialogue Worth Reading: Balancing the Need to Drive Revenue with Doing What is Right for Clients
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…
Read MoreChanging the Conversation Part III: Transforming the Value and Impact of Client Relationship Review Meetings
One of the things we do quite often in our quest to help our industry raise the bar on the value provided to its clients is participate in pre-call planning sessions. A majority of these sessions are focused on planning for an upcoming Relationship Review Meeting with a high-value client. All too often, we hear…
Read MoreChanging the Conversation Part II: Changing the Planning Paradigm – The Key to Overcoming the Advisor (AND Client) Adoption Challenge
Planning software firms like eMoney and MoneyGuidePro are exponentially growing in terms of the number of firms and advisors utilizing their planning software (with currently well over 100,000 advisors in the U.S. equipped with eMoney or MoneyGuidePro, not to mention the numerous other planning platforms). Yet, the vast majority of firms incorporating these capabilities are…
Read MoreThe Adoption Challenge in Financial Planning
For over a decade, financial services firms have been working to drive the adoption and consistent implementation of financial planning by their advisors. While literally millions of dollars are spent by firms each year in the acquisition of the planning software and all the related infrastructure and support that comes along with a financial planning…
Read MoreChanging the Conversation Part I:Financial Planning – is Yours a Product or an Experience?
Though the DOL Fiduciary Rule is off the regulatory table at this point, its impact on investment advisory and wealth management practices is undeniable and likely lasting. As a result, financial planning has become a strategic priority for many firms and advisors. Yet from what we at Greene Consulting have seen, the implementation of such…
Read MoreCoaching: The Three Challenges and the “One Thing”
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,…
Read MoreCoaching Value – Do You Have It?
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:…
Read MoreAre YOU Delivering a Consistent, Client-Centered Experience?
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…
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