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…

One of the most overlooked and unaddressed issues in the financial services industry – most notably in banking – is around sales leadership and coaching. It is, therefore, one of the biggest opportunities for firms to realize breakout growth. In our work throughout the financial services industry, we consistently hear executive leaders talk about the…

Delivering a great client-centric experience will increase the number of referrals that you get, expand your current client relationships, and increase client retention. To learn about a few best practices for leading a distinguished, client experience, watch the video below.   3 Common Client Experience Mistakes Made by Financial Institutions 1.    Focusing on a client…

The purpose of a sales process is to provide clarity around an organization’s sales approach by mapping each aspect into a defined sequence that is easily followed and replicated. The presumption is that this level of definition and documentation will drive consistent sales force execution, leading to better sales results, more effective pipeline management, and…

One of the biggest buzzwords in Financial Services Training and Development today is “competency.” At Greene Consulting, we have worked with many organizations as they embarked on defining key competencies to better define and clarify what is takes to be successful in a given position.  

I had a great conversation recently with a talented young sales leader.  In this discussion he conveyed to me his three biggest challenges: Finding more time to coach. Adding value to my sales people.  “I don’t want to be the kind of sales manager who advisors try to get away from because they do not…

We are excited to announce the launch of a new training program titled, “Estate Planning Strategies – A New Paradigm for Advisors.” This online, self-study program is designed in partnership with industry-leading estate planning attorney, Donna Schumell and Greene Consulting. The online, self-study program equips Financial Advisors with: A broad understanding of The American Taxpayer…