That’s classic sales management advice, yet I have seen countless sales professionals ignore it at their peril. The advice applies outside of sales too, and I just witnessed it yesterday in a whole new context on my flight to San Francisco. We are all buckled into our (relatively) comfortable exit row seats and the flight […]
Archives for March 2012
Preview: Bank Innovation Conference
Here’s where to find me the next couple of days while I’m at the Bank Innovation conference in San Francisco. I’ll report back next week with implications on the intersection of leadership, advice and technology. Wednesday, March 28, 2012 Session 1: What Is “Banking” Today? A Debate on the Future How can banks realize the […]
Why Should Your Clients Trust You?
In my March 24 post (Want Client Loyalty? Do Something You Don’t Have To Do) I wrote about trust being the number one driver of client loyalty, and how important it is to put your clients’ needs before your needs and your firm’s needs. But what is trust and how can you increase it? My […]
Is Bank Merger Mania Imminent?
The results of the Federal Reserve’s recent Comprehensive Capital Analysis and Review (CCAR) stress tests have increased the long running speculation that another round of rampant bank mergers may by just around the corner. The number of banks in the U.S. is about half of what it was in 1990, and I don’t see anything […]
Want Client Loyalty? Do Something You Don’t Have To Do
In my March 17th post I quoted from the research of industry expert Mike Kostoff. Mike has been a consultant to some of the world’s leading wealth management firms for over twenty years, and he noted that the drivers of client loyalty to a firm differ than the drivers of client loyalty to an advisor. […]
Put Your Hand Up, Not Out
Thanks to everyone who had comments on my March 6 post Free Advice From a Mentor, I have had some stimulating conversations. One person who knows me well was surprised that I didn’t include one of my other oft-repeated golden rules: “Put your hand up, not out.” I often advise others that they should seek more […]
Best Ideas from the Best of the ABA
After exploring my inner geek the week before at the Microsoft Research TechFest2012 and the GeekWire Summit, it was time to put the pinstripes back on this past week (figuratively, at least) as I headed to Scottsdale for the American Bankers Association Wealth Management Conference. There were more suits and ties and fewer jeans (and […]
Do you have what it takes to succeed as a business developer?
Nice post, reblogged from Financial Sales Pro: Click here to read the entire article: Do you have what it takes to succeed as a business developer? Excerpt: What’s the activity level? So you’ve got a great plan, now what? Implementation is the key. We all know BDOs who spend days, if not weeks, sitting in their office […]