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 [...]
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 [...]
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 [...]
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 [...]
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. [...]
