Asset Management Companies
- Work closely with Senior Management to create meaningful strategic direction which will lead to more consistent business results for themselves and their clients. Crystallize and prioritize both big picture corporate and personal goals.
- Prepare and deliver confidential assessments of personnel. Train, and where appropriate, mentor staff to maximize implemented protocols.
- Prepare and deliver confidential assessments of all Broker-Dealer partnership affiliations. Assist in creating a state-of-the art partner platform which is evergreen regardless of market conditions. Assist in solidifying existing and new partnerships to assure long-term, trusted relations by creating sustainable value for all partners at Broker-Dealers.
- Coach on how to take partner relationships to the next successful level. Travel with account managers to meet with Executive and Senior Management at partner firms. Mentor account managers on how to become the consultant to their relationships.
- Assist in developing communication/collaboration strategies for your sales divisions and for centers of influence and corporate management at partner firms. Assist in creating marketing materials specific to key partners that will assist as door openers for field sales teams.
- Analyze tools, deliverables, marketing communication/collaboration strategies and campaigns used to determine effectiveness and if they have created or will create success.
- Coach/Mentor sales teams on how to become the consultant to their financial advisor relationships. Travel with external sales team to meet with top advisors in the field.
- Firm specific Broker-Dealer training – Customized training integrating your product line, value add materials and sales language into the training process.
- Train on how to have a conversation on products that may not be on the recommended list or with short track records using techniques to tie in research commentaries thus defusing the argument “we don’t have enough product on the recommended list”.
- Identify opportunities to cross-sell all product lines (mutual funds, variable annuities/sub-accounts, SMAs, alternatives) on all platforms using research desk recommendation list and research commentaries as a starting place.
- Train on ways to capture “money in motion” within the broker-dealer systems
- Train on qualifying advisors through rep lists received from partner firms. Extremely detailed process that allows wholesalers to craft a very specific message/conversation for each individual advisor. The process allows wholesalers to determine which advisors NOT to call and allows them to find the diamonds that may not be known to the world yet. Train on how to get that appointment you can’t, how to get an advisor to return a call that he wouldn’t and specific door openers for gatekeepers.
- Train on specific firm fee-based and brokerage platforms and identify what is important to drive conversation and probing questions to profile advisors and their unique mind-set to sell each type of platform – allowing you to grow your company product footprint within each specific firm/broker-dealer.
- Train on how to get noticed by the COI’s in the field of your partner firms. Train on specific firm vernacular and specific firm technology allowing you to “know your client” which will allow you to become the “consultant” to the COI and advisor as opposed to another product representative.
“Susan is wonderful to work with and always the model of professionalism. She spent several months preparing a thoughtful and comprehensive plan based on the specific challenges identified by our sales team and effectively showcased how best to execute on that plan during our training sessions. Susan has a breadth of securities related knowledge as well as an extensive network of industry contacts that she utilized to educate our 30 member sales team on how to better align and penetrate one of the markets largest independent broker dealers. As a result we have been able to expand our market share with that firm and unlock opportunities that were previously unavailable. I would strongly recommend any asset manager looking to expand their footprint at a major focus firm consider using Susan’s services.”
- Colin Schleifer – Vice President,
Key Accounts Manager
| Connect With Us On |  |