CASE STUDY

Registered Investment Advisor

This Pershing client is an RIA looking to create efficiencies through technology

IMPACT

The client attributes their 21% increase in AUM to Pershing’s Enhance Client Discovery program, which emphasizes probing for needs and goals, allowing advisors to position appropriate solutions more effectively to clients.

CHALLENGE

A Bank Broker-Dealer established a National Investment Center of registered professionals to support mass affluent clients’ investment needs. The bank offered technical and basic product training on available investment solutions yet realized their opportunity to capture assets and truly differentiate their service was not realized.

SOLUTION

Pershing Practice Management dedicated time with the leadership team and spent time with advisors in the National Investment Center to understand the nature and tenor of client calls. Identifying a lack of proactive, thoughtful client discussions, PM recommended training in client discovery skills and positioning solutions to client needs and goals.