Case Study: Unlock Growth Through Enhanced Client Discovery
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.
