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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.

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.

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CASE STUDY

Elevate Your High-Net-Worth Approach

By delivering more than insurance and investment products, focusing on higher net-worth clients and changing the clients’ perception of tradition advisor relationship.

CASE STUDY

Unlock Growth Through Enhanced Client Discovery

A Broker-Dealer offered technical and basic product training on available investment solutions, yet saw their opportunity to capture assets and differentiate their service was not realized.