The advent of professional gatekeepers and crowded product marketplace has led to difficulties for wholesalers. Recently Cerulli
, a fund industry consulting firm recommended that wholesalers could use value-adds to catch their target's attention. Greene Consulting
has developed just such a product.
The sales program is the result of a collaboration between Atlanta-based Greene, which focuses on the fund industry, and Horst Schulze, previous president and COO of the Ritz Carlton Hotel Company. The program operates on the notion that merely satisfied clients are not good enough, it's loyalty that will keep them coming back.
To build this loyalty, Greene's system teaches five points of good service, four of the points lead to the fifth point, overall client experience.
In an interview with The MFWire
, David Greene
, said the four points the program focuses on are: maintaining an effective workplace culture, creating an effective employee experience, building a great leadership infrastructure and making good metrics.
Another key facet the program teaches advisors is how to gain an intimate understanding of their clients. Greene's program tells advisors that to affect this, they must gain an understanding of the client's off balance sheet items, such as their personal desires and what they want their legacy to be.
The program can also be applied to the shareholder services division of fund companies to retain and better serve existing clients, Greene said.
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