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CLIENT UBS Financial Services
Los Angeles, CA

  Improving the sales performance of experienced Financial Advisors and their wealth management teams by managing more of their clients' existing assets

OVERVIEW   UBS Financial Services is one of the largest and most respected financial service providers with a field sales force of over 6,000 Financial Advisors.  The goal of this project is to help experienced Financial Advisors and their wealth management teams build a strategy to grow their assets and provide the coaching and follow-up to make sure execution happens.

OBJECTIVES   The main objective of the project is to create a business development process that the Financial Advisors and their wealth management teams can use to attract more assets from their current client base.  Typically, they manage 33% of a client's assets.  The goal of the project is to provide the tools and support for them to become the Primary Financial Advisor and manage more of their clients' assets.  The Financial Advisors conducted an extensive business analysis to understand their book of clients and assess potential opportunities.  This analysis provided the insights for them to develop a strategy and methodology to meet their existing clients and reposition their relationships and gather more assets.  The project included four months of follow-up coaching meetings with the Financial Advisors and their wealth management teams to assist with their client meetings and insure accountability and measure results.

RESULTS   The project was completed in January of 2004 with the following results:
  • Fifty teams participated in the project and conducted a combined total of 282 sales appointments with both prospective and existing clients.
  • These 282 meetings uncovered $1,094,821,960 of new assets.
  • These 282 meetings gathered $137,112,761 in new assets.
  • Seventy-one of these meetings were with prospective clients and 67 (or 94%) closed with accounts in excess of $100,000.
  • Twenty-five wealth management proposals were created and delivered to affluent households with more than $2,000,000 in assets.
  • The Financial Advisors and their teams now have a system they can use to further develop their client relationships.
  • Best practices were shared in the three branches that participated.

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