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SUCCESS STORY

CLIENT RBC Dain Rauscher
Minneapolis, MN

PROJECT
FOCUS
  To improve the sales performance of a group of Accredited Wealth Managers by helping them to deepen their relationships with existing clients

OVERVIEW   RBC Dain Rauscher provides brokerage services in the western US and investment banking services to government and corporate clients nationwide.  Accredited Wealth Managers are advisors for the affluent segment of the companies overall book of business.  These advisors are experienced, well-educated and uniquely prepared to work with these demanding clients.  The Next Level was brought in to help this group in a tough market to grow their book of business by gathering new assets from existing clients.

OBJECTIVES   The main objective of the project was to create a business development process that the Accredited Wealth Managers could use to attract more assets from their current client base.  The 16 Accredited Wealth Managers conducted an extensive business analysis to understand their book of clients and to assess opportunities that they were not taking advantage of.  This analysis gave these Accredited Wealth Managers the ability to get in front of their existing clients and led to a strategy and methodology to meet with these clients to reposition their relationships and gather more assets.  The project included four months of follow-up/execution meetings with the Accredited Wealth Managers to assist them with the meetings they scheduled with their clients, to insure accountability and measure results.

RESULTS   Results include:
  • 16 Accredited Wealth Managers participated in the project and conducted a combined total of 279 repositioning meetings with existing clients.
  • These 279 meetings uncovered $463,770,781 of new assets with existing clients.
  • Each repositioning meeting uncovered an average of $1,662,260 of new assets per existing client.
  • These 279 meetings secured $71,243,782 in new assets from existing clients.
  • Each repositioning meeting secured $255,354 of new assets from existing clients.
  • The Accredited Wealth managers in the project brought in an average of $4,452,736 of new assets over a four month time frame.

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