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RJ & Makay

Our view of news, events and human capital trends in the financial services industry.

Sophie Schmitt

Cross-selling not producing expected results: Aite Group

Posted by RJ and Makay on Sep 12, 2011

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U.S. banks have been pushing wealth management personnel to sell investment products to credit card and mortgage customers, but are not getting the results they had hoped for from these cross-selling efforts. Aite Group’s first quarter survey of 75 bank financial advisors found that 33% of financial advisors said they generated no revenue from internal referrals.

Is financial planning an effective client acquisition tool?

Posted by RJ and Makay on Jul 01, 2010

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Eggs A new report from the Aite Group shows financial planning to be an effective tool for Financial Advisors seeking to increase their business. The new report is based upon their survey of about 400 advisors in Q4 2009. The report shows most advisors agree that planning is an ongoing process that advisors and clients embark on together to define and accomplish clients’ short and long-term financial goals.