Consultative selling for financial services, wealth and fintech
Florida holds 43,710 securities, commodities and financial services sales agents, about 45 per cent more concentrated than the national average. Brickell runs international private banking, family offices and cross-border wealth. The product is close to undifferentiated; everything depends on the conversation.
Employment figure: U.S. Bureau of Labor Statistics, OEWS, May 2023, SOC 41-3031.
What we work on
Discovery that earns fiduciary trust
Intergenerational objectives, currency and jurisdiction risk, liquidity events. Questions a prospect has not been asked before, which is what separates an advisor from a product pitch.
Fee pressure
When the client compares basis points, the differentiation was never made explicit. We work on how value is established before price enters the conversation.
Cross-border clients
A Latin American principal and a U.S. compliance process in the same relationship. Two decision styles, one advisor, no script that covers both.
Compliance-aware conversations
Selling inside the constraints rather than around them: what can be said, what must be documented, and how that becomes an advantage rather than friction.
Account expansion
The second and third mandate from an existing relationship, which is where the economics of a wealth practice actually live.
Before you train the team, find where revenue is leaking.
Fifteen questions, about ten minutes. You get a score and the three areas where your commercial process loses the most opportunities.