Primary Purpose of JobLeads and manages the team of Financial Advisors and Associate Financial Advisors and serves as mentor and "change agent" with the goal of transforming and optimizing the business to create capacity for growth.
Responsible for achieving the department's investment product sales goals including advisory, recurring revenue, and net new assets. Manages and provides ongoing coaching, guidance, discipline and counseling to the ensure continual development and success of the advisory and insurance business. Executes vision, priorities and objectives that are aligned with the strategic direction of the bank and the Director/Program Manager.
Major Job Accountabilities- Trains and motivates Financial Advisors and Associate Financial Advisors through a structured training program to:
- Use relationship selling: Trains team on a needs-based sales process which includes a holistic financial planning approach (1) Discovery - have meaningful conversations to discover dreams and needs (2) Gather all information to prepare plan (3) Analyze information (4) Deliver plan/advice (5) Implement the plan).
- Be subject matter expert in all tools available for financial planning (ex: MoneyGuide Pro, insurance case design, advisory programs, etc.)
- Incorporate a set of minimum standards clients should expect when engaged with the FA - Client Experience (differentiated service model depending on client segment)
- Meets with advisors for regular touchpoints and where they are at with their businesses. Develops individualized business plans with each FA/AFA.
- Trains and motivates Licensed Brach Employees to use elements of relationship selling (discovery process and information gathering).
- Develops and implements a profiling and discovery tool for all advisors to better identify asset gathering and wallet share capture opportunities.
- Coordinates sales appointments, makes presentations and completes all necessary paperwork on successful sales.
- Maintains effective relationships and partners with all financial institution branch personnel.
- Makes efforts to identify outside sources of funds for the prospects interviewed and utilize the information to enhance the percentage of "new money sales".
- Complies with all the rules, regulations and policies of Cetera, all State and Federal securities regulators and self-regulatory organizations.
- Mentors the team on all aspects of Broker/Dealer sales and operations.
- Participates in the product review and approval process for Advisory, Insurance, and Annuity.
Experience Required- Minimum five (5) years of Direct selling experience in the securities and/or insurance business.
- Minimum five (5) years of prior experience hiring and managing a team, with demonstrated ability to train, coach, and motivate sales individuals.
Required Skills or Training- Demonstrates competency in use of Microsoft Office (Word, Excel, PowerPoint, Outlook).
- Highly effective verbal, written, interpersonal, and presentation skills.
- Ability to effectively present to individual customers or to large groups.
- Must be a motivational leader who can hold candid and direct communication with all team members and Bank teammates.
- Demonstrated ability to lead teams through change.
- Proven ability to build strong and lasting relationships with internal and external individuals.
- Experience with holistic financial planning and building recurring revenue, namely in advisory solutions.
Professional Certifications, Licenses, And/or Registration Requirements- Life and Health licenses and SIE, 7, and 66 securities registrations required. Series 24 or 9/10 preferred.
- Valid US driver's license and access to transportation.
