Financial services organizations offering a range of services under one umbrella have potential to cross-sell to their customer base. But to capitalize on this potential, you need to look at your products, services, and customers from a broader perspective. In most cases, the customer need for a certain product can be forecasted based on their history and/or their behavior. Experienced relationship managers can predict the next product a customer is likely to need and purchase based on similar customers.
In this article, we discuss how you can employ best-practices to get all of your advisors working together to make sure that your firm secures the maximum share of wallet from each of your clients.