Keys to Success in an Uncertain Environment
“The Wealth Management Solution”
Copyright TMC Group, Inc.
Presented by Al Townsend
President
TMC Group, Inc.
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 “Offshore banking” has lost it’s strategic advantage
 Volatility and uncertainty has shifted AUMs to lower margin products and the competition
 Regulatory change and competition for customers are forcing banks to change the way they do business
 Customer retention is tied to their perception of value and performance
Copyright TMC Group, Inc.
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 Customers have not regained their trust in the regulatory bodies and financial institutions that are meant to oversee markets and customer interests
 Customers have become more knowledgeable and “hands on” in dealing with their finances
 Wealth management practices have shifted to mirror customer caution and skepticism
 Success will be dependent on a bank’s ability to embrace change and leverage the key tenets of behavioral finance
Copyright TMC Group, Inc.
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Product origination and packaging
(loans, insurance, investments, checking and savings accounts)
Transaction processing and account origination
Retail sales and distribution
(ATMs, on-line banking, Relationship Managers)
Bank customer
Copyright TMC Group, Inc.
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Suppliers:
Mutual Fund
Manager
Auto Lender Other Banks Primary Bank
CarPoint
Morningstar
Navigators:
Lipper
Motley
Fool
E*Trade
SchwabOne
Yahoo!
Browser Quicken
AOL Phone call
Financial
Advisor
Bank software
Customer
Copyright TMC Group, Inc.
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Provide quality and depth of service across all customer segments:
 Bandwidth and number of products
 Customization
 Interactivity (the human touch)
 Reliability
 Security
 Currency
Copyright TMC Group, Inc.
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 Drivers of success
 Comprehensive financial advice
 Transparency and simplicity
 Effective risk management
 Differentiating drivers of success
 Competent and credible customer-facing employees
 Strong due diligence capabilities
 Value-based fee structure
 Proactive wealth management business strategy
Copyright TMC Group, Inc.
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Based on Customer Goals and Needs
Cash flow needs Other assets
Financial assets
Ability to weather shortfalls
Net worth
Regional preferences
Event risk Lifecycle stage
Align risk exposure to goals and needs
Protect
(Personal Risk)
Manage
(Market Risk)
Improve
(Aspiration Risk)
Copyright TMC Group, Inc.
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 Bank’s vision, mission, and strategy are not aligned to its business/sales practices
 Compliance, operations, product/service units, and relationship managers have separate agendas
 Communications top down, bottom up, and across the organization are not effective and/or dysfunctional
 Compliance/operations have become the primary driver for managing customer relationships
Copyright TMC Group, Inc.
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Banking
Investments
Lending
Insurance
Customer
Investments
Compliance
Operations
Copyright TMC Group, Inc.
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 Perform a comprehensive and objective assessment of the bank’s business practices and competencies
 Define your bank’s wealth management vision and mission
 Create a dynamic business strategy with realistic short and long-term goals/objectives
 Progressively manage the organization to a proactive customer centric sales culture
 Evaluate and train everyone to deliver the bank’s new “wealth management solution” to customers
Copyright TMC Group, Inc.
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 Access to experienced professionals
 Consulting Services
 Investment/wealth management
 Vision, mission, strategy
 Operations/compliance/AML
 Business and sales culture
 Training Resources
 Florida International Bankers Association
 TMC Group, Inc.
Copyright TMC Group, Inc.
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“Thank You”
Al Townsend
President
TMC Group, Inc.
561-362-0709 / tmctrain@aol.com
Copyright TMC Group, Inc.
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