Frederick Kermisch, Sales Coach for Private Bankers

Private banks and private bankers hire me to help them increase their AUM (SoW & NNM).
Private banks invest significant capital in their teams of private bankers and relationship managers. Most of these people are technically highly competent and highly qualified, with access to significant wealth. Yet most of them operate below their full potential, costing their employers revenue - and themselves missing out on potentially much higher compensation. For some of them, this can easily be addressed by improving their soft skills, their ability to control the frame of the conversation and lead processes with clients and prospects, reducing the risk of misunderstandings sabotaging outcomes.

CEOs, team leaders and desk heads hire me when they are:
- concerned their team is performing below its full potential
- worried that, unless something changes, the results will not change
- anxious about future results and how this will reflect on them
- frustrated that "farmer" bankers are not naturally becoming "hunter" bankers
- reluctant to gamble on a new hire which may not be successful
- impatient to achieve better results.

I help private bankers have more natural conversations with clients and prospects. These identify low hanging fruit, opportunities, and provide visibility and commitments for the banker to grow their AUM.

Some private bankers also wish to invest in their career, either to save their job or improve their book, job satisfaction - and their revenue. They hire me too in order to achieve measurable results faster.

Why grow the AUM? Because:
- it is scalable
- it can happen quickly (share of wallet)
- in many cases, it NOT happening is a disservice to the client or prospect
- selecting the right clients for New New Money avoids losing money with the wrong clients.

This means we also work on the mindset. I coach bankers to be more comfortable having these conversations and replace "hope" with an action plan based on facts. This is the result of my banker sales coaching method.

Listen to my interview with Marcus Cauchi here: https://www.podbean.com/media/share/pb-3z7ax-e3ad38

Book a call with me here: https://frederickkermisch.as.me/intro


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Sales Coach for Private Bankers / Relationship Managers

Specialised coach working with Relationship Managers and Private Bankers to specifically increase their Assets under Management through Share of Wallet and Net New Money through more effective and persuasive conversations using a multidisciplinary approach.

Training of teams and individuals regarding the method and tools, and delivering bespoke content to address specific situations they are facing.

On-going group and individual coaching to prepare for, and follow-up on, specific client interactions and lower the risk of conversations getting derailed.

Results include:
- a banker increasing AUM by 50% in 8 months
- helping bankers increase the number of "medium" and "large" clients vs "small" clients
- "farmer" bankers now considered hunters
- bankers "unclogging" their prospect list, either signing or disqualifying
- increased hit ratio of outbound contacts
- clients committing to follow a banker when they change employer
- clients increasing Share of Wallet from 10% to 75%
- bankers disqualifying 4 competing firms for a mandate with one meeting
- bankers winning their first "whale" client by guiding the selection process
- bankers identifying significant concerns during the prospecting process, disqualifying them and subsequently receiving referrals to relevant prospects who subsequently opened larger accounts
- successfully retaining a leaving client by revising expectations and scope, leading to a more successful relationship.

The focus of this method is to produce quantifiable and relevant results.

As a solo entrepreneur, I run all aspects of my business.

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Frederick Kermisch, Sales Coach for Private Bankers

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What is Frederick talking about?

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Frederick Kermisch's Linkedin Analytics