Frederick Kermisch, Sales Coach for Private Bankers

The Private Banker System

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.

Sales Coach for Private Bankers / Relationship Managers

$1.5 bn Multi Family Office & Consolidation Group (Confidential)

Following a change of management, I was appointed by the board of a financial company offering financial advisory, discretionary portfolio management, account consolidation and funds of hedge funds. They hired me to write their business plan, identify and develop strategies for growing the business, review its investment fund offering, its readiness for asset growth, raise assets, lay the foundations for the company's rebranding, create a communication strategy with existing shareholders and clients and review the company's financials.

Special Advisor to the Executive Board

Mirabaud Group

Sales coaching and support
Coached members of the sales team in preparing strategy, relevant personalised sales messages, translating these into effective marketing documents and preparing and rehearsing the sales pitches for client meetings and follow-ups

Marketing
All marketing related to the firms' extensive Equity, Fixed Income and Fund of Hedge Fund offering.

Marketing documentation: Slideshows
Implementation of the brand within slide design and slideshow content, definition of key messages and USPs with fund managers, translation into clear and effective wording and visuals. In-depth study of the works of Nancy Duarte and Garr Reynolds

Marketing documentation: press articles
Author in English and French of numerous articles published in international and national press, including on the "Letters from the CEO" (https://www.mirabaud-am.com/fr/actualites/detail/article/1444639624-letter-from-our-ceo-q4-2015/)

Marketing documentation: DDQs
Co-creation of an improved template for DDQs, coordination of the import of data and rewrite, with the managers, of the key messages, coordination of reviews between the PM, legal, compliance and risk departments

Project management
Selection and implementation of a Gantt tool within the company for managing projects

Brand management
Definition of the brand, its universe, values, positioning, USPs and the subsequent translation throughout all communications, including group's current slogan

Website
Brief for the company website in line with the brand: design, functionality, visuals, universe and content creation

Photography
Definition of the visual universe for the brand, creation of the photography brief and delivery of the main photographs, including many from personal portfolio

PR
Coordination of PR agencies between the UK, the UAE, Switzerland, France, Spain, Netherlands

Translations
Reference point for group's translations EN - FR and member of the committee for selecting a translation agency

Senior Marketing Officer

Selfemployed

English and French bilingual.
Clients include:
- US Departement of Defense, Marshall European Center for Security Studies, Garmisch, Germany
- Saatchi & Saatchi Simko, Geneva
- Confidential Wealth Management and Asset Management firms (Geneva)
- Swiss National Television and Radio (TSR and RSR, Geneva and Lausanne)
- Sustainable Development 2005, Geneva
- BAK Basel Economics, Basel
- Perlatum Communications, Stockholm
- Durhone Wines, Buenos Aires
- Itéral Management, Lausanne
- Box Productions (films by Jean-Stéphane Bron), Lausanne
- L'Institut Universitaire des Etudes en Dévelopement, Geneva
- The Institute of Political and International Studies, Lausanne
- The Institute of Economic and Social History, Lausanne

Conference interpreter / translator

Club Diplomatique de Genève

The Club Diplomatique de Genève brings together the most senior individuals of the diplomatic sector, the international private sector and the local private sector in Geneva, in order to create a forum for global leaders to exchange ideas, experiences, debate and learn together.

Tasks including: branding and definition of the club, its goals and target audience, action plan, project management, client relations, business development, database creation, event organisation.

Executive Secretary

MIGNON GENEVE SA

Project manager and assistant to the COO during a phase of strong growth, I oversaw the creation of an IT company in Romania and ran the operations, implemented procedures within the Hedge Fund, including managing the launch of a new fund, managed external communications and relations with service providers, created the in-house accounting system and covered the COO in his other miscellaneous duties.

Project Manager - Assistant to the COO

Fondation pour Genève

The Fondation pour Genève is one of the leading think tanks of Switzerland with a unique network of directors of multinational companies, banks, government ministers and ambassadors. As project assistant, I helped define the foundation's strategy, communications and worked in tandem with the director when the Swiss government requested we assist the United Nations with raising funds from the private sector for the United Nations Global Compact conference in Geneva. This last task included an in-depth analysis of the UNGC's accounts and budget.

Project assistant

How do you manage a crisis? How do you deal with the press when nothing is under control and everything is getting more stressful by the minute? What is the correct strategy to follow and attitude to have to ensure that you control the little you can and you do proactive damage control?

The IMD Crisis Management course has been the IMD's highest rated course for years. As a facilitator, I contributed directly to this success, facing nearly 1,000 senior managers, challenging their ideas and actions to provide one of the most intense learning experiences of their career.

In the process, I not only learnt how to manage a crisis and team, but witnessed hundreds of examples of how not to manage one.

Facilitator

Geneva Welcome Centre for Internationals, Swiss Press Club

This role was accomplished in the context of my Civilian Service, as Swiss national. The Geneva Welcome Centre caters to the needs of international diplomats and civil servants. Given my personal skills and being bilingual, I was entrusted with services for ambassadors, high ranking civil servants and visiting government officials. In recognition for my contribution to the Welcome Centre, I was offered my following position at the Fondation pour Genève

Assistant to directors and head of events

SFI Swiss Finance Institute

Program assistant for International Wealth Management Executive MBA (www.iwemba.com). In the course of this program, I assisted the programme director as on site contact ensuring the good running of this course for very senior managers. I was program assistant for two consecutive sessions for over 50 students, when the Swiss Finance Institute used to be called the Swiss Banking School.

Program assistant

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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This reframe will help with two of the three hardest things to say:

There are objective reasons why were dislike admitting we’re wrong and asking for help.

Both indicate some vulnerability, length of ability, and we’re not quite sure if we are safe enough to do either.

At the same time, we improve by learning from when we are wrong and by receiving help when we need it.

So the reframe is the following:

It’s unlikely we are the first Homo sapiens to be wrong 0% of the time.

It’s just as unlikely that we are the first Homo sapiens to never be a bit stuck, and who would never benefit from a bit of help.

So instead of feeling upset when we are wrong or we need a bit of help, recognise it just happens to be one of the occurrences that will inevitably happen in the life of any Homo sapiens who wants to thrive and become better.

And the alternative is to stagnate rather than evolve.

As for the last one? German actually teaches us a lot about systems thinking. 

Break it down into syllables, the scary long word actually becomes quite easy and manageable. 

Just take it step-by-step and you might be surprised at how fluent things become.

Bespoke Sales Coaching for Private Bankers to Increase Their AUM, NNM and SOW. EN/FR

Imagine what it’s like hearing two cricket fans talking using the jargon of the game. Confusing?

When you talk with clients, check they’re not having the same experience with you, and they didn’t understand.

Under the right conditions, we see invisible patterns. For bankers, it is everyday actions, words, but also empty space.

The things we don’t do matter sometimes more than the things that we do do.

The things we don’t say can matter more than things that we say.

Trust is built slowly, overtime, but very hard to rebuild once destroyed. 

Balance actions and empty spaces, decide strategically what you don’t do and what to focus on.

Most importantly, focus on who you help and who you do not wish to work with.

- People don’t react the way I would, it makes no sense!
- So what are you going to change?
- Change? Why should I change? They are the ones who make no sense!
- Well, are you getting the outcomes you want?
- No!
- So your strategy is to wait for the people to change? I thought you wanted better outcomes… 
- But I’m not wrong. They are wrong. 
- You realise they’re probably thinking the same about you…
- Oh…

Systems thinking involves identifying cause and consequence. And choosing strategically. For example: when people want to eat healthy, instead of focusing on which food is healthy and which food is not healthy, focus on how we feel as a consequence for the next day.

If I want to feel good tomorrow, I know what food to eat today.

If I’m willing to suffer tomorrow, I know which other food to eat today.

That replaces willpower by making decisions, being coherent and picking my priorities. That is significantly easier than counting on willpower.

I can’t tell if this is AI generated or not. 

As AI develops, it becomes harder to know what we can trust and what seems strange.

What is your guess? AI, or generated by humans?

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