Summit Notebook

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Audio – Finding private bankers in unlikely places

October 10, 2007

holley.jpgWealth management firms, facing a shortage of talented advisers, are recruiting from industries like pharmaceuticals and software, where sales staff have mastered technical issues and used to selling to intelligent people, said Bruce Holley, a partner at Boston Consulting Group.

“You need intellectual capability to handle the discussion and understand the products. But you also need selling skills to interact with the clients and provide the client experience,” Holley said.

People in the pharmaceutical industry may not be experienced with wealth management, Holley said. But, “they have proven selling skills,” he added.  

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