The New Rules in Growing Wallet Share: What You Should Do – and Never Do – To Grow Assets With Existing Clients – FlexShares ETFs – 2.7.23

Summary:

Now On Demand

Think you’re managing all of your clients’ assets? You may be surprised to learn that most clients have assets held away that they don’t reveal to their advisors. But there are strategies you can employ to help you get more than what you have today.

Takeaways from the session:

• Your clients emotions drive their wallet share decisions.
• Emotion driven client behaviors typically are revealed in five distinct persona types.
• We’ll explain how you can identify your clients’ personas.
• There are unique strategies to use – based on persona – to help you build trust and more client assets.
• We’ll also share what’s working – and not working – for other advisors as they seek more assets.

Speakers:

Laura Gregg is Director of Practice Management and Advisor Research at FlexShares Exchange Traded Funds, managed by Northern Trust. She is focused on leading the firm’s proprietary advisor and investor research and building programs to help advisors and asset managers strengthen their businesses.

Laura is a host of The Flexible Advisor podcast where she regularly speaks with industry experts, advisors of all types and experts on a wide range of advisory topics. She speaks regularly at industry events on a range of business building strategies. Her insights have been published in Barron’s, U.S. News & World Report, InvestmentNews, Financial Advisor Magazine, Wealth Management, CIO Magazine among other industry publications.

Laura has more than 20 years of asset management experience in a variety of roles including conducting industry research, as a relationship manager, marketing and communications director, leader of a sales enablement team and as an investment product specialist. She has expertise in a broad range of investment products and has worked closely with financial professionals and financial institutions throughout her career focusing on distribution and marketing strategies.

Laura joined Northern Trust in 2008, and has previously worked for Claymore Securities (now part of Invesco) and Deutsche Asset Management. She graduated from Saint Mary’s College, Notre Dame, IN and holds FINRA 7 and 63 licenses. Laura assists in guiding strategy for the Chicago chapter of Women Investment Professionals, sits on a membership committee with the Money Management Institute and is a member of Women in ETFs.

Michael Natale is Head of Intermediary Distribution. He is responsible for establishing Northern Trust Asset Management’s presence in the intermediary market and driving the adoption of our investment expertise and strategies across North America.

An experienced investment industry professional, Michael has successfully built, developed and managed sales teams for more than a decade, focusing on diversity, process and qualitative results. He has experience across channels and products, including ETFs, mutual funds and managed solutions.

Prior to joining Northern Trust, Michael spent seven years with Deutsche Bank and five years with Morgan Li where he managed and developed internal sales teams of more than 50 professionals.

Michael earned his BBA and MBA from Stetson University (Deland, FL). He is a former professional golfer and a five-time Chicago City Amateur Champion. Michael holds the FINRA series 7, 24, and 63 securities licenses.