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What is this level here? This  is what we want initially with a new client. What  is it? Establishing  a new relationship, right? We’re  opening an account. Now  is that all we want?

No. We  want more. What  do we want more next?  We  want not only the new account, we want more what? Assets Under Management. Let’s  get more money into the account. How  do you get that? In  order to get from here to here, first you gotta go down here. What’s down there? Flawless  execution. You  do what you said you were gonna do. You do it the way you don’t make mistakes, everything works the way. And what happens? A certain degree of trust builds up. And  the client says ah you’re reliable, you’re consistent I can work with you guys. And  what do we get? We  get more Assets Under Management. Is  that all we want? No, we’re private bankers. We’re insatiable, we want more.

What do you want more of next? Not only more Assets Under Management you also want more what? Share Of Wallet. Not  source of wealth, share of wallet. Right  now in order to get more Share Of Wallet, what do we need to give them? Not  just you, not just you doing your job flawlessly, we have to introduce other members of the team. Because  to get other products involved in that particular portfolio with that client, we need to have them know about some of the other many services that we can provide. And that’s not all. That’s  other members of people sitting in this room and in other places around the world. Are  you following me sir? Why need to go up and down? We  know what we want to get and guess what? You  don’t just want share of wallet. What  else do you want? Yeah  share of mind and where a lot of people’s mind is nearby is their family.

Right, don’t you also want to share, you also want to get their family recommendations? How  do you get that? Here  we’ve given them flawless execution, here we’ve given them a team, what do we need to give them here that’ll make them want to give us that? (hint: gta) Stands for what? Right  when somebody says that’s my Global Trusted Advisor aren’t they willing to recommend you to other members of the family? I  mean wouldn’t they naturally do that if you’re really their GTA? So  down here is GTA. That  gets us here. Is that all we want? No, we want more.

We want active recommendations and referrals. We don’t just want it to the guy’s family we want it to his wife’s family, we want it to his neighbors, we want it to the golfing partner, we want it to the other people in his business, the people he buys from, the people he sells to, his suppliers, his clients, we want other people on the board, the other shareholders, the stakeholders. Is that true?