A top-tier wealth management firm was investing heavily in advisor development. Managers felt the coaching was working. The data told a different story. Nobody could point to what the top 15% were actually doing differently, and nobody could scale it.
50%
improvement in targeted coaching behaviors across the pilot cohort
5,000+
advisors in scope for the enterprise rollout path
45 days
from diagnostic to first measurable behavior shift in the field
What we did
Behavior mapping
Isolated the two or three practices that separated the top 15% from the middle of the bell curve.
Coaching infrastructure
Built manager scorecards, office-hours rhythms, and practice loops tied to the behaviors that mattered.
Measurement at scale
Stood up a visibility layer so leadership could see the behavior shift week over week, not quarter over quarter.
Why it worked
- Focused on two behaviors, not twenty
- Managers got tools, not just training decks
- Practice was mandatory, short, and measured
- Senior leadership owned the rhythm, not HR
- The system was designed to run without us after 90 days
THE LESSON
"Every firm at this scale has the same problem. The top 15% produce most of the results. What changed here was that leadership could finally see why, and teach it."