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Listening - actively, sympathetically, holistically and completely - is our most important means of paying attention to one another. In the area of wealth management, it is fundamental to long-term support.
Angela Murrell, Private Banking Adviser at Banque de Luxembourg, shares her view. Why has a sympathetic ear become critical in wealth management? Surely it is an obvious prerequisite.
Amélie Schreiber, Senior Private Banker at Banque de Luxembourg, shares her view. Why has a sympathetic ear become critical in wealth management? Surely it is an obvious prerequisite.
New clients sometimes tell us that they felt they lost the attention of their previous banking partner. Wealth management is about advising clients in line with their ambitions and needs. Angela Murrell, Private Banking Adviser
New clients sometimes tell us that they felt they lost the attention of their previous banking partner. Wealth management is about advising clients in line with their ambitions and needs. Amélie Schreiber, Senior Private Banker
What does it mean to have a sympathetic ear in an advisory context?
Firstly, the relationship becomes much more personal. When you listen carefully, a bond of trust is created which only strengthens over time. Next, of course, continuous attention and being there for the client. And ultimately, the stability of the relationship over time is crucial in encouraging openness. This is relevant to long-established internal teams as well as to the dedicated support given to an investor.
Can listening skills be learned?
It is only through accurate, up-to-date knowledge of each investor, including their goals and potential challenges, that we can converse naturally and convince them that we understand their needs. This takes patience and requires excellent analytical skills.
How is this applied in your profession?
At Banque de Luxembourg, every client has a dedicated contact who guides them through all of their projects. This person takes the time to get to know them, their personality, history, values, skills, life projects and family background.
Our clients receive long-term support from staff who have been with us for an average of 13 years. For us, each client is first and foremost a unique individual. Some of the clients I have been supporting for many years say that they feel they can talk to me as they would to a friend. This makes my work much easier and enriches our day-to-day conversations.
For us, each client is first and foremost a unique individual. Some of the clients I have been supporting for many years say that they feel they can talk to me as they would to a friend. This makes my work much easier and enriches our day-to-day conversations.
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