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CLARA SHIH
THE OMNICHANNEL CLIENT AND THE OMNICHANNEL ADVISOR
Clean up
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CONSTANTLY CONNECTED CONSUMERS
DATA ANALYTICS
IMPLICATIONS FOR BUSINESSES
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MEET MOLLY, A MILLENNIAL
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MOLLY IS CONSTANTLY CONNECTED
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HERE IS MOLLY’S CLIENT JOURNEY…
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Step 1 DISCOVER
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Step 1 DISCOVER
Step 2 RESEARCH & VALIDATE
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Step 1 DISCOVERY
Step 2 RESEARCH & VALIDATE
Step 3 REACH OUT
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Step 1 DISCOVERY
Step 2 RESEARCH & VALIDATE
Step 4 LEARN & ENGAGE Step 3
REACH OUT
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THE UNFORTUNATE REALITY
Step 1 DISCOVER
Step 2 RESEARCH & VALIDATE
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Step 1 DISCOVERY
Step 2 RESEARCH & VALIDATE
Step 3 REACH OUT
THE UNFORTUNATE REALITY
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VISUAL OF
MOLLY’S FACE
JOINING
THOUSANDS
OF OTHERS?
IT’S NOT JUST MOLLY AND MILLENNIALS... THIS JOURNEY HAS BECOME UNIVERSAL
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IT’S NOT JUST MOLLY AND MILLENNIALS... THIS JOURNEY HAS BECOME UNIVERSAL
VISUAL OF
MOLLY’S FACE
JOINING
THOUSANDS
OF OTHERS?
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TODAY, CLIENTS HAVE
ALL THE POWER
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ADVISORS MUST ADAPT TO THE NEW OMNICHANNEL CLIENT JOURNEY
Step 1 DISCOVERY
Step 2 RESEARCH & VALIDATE
Step 4 LEARN & ENGAGE Step 3
REACH OUT
Step 5 REVIEW & REFER
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FIRMS NEED TO ENABLE THE OMNICHANNEL ADVISOR
SOMEHOW SHOW
EACH OF THE
VISUALS FOR
SOCIAL, TXT, MAIL,
SITES ALL ON THIS
SLIDE
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YET MOST ADVISORS HAVE BEEN LEFT BEHIND
DIGITAL DIRECT (EG, ROBO, MOBILE BANKING)
EXISTING ADVISORS & BRANCHES
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John Feinsmith Financial Advisor
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SOCIAL SELLING
CRM
WEBSITE EMAIL COMPLIANCE
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CONSTANTLY CONNECTED CONSUMERS
DATA ANALYTICS
IMPLICATIONS FOR BUSINESSES
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TRADITIONALLY, MOST CLIENT OUTREACH EFFORTS LOOKED LIKE THIS
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BUT DIGITAL INTERACTIONS à BIG DATA à INCREDIBLE INSIGHTS
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Body Language Digital Signs Verbal Cues
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CONNECTING SILOS YIELDS EVEN GREATER INSIGHTS
LEADS
CLIENT RECORDS
COMPLIANCE RECORDS
ADVISOR-CLIENT
COMMUNICATIONS Social, Text, Email, etc
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YOUR ADVISORS NEED EVERY ADVANTAGE
ROBO
REGULATION
CLIENT RELEVANCE
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CONSTANTLY CONNECTED CONSUMERS
DATA ANALYTICS
IMPLICATIONS FOR BUSINESSES
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HEARSAY’S MISSION:
MODERNIZE FINANCIAL SERVICES SALES FORCES WITH A COMPLETE, COMPLIANT DIGITAL TOOLKIT
AND PREDICTIVE ANALYTICS
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COMPANY HIGHLIGHTS
o Founded in 2009; raised $51M venture capital.
o Based in San Francisco; power omnichannel advisors across 22 countries.
o Focused 100% on financial services.
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HEARSAY ENABLES OMNICHANNEL ADVISORS WHO CAN SERVE TODAY’S OMNICHANNEL CLIENTS
SOMEHOW SHOW
EACH OF THE
VISUALS FOR
SOCIAL, TXT, MAIL,
SITES ALL ON THIS
SLIDE
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@clarashih #hearsaysummit
HEARSAY ENABLES OMNICHANNEL ADVISORS WHO CAN SERVE TODAY’S OMNICHANNEL CLIENTS
SOMEHOW SHOW
EACH OF THE
VISUALS FOR
SOCIAL, TXT, MAIL,
SITES ALL ON THIS
SLIDE
Connected Accounts
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ANIMATE SIGNALS: HAND
DRAWN ALERTS THAT JANE
OPENED YOUR EMAIL,
FRAN HAD A BABY, BOBBY
VISITED YOUR WEBSITE
(STICK FIGURE FACE +
HAND WRITTEN SIGNAL)
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WHO OWNS SOCIAL AND DIGITAL?
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SOCIAL AND DIGITAL ARE EVERYONE’S JOB
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SALES MANAGEMENT
1. Lead by Example
2. Manage to metrics
3. Integrate into methodology
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MARKETING
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There are costs and risks to a program of action, but they are far less than the long range
risks and costs of comfortable inaction.
― John F. Kennedy
IT AND COMPLIANCE
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The biggest risk is not taking any risk.
—Mark Zuckerberg
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Frequent advisor touch points are
greatest predictor of client NPS and
loyalty
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SOCIAL SELLING
CRM
WEBSITE EMAIL COMPLIANCE
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Existing Agents & Branches ü Email ü Web ü Social ü Text
EMPOWERED Omnichannel
Agent
TO SURVIVE, WE MUST BRING ADVISORS ALONG IN THE DIGITAL TRANSFORMATION
EMPOWERED OMNICHANNEL ADVISORS DIGITAL DIRECT
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CLARA SHIH
BOOK SIGNING @ 3PM DOWNSTAIRS