Affluent Market Financial Advisor; draw

Overview

Serves as an advisor to provide an advice‑based approach to financial solutions for an assigned book of business. Actively solicits new and existing investments and insurance solutions from the mass affluent customer segment, primarily Retail and Business Banking. Works with Investment Advisors, Fiduciary Advisors, Community partners, Wealth/WISD and Mortgage to deliver advice‑based solutions and alternative investment and insurance solutions tailored to each customer’s individualized needs and with the client’s best interest in mind.

• Based on individualized needs analysis, prepare recommendations for customized financial solutions to current and potential Bank customers and their portfolios, offering an array of products and services best suited to meet those needs; sell and close these independently. Profile customers and deliver recommendations to ensure needs are met, using sales tools and modules to conduct the analysis and offer the best advice and products with a moderately complex level of suitability within defined standard procedures, regulatory requirements and in support of the best interests of each customer.
• Deliver a diversified set of brokerage, investment and insurance and advice‑based solutions to meet the individualized investment needs of current and potential Bank customers for the mass affluent segment, utilizing experts in carriers, wholesalers in insurance and managed accounts as necessary.
• Utilize COIs (Centers of Influence) to offer a diversified set of solutions and full scope of investment products and services to meet the best interest of clients within regulatory requirements.
• Increase assets under management by offering investment and insurance solutions to clients and leveraging partnerships in Retail, Business Banking and Wealth to increase referrals.
• Provide services by advising the customer on the advantages and disadvantages of different product decisions in alignment with their individual needs.
• Coach and mentor less experienced Financial Advisors, Licensed Bankers and Business Banking staff to ensure quality investment and insurance referrals.
• Meet or exceed established sales goals for assigned market, while meeting individual client needs and complying with pertinent policies and regulations.
• Maintain customer appointment activity log on a weekly basis, to substantiate advisory and referral activity; follow up on activity levels of all products to meet or exceed expectations.
• Maintain and build referral channel and develop strong partnerships with Retail branch, Business Banking and Wealth partners to ensure investment needs of current and potential customers in the assigned market and/or branches are met or exceeded.
• Work with Retail, Business Banking, Community Bank and Wealth through ongoing account reviews and re‑evaluation of customer needs.
• Deliver a high‑quality customer service experience during each customer interaction through a complete understanding of the sales process, policies and licensing requirements to contribute to the attraction, retention and expansion of client relationships.
• Ensure accuracy in completing required paperwork to comply with standard procedures, regulatory requirements and firm policies.
• Serve as a primary PIC (Supervisor/Person‑in‑Charge) to lead and manage customer relationships and bring the full spectrum of investment and insurance solutions to each client based on their individualized needs.
• Regularly review customer information to ensure compliance with BSA (Bank Secrecy Act), AML (Anti‑Money Laundering) and KYC (Know Your Customer) requirements to protect Bank interests, addressing issues of non‑compliance by requesting additional information from the client and updating remediation tools in the appropriate system.
• Understand and adhere to the Company’s risk and regulatory standards, policies and controls in accordance with the Company’s risk appetite, identifying risk‑related issues needing escalation to management.
• Promote an environment that supports belonging and reflects the M&T Bank brand.
• Maintain M&T internal control standards, including timely implementation of internal and external…