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November 06 2013 | Karen Furtado

Western & Southern Financial Group was recognized at the 2013 SMA Summit as a winner of an SMA Innovation in Action Award. Using next-generation technologies, a web-based, mobile-friendly needs analysis and fact-finding tool, named Financial Focus 2, was created. The inventive and personalized approach to improving the communication of detailed, subjective information has increased sales and made the user experience for the client and the agent more engaging and exciting.

PathFinder, the patent pending Financial Focus 2 tool, permits agents and clients to collaboratively design a financial roadmap by dragging and dropping life event “tiles” onto a multi-decade timeline. This allows the client and agent to embark on a personalized, point-by-point discussion involving goals, needs, and opportunities.

The development of this tool by an in-house software engineering team helped to facilitate an improvement in the user experience for clients and agents. It allowed for improved tool alignment with training in conjunction with existing mobile and social initiatives, provided better management insight into the use of fact-finding, and positively impacted sales performance.

Through in-depth, personalized solutions, Western & Southern Financial Group has realized significant improvements in the performance of the sales organization. Visibility into the fact-finding tasks performed by producers has been enhanced. And, the automated enforcement of suitability rules has improved compliance reporting.

This Western & Southern Financial Group success story demonstrates how creative, innovative approaches are possible by using next-generation technologies. The impact is profound – improved sales performance in a collaborative, client-friendly environment. 

Please contact me for any additional information about the award program or the 2013 winners.  I can be reached at kfurtado@strategymeetsaction.com or 978.239.2741.    

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To learn more, please contact:
Karen Furtado
Strategy Meets Action, a ReSource Pro company