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Advisory Conversations:
Optimizing the Delivery of Advice

Program Overview

BNY Mellon Investment Management is proud to partner with Morgan Stanley to offer a comprehensive practice management workshop around transitioning your business from brokerage to advisory.

Successfully growing an advisory business comes with an investment of time and thought. This program focuses on putting a structure in place that allows you to have meaningful advisory conversations with Morgan Stanley clients that extend beyond their investments and are aligned with their broader needs. BNY Mellon Investment Management is committed to helping financial professionals acquire and retain their ideal clients, manage their practices more effectively and educate their clients. We develop advisor programs in-house, in partnership with our affiliate BNY Mellon | Pershing. We offer our proprietary research and expertise to help bring you unique and fresh insights.

Advisory Conversations enables you to evaluate your segmentation strategy and service model — and create a communication plan to position the value of a fee-based relationship.

Learn more about our additional Advisor Institute offerings. Download

Course Objectives

Re-thinking the segmentation of clients, creating an advisory services offering, determining the appropriate levels of Morgan Stanley client engagement and aligning advisory services offering for each client segment.

Download the Advisor Guide here

  • Develop a structure that supports advisory conversations beyond investments
  • Create a client experience that delivers guidance based on the client’s specific needs
  • Re-discover clients and align them to an appropriate service offering for them

The BNY Mellon | Pershing Practice Management Team

Janet Kelly

Director
BNY Mellon | Pershing
 

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Sinead Colton Grant

Janet Kelly

Director
Head of Practice Management Consulting, BNY Mellon | Pershing

 

Janet Kelly is a Vice President for BNY Mellon | Pershing, and leads Pershing’s Practice Management Consulting team. With over 30 years in the financial services industry, Janet has successfully engaged and inspired hundreds of individuals and teams, including financial advisors, private bankers, institutional salespeople and senior executives. These professionals look to her for guidance and advice across critical areas of managing a successful practice, client acquisition and retention strategies. Janet is known for her sales and communication skills coaching. She is passionate about making a difference by sharing the best practices, allowing financial professionals to leverage her expertise for greater confidence.

Prior to joining Pershing, Janet was a director and senior program manager for UBS, where she designed, developed and delivered programs for financial advisors, from large scale conferences and local market workshops. Janet has worked for Merrill Lynch, Shearson Lehman Brothers and several financial consulting firms. She began her career as a financial advisor at Merrill Lynch and later with Shearson Lehman Brothers.

Janet earned a Bachelor of Business Administration from The University of Texas at Austin with a concentration in Marketing.

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Egle Wilcher

Vice President
BNY Mellon | Pershing
 

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Sinead Colton Grant

Egle Wilcher

Vice President
BNY Mellon | Pershing

 

Egle Wilcher is a Vice President and a member of the Practice Management Consulting team at BNY Mellon | Pershing. Egle is responsible for delivering expert consultation to our client’s executives and field leadership as well as driving adoption of our advisor programs. Egle’s primary role is providing comprehensive and customized support to advisors with a focus on business development with dedicated coverage of Citi and other select Broker Dealer clients.

She brings over 13 years of industry experience in personal banking, advisor training and recruitment, most recently with Morgan Stanley. Prior to joining Pershing, Egle worked with leading financial firms such as Bank of Montreal, JP Morgan Chase, and Northwestern Mutual. At Morgan Stanley, Egle was a Regional Training Officer responsible for managing a financial advisor training program in a 9-state territory.

She earned a Bachelor of Arts degree from Klaipeda College. She is fluent in Lithuanian and Russian.

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Andrew Hirschler

Vice President
BNY Mellon | Pershing
 

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Sinead Colton Grant

Andrew Hirschler

Vice President
BNY Mellon | Pershing

 

Andrew Hirschler is a Vice President for BNY Mellon | Pershing, and a member of Pershing’s Practice Management team. Andrew consults, coaches and trains financial advisors, bankers, sales leaders and executives. His goal is to inspire them to create efficiencies within their businesses and practices that allow them to grow, attract new clients and deliver a world-class client experience. He conducts workshops and does individual coaching, incorporating best practices and current industry trends.

Andrew has over 28 years in the financial services industry. Prior to joining Pershing in 2015, he spent 12 years with UBS Financial Services as a management training advisor, head of financial advisor development and as a practice management consultant.

Andrew started his career with EF Hutton and worked at Shearson Lehman Brothers, Northwestern Mutual Life, Industrial Bank of Japan, Charles Schwab and several other financial service firms. He has had success as a financial advisor, branch manager and coach. Andrew earned a degree in finance from the University of Massachusetts in Amherst.

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Schedule of Events

March 4, 2021

Advisory Sales Event

Todd Durkin1 – Access the replay here

March 17, 2021

Study Group Kickoff

March 31, 2021

Study Group Session 1

April 21, 2021

Study Group Session 2

May 12, 2021

Webcast – Showcase Your Value

June 2, 2021

Study Group Session 3

Taking your Business to the Next Level

BNY Mellon Investment Management is one of the world's largest investment firms. We believe the right results begin with being relevant for every client, whether its engaging with them to create solutions, offering diversified strategies or providing insights for better informed decisions. We are please to present our full compliment of BNY Mellon Focus Approved Funds/Portfolios at Morgan Stanley Wealth Management.

Contact your dedicated BNY Mellon Wholesaling Resource Partner who is here to support you in this initiative.

BNY Mellon Focus and Approved Funds/Portfolios

 

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Investment Strategies Available at Morgan Stanley

 

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1 Todd Durkin is an unaffiliated motivational speaker.

 

For use with Morgan Stanley Financial Professionals only. Not for use with the general public.

The information and opinions contained in the material in this program are derived from proprietary and non-proprietary sources deemed to be reliable but not guaranteed as to its accuracy.

Investment professionals should always consult their compliance department and individual firm policies and specific guidelines before accessing any social media or using online communication tools for a business purpose.

BNY Mellon Investment Management is one of the world’s leading investment management organizations and one of the top US wealth managers, encompassing BNY Mellon’s affiliated investment management firms, wealth management organization and global distribution companies. BNY Mellon is the corporate brand of The Bank of New York Mellon Corporation and may also be used as a generic term to reference the Corporation as a whole or its various subsidiaries generally.

This material has been distributed for informational purposes only and should not be considered as investment advice or a recommendation of any particular investment, strategy, investment manager or account arrangement. Please consult a legal, tax or investment advisor in order to determine whether an investment product or service is appropriate for a particular situation. No part of this material may be reproduced in any form, or referred to in any other publication, without express written permission. BNY Mellon Securities Corporation is a subsidiary of BNY Mellon.

BNY Mellon is not affiliated with Morgan Stanley Wealth Management.

© 2021 BNY Mellon Securities Corporation, distributor, 240 Greenwich Street, 9th Floor, New York, NY 10286

MARK-185455-2021-04-22

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Not FDIC-Insured | No Bank Guarantee | May Lose Value

© 2024 BNY Mellon Securities Corporation, Distributor, 240 Greenwich Street, 9th Floor, New York, NY 10286
BNY, BNY Mellon and Bank of New York Mellon are the corporate brands of The Bank of New York Mellon Corporation and may be used to reference the corporation as a whole and/or its various subsidiaries generally.