Case study · Finance & Investment
Producer to Leader at a Mid-Size Investment Firm
A top-producing advisor at a mid-size investment firm was promoted to lead a team of eight. Six months in, the team's results were holding but their engagement was sliding — and the firm couldn't afford to lose them.
The challenge
- The advisor was still operating as a producer, treating leadership as overhead between client calls.
- Direct reports had stopped initiating, waiting for the advisor's instructions.
- Two key team members were privately considering offers from competitors.
Our approach
- Six-month coaching engagement focused on the producer-to-leader shift.
- Restructuring of the advisor's calendar to protect leadership time as a non-negotiable.
- Team coaching sessions to surface what the team had stopped saying out loud.
Outcomes
- Both at-risk team members stayed and re-engaged.
- Team revenue grew nine percent year over year while the advisor reduced direct production hours.
- The advisor was named to firm-wide leadership development the following year.
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