Trust and wealth professionals often enter the industry because they excel in administration, fiduciary guidance, or client service. As a result, prospecting often becomes inconsistent and reactive, which leads to unpredictable business development.
Pohl Consulting and Training, Inc. created its Prospecting & Follow-Up Discipline Training to teach fiduciary advisors a practical, behavior-based system they can confidently execute. We introduced this offering because institutions told us they needed a structured, non-salesy approach that respected the fiduciary nature of trust work while generating new business.
Many trust officers / wealth advisors feel uncomfortable shifting from relationship maintenance to relationship expansion, even when opportunities clearly exist. Industry-wide, this hesitation results in missed referrals and dormant relationships.
Pohl Consulting and Training, Inc.’s Relationship Sales Training teaches advisors how to engage clients authentically to uncover needs and introduce services without pressure or sales gimmicks. We built this program because trust / wealth departments needed a way to grow without compromising the fiduciary relationship that defines their work.
Smaller institutions often lack the staff size to justify an internal training program, but they need skill development for individual advisors. Industry-wide, these advisors rarely receive specialized training tailored to trust and wealth services.
Pohl Consulting and Training, Inc.’s Open-Registration Relationship Sales Training offers high-impact development for individuals or small teams. We offer this format because many clients need an affordable, accessible option without waiting for a full, in-house engagement.
Trust and wealth departments frequently struggle with uneven advisor skill sets, inconsistent outreach practices, and varied comfort levels with business development. This lack of consistency affects growth and client experience.
Pohl Consulting and Training, Inc. delivers In-House Relationship Sales Training tailored to your institution’s structure, expectations, and growth goals. We introduced the in-house model because institutions needed a scalable way to align their teams around a shared sales framework and accountability structure.
Follow-up discipline is one of the most common weaknesses in wealth organizations, leading to dropped opportunities and inconsistent referral partner engagement. Many institutions lack a clear, repeatable process for tracking outreach.
Pohl Consulting and Training, Inc.’s Prospecting and Follow-Up Discipline System gives advisors tools and workflows to maintain consistent contact and build long-term habit structures. We created this program because leaders repeatedly told us their advisors understood what to do but needed coaching, structure, and accountability to actually do it.
Traditional sales training often focuses on tactics that feel transactional or incompatible with fiduciary commitments. Trust officers, in particular, tend to reject anything that feels pushy or sales-oriented.
Pohl Consulting and Training, Inc.’s training emphasizes consultative discovery, family-oriented conversations, and service-led growth strategies that align with fiduciary roles. We built this approach after hearing from countless institutions that trust officers / wealth advisors needed a growth mindset that respected their role as advisors first, not salespeople.
Many trust officers / wealth advisors worry that increased business development expectations will compromise service quality or increase burnout. The industry challenge is finding a sustainable rhythm that blends fiduciary responsibilities with growth goals.
Pohl Consulting and Training, Inc.’s training incorporates time management, prioritization strategies, and workload-balancing techniques tailored to trust and wealth environments. We added this component because organizations needed an approach that supported growth without overwhelming their teams.
Many trust / wealth departments rely on fee schedules that haven’t been updated in years, creating misalignment between pricing, workload, and client complexity. Industry data shows that outdated schedules often lead to revenue leakage, underpricing of high-effort accounts, and examiner questions.
Pohl Consulting and Training, Inc. offers fee schedule development and redesign services supported by benchmarking data, client-level profitability analysis, and best practices for fiduciary pricing. We created this offering because institutions repeatedly asked for help making pricing both market-competitive and operationally sustainable.
Trust profitability is rarely driven by staffing cuts; instead, it is influenced by pricing alignment, productivity, segmentation, and operational efficiency. Many organizations lose profitability due to inconsistent fee capture, inefficient processes, and unclear role definitions.
Pohl Consulting and Training, Inc. helps institutions identify profitability drivers using workflow analysis, revenue capture reviews, segmentation models, and fee-for-service opportunities. We built this offering because leaders overwhelmingly wanted a strategic, client-focused path to profitability that does not diminish capacity or service quality.
Organizations often face stalled growth due to outdated business development strategies, inconsistent advisor activity, or lack of clarity around target markets. Industry-wide, many trust / wealth departments rely heavily on referrals without a structured plan for sustainable new business development.
Pohl Consulting and Training, Inc. provides growth strategy consulting, including advisor development, prospecting frameworks, market analysis, and pipeline planning. We introduced these services because clients told us they needed formalized, repeatable strategies for generating consistent, long-term revenue growth.
Trust / wealth departments often carry legacy accounts that require significant administrative effort but generate low or outdated fees. Without profitability analysis, these accounts drain resources and obscure true performance.
Pohl Consulting and Training, Inc. performs client-level profitability assessments, helping institutions pinpoint underperforming accounts, adjust fees, or redesign service levels as appropriate. We launched this offering because leadership teams needed objective data to make informed, defensible decisions about account management and pricing.
Role ambiguity, duplicated tasks, and unclear workflows can significantly reduce productivity and increase costs. Industry benchmarking shows that high-performing departments operate with clearly defined roles that match skill levels to task complexity.
Pohl Consulting and Training, Inc. evaluates organizational structure and role alignment to ensure staffing models support both service quality and profitability. We created this service after seeing how frequently workflow inefficiencies, not staff capability, were the root cause of low productivity and stalled profitability.
Trust / wealth departments often struggle to build a business case for technology because they lack supporting data or clear projections of efficiency gains. Yet industry trends show that modernizing certain processes can materially improve both service delivery and profitability.
Pohl Consulting and Training, Inc. uses benchmarking, workflow analysis, and cost modeling to help organizations quantify the impact of potential technology investment. We introduced this offering because leadership teams needed objective justification for decisions that could significantly improve long-term profitability.
Some organizations hesitate to adjust fees, segment clients, or introduce efficiency enhancements because they fear regulatory or client pushback. However, industry guidance supports transparent pricing, proper segmentation, and strong operational efficiency as part of fiduciary duty.
Pohl Consulting and Training, Inc. helps organizations design profitability improvements aligned with fiduciary standards, including transparent fee structures, workload allocation, and documentation. We built this service because firms needed a way to strengthen financial performance while staying firmly within regulatory and ethical boundaries.
Boards increasingly expect objective, data-driven insight into trust profitability, yet many trust leaders struggle to present performance in a way that is clear, comparable, and actionable. Without benchmarks, board conversations often rely on anecdote rather than evidence.
Pohl Consulting and Training, Inc. provides board-ready profitability reports that incorporate benchmarking comparisons, revenue trends, cost drivers, and strategic recommendations. We created this offering because trust executives needed support translating operational realities into clear, data-backed presentations the board can act on.
Choosing the right trust situs is one of the most consequential early decisions. States vary widely in regulatory philosophy, charter requirements, taxes, asset protection statutes, and ongoing examination expectations. Industry experience shows that organizations often underestimate these differences, leading to delays, increased costs, or operational friction.
Pohl Consulting and Training, Inc. conducts situs assessments that analyze regulatory environment, charter type, competitive positioning, and long-term strategic fit. We created this offering because new trust organizations needed objective guidance to select a jurisdiction that matches their growth plans, client base, and operational capabilities.
Trust applications require detailed business plans, financial projections, risk assessments, governance structures, policies, and capitalization plans. Many applicants struggle with the depth and precision regulators expect, especially if they have not prepared a charter before.
Pohl Consulting and Training, Inc. provides application component development, helping institutions prepare the full set of documents needed for regulator review, including business plans, organizational structures, and financial models. We introduced this service because organizations needed experienced support to avoid costly delays and strengthen the quality of their submissions.
Regulators expect clarity, completeness, and strong governance from applicants, and many first-time applicants underestimate the iterative nature of the review process. Responding to inquiries without seasoned guidance can result in missed expectations or extended timelines.
Pohl Consulting and Training, Inc. offers end-to-end application support, including regulator communication guidance, documentation preparation, and readiness assessments. We built this offering because institutions told us they needed a partner who understood both the substance and the nuance of preparing a successful trust charter.
Regulatory bodies typically look for a well-defined board, experienced management team, clear segregation of duties, and robust risk oversight. Many start-ups struggle to build governance that is both regulator-friendly and operationally practical.
Pohl Consulting and Training, Inc. assists in designing governance frameworks, including board structure, committee design, and key management responsibilities. We created this service because new organizations often needed help establishing the governance rigor required for approval and sustainable operations.
Emerging trust companies frequently underestimate the setup work required: policies, procedures, technology, vendor selection, staffing, training, risk oversight, and compliance systems. Launch delays often stem from underdeveloped operational plans rather than regulator issues.
Pohl Consulting and Training, Inc. provides operational readiness consulting, ensuring systems, workflows, and controls are in place before launch. We developed this offering because founders needed a practical roadmap that turned regulatory approval into a functioning fiduciary business.
Regulators closely monitor early operations, and many new trust entities struggle to maintain documentation, reporting, and internal controls during the initial growth phase. Without experienced guidance, small gaps can lead to early exam findings.
Pohl Consulting and Training, Inc. offers post-charter support, helping institutions refine processes, strengthen oversight, prepare for first examinations, and establish sustainable compliance routines. We created this service because many new trust companies needed hands-on help transitioning from “approved” to “operationally sound.”
Start-ups often struggle to balance the need for experienced fiduciary staff with budget constraints. The industry norm is to begin with minimal staff, but the wrong mix (or insufficient depth) can create risk and stall early momentum.
Pohl Consulting and Training, Inc. helps design start-up staffing structures, including role definitions, hiring priorities, and phased staffing plans aligned with projected growth. We introduced this service because new entrants consistently asked for guidance on how to build a capable, scalable team without overextending resources.
Without benchmarking, new trust companies often replicate fee schedules from other institutions or create pricing without fully understanding competitive norms. This can lead to revenue issues, client pushback, or examiner scrutiny.
Pohl Consulting and Training, Inc. applies PriceCompare and market analysis to help new trust entities establish transparent, competitive fee schedules. We created this service because early pricing decisions are foundational to long-term profitability and must be correct before launch.