In today’s competitive financial landscape, finding the right business senior relationship manager for your private lending division is critical to driving growth and success.
According to Investec, “the [relationship managers] are crucial to ensuring our Private Bankers can get the best outcome, and this partnership is imperative to our success.”
This article will explore the key traits and skills to look for in a senior relationship manager who can effectively generate new investor appointments and promote your private lending investment program.
Strong Sales Background in Wealth Management Industry
A great Senior Relationship Manager should have a strong background in sales and a proven track record of success. This experience should ideally be within industries closely related to wealth management, such as private equity, investments, fundraising, real estate, banking, brokerage/financial advisory, mutual funds, insurance, or accounting. For example, a candidate who has successfully raised millions in capital within the private equity space will likely have the skills and industry knowledge needed to excel in your private lending division.
This experience should also include knowledge of financial planning, portfolio management, tax planning, and estate planning. By understanding the unique challenges and opportunities faced by clients in the wealth management industry, a Senior Relationship Manager will be better equipped to promote your private lending investment program and help clients achieve their financial goals.
According to Forbes, “Those in business development hope to increase revenue, growth and partnerships. They are strategic and know how to sell.”
Targeting Niche Markets within Wealth Management
It’s important for a Senior Relationship Manager to have expertise in targeting specific segments within wealth management, such as ultra-high-net-worth individuals, family offices, or professionals in certain industries. A candidate who has successfully navigated these niche markets will likely have the skills and industry knowledge needed to excel in your private lending division and cater to the unique needs of these clients.
The ideal candidate should have an established network of domestic or international investors that they can tap into when seeking new clients. For instance, a relationship manager who previously worked in the real estate industry might have built strong connections with high-net-worth individuals interested in stable fixed returns, making them an invaluable asset to your organization.
Ability to Generate New Investor Appointments Consistently
Your Senior Relationship Manager should be able to generate a minimum of 2-3 new investor appointments per week, ensuring a steady stream of potential clients for your private lending division. Top-performing relationship managers might have a track record of securing 10-15% more investor appointments than their peers, indicating their proactive and results-driven approach.
Exceptional Interpersonal and Networking Skills
A great Senior Relationship Manager must have excellent interpersonal and networking skills, enabling them to build rapport with potential investors and maintain strong relationships with existing clients. A candidate who has a history of consistently generating referrals from satisfied clients demonstrates their ability to effectively communicate and foster lasting professional connections.
As Seth Godin writes in his 2008 business leadership classic Tribes: We Need You To Lead Us, “People don’t believe what you tell them. They rarely believe what you show them. […] They always believe what they tell themselves.” It’s your interpersonal skills over time that will likely influence what people tell themselves about you.
Deep Industry Knowledge
A successful Senior Relationship Manager will possess a deep understanding of the private lending industry and stay up to date on market trends and regulations that impact the sector. This knowledge, combined with their wealth management expertise, allows them to effectively present your investment program to potential investors and address any concerns or questions that may arise during the sales process.
Spotting a great business development manager for your private lending division is crucial to the success of your organization. By focusing on candidates with a strong sales background in relevant industries, an established network of investors, exceptional interpersonal and networking skills, and a deep understanding of the industry, you can find the right relationship manager to drive growth and promote your private lending investment program effectively.
Want to find the right people to strengthen your team? Contact Avior Executive Search here.