Banks keen on offering wealth management services should heed the advice from hockey legend Wayne Gretzky move to where customers are going to be, not where they have been.
More community banks are entering wealth management as interest rates remain low and loan demand soft. But they are making this move at a time when affluent clients' expectations are changing. Such clients want more transparency and input into financial decisions, requiring wealth managers to brush up on nontechnical skills, such as building a trusting relationship.
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