Deep dive on Culture and Mindset by Mara Leonte https://padlet.com/leontemara/znd9t2t6qy4po9om Please add your thoughts for the top 4 challenges that hinder us from being PA en-us 2020-06-29 13:03:57 UTC 2020-07-09 09:32:00 UTC hello@padlet.com https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816303 Belief that clients wont share their financial needs with us]]> 2020-07-09 07:50:56 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816303 are we sending the right signals as heads of retail? https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816363 2020-07-09 07:51:02 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816363 We are in a change period caused by Covid19 crisys.. This generate by itself changes in the way we sell our product .Not necessary " sell less loans" , but sell loans to customers having in mind their best interest. https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816559 - > so challenging due to the fact that bugets are built product centric ]]> 2020-07-09 07:51:25 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816559 Financially Well Secured Client has many needs to be fullfilled by our products/services https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816563 - there are multiple client needs (at least X areas: 
--- create reserve, 
--- save for your dreams, 
--- at least protect your savings againts inflation or even make them work
--- protect yourself against many unexpected events in your life (given your family, jpoob, instalmenst, house, household, liability, car, etc)
--- get zour housing
--- live your dreams before you save for them
--- prepare for your retirement,
--- many needs related to transactions 
--- etc...

currently most of our clients has just 1-3 needs satified/provided by us...
...lots of space to go...lots of opportunity to help our clients...]]> 2020-07-09 07:51:26 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816563 Incentive schemes should include PA goals https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816632 2020-07-09 07:51:33 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816632 Beyond benchmark? https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816643 Complying with EBA guidelines and Erste HR policy we went beyond the benchmarks. Do we have to go further? Haven't we achieved the pull-sales supporting incentive schemes?]]> 2020-07-09 07:51:34 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816643 why do we believe that this is a contradiction? https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816888 2020-07-09 07:52:00 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816888 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816904 Employees' skill to manage their own finance]]> 2020-07-09 07:52:02 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650816904 Offering right advice/product/service should minimize negative P/L impact and increase CX https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817009 2020-07-09 07:52:14 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817009 full support of team goals for branches and shift of variable to fix to allow a decent life https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817269 2020-07-09 07:52:41 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817269 Luca: Defining the rules of PA / FH will make it concrete lucahofbauer https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817507 2020-07-09 07:53:10 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817507 Creating local team of people responsible for both DELIVERY and PROMOTION of PA values https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817635 2020-07-09 07:53:25 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817635 Luca: maybe we need a measurement which allows us to steer clients FH even more directly then e.g. NPS does lucahofbauer https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817871 2020-07-09 07:53:54 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817871 How can we ensure that all of the local board members promote PA (are they already convinced ?) birte_quitt https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817977 2020-07-09 07:54:05 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650817977 Investor story https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818376 If we want investors to appreciate PA culture it has to imply profit add-on an not minus.]]> 2020-07-09 07:54:50 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818376 do we still need to look at renumeration (base pay / share of variable pay) or does this already work from our perspective ? birte_quitt https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818603 2020-07-09 07:55:17 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818603 from a long term perspective we will be more successful (also financially) if we act in the interest of the customer. we cannot allow ourselves to send diverging signals to our people! https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818628 2020-07-09 07:55:20 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818628 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818971  Incentive should be of best performing client portfolios in term of revenues adjusted with financial health score, for best NPS results or for best improvements in financial health of their portfolio
 Remunaration overall needs to be considered, not only incentive. ]]> 2020-07-09 07:55:56 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650818971 How can we prove the positive longterm impact of PA to our team https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819138 2020-07-09 07:56:10 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819138 Luca: we are doing the minimum to adhere to the EBA regulations arguing that many clients needs (e.g. saving and lending) are no substitutes. But is it really true from client perspective?:) lucahofbauer https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819385 2020-07-09 07:56:37 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819385 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819494 Should start with the Management Board; It will be very dificult as every discussion with CFO ends up with how many loans can you sell or how much cost can you cut? 
Why not CFO to participate on PA brainstorming sessions ...]]> 2020-07-09 07:56:46 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819494 cultural change might be the most difficult one https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819520 2020-07-09 07:56:50 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819520 Still hard to explain to ordinary advisors what PA means https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819877 2020-07-09 07:57:35 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819877 Less people in the branches less time for clients - expected (profit) growth every year? https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819898 2020-07-09 07:57:37 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819898 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819989  How we hire - empathy should matter more than competence; support competence with tools
 How we coach - Branch Managers should guide advisors under PA principles
 How we steer - current reporting is focused on product sales and qualitative aspects reach HO with difficulty,
 How we develop apps - should support customers making independent and confident choices about their well being]]> 2020-07-09 07:57:50 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650819989 we will have to prove that this is serious to us - also with other projects (apps, ...) https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650820347 2020-07-09 07:58:34 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650820347 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650820693 There is no sell a little bit - we talking about 1.000 of advisers - what will be the message? ]]> 2020-07-09 07:59:23 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650820693 "Complete list of client financial needs" https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845377 SLSP: To explicitelly keep in mind all the areas of clients needs that should/could be addressed.

]]> 2020-07-09 08:44:54 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845377 Croatia: 1. Corporate culture platform Blue Elephant platform 2. Financial literacy - Smart finance School https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845460 2020-07-09 08:45:05 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845460 Serbia: Corporate culture change initiative https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845563 2020-07-09 08:45:20 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845563 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845655 Hungary: tablet-based advisory by Q4 for regular savings, investment and insurance - culturally is a big change since customer needs will be captured better and offers will be targeted smartly]]> 2020-07-09 08:45:30 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650845655 Austria: Client Feedback Part of the incentive scheme https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847185 2020-07-09 08:48:27 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847185 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847387 Hungary: in advisory hiring process cultural aspects have built in started last year]]> 2020-07-09 08:48:48 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847387 https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847541 Austria: Client conferences to give us direct feedback]]> 2020-07-09 08:49:03 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650847541 Romania : https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650849406 - Training pilot on PA
- MAP]]> 2020-07-09 08:52:44 UTC https://padlet.com/leontemara/znd9t2t6qy4po9om/wish/650849406