In this insightful conversation, Mike Lestina, Managing Director at Merrill Lynch, discusses how technology and human relationships are essential for growth in financial services. He shares strategies for future readiness, leveraging AI tools like Sales Navigator, and the importance of relationship building for financial advisors.
Mike explores:
- Balancing innovation with daily operations: Finding the right time and resources to invest in new technologies.
- AI’s role in financial services: How tools like AI complement—not replace—human advisors.
- Driving growth through Sales Navigator: Building meaningful client relationships while avoiding outdated sales techniques.
- The importance of relationship-building skills: Cultivating trust and authenticity in client interactions.
Chapters:
0:00 – Introduction to the interview and Mike’s role at Merrill.
1:30 – Balancing immediate needs with future innovation.
3:05 – AI in financial services: Opportunities and limitations.
5:00 – Sales Navigator as a tool for fostering client relationships.
6:30 – Key skills for success: Relationship building and leveraging AI tools effectively.
8:35 – Conclusion and final thoughts on preparing for the future.
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