Coaching for Producers

"As a member of the independent broker/dealer business, Genworth Financial's vision is to be the wealth management partner of choice for independent financial professionals, and we want to help them work in and on their business," says Enrique Vasquez, president and CEO of Genworth Financial Investment Services. That was the motivation for the company to set up their advisors with an external coach. Genworth launched a beta version of the coaching program, which consists of quarterly, in-person sessions and weekly calls, about two years ago. "We had great results in the beta test, so we launched it nationally to our top producers," notes Vasquez. "We've structured a good agreement with the coach that makes it economically better for the advisor to work with him directly instead of going out on their own. We provide the service [after] we vetted it," he says. According to Vasquez, Genworth also launched the program with its internal employees--its regional directors--because it has been so beneficial to those involved.