Bloomberg Businessweek

How Fancy Private Bankers Cross-Sell

JPMorgan ex-employees describe the push to sell in-house products | “Clients expect to hear from us about all of these capabilities”
Welcome to In-House

Salespeople know the drill: Go to the morning pump-up sessions. Hit the revenue targets. Move product or move along. It’s the playbook for selling everything from phones to time shares, but it also crops up in more rarefied environments—such as the Manhattan offices of a JPMorgan Chase wealth management unit for the banks’s richest customers. There, private bankers are encouraged to steer client assets into certain funds and instruments that generate rich fees for the

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