Technology could help standardize the selling process. If you had a PC-based selling tool where you profile a customer and determine investment objectives, it could help you make product suggestions.
There would be more uniformity in what investment representatives were saying to customers. Few reps would be just "winging it." Profiling the customer will also make the documenting process more efficient. A representative could transfer -- on-line -- their profile information to account opening forms. Less time would be spent dealing with paperwork and filling out forms.