1. What is Fred doing wrong from a coaching standpoint?
2. What is Fred doing right from a coaching standpoint?
3. What suggestions would you offer Maria so she can develop warmer and closer relationships with clients?
4. What is your evaluation of Maria’s willingness to develop her job-relevant skills?

Fred Zweiger is a vice president and investment consultant at a large branch of a leading financial services firm. Zweiger’s main responsibility is managing the portfolios of clients with over $300,000 in assets. Reporting to Zweiger are two office assistants, and his administrative assistant Maria Mehani. Maria’s main responsibilities are taking care of administrative tasks in relation to clients, such as making sure they complete the correct paperwork or computer forms, and arranging meetings between clients and Fred.
Each client is supposed to have one face-to-face meeting with Fred each year to discuss his or her investment portfolio. Maria telephones the clients to encourage them to visit the office for the meetings. Relatively little contact with clients is conducted over e-mail, to minimize the security risk of account numbers or social security numbers beings stolen by hackers.