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Proactive Relationship Management Lab-Portfolio Bankers
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| This Lab teaches bankers working with assigned portfolios of high-value clients how to provide the kind of extraordinary, differentiated service that will lead to significantly increased retention, wallet share, referrals, and revenue. The Proactive Relationship Management (PRM) techniques are designed to motivate clients to bring any outside assets to their relationship manager at the bank.
This program emphasizes working with clients to better understand their financial needs, goals, and objectives in order to provide custom-tailored recommendations from the full spectrum of the bank’s products and services. Participants also learn how to increase their prospecting and new client development results.
The Lab is a video-based program that is delivered over a three-day training period with a ten-day (approximate) On-Line Application Period between days one and two.
Lab Highlights:
Understanding the difference between consultative and transactional selling - How to differentiate yourself from all other wealth management providers
- Critical components of being a proactive relationship manager
- How to conduct a thorough needs analysis in a conversational, consultative manner that motivates the listener to openly discuss all of his or her financial needs by using the tool that is the foundation of true personal financial management, the FiNAP® (Financial Needs Analysis Profile)
- Working as a team of generalists and specialists to review the financial data obtained, determining the appropriate financial solution recommendations, and presenting them to the client or prospect
- Anticipating and overcoming all objections using consultative categorization techniques
To contact us for more information, click here.
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