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The Proactive Relationship Management Lab
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| The Proactive Relationship Management Lab teaches how to work as an effective affluent-client team providing extraordinary relationship management and differentiated client service.
The program emphasizes working with current clients to better understand their financial needs, goals and objectives and, as a result, gather additional assets managed elsewhere, obtain more loans, upgrade accounts, cross-sell other financial services, and obtain qualified referrals to new clients. 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 two and three.
A few program highlights include:
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.
Click here for a video clip on the Given Reality Test. |
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