Courses
Sales and Practice Management
This course provides a core set of skills essential to a client-centric practice.
-
- Available settings
- On-Campus, Nashville, TN, Online, 3 Days
-
- Type
- Sales & Practice Management
-
- School
- Relationship Management
Business principles are broken down into two main areas of opportunity: retain and expand current client relationships and create and capitalize on new opportunities. Participants learn to effectively convey their business philosophies and standards and pragmatic expertise in practice management and client relationship management. They will also gain knowledge of key financial concepts relevant to their most valuable clients.
Learning Objectives
- Define the Client Experience
- Develop and Articulate a Personal Branding Message
- Identify and define a Book of Business by Client Niche
- Identify Centers of Influence
- Establish Communication Standards
- Craft Skillful Conversations Focuses on an Advisory Practice Model
- Refine and Implement Prospecting Plan to Obtain New Clients
- Utilize a Disciplined Interview Process for Conducting Discovery with Prospects and Existing Clients
- Gain Additional Insights into Current Clients
- Obtain Additional Assets from Current Clients
- Perform “Gap” Analysis to Formulate Customized Recommendations Based on the Interview Meeting
Related Courses
Certified Wealth Strategist® I Program (CWS® I)
Develop essential competencies for serving High-Net-Worth clients effectively and profitably. Enhance business routines, client interaction skills, and technical wealth management knowledge. First step towards the CWS® designation, focusing on mastery and business growth.
Certified Wealth Strategist® II (CWS® II)
Advance your High-Net-Worth client service skills. Refine clear, empathetic communication techniques to guide clients through complex decisions. Explore effective discussion strategies and real-world case studies. Build on CWS® I to further your progress towards the CWS® designation.
Family Business Succession
Develop expertise in advising family businesses on complex succession planning. Explore family dynamics, generational values, governance, valuation, and estate planning. Essential for business consultants, trust officers, and financial advisors aiming to expand their high-net-worth client base.