Courses
Trust Conversations for Growth
This course is designed for trust and wealth management professionals who have new business and client retention responsibilities.
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- Available settings
- On-Campus
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- Type
- Sales & Practice Management
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- School
- Personal Trust
Participants will gain a clear understanding of the skills and tools necessary to source prospects, manage the pipeline process, and close the business. Emphasis is placed on areas often viewed as intangible but vital to earn the client's respect and relationship.
Learning Objectives
- Formulate an effective client discovery interview for use with prospects to validate the client’s needs.
- Utilize a consistent and repeatable sales process to effectively advance the client from discovery to account onboarding.
- Reference an established suite of discovery tools to assist in identifying wealth management client concerns and objectives.
- Establish a branding statement differentiating you and your firm from the industry and highlighting ways you can best serve the client.
- Utilize specific tools and resources to organize and present appropriate strategies to clients and prospects.
- Understand the impact of behavioral science principles in your conversations.
- Demonstrate the skills and techniques that are integral in everyday client interactions.
- Integrate trust strategies into your sales process as a differentiator to your clients.
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