Sales Assistant Academy

This curriculum can be customized to meet your firm’s current processes and requirements.

Session 1: Getting Started with the Essentials

• Comprehend the pivotal role of a sales assistant within an advisory practice and recognize the impact on its success.
• Illustrate the Sales Funnel dynamics and its effect on client engagements.
• Delineate the client meeting process, including the various types of meetings organized or participated in.
• Synthesize the significance of Customer Relationship Management (CRM) systems and apply them adeptly to log client requirements and dialogues.
• Formulate and exhibit a unique branding message when interfacing with clients.
• Articulate the methodology for arranging client meetings.

Session 2: Pre-Planning and Streamlining Discovery

• Explain the purpose and importance of pre-call planning in the sales process and how it contributes to more successful client interactions.
• Identify effective research methods to gather comprehensive information about clients, distinguishing between what is known and what should be shared during sales meetings.
• Describe various tools and techniques used in discovery and demonstrate how these can be integrated into pre-call planning.
• Demonstrate proficiency in inputting and managing pre-call data to ensure all necessary information is accurately recorded and easily accessible for advisors before client appointments.
• Confirm appointments efficiently and prepare clients to bring necessary documentation, while also creating detailed agendas tailored to each meeting's goals.

Session 3: Crafting Impactful Presentations and Efficient Follow-ups

• Identify the key components and steps involved in Post-Discovery Management and Report Preparation to enhance advisor-client meetings.
• Create effective presentation agendas by utilizing client information and planning reports, ensuring all necessary materials and illustrations are included.
• Demonstrate proficiency in scheduling and prioritization techniques to efficiently manage follow-ups for both personal and advisor tasks.
• Analyze the differences between licensed and non-licensed roles to determine appropriate participation and distribution of materials during client meetings.
• Apply presentation basics and role-playing techniques to practice delivering and following up on client presentations, ensuring comprehensive preparation and client satisfaction.

Session 4: Facilitating Closing and Client Onboarding

• Analyze the key components of a Recommendation Meeting and explain what is expected from it.
• Evaluate the immediate steps and best practices post-agreement to ensure a smooth closing process.
• Create an onboarding plan using strategies for effective onboarding and role-playing client communication scenarios.
• Apply relevant FinTech tools in client onboarding and communication to enhance efficiency and client satisfaction.
• Develop a detailed walkthrough for different common solutions, focusing on what is being transferred and resource planning.
• Design a job aid by identifying what to ask the advisor and what resources are necessary.

Session 5: Delivering Personalized Client Experiences

• Define the core principles of personalized client experiences and explain how they contribute to client satisfaction and retention.
• Collaborate with the advisor and team to assign and execute specific tasks within the client experience process, ensuring accountability and consistency.
• Utilize CRM systems to schedule, track, and document all client interactions, ensuring that every contact is recorded and accessible for future reference.
• Apply segmentation techniques using CRM tools to organize clients by key criteria such as assets under management, life stage, or complexity, and prioritize activities accordingly.
• Design a scalable client experience model that maintains a balance between personalization and efficiency, ensuring consistent service delivery across client segments.
• Assess the level of personalization required for different client segments and modify the client experience plan to meet both individual and organizational goals.