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FINANCIAL MARKET COURSES

Private Wealth Management – Becoming a Trusted Advisor

This course focuses specifically on the challenges associated with managing the relationships in a client portfolio, including winning new clients while simultaneously retaining and growing business from existing clients.

  • OBJECTIVES

    On completion of this course, you will be able to:

    Identify the role of trust in wealth relationships and list the various stages of the trust spectrum from the perspective of the wealth manager and of the client

    Recognize the role of the trusted advisor and the key skills required to nurture trust

    Appreciate the importance of continuous improvement and client feedback in building trust

  • COURSE OUTLINE

    Topic 1: Building Client Trust

    Overview of Trust

    Trust Selling

    Building the Trust Relationship

    The Wealth Manager as Trusted Advisor

    Trusted Advisor: Grades of Trust

    Earning & Enhancing Trust

    Offering Advice

    Topic 2: Skills of the Trusted Advisor

    Developing a Trust Relationship

    Trusted Advisor Skills

    o Listening

    o Clarifying

    o Reality Checking

    o Getting Commitment

    Topic 3: Nurturing Trust in Private Wealth Management

    The Need for Continuous Improvement

    Asking the Client for Feedback

    Getting Client Acceptance

    Cross-Selling

  • PREREQUISITE KNOWLEDGE

  • ESTIMATED COMPLETED TIME

    75 Minutes

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