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FINANCIAL MARKET COURSES

Private Wealth Management – Client Acquisition & Relationship Management

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 challenges faced by private wealth managers in servicing a portfolio of clients

    Recognize the importance of growing the client base as well as retaining and protecting existing clients and the key ingredients to achieving success in this area

    Identify the process of acquiring new clients and recognize how the wealth manager can handle client objections and concerns

  • COURSE OUTLINE

    Topic 1: Client Segmentation & Relationship Strategies

    Wealth Management & Client Portfolios

    Client Segmentation: Value & Revenue

    Client Value Matrix

    Competitive Analysis

    Client Relationships &Time Management

    Topic 2: Client Asset Allocation & Investment Choices

    Overview of Client Portfolio Management

    Building Client Trust: Personal Attributes of the Wealth Manager

    Retaining & Growing Clients

    Identifying Client Needs (Prospecting)

    Positioning

    Topic 3: Client Acquisition

    Overview of Client Acquisition

    Acquiring New Clients

    Sourcing New Clients

    o Online

    o Face-To-Face

    Prospecting, Qualifying, & Winning New Clients

    Overcoming Client Objections

  • PREREQUISITE KNOWLEDGE

  • ESTIMATED COMPLETED TIME

    75 Minutes

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