In the normal day-to-day course of managing high net worth clients, the advisor will often be faced with challenging client situations when a client’s portfolio is underperforming or negatively impacted by sudden market changes. Or when the advisor’s client passes the account and relationship to their children who may have a different preference, investment style or values.

Such situations may require additional preparation or a adjusted client approach or perhaps the need to leverage on specialist support conduct an effective joint call.

WMI faculty for this leading programme will be supported by a professional stage company of actors who will share with participants why every client encounter is similar to a stage performance. These subject matter experts from two different fields and disciplines will come together to deliver a unique learning experience for all participants.

A series of specially developed case studies will be used to “stage” different client scenarios to enable participants to “rehearse”, practice and refine their skills in a safe environment.

This practice-led high engagement session, done in a smaller class setting, will allow participants to benefit from the structured client processes taught and the role plays and coaching done by WMI’s faculty and professional co-facilitators.

This one day IBF-FTS workshop is specially designed for participants who have completed the WMI’s Certified Private Banker(CPB) Level 1 CRM module and pass their final role play assessment which was recorded on video. This workshop allows them to review their personal video before the workshop. After which, participants will be facilitated and coached on specific areas which could be improved.

The trainer will be supported by one or two additional facilitators who will aid participants in practicing and refining the various client engagement techniques. The workshop will conclude with participants doing the same CPB Level 1 CRM final role play and seeing 1^st hand how they have adapted and improved this 2^nd time round.

The workshop will focus on communicative enhancement techniques such as purposeful questioning to gather key client data, ability to adjust your style or approach based on different scenarios and being able to adapt your personal “brand” and your bank’s unique value proposition for different clients.  Participants will also learn on the need to constantly sense and seek alignment or re-alignment of their approach with existing or new clients, learning to listen, articulate and set a plan to support the client’s needs and obtain their agreement to move forward.

This practice-led workshop, through intensive role-plays and feedback sessions, will cover the following key areas

• Building rapport & encouraging the client to speak
• Demonstrate probing skills, good structure, and conversational nature of the discussion
• Apply the consultative advisory approach to explore relevant client’s needs
• Demonstrate negotiation skills when seeking a suitable solution for a client
• Demonstrate ability to manage client objections

Persons in a client facing advisory role managing high net worth clients will benefit significantly from this one day workshop.

The growth of high net worth (HNW) and ultra-high net worth (UHNW) clients has seen a rapid demand for wealth planning which in turn has propelled insurance to form part of any comprehensive approach to wealth structuring in areas such as asset liquidity provision, family wealth protection, distribution and legacy planning, business continuity planning and tax optimisation.

This two day IBF-FTS high engagement session will benefit advisors and specialists in banks and insurance organisations seeking to upskill their competencies and complement their experience by adopting a wealth planning approach to insurance.

The trainer will share and demonstrate how insurance can be approached less as a product and more as a critical component of a client’s overall wealth management needs.

Participants will be encourage to take their perspective from the lens of the client rather than themselves so as to develop a better appreciation of HNW and UHNW client concerns and needs.

The programme will adopt a practice-led approach through the use of case studies and role plays to enable participants to learn and apply what has been shared by the trainer as well as their peers. Key outline of the programme is as follows:

• Identify the wealth planning needs of the HNW and UHNW client
• Know how insurance solutions can address the client’s needs
• What to prepare ahead of the client meeting
• Know when and how to work with an introducer or specialist
• Build rapport, uncover needs during the meeting and match them with suggested solutions
• How to secure the client’s agreement

Knowledge and client management skills related to key products, such as ULI and ILP, will be shared. The session will also cover various approaches to initiate the right conversation with the client, how to sustain this and lead this to success.