This session covers skills to develop and implement a plan for growing one’s AUM and clients through applying skills related to identifying prospects, assessing client suitability, fostering trust and securing clients’ decisions within regulatory and ethical parameters. The session will also cover skills on handling service lapses and stakeholders.

The use of role plays during the session as well as in the assessment, will allow individuals to apply and practice on using a sales advisory approach when presenting solutions to clients.

Adopting the ideal portfolio and asset allocation approach for affluent clients is not always possible as certain products may fall outside the client’s available AUM, risk profile or the organisation’s investment and risk guidelines. The session shows how a wealth advisory approach can be done by leveraging on investment, insurance and legacy products generally available in priority banking. Key concepts such as investment suitability, risk profiling and client investment styles will be covered.

By adopting a less transactional perspective, from sell to advice and from product to portfolio, the individual re-focuses on the relationship and in doing so, establish trust which is core to obtaining client’s acceptance.

This session covers the benefits and process of a financial advisory approach and how this can be applied to identify clients’ needs based on different profiles and life stages. The session will adopt a framework which covers the core focus of most clients and how this can be leveraged to start client conversations and arrive at a plan which considers investments, insurance, assets & liabilities and sources of current and future income.

The individual will gain insights on key considerations on how to identify the features and benefits of each recommendation with the needs of the client.

This session covers the skills necessary to formulate and apply plans for existing clients with the aim of deepening relationships through a wider understanding of the client’s needs, uncovering opportunities through account review and leveraging on specialists and internal stakeholders. The individual will learn how to apply a framework to better understand the
client’s met and unmet needs and wants. Client account optimisation, negotiation skills and retention strategies will also be shared.

The session will enable individuals to gain new skills and insights to achieve a collaborative and meaningful client relationship.

This online learning session features our unique Learn-Apply-Review pedagogy with case studies developed by WMI’s practice-led faculty.

The Ethics module highlights the importance of not just doing what is legal but doing what is right. The Rules & Regulations (R&R) module covers the regulatory framework and guidelines in Singapore. Together, this session will provide the right perspectives and appreciation that ethics, rules and regulations are critical to safeguard not just the industry, organisation and client but also the individual adviser.