Wealth Management Series
All-Rounded Relationship Management And Wealth Management Selling For High-Net-Worth Clients
Course Objective：
This course aims to enhance various skill sets in managing high-net-worth clients, including full-cycle relationship management, the techniques of wealth management selling skills and the analytical power in financial planning. A balance is to be achieved in terms of the results of selling and the needs-driven relationship, the participants are expected to benefit from the high-impact interactive activities, and their daily behavior will change to reflect the effectiveness of the course.
Duration：
4 modules, each module lasts for 3 hours, totally 12 hours
Course Content：
Module 1. Full-cycle Relationship Management and Opening Skills
Need-based selling vs Product selling
Six-step of financial planning and its application
Skills in opening investment needs by using asset allocation and market-view strategies
Identifying different financial needs by role playing
Module 2. Behavioral Finance and Investment Psychology
Client personal character and cognitive biases
Bailard, Biehl and Kaiser Five-Way model and approachability
Recommended portfolios and limitation of modern portfolio theory
Behavioral portfolio theory and asset allocation
Core-satellite approach and investment psychology
Case studies & role play: approaching different types of clients
Module 3. High-Impact Consultative Selling
A complete model of consultative selling
NLP skills in building rapport
Effective management of your customer portfolio
Being a hunter and farmer
Sales drill by role playing
Module 4. Portfolio Analysis, Review and Portfolio Rebalancing
Investment policy statement & capital market expectation
Economic cycle and investment clock approach of portfolio analysis
Importance and theory of portfolio rebalancing
Factors suggesting portfolio rebalancing needs
Portfolio rebalancing techniques
Case studies and role play: portfolio rebalancing
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