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HIGH PERFORMANCE CLIENT AND INVESTMENT PRODUCT MANAGEMENT
 
     
  Summary Description  
  This workshop seeks to improve the understanding of the clients' risk profiles and investment objectives as linked to family, business and succession "life goals" and concerns as well as the economic and market outlook. A "mental model" is used to help the relationship manager touch all the necessary bases with the client, in order to formulate an investment plan that uncovers the right product needs and sales opportunities. The objective is to have an approach towards the client in a more professional, confident and consultative manner that will make the relationship manager a trusted advisor to the client, building a relationship that will meet more client needs and generate more product sales for the bank.  
     
  Methodology  
  Presentations, role plays, case studies, group work and classroom discussion  
     
  Target Audience  
  Relationship managers, account officers and supervisors in the Wealth Management area  
     
  Main Topics  
 
Understanding your client
- How to identify and differentiate desires, requirements, and client needs
- Application of consultative sales approaches/behaviors to wealth
  management
- Prioritizing high potential clients – account focus and time management
The client advisory process
Determining the client's risk profile and situation
  Perspectives on investment markets and asset classes
Perspectives on changing macroeconomic conditions and the investment
  advisory process/model
Portfolio asset allocation
Building the financial and investment plan
Mapping of objectives and client risk tolerance
 
       
 
  Duration  
  2 days  
     
   
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