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HIGH PERFORMANCE CLIENT AND INVESTMENT PRODUCT MANAGEMENT
 
     
  Summary Description  
  This program 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. Participants acquire practical through role plays and cases focusing on a consultative dialogue. A "mental model" is used to help the relationship manager touch all these 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.

 
 
     
  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 needs of
    the client
  - 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
  Mapping of objectives and client risk tolerance
  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
 
       
 
  Duration  
  2 days  
     
   
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