This is a 3-part session where participants can learn the art of prospecting, networking and turning prospects into clients.
1) The Prospect: Opening Conversations and keeping interest to move to onboarding.
First impression matters and what happens next to catch and retain the interest; how to convince the client to work with you and maintain interest to move to the next phase, onboarding.
a) Networking – The art of networking
- Building Trust by being transparent from discussing fee structures and the services being offered. Demonstrate and commit to consistent, high-quality service. With all that was promised, its critically important to consistently meet the obligation and to keep them. Maintaining a consistent communication reaching out to clients on a regular basis even if it’s just to see how they are doing. Beyond knowing their financial goals, take the time to get to know the client in a more intimate level.
- First Impression by putting yourself in your clients’ shoes and looking at the situation from the perspective of the ideal planner. Describing on how prospects will reflect your attitude, voice and body language. Emphasizing that you only one chance to make a good first impression and how it is important to put a lot of thought into making the best and only one first impression. Educating on how to establish your profile on websites and social media.
By Agus Hely Setyono, CFP®, IFP®
Founder of LINTAR Financial - Bali
Member of FPAI (Financial Planner Association Indonesia)
2) The Onboarding: Asking the right questions, active listening and conducting discussions leading to engagement.
Explaining on the power of being an active listener and asking question that probe deeper to uncover the needs and wants that even the client might not be aware of. To orchestrate a successful initial meeting making the newcomer feel comfortable and asking proper questions and knowing the type of person you are dealing with
By Eunice Chan
Senior Executive Vice President,
Head, Retail Wealth Management & Segment Group Wealth Management Community Financial Services
(Malayan Banking Berhad)
3) The Engagement: How to leverage on company resources to explain the engagement and provide greater access to information.
To ensure you leverage on reporting technology and a client portal that gives clients the visibility they need to have peace of mind. How to make an engagement smoother to secure the clientele and leveraging on CRM to improve client relationship. Conversational skills to close the engagement.
By Dr Selina SP Dang
DBA, CFP CERT TM
Licensed Financial Planner
(Coreplus Advisory Sdn Bhd)
By Kaleon Leong Rahan
CFP CERT TM
Chief Executive Officer
Federation of Investment Managers Malaysia (FIMM)