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Recognise different client buying motivations and use this to develop rapport more quickly |
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Position financial advice in a positive way that encourages holistic (rather than limited) advice to be provided |
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Structure the fact find meeting to focus on the client |
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Use four different questions to fact-find to probe / establish client motivations |
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Explain and establish client’s attitude to risk |
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Structure a recommendations meeting |
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Use features, advantages and benefits in a presentation and match these to the clients needs |
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Recognise client buying signals and respond appropriately |
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Position the service proposition and ask for referrals |
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Deal with queries / objections confidently and professionally |
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Explain the FSA requirements under COBS and Treating Customers Fairly (TCF) in respect to the advice process, e.g. fact find completion standards |
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All of our courses are available on an
'in-house basis'. We do not currently provide
'public' courses.
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