Target Audience:
New advisers and para-planners who wish to develop their advisory skills.

Overview:
Many para-planners have a good level of technical knowledge but lack confidence and fluency when they first start advising clients. This programme enables these skills to be practiced and developed.

Duration:
2 days

As a result of this training, advisers should be able to:

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