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

All of our courses are available on an 'in-house basis'. We do not currently provide 'public' courses.

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.