"POWER ADVISIOR" - The Financial Planner Series (6 Modules)
Dorothy Wong, Elsa Pau, and Tony Ng
Program Overview
You have learned about the 6-steps process on textbooks and you have passed those exams. It is now time to take this knowledge on to the street and effectively applying it in real life.
The series of "Power Advisor" is planned to help you focus on mastering personal and professional effectiveness as financial services practitioners. Your ability to achieving better closing ratios, effectively plotting out a financial planning strategy, and keeping better client-planner relationships greatly depends on how well you understand your clients, their mental attitudes, behavior and their personality traits – even if it means they are opposite of yours.
Most financial planners judge their clients by WHAT THEY ARE and not WHO THEY ARE. Very rarely are planners successful in identifying clients' true patterns, habits and fears, nor are they skilled in dealing effectively with client conflict, that lead to a successful beginning of a life long client-planner relationship.
The IFPHK proudly presents a series of best practice management workshops that focuses on the practicality and applicability of the 6-step financial planning process you can take on to the street:
MODULE I: FIRST STEP TO A LIFE-LONG CLIENT-PLANNER RELATIONSHIP
Date: 29 July 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Dorothy Wong and Elsa Pau
Key learnings:
- Different personality types and traits
- Gender differences, patterns, mental states and behavior
- Core and effective communication strategies
- Identifying clients' fear, insecurities, and dealing with them
- Using words and your natural abilities to earn trust
Predicting client objections and overcoming it beforehand
MODULE II: SOUL SEARCHING AND GOAL PLANNING FOR YOUR CLIENTS
Date: 19 August 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Dorothy Wong and Elsa Pau
Key learnings:
- Understanding clients’ purpose in life, commitment, and motivations
- Dealing with clients’ internal and external conflict
- Using tools, metaphors and examples that clients would share
- Data gathering process – what questions to ask and how to ask them
- Asking provocative questions leading to answers of inner depth
- Reaching an agreement for action plans
- Identifying client qualitative risk tolerance traits
- Solidifying the client-planner trust
MODULE III: WHAT’S GOOD FOR YOU IS GOOD FOR THE CLIENT
Date: 16 September 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Dorothy Wong and Elsa Pau
Key learnings:
- How data translates to commitment, dreams and goals
- Using effective types of tools and metaphors for shortfall illustrations
- Matching the ideals and realities
- Strategy plotting, portfolio structuring and product mapping process
- Predicting clients’ objections and overcoming them in advance
MODULE IV: PRESENTING YOUR PROPOSITION
Date: 28 October 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Dorothy Wong and Elsa Pau
Key learnings:
- Using presentation strategies and skills for immediate connections with your client
- Facilitation skills that move clients for decisions
- Overcoming obtacles and addressing client common mistakes
- Using the power of words - what to say and what not to say
- Walking through the details without losing the client
- Engaging the client throughout the planning process
- Conversion process - completing the purchase process
Overcoming common mistakes as financial planners make
MODULE V: MANAGING CLIENT EXPECTATION - IMPLEMENTATION OF THE PLAN
Date: 18 November 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Tony Ng and Elsa Pau
Key learnings:
- Building an "Investment Policy and Expectation Management" document
- Implementation process - an ongoing process
- What to do when clients violate the agreement
- Dealing with clients' external influences - someone outside of the plan and not part of the agreement
Coaching clients to "let go"
MODULE VI: DELIVERING CLIENT EXPECTATION - SUPERVISION OF THE PLAN
Date: 2 December 2006 (Saturday)
Time: 9:30 am – 1:00 pm
Facilitator: Tony Ng and Elsa Pau
Key learnings:
- How do you break a bad news
- Coaching skills you can use for your life-long clients
- Dealing with conflicts and stress
- How asset allocation strategies change over time and the disciplines to follow
- Building a "client referral system" for life
** No CE credits will be awarded by IFPHK if participants are 15 minutes late (i.e. arrive after 9:45 am)
Enquiries: 2982 7888
