Whilst the program will be designed to meet the specific needs of the attendees, the course contains a number of overriding themes or guiding principles that dictate our approach to the training:
Communication skills are at the heart of the client relationship and are key to business growth
The intergenerational transfer of wealth over the next 20 years cannot be ignored – wealth managers should not assume they can retain client assets when their clients transfer wealth to the next generation
Whilst there is a place for robo or automated advice, your most valued HNW and ultra-HNW clients will always require face-to-face advice – the majority of successful individuals and families have complex cross-border affairs that require bespoke advice across a number of fields e.g. tax, legal, immigration. Robo portfolios should merely complement a face-to-face relationship for these types of client.
One of the most efficient ways for wealth managers to increase assets under management is to deepen share of wallet from existing clients – it is easier to develop an existing client relationship than to find a new one
When a wealth manager engages with a prospect, converting that prospect into a client is dependent on a number of inter-related factors such as brand reputation, performance and trust. Over 50% of clients give all 3 factors an equal weighting
Technical knowledge is just the starting point – relationship management skills are what makes a wealth manager ‘elite’