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Wealth Advisory Program 3.0 - Winning New Clients

TGS-2024052004​

Target Audience
Private Bankers, Wealth Managers, Financial Advisors & Retail Bankers

Date

27 March 2026

Duration

9:00 PM – 6:30 PM
1 Day

Assessment

MCQ

CPD Hours

8

Funding

IBF Standards Training Scheme (IBF-STS)

Program Fee

Early Bird: 10% Discount (register 1 month before the program commencement date)
Regular Fee: S$1300

Register Now

Sign up now for any of the sessions. A confirmation email with the hotel venue details will be sent to you closer to your selected date.

This workshop is designed to strengthen your sales pipeline through effective prospecting and action planning. It will help you increase conversion rates, enhance client acquisition efficiency, and achieve sustainable business growth.

Program Overview

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Learning Objectives

  • Strategically calculate the precise number of prospects needed to attain NNM targets, enabling optimal allocation of time & effort.
  • Have a clear client acquisition plan, applying the tools & techniques to drive conversion of leads to account opening.
  • Clearly & convincingly articulate both personal & bank’s value proposition.

Program Introduction & Orientation

This program introduces participants to the 7 steps in the Wealth Management Client Sales Process and addresses common challenges in acquiring NNM from new clients. You will explore the 3 types of client conversations , learn to successfully engage clients from previous banks , and articulate your personal and the bank’s value proposition.

Key Topics

The Wealth Management Client Sales Process (7 Steps in Getting New Clients)

Challenges in Acquiring NNM from New Clients

3 Types of Client Conversations

Successfully Engaging Clients From Previous Bank(s)

Articulating Personal & Bank’s Value Proposition

Frameworks & Tools

  • Prospecting Business Plan & Prospecting Calculator
  • Building Trust – Trust Formula
  • Matching Buying Styles – mDISC
  • Structuring Meetings Effectively – R.O.A.D.M.A.P.
  • Questioning Techniques – Questioning Loop; Discover & Uncover
  • Discovery Questions – H.C.F.
  • Portfolio Approach – SAA/TAA
  • Handling Objections – 4 Es
  • Active Listening Skills – Clues & Cues
  • Creating Solutions – 6 Cs
  • Summarizing Effectively – A.B.C.

Practice & Application

Prospecting Role-play Scenarios​

Key Value Propositions: Winning New Clients

A Practical Framework for Sustainable Client Acquisition

This program gives you the practical tools and proven frameworks to successfully find and convert new clients. We focus on refining your prospecting skills through hands-on practice and integrating your bank’s specific advisory process , helping you achieve your NNM targets and drive sustainable business growth.

Integrated Advisory Process

This isn’t a generic sales course. We integrate your bank’s specific value proposition and advisory process directly into the training. This ensures everything you learn is immediately relevant and applicable within your organization.

Hands-On Skill Refinement

Move from theory to action. You will actively refine your prospecting skills through realistic role-playing scenarios, dedicated coaching, and direct, constructive feedback. Walk away with the confidence and tools to handle any client conversation.

A Practical Plan for Success

Stop guessing and start planning. You will receive a practical Prospecting Business Plan Template designed to organize your efforts and significantly increase your client acquisition success. It’s a clear roadmap for achieving your business goals.

Wealth Advisory Program 3.0 - Winning New Clients

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