Relationship Management Lab (RM LAB)
This lab is designed for consumer bankers who want to improve their service to existing clients and accelerate their development of new client relationships. More specifically, the lab's goal is to facilitate proactive client service including gathering assets and liabilities, upgrading current accounts, and cross-selling other banking services to satisfy clients’ total banking needs.

This program is ideal for bankers who work with a consumer client base, especially those with a portfolio of assigned accounts. Therefore, it is well suited to platform officers or personal and preferred or private bankers seeking to enhance their relationship management and consultative selling and servicing skills.

Regardless of a bank’s previous training or current sales strategy, the Relationship Management will dramatically and immediately increase revenue, client retention, and referrals. A few of the program highlights include:
  • Proactive Relationship Management – Transforms banking officers into “Personal Financial Managers” who understand the essential differences between consultative, broad-based selling and transactional, product-specific selling
  • Consultative Financial Needs Analysis Program (FiNAP®) Questionnaire – Clarifies a client's Diversified Banking Services needs through Cohen Brown’s own advanced, user-friendly, client-centered approach to profiling
  • Developing a Custom-Tailored “Diversified Banking Portfolio” – Enables bankers to meet each client’s precise needs, based on the FiNAP and our unique process for differentiating a client’s critical vs. non-critical banking goals and investment objectives
  • Window of Opportunity-Based Consultative Product-Specific Selling – Provides a consultative approach for recognizing future product-specific opportunities that would benefit the client, as well as offering product-specific opportunities in a consultative manner to referral leads or new clients
  • Consultative Styles of Closing the Sale – Teaches closing strategies and techniques designed to increase the number of product and service sales
  • Time Management (Surplus) Techniques – Structured time-management steps that include pre-planning, time-locking, and batch processing


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