|
|
 |
 |
|
Cohen
Brown's Trust and Private Banking Solutions provide specialized
financial services professionals serving the affluent market
with specific skills for increasing client relationship management,
desired retention and bottom-line results. Examples of Trust
and Private Banking Solutions from our library include:
Proactive Relationship Management Lab
The Proactive Relationship Management Lab teaches how to
work as an effective affluent-client team providing extraordinary
relationship management and differentiated client service. The
program emphasizes working with current clients to better understand
their financial needs, goals and objectives and, as a result,
gather additional assets managed elsewhere, obtain more loans,
upgrade accounts, cross-sell other financial services and obtain
qualified referrals to new clients. A few program highlights:
 |
|
Understanding
the difference between consultative and transactional
selling and how to differentiate yourself in the market
as the premier provider of financial services. |
|
|
The
Financial Needs Analysis Profile, or FiNAP® - a unique
means of conducting a thorough needs analysis in a conversational,
consultative manner that motivates the listener to openly
discuss all of their financial needs. |
|
|
Working
as a team of generalists and specialists to review the
financial data obtained, determine the appropriate financial
solution recommendations and present them in a manner
that motivates the client or prospect toward implementation. |
Teleconsulting Training Lab
The Teleconsulting Training Lab is designed specifically
for trust administrators and portfolio managers seeking to deepen
relationships with existing clients and acquire new clients
through providing extraordinary client service. The program
teaches a unique, value-added process for profiling, clarifying
and satisfying a trust client's diversified financial needs.
A few program highlights:
|
|
A successful prioritization system that enables trust
professionals to assist clients in identifying their critical
needs from less critical needs and determining appropriate
financial solutions. |
|
|
Basic
and advanced techniques for achieving maximum results
by increasing the bond between clients and trust administrators
and/or portfolio managers. |
|
|
Structured
time management steps to develop time surplus for accommodating
the increased levels of business which result from utilizing
the techniques taught in the Lab. |
Consultative Team Closing Techniques
Once the trust and investment needs of current clients,
prospects and referral leads have been identified, the next
step is to convert those needs into "booked business." Cohen
Brown's closing techniques program teaches participants how
to do this consultatively, utilizing the full resources of the
bank's team of specialists. The goals of the program are to
accelerate the sales cycle and to increase closing ratios, retentions
and professionalism. The participants will be taught how and
when to use closing techniques independently or in a team-selling
methodology with other specialists. A few program highlights:
|
|
The Second Call Presentations Clinic - Developing custom-tailored
presentations for each step of the call, as well as how
the call is pre-positioned by the primary relationship
manager. |
|
|
The
Interview Appointment Presentations Clinic - Defining
the specific roles and responsibilities of each specialist
and developing custom-tailored presentations for each
step of the meeting to present recommendations and close. |
|
|
Objections
Clinics - Predicting and preparing the affluent-client
team to overcome all possible objections. |
|
| |
