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Engaging your clients in the financial planning process and creating lasting value in every client contact, over and above the fees you charge is key to a successful 'fee for service' model of advice...

Workshop: How to Engage Your Clients Successfully & Create Lasting Value in a ‘Fee for Service’ Practice

The past 18 months have brought with them a number of challenges for our profession. One of the most significant, the move beyond trail commissions and towards a more consultative model of fee based financial advice. So what needs to change in our current client engagement process to successfully execute this new business model? How do we communicate this change to our existing clients? What part of our advice process directly related to our client interactions needs to be modified to add value to the client in a meaningful way and to allow us to confidently apply our service fees with ease and confidence? How will we engage in such conversations with our clients to bring a new meaningful dimension to our advice that we will charge for? We need to do this by taking a consultative approach to our advice process. 

We need to start to understand the true meaning of holistic advice, values based conversations and life planning. In this one day workshop you will be introduced to a new way of engaging your clients in the advice process by using the consultative method of advice that will give you the confidence in the new fee for service landscape.

Topics Covered

• Engagement in the first meeting: communicate your value, articulate your service offering and position your fees whilst building your new client relationship
• The Discovery meeting: anchoring clients’ into the financial planning process (deep engagement)
• Exploring and clarifying clients goals and objectives– The foundation of your advice
• Values based conversations-Coaching your clients to their desired outcomes
• Positioning your fees for service with the client– successfully!
• Utilising your unique value proposition to communicate your value every step of the way
• Creating client expectations as part of your framework of holistic advice
• The review meeting: remaining meaningful in clients lives over the long run

Who Must Attend?

Financial Planners who want to be successful and confident in employing a 'fee for service' approach. Also Practice Development Managers and financial planning Team leaders, Coaches & BDMs and anyone who wants to understand the way to communicate the value of advice in the financial planning process and get a taste of AdviserQuest's unique programs.

How is the Course Delivered?

The course is delivered in a face-to-face workshop format by Leyla Banaei, an experienced industry practitioner and a qualified coach who is not only an adviser but highly skilled in training and facilitation, specialising in working directly with Financial Planners, in client engagement, client relationships and trust in the financial planning process.

The workshop will be a fast paced, exciting blend of classroom style teaching, live demos, exercises and role plays and interaction with the coach. The coach will share openly from their own client experiences. There will be ample time for questions. Expect to not only develop new skills but also to completely transform your ideas about your client interactions.

Are there any Pre-requisites?

This workshop assumes the participants will have experience as a Financial Planner or they are developing in their role as a Financial Planner, Practice Development Manager or Business Development manager, or intending on working as a Coach or Mentor of Financial Planners.

On Successful Completion

You will know how to employ the consultative approach in your advice process, a new way of engaging your clients that will give you the confidence you need to succeed in the emerging ‘fee for service’ landscape.

What Materials will be Provided?

Comprehensive participants’ guide and notes provided.

About Your Presenter

Leyla Banaei is the founder of AdviserQuest. She has been actively working in the Financial Planning Industry for over 12 years.  Leyla can help you get over the mental barriers that stand in the way of your ultimate success, in your personal approach in dealing with your clients or in running your business. She can give you the ‘how to' on attracting your ideal clients and show you how to work more effectively with them to build a long lasting profitable relationship. In fact "Client Relationships" is just one of her expertise.

Leyla has gained her experience through various roles not only working directly with Financial Planners as a coach and consultant but also in business development, client services, para planning and implementing financial planning business solutions but also being a front line Financial Planner herself. Leyla believes that for those who strive to succeed in an industry as dynamic as ours, they must focus not only on quality financial advice but on building lasting relationships.

Download Leyla's Full Bio

Don't Want to Pay Online?

Call our events director at the office on 1300 886 907 or e-mail us at transform@adviserquest.com to book your place now!