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Better Client Relationships CPD Workshop

RDR events for IFAs

7 Sep 2012

Thursday 27th September 2012 10:00 to 16:00 The Westminster Suite, IOD The HUB, 35 New Broad Street, London EC2 1NH

Delegates participating in this workshop can claim up to 5 CPD hours towards the CII member CPD scheme

The Retail Distribution Review (RDR) is a reality and will herald a new dawn for the retail financial services industry.

If you want to ensure client trust and loyalty and are concerned at the effects of regulatory change, then you need behavioural skills that succeed.

Do you have a system for understanding, exploring and applying behavioural economics and judgmental biases to ensure relational risk is managed and clients value your services? Do you have a system to ensure clients will remain loyal and trust your services? Not sure how to create one?

Join us on 27th September and you’ll learn exactly how to create your very own Better Client Relationships programme - and how to make it work. This half-day CPD workshop takes you through the process step by step. By the end you’ll have a solid, workable system AND the motivation to make it happen.

“I thought the workshop was really good. I came away with some very useful ideas.  I’ve attended much longer, expensive seminars in the past and have left feeling as though I’ve done all the work for not much benefit. A very different feeling here. My overall evaluation: Excellent.” Carol Hunter Relationship Manager Myddleton Croft ltd.

What’s included on the day…

  • Understand how to put the Relationship back into customer management and segmentation strategies.
  • Inspire clients to understand the value of your services, recognise and counteract clients’ inclination to dispense with on-going services.
  • Communicate the value of the price for your advice/service and manage relational risk. 
  • Position your business services within the relevant COBs rules and treating customers fairly (TCF) principles.
  • Ensure fiduciary relationship standards apply to your client relationships.
  • Understand client behaviours that are key to your business relationships detriment and success.
  • Develop influencing strategies to minimise the impact of irrational behaviour and clarifying the benefits clients receive from a relationship with you.
  • Attract suitable clients for your services.
  • Identify cause and effect and locus of control: How events shape behaviour and alter clients' beliefs about risk.
  • Identify behavioural signals when a client maybe harbouring un-vocalised unease about the relationship.
  • Be conversant with key works of Professors Daniel Kahnman, David de Meza, Robert Thaler, Robert Cialdini and Kevin Dutton on the universal principles of behavioural economics, finance, influence and persuasion.
  • Be able to describe what behavioural economics is and how this affects client relationships.
  • Be able to describe how cognitive biases affect client behaviour.
  • What you should be doing daily, weekly and monthly to nurture your clients’ relationship capital.
  • Get your mindset right - how your thinking directly impacts on your client relationships.

Who is this event for?

  • Those responsible for developing communication and behavioural skills and client wealth management in their business
  • Professionals involved in client relations and learning and development
  • Senior managers responsible for the development of their advisers or sales teams
  • All those who want to know what the successful behavioural skills and methods are going to be in 2013 and beyond

BONUS GIFT: All those attending will receive a free copy of Chris Davies’s latest book ‘Winning Client Trust: the Retail Distribution Review and the financial services industry’s battle for their clients’ hearts and minds’ worth £13.99.

 "Winning Client Trust explains exactly how to place the client at the heart of the financial services industry for the benefit of both businesses and customers" Mike Harris Chairman of Garlik and founder of three icon brands - First Direct , EGG and Mercury One to One.

 “I would like to thank you. For anyone who wishes to develop themselves, and appreciates that fellow workers can instrumentally assist in this process if approached in the correct way, then I can do no better than recommend Engage and the system they use. A very professional presentation backed up by the knowledge and direction that will take any leader along the right path.” James Percy-Caldwell CEO Aisa Ltd.

If you want to get the motivation you need to turn loose ideas into solid results – eliminate the confusion around what to do in readiness for RDR - learn and contribute with other business professionals facing the same challenges as you, then…

Book here for the Better Client Relationships Workshop

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