Referrals are the most valuable source of new business in the Financial Services Industry. You will learn how to build a robust and effective referral process. In addition you will be given tips to use, traps to avoid and high impact ways to present your value proposition and easily gain a referral.

You will learn to:
Understand the importance of building your business with referrals and using the SMART framework to effectively develop and maintaining your business network
Use a Perfect Client Profile to focus your activities on the best clients for you
Maintain a positive attitude to effectively gain quality referrals
Use a professional pitch to put clients at ease and increase the likelihood of clients providing leads
Use a networking plan to maximise opportunities at networking events
Adapt your behaviour to different networking situations
Use a variety of networking sources to generate leads and grow your network
Follow up network contacts through a variety of methods in a timely fashion.

8 CPD Points. (This activity has been accredited for continuing development points by the Financial Planning Association of Australia but does not constitute FPA's endorsement of the activity.)

Click here to enrol. (Just $75 AUD).

Click here to view video.

Centres of Influence (COI ’s) are a valuable source of new business in the Financial Services Industry. They can produce rapid results in a short period of time and can have a dramatic impact on your bottom line. They are key to a rapidly expanding business.

You will learn:
What makes a good centre of influence for your business and how to plan, prepare and approach them
How to create a step by step process just right for you
How to make the most of every opportunity
Tips to follow and traps to avoid.

8 CPD Points. (This activity has been accredited for continuing development points by the Financial Planning Association of Australia but does not constitute FPA’s endorsement of the activity.)

Click here to enrol. Just $75 AUD.

Click overview.

First meetings and fact find meetings need to be handled professionally. Personal and intrusive questions must be asked and information obtained without offending the client. In fact it’s important to take the opportunity presented by this in-depth meeting to develop rapport and build for a long term relationship with the client.

You will learn:
The principles of questioning including types and techniques.
How to prepare for and conduct a first meeting and a fact find.
The do’s and don’t’s in effectively using a fact find template with a client.
The five key bases for questioning strategies.
How to bring the meeting to a successful close.

8 CPD Points. (This activity has been accredited for continuing development points by the Financial Planning Association of Australia but does not constitute FPA’s endorsement of the activity.)

Click here to enrol. Just AUD 75+gst.

View overview video .

Overview
Objections are unavoidable in the sales process. They're a fact of life for any sales industry professional. They arise in every sales call and they present both danger and opportunity. If handled properly they can lead directly to a sale; if handled poorly they spell failure.

Over the course of nine modules you will learn:

• How objections benefit you
• How to receive objections
• Why buyers raise objections
• The objections themselves
• How to identify false objections and uncover real objections
• How to take control of the situation
• The process for handling objections
• The principle types of objections and how to overcome them
• Trial closes and how to use them effectively
• When and how to close
• The stages of the closing process

8 CPD Points. (This activity has been accredited for continuing development points by the Financial Planning Association of Australia but does not constitute FPA’s endorsement of the activity.)

Click here to enrol Just AUD 75+gst.

Click here to view video.