These past months have been the most challenging times for client
advisors in recent history. Tumbling stock portfolios, carefully selected by the advisor and their asset
managers, needed to be explained to clients; structured products reached their knock out barriers thought
to be impossible, creating havoc with asset allocation; and the financial liquidity crisis raised clients’
fears about the safety of their cash and time deposits to panic levels.
With
the increased caution of loss averse investors and a loss of excitement about innovative structured
products or alternative investments, the classical quality of trusted personal advice has suddenly gained
in significance. Yet at the same time the reduced asset and revenue levels have made it more difficult
to afford the time and resources needed. Delivering the highest quality service possible under practical
economic restrictions is therefore of foremost importance in the current environment of private banking.
This
is precisely what "Developing Private Banking" aims to teach: How to use scarce time and scarce
institutional resources in a systematic and effective way, to consistently deliver the highest quality
advice, and to build and strengthen a mutually beneficial relationship of trust with the client.
The
seminar teaches participants how to improve the effectiveness of the client advisor in each step of
the client life cycle. This is achieved in many different ways, be it through the application of proven
working methods, or through improving the interpersonal skills of the client advisor. The seminar not
only demonstrates these methods and skills, but also teaches participants how to successfully implement
them and how to monitor progress.
