Relationship management skills for private bankers
Our private banking training and wealth management training programmes are designed to reflect your specific needs and learning objectives. Our core offering is centred around relationship management skills, providing your people with tools they can use day-to-day, as well as skills and insights to deliver their goals more effectively.
Our private banking training and wealth management training programmes are designed to reflect your specific needs and learning objectives. Our core offering for this sector is centred around relationship management skills, designed to provide your people with practical tools they can use day-to-day, as well as skills and insights to deliver their goals more effectively.
From effective listening and questioning skills to managing and growing client relationships, we have over 30 years of expertise to draw on in the design and delivery of your learning and team development solution.
Deliverable as virtual learning or a face-to-face in-class workshop, our experiential learning approach focuses on seven fundamental areas that are critical to relationship management development and team development. Centred around our Private Banking Simulation, which makes extensive use of professional role-play actors, this banking simulation draws on a mix realistic client interactions including phone calls, virtual meetings and face-to-face meetings. Each of the seven areas (as below) is a blend of simulation and facilitator-led inputs/discussions designed to build up skills logically and gradually.
• Effective listening – Participants are faced with a range of genuine client scenarios designed to test and develop their effective listening skills. Delegates benefit from 360-degree feedback and get a chance to replay the action to practice and refine their skills further.
• Effective questioning – Participants develop their skills on questioning including learning the different types of questioning, how to structure questions and how to establish credibility and build rapport.
• Managing client meetings – Participants learn through simulated client interactions that explore how to open meetings, respond to cues, manage the middle of a meeting and how to close a meeting along with the next steps.
• Communicating effectively – Participants learn how to clarify the message being communicated, structuring communication, taking audio and visual cues and learning the preferred communication style of your client.
• Analysing current customer needs – Applying analytical tools to discover key industry drivers and the business imperatives for the simulated clients. Your people come away with sufficient knowledge of client opportunities and needs.
• Analysing future customer needs – Participants map out the future business drivers and visions for a client and come away with sufficient knowledge on how to identify likely customer needs and possible bank solutions.
• Strategic relationship management – This phase helps participants map out the best methods for building credibility and earning the trust and empathy of clients. Participants gain the confidence to challenge the thinking of senior management while displaying respect and empathy to win over clients.
Our offering for business banking training also includes Client Service Skills, helping to complement our relationship management programmes. For more information on our experiential Client Service Skills programme, see the links below.