Individual Financial Planning – Diagnostic Techniques and Customised Solutions

Last Update June 23, 2023
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About This Course

Individual Financial Planning – Diagnostic Techniques and Customised Solutions


Shift from Product to Need-Based Selling

• Introduction • Why need based selling • Opportunities and challenge in MF industry

Steps of Need-Based Selling

• Steps of need-based selling • Developing your income plan • Prospecting

Building Credibility

• Self-introduction - face to face and on telephone • Building credibility

Introducing the “Goal Finder”

• Connecting to the need identification questionnaire • Introduction to the questionnaire - multiple up and cross sell opportunities • Goal finder questionnaire - questions and role plays • Identifying needs • Identifying risk aptitude • Disposable Income

Adequacy of Recommendation and Preparing a Personalized “Financial Plan”

• Time value of money calculations • Recommending calculations-based SIP amount – improving ticket size • Preparing a personalized and formal “Financial Plan” using SAFE “Presentation Tool” • Presenting solutions to the clients

Referrals and Recommendations

• Client Reviews – an opportunity to consolidate sale, up-sell and cross-sell. • Why, how and process tools for Client Reviews • Taking client feedback • Supporting • Gathering referrals and converting some into recommendations
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