Relationship Reviews

Bankers have been conducting relationship reviews for decades. The challenge is that most are focused on the products and services the client has yet to buy versus what the client needs to do to move their business forward. Relationship Reviews helps financial services professionals think outside-in versus inside-out.

Audience:

Senior Executives, Regional or District Sales Managers, Relationship Managers, Business Development Officers, Wealth and Investment Consultants, Branch Managers, and others charged with deepening client partnerships

Time Frame:

One-day classroom module

Prerequisites:

Discovery Calls & Presentation Calls

Relationship Reviews Key Learning Outcomes

Use a strategic approach to determine the client tier(s) that receive Relationship Reviews
Analyze ideas and success practices from other industries that have optimal success rates
Employ client-centric research to understand the client’s urgency and ability to solve their challenges
Prepare specific questions for each Relationship Review IMPACT survey
Use data from surveys to prepare the Relationship Review
Conduct the Relationship Review using the trust-based conversation model
Prepare and execute Relationship Reviews with internal partners
Create ongoing value after the Relationship Review

Tools and Job Aids:

Pre-Call Research Job Aid
Share of Heart Job Aid
Relationship Review IMPACT Survey
Relationship Review Job Aid
Relationship Review Observation Guide
Relationship Reviews Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543