This foundational Playbook isolates early portions of the conversation. Emphasis is placed on building trust and credibility, framing the discussion and exploring needs. Situational questioning, listening skills and note taking approaches highlight Client Conversations 1.
Client Conversations 2 brings the second half of the client/banker interaction into focus. It is typically scheduled 45-60 days after Client Conversations 1. This Playbook begins with a review of successes bankers achieved using the tools of Client Conversations 1. Key skills learned in this Playbook include; presenting tailored solutions, describing next steps, seeking client commitment and dealing with concerns.
Onboarding systems have existed in our industry for decades. Most have either been abandoned, completely fail or fall woefully below expectations. Onboarding Conversations combines skills and tools with accountability and observations to maximize the first year’s relationship with totally new clients. This client centric approach establishes a positive experience and lays the groundwork for significant cross solving. This one works.
This advanced Playbook targets two critical conversation skills. It takes a deeper dive into situational and high value questioning and dealing with issues that may cause clients not to select the services suggested by personal and universal bankers. Actual case studies and significant practice makes Spotlight on Client Needs and Concerns a natural follow up to Client Conversations 1 and Client Conversations 2.
Give me a little info and I’ll be back with you shortly.
Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543
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