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Programmes :: About This Programme
The Challenge
Most financial advisers simply do not believe that new clients would pay merely to retain their services. This view is even more pronounced when you ask about existing clients - why would they pay a regular fee when they never have done in the past? Advisers are often unsure how to approach clients about retainers, what to charge clients to retain their services and how to justify the level of each retainer.
The Opportunity
Leading financial advisers in the country have shown that clients are often more than willing to pay retainers. The opportunity to charge clients a regular fee can be pivotal to building a successful practice with secure, dependable and growing income streams.
The Key Knowledge And Skills
To implement a retainer model successfully, advisers must develop the confidence in their abilities, define their service proposition, develop an understanding of client psychology and have access to tools and strategies proven to help introduce retainer charges.
Programme Agenda
Day 1
- Existing clients - the case for change
- Why existing clients actually prefer retainers
- Developing you client proposition
- Know your numbers
- Clients vs. customers
- The existing client retainer letter
- Setting up retainer meetings with existing clients
- Effective presentation of the retainer concept to existing clients
- Ensuring existing clients convert to retainers
- The opportunity focus tool
Day 2
- New clients - the case for change
- Why new clients actually prefer retainers
- Refining your sales process
- The new client retainer letter
- Developing your menu of services
- Setting up retainer meetings with new clients
- Effective presentation of the retainer concept to new clients
Day 3
- Group feedback and success stories
- Reviewing existing client retainer conversion progress
- Reviewing new client retainer progress
- Increasing the profitability of your retainer model
- Structuring an effective and profitable client review meeting
- Putting it all together
Programme Details
This programme is held over three days approximately ninety days apart over a six month period.
Each day begins at 9am and is scheduled to finished at 6pm although programme days may finish later should this be required. The maximum number of participants on this programme is strictly limited. Lunch and refreshments are included.
The cost of this programme is just £200+VAT per month paid over a nine month period.
Who Should Attend?
This programme has been designed for financial advisers or practice principal who is looking to make a successful transition to a profitable fee and retainer based model.
What's The Next Step?
If you would like to attend this programme, or would like more information please call us on 023 8089 2222 or use our Web Contact Form. If you'd like to find out more about our other IFA coaching and development offerings please visit our IFA Development Programmes.
The Key Benefits
- Learn how your practice could benefit from having your clients pay retainers
- Implement proven strategies for converting your existing clients to retainers
- Put in place proven strategies for ensuring your new clients pay retainers
- Access ready-made forms, letters and other materials for converting clients to retainers
- Understand how to sell the concept of retainers to existing and new clients
- Effectively design your menu of services and learn how to price the retainers you charge
- See the potential retainers have to secure and boost your income and business value
Testimonials †
"Brilliant. It made me realise that people were prepared to pay fees just to get your advice. This programme was very, very good - opened ones eyes."
"Following this programme, I will be surprised if I don't double my turnover in the course of the year - and in that context, the costs look like a bargain to me!"
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