Module 1: Winning new clients
Learning objectives
- Explore Vanguard’s four-part model for evaluating professional advice.
- Learn the benefits of conducting customer surveys to identify areas of improvement.
- Explore market segmentation and its application in client-base analysis; how to conduct successful initial client interviews including, preparation, agenda structure and, effective communication.
- Learn to communicate the value of advisory services effectively, adapt to client preferences, convey financial concepts clearly and leverage technology to create impactful presentations.
Learning outcomes
- Understand how to effectively segment client bases.
- Understand Vanguard’s four-part model for evaluating professional advice, and the benefits of conducting a customer survey and interpreting the results.
- Understand how to conduct confident and purposeful initial client interviews, communicate value propositions, understand client goals and risk tolerances, and create tailored financial plans.
- Understand how to deliver successful pitches , and convey complex concepts clearly.
Unit 1: Adding investment value using customer surveys
Reading time: 4 minutes
Unlock your clients' value by understanding their metrics. Explore Vanguard's four-part model for evaluating professional advice and enhance your investment strategy.
Read the articleUnit 2: Effective client segmentation for financial professionals
Reading time: 10 minutes
Market segmentation can help you focus your prospecting efforts and service offerings. Segmentation can help you define the right clients for your practice, what those clients look like and how to target them.
Read the articleUnit 3: Pitching skills for financial advisers
Reading time: 10 minutes
Successful pitching skills are an invaluable tool that help improve client relationships and discover new ones. Learn how to enhance your pitching skills here.
Read the articleUnit 4: Influencing skills for financial advisers
Reading time: 10 minutes
Influencing skills can help a financial adviser not only explain things to a client but also advise and steer them in the right direction too. Find out how.
Read the articleVideo: Influencing skills for financial advisers
Watching time: 2 minutes
Learn about the importance of influencing skills and how to develop them.
Watch the videoUnit 5: Creating successful initial investor interviews
Reading time: 6 minutes
Successful first-client interviews are based on preparation, communication and understanding. Discover how to hold an interview that delivers results for all.
Read the articleModule 4 quiz
Take the Module 4 quiz for 45 minutes of CPD
Take the quiz
Other sections on client relationships
CPD designed to help you build your practice, market your services and develop your network.
Section 1: Articulating your value
Mastering the art of articulating your value is integral to your success. This section will expertly guide you through communicating the true value of your advice and quantifying it for clients, forging loyal long-term relationships.
Section 3: Building loyalty
Building client loyalty is a cornerstone of financial advisory success. Explore strategies to cultivate trust, enhance service quality, understand and meet your clients’ needs, gain important feedback and establish enduring client relationships.
Other Vanguard 365 pillars
Practice management
Tailored content to help you build your practice, market your services effectively and cultivate a thriving professional network.
Financial planning
CPD content structured to give you access to useful tools, guides and multimedia resources covering diverse topics from risk profiling to retirement planning.
Investment knowledge
CPD content formulated for you to explore in-depth insights on investment principles, portfolio construction and comprehensive product education to expand your technical knowledge.