Elements and Performance Criteria
- Create rapport with prospective client
- Prospecting is carried out and a general introduction to products, services, organisational values and experience is disclosed to potential client through a range of communication methods
- Appropriate questioning and listening skills are applied to determine prospective client's understanding of financial processes
- Prospective client is informed of the role of advisers and the organisation
- Identify the prospective client's needs
- Secure commitment
- Reasons for resistance are probed and identified and addressed in an appropriate manner through a strategy to manage the resistance
- A range of communication and interpersonal skills are used to gather prospect's personal, financial and business details in accordance with relevant legislation and the next steps that will occur are mapped out
- Manage prospective client information