The Consultative Planner
The Consultative Approach
As financial services organisations strive to meet their clients’ financial planning needs, financial planners play an important role in creating and implementing financial solutions for their clients. Planners need consultative problem-solving skills to truly understand their client’s current and future needs and requirements and they need to integrate their technical skills into a consultative process. When they are able to do this, the client clearly understands the value proposition.
The Consultative Planner (TCP) introduces a problem-solving mindset and presents an effective process for consulting with new and existing clients. It helps financial planners become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. TCP approaches the relationship from the client’s viewpoint and addresses the four NOs that restrain clients from willingly engaging in the recommended solution, service, or product.
Knowing how to effectively address each of the four NOs means the difference between a successful relationship and an ineffective interaction.
TCP establishes a basic philosophy of consulting with an easily understood approach. Implemented as a flexible and integrated human performance improvement solution, it enables a consistent client experience from financial planners, effective coaching and performance management with a variety of tools, and overall increased effectiveness.
Wilson Learning believes that learning must be transferred to day-to-day work practices. To achieve this, TCP includes components and activities that enhance Participant Readiness, Learning Transfer, and Organisational Alignment.
Participant Readiness prepares financial planners and managers for the overall learning experience:
- Pre-workshop communication
Learning Transfer design embeds practice and use of new skills. The learning is delivered as a:
- Three-day face-to-face, application-oriented workshop
Organisational Alignment ensures the organisation supports the use of the new skills:
- Post-learning reinforcement activities available for both the manager and participant
As a result, The Consultative Planner (TCP) becomes part of your organisation’s consulting practices, benefitting clients and increasing productivity.