Date/Time: 16 September 2024, 2pm to 4.30pm
Generic Competency: Communication
2 Generic CPD credits will be awarded upon completion.
Course Fee
SEAA Member: $35.00
Non-Member: $40.00
Note: For SEAA members, please login to your account to enjoy member rate. UserID is your CEA registration number
Connecting and Building Trust with High Net Worth Individuals (HNWIs)
Generic Category: Communication (2 CPD credits awarded, subject to KEO’s approval)
Course Duration: 2.5 hours
Funding available: Nil
Course Outline
Part 1: Understanding High Net Worth Individuals
- Definition and characteristics of HNWIs
- Psychology and motivations of HNWIs
- Identifying the needs and expectations of HNWIs
Part 2: Building Rapport and Authentic Connections
- The importance of authenticity in connecting with HNWIs
- Effective communication strategies for building rapport
- Leveraging emotional intelligence in interactions with HNWIs
Part 3: Cultivating Trust and Credibility
- The role of trust in relationships with HNWIs
- Establishing credibility and expertise
- Handling sensitive information with discretion and confidentiality
Part 4: Tailoring Services to HNWIs
- Customizing services to meet the unique needs of HNWIs
- Providing personalized experiences and solutions
- Anticipating and addressing potential challenges and concerns
Part 5: Managing Long-Term Relationships
- Strategies for nurturing long-term relationships with HNWIs
- Proactive relationship management and client retention
- Continuously adding value and exceeding expectations
Course Synopsis
This course aims to equip participants with the skills and strategies necessary to effectively connect with and build trust among High-Net-Worth Individuals (HNWIs). Recognizing the unique needs, preferences, and expectations of HNWIs, the course delves into various aspects of communication, relationship-building, and trust-establishing techniques tailored to this demographic. Participants will gain insights into the psychology of HNWIs, understand the importance of authenticity and discretion, and learn practical approaches to cultivate meaningful connections and foster long-term trust-based relationships.
ABOUT THE TRAINER
Bernard Soo
Bernard Soo has over 18 years of experience in the Banking and Wealth Management industry, including 7 years as a private banker for High-Net-Worth Individuals and over 10 years in senior management roles such as Head of Wealth Proposition and Online Equities in Standard Chartered Bank and Head of Digital Wealth Proposition in UOB. In his management capacity, he designed and implemented bank-level acquisition strategies across the region to enable the Singapore bankers’ prospecting activities to help them achieve their acquisition goals.
Through his organisation, momenta Group, he currently trains and coach Private Bankers in the Private Banks in Singapore on Sales (Prospecting, Relationship Management and Negotiation), Wealth Management as well as Fintech.
Bernard previously served as the Board Member of the Singapore Fintech Association representing the Fintech community in Singapore. He is also co-founded CitaDAO, a DeFi Property Tokenising platform, where he assists UHNW individuals and Family Offices globally to tokenise their real estate.