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Bill Walton Sales Training provides the training and coaching to directly connect HNW prospects as well as the Centers of Influence that interact closely with them.
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Download the details of all of our Wealth Management training programs.
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Wealth Management Training Programs
Institutional Value Creation: Workshop for B to B Relationship Managers
Bill Walton Sales Training supports relationship management teams with training that helps them add value to their most important stakeholders. What’s included is more than just sales training. It’s a combination of business acumen, a value proposition that resonates, and an ability to trade on role- and industry-specific insights that help clients make their best decisions. Delivered in a two-day format and tailored to your specific industry segment featuring an issue-driven case study.
Team Finals Process Workshop™: From “Invite to Goodnight”
The RFP is already submitted. The consultant now wants to see how you orchestrate your resources to serve their client. This program gets finals teams to harmonize on message and present a synchronized presentation according to an established agenda. Program involves stakeholder profiling and video taped practice.
The 90-Day Dash™: The Step by Step Guide to Net New HNW Clients in 90 Days
The 90-Day Dash™ is a 90-day client acquisition program with built in accountability. The focus is on 4 parts - ideal client profiling, messaging, contact management and face-to-face engagement. Designed to help financial professionals systematically grow new business on a limited time budget.
A Giving Hand is Always Full™: A Roadmap to Lasting COI Relationships
Centers of Influence want what you want – more business. But what COIs want from advisors and their partners can be something entirely different. This program addresses the common categories of COIs, their sources of value, and specific relationship building tactics financial professionals can adopt to attract them. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Negotiating in the Relationship™
Investment managers and trading technology firms have created robust interactive brokerage platforms that offer do-it-yourself investing and robust financial management at discounted fees. But a price war has ensued and Client Managers need to negotiate concessions while maintaining their firm's P&L and the relationship. This one day program will help stem the tide of requests while boosting AUM.
Taking the Stress out of Asking for the Business (our "Closing" workshop)
Closing effectiveness is declining. Bill Walton Sales Training’s recent survey of sales managers revealed that nearly 90% of opportunities are not closing as forecasted. Financial Professionals will learn to present solutions with context– using the spoken words of prospects to ask for the business. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Telling Your Story: Value Prop Development
Prospects respond to how a representative describes situations they can personally relate to. This program helps financial professionals state why their clients work with them, and why specifically the prospect would be interested. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Personal Effectiveness: A Time Survival Kit™
While smart, credentialed and well meaning, not all of us have the bandwidth to seize all opportunity all of the time. In this tools-driven program, financial professionals learn to create their Perfect Week, to adopt a “time-slot” strategy for their outreach, and to take a “Big 6” approach to what’s realistic to accomplish in one business day. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
The Sales Management Forum™
Sales leaders have to balance the productivity and effectiveness of their people while fostering a performance culture. The Sales Management Forum focuses on the need to support salespeople uniquely through all stages of the sales process. Four sales management personas are introduced: The Enabler, The Business Manager, The Visionary, and The Expert.
Bill Walton Sales Training supports relationship management teams with training that helps them add value to their most important stakeholders. What’s included is more than just sales training. It’s a combination of business acumen, a value proposition that resonates, and an ability to trade on role- and industry-specific insights that help clients make their best decisions. Delivered in a two-day format and tailored to your specific industry segment featuring an issue-driven case study.
Team Finals Process Workshop™: From “Invite to Goodnight”
The RFP is already submitted. The consultant now wants to see how you orchestrate your resources to serve their client. This program gets finals teams to harmonize on message and present a synchronized presentation according to an established agenda. Program involves stakeholder profiling and video taped practice.
The 90-Day Dash™: The Step by Step Guide to Net New HNW Clients in 90 Days
The 90-Day Dash™ is a 90-day client acquisition program with built in accountability. The focus is on 4 parts - ideal client profiling, messaging, contact management and face-to-face engagement. Designed to help financial professionals systematically grow new business on a limited time budget.
A Giving Hand is Always Full™: A Roadmap to Lasting COI Relationships
Centers of Influence want what you want – more business. But what COIs want from advisors and their partners can be something entirely different. This program addresses the common categories of COIs, their sources of value, and specific relationship building tactics financial professionals can adopt to attract them. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Negotiating in the Relationship™
Investment managers and trading technology firms have created robust interactive brokerage platforms that offer do-it-yourself investing and robust financial management at discounted fees. But a price war has ensued and Client Managers need to negotiate concessions while maintaining their firm's P&L and the relationship. This one day program will help stem the tide of requests while boosting AUM.
Taking the Stress out of Asking for the Business (our "Closing" workshop)
Closing effectiveness is declining. Bill Walton Sales Training’s recent survey of sales managers revealed that nearly 90% of opportunities are not closing as forecasted. Financial Professionals will learn to present solutions with context– using the spoken words of prospects to ask for the business. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Telling Your Story: Value Prop Development
Prospects respond to how a representative describes situations they can personally relate to. This program helps financial professionals state why their clients work with them, and why specifically the prospect would be interested. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
Personal Effectiveness: A Time Survival Kit™
While smart, credentialed and well meaning, not all of us have the bandwidth to seize all opportunity all of the time. In this tools-driven program, financial professionals learn to create their Perfect Week, to adopt a “time-slot” strategy for their outreach, and to take a “Big 6” approach to what’s realistic to accomplish in one business day. Delivered in a 2-hour online and 4-hour face-to-face workshop setting.
The Sales Management Forum™
Sales leaders have to balance the productivity and effectiveness of their people while fostering a performance culture. The Sales Management Forum focuses on the need to support salespeople uniquely through all stages of the sales process. Four sales management personas are introduced: The Enabler, The Business Manager, The Visionary, and The Expert.