CAS - (COMPETENT ADVISOR’S STATUS)

for: CeMAP & CeFA STUDENTS

STAGE ONE

Our financial advisers work alongside our mortgage advisers and our network of Professional Introducers (accountants/Solicitors) to deliver a wealth management proposition to their clients. This training programme provides you with a superb training strategy to take you to financial adviser status and then into Independent Financial Adviser status over time. At Crystalblend Training Academy we also provide you with sound business management expertise to allow you to run your own business effectively. We have our own bespoke ‘Business management for Financial services’ programme which will provide you with an 8 point quantitative plan for succeeding in Financial and we will work with you through this important early stage.

Following initial interviews and vetting you will be invited to attend the relevant courses leading to the industry CeFa examinations. Whilst you are studying for your Industry examinations you will be invited to participate in an initial 5 day ‘Advisor Skill Course’ which will allow you to see how your course material actually applies to the real world of Financial Services.

Adviser Skill Course – Overview

The course consists of 5 days intensive training with a final assessment which is video recorded. This programme is run by Industry experts whom have over 20 years experience in the Industry.

Day One

• Introduction
• General overview of how the course will run and what documents will be used during the course
• Overview of the sales process is and what is required to be compliant
• Communication skills and various techniques to improve the skill
• Build rapport and techniques
• Role plays practice – Stage 1 of Sales Process Standard
• Document familiarisations
• Building a Business Pt 1

Day Two

• Fact finding and establish a client risk profile
• Consequence – Disturbing Questioning
• Role Play Practice – Stage 1 and 2 of Sales Process Standard
• Document familiarisations
• Building a Business Pt 2

Day Three

• Portfolio Planning
• Features, Advantages and Benefits
• Handling Customer Resistance – Objection handling
• Sales process Stage 3 and 4 of Sales Process Standard
• Preparation for assessment 1 – using practice case
• Building a Business Pt 3

 Day Four

• Assessment of sales skills Part 1
• Initial approach and fact find
• Role plays Practice – Stage 3 & 4 of sales Process Standard
• Document familiarisation and preparation of assessment 2 – using practice cases
• Building a Business Pt 4

Day Five

• Assessment of sales skill part 2
• Building a business Pt 5
• Presentation and Close

On completing the Adviser Skill course you will need to attend the Inheritance tax Planning workshop for IHT licenses.

Once all of the above named courses have been completed you will be accompanied at each client meeting relevant to the entire product range and will be signed for competence at each stage of the sales process.

Your on-going competence will be supervised until CAS (Competent Adviser Status) has been achieved and you will then be monitored in accordance with the agreed risk matrix.

STAGE TWO

As you progress through your CeFa training we will be adding value to your own Business Proposition and enhancing your Sales and Marketing Skills.

We have devised Four Bespoke Training Modules:

MODULE 1

Marketing Skills

Areas Covered

• Referrals
• Building a Network through Clubs and Associations
• Professional Introducers & Seminar Skills
• Direct Marketing &
• Promoting Yourself and Your Business in the Local Community

 MODULE 2

Sales Skills

Areas Covered

• Making the Appointment
• Running a Fact Finding Meeting
• Creating new leads from the Fact Find
• Added Value Business
• Creating A Client & Servicing Strategy
• Handling Objections & Painting Pictures
• An Introduction to NLP

MODULE 3

Business Skills

Areas Covered

• Where You Want to Be…’Setting Goals’
• Where Are You Now

• Personal Skills Analysis
• The Boston Cycle
• Activity Drivers
• Creating An Achievement Programme…’A Strategy’
• Building The Business…’The Business Plan’

MODULE 4

Self development ‘Being The Best You Could Possibly Be’

Areas Covered

• Self Belief
• Think Act Believe Become
• Limiting Beliefs
• Decision Making
• Self Management & Ultimate Goal Planning

STAGE THREE

BUILDING EXCELLENCE

STAGE ONE:

DIAGNOSIS

• Understanding by each delegate of exactly where they are today

STAGE TWO:

SETTING OBJECTIVES

• Clear understanding by each delegate of the ultimate objective of the  process, matching the results of this to their personal goals

STAGE THREE:

SKILL ENHANCEMENT

• Advanced skills enhancement. Adding Value to delegates

STAGE FOUR

• Setting Personal Strategies for Achievement in 2010
• Each Delegate will have a written agreed strategy in place for achieving Corporation Objectives in 2010/11

STAGE FIVE:

FORMULATING QUANTIFIABLE INDIVIDUAL STEPPED PERSONAL DEVELOPMENT PRORAMMES 

• Each delegate will have a clearly defined Personal development programme set up designed to enhance their personal Competency. Each plan will be monitored ensuring a steady improvement in measured Competency