| Course Description |
This course focuses on the 3C’s of wealth management: communications,
counseling and client relationship management. The first half of the course will
focus on both the theoretical foundations as well as best practices associated with
client communication and counseling. The overall objective is for the learner to
develop a variety of tools to develop deeper relationships with clients through a
variety of different communication tools. This case-based course blends both
theory and active learning, where students will observe and demonstrate effective
oral and written communication within a client-planner interaction.
The second half of the course will focus on client relationship management over
the entire life-cycle of the client, from business development to generational
transfer of wealth. Students will develop the necessary skills to both attract new
clients as well as to develop deeper relationships throughout the wealth
management process. Students will also learn to analyze their clients and structure
persuasive, ethical, and compelling messages in written and verbal channels. In
addition, this course will discuss how technology is utilized to better connect with
clients including the ability to integrate reporting, analytics and performance to
provide more sophisticated and customized advice.
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