Client Acquisition Subsidies Available

Building Trust, Winning Clients

A practical client acquisition programme built around credibility, structured needs discovery and a relationship-led approach to prospecting, objections and follow-up.

6 Modules Intensive Workshop Public or in-house delivery

Enquire About This Programme → Run this in-house

— Programme Modules

Six modules, built to be used immediately.

01
Understanding Modern Client Acquisition
- The changing client acquisition environment
- Moving from transactional selling to relationship-led engagement
- Understanding the client acquisition journey
- Identifying opportunities and prospective client segments
02
Building Trust and Credibility
- What creates trust in professional relationships
- Establishing credibility during early interactions
- First impressions and professional presence
- Building rapport without appearing overly sales-driven
03
Needs Discovery
- Understanding stated and underlying client needs
- Structured questioning techniques
- Active listening
- Identifying priorities, concerns and motivations
04
Communicating Value
- Moving from product features to client relevance
- Structuring a clear value proposition
- Connecting solutions to identified needs
- Communicating with clarity and confidence
05
Managing Objections
- Understanding the reasons behind objections
- Differentiating concerns from resistance
- Clarifying and responding constructively
- Maintaining trust during difficult conversations
06
Follow-Up and Relationship Development
- Building an effective follow-up process
- Maintaining engagement without over-communicating
- Developing referrals and introductions
- Moving from acquisition to long-term relationship management

— What You Will Be Able To Do

Apply a structured approach to client acquisition
Establish trust and credibility during prospect interactions
Use questioning and listening techniques to uncover client needs
Communicate value in a client-centred manner
Respond constructively to common objections
Develop more effective follow-up and relationship-building strategies

Who should attend

Financial advisers, insurance agency leaders, bank and wealth advisory teams, and corporate or SME leaders whose results depend on trust.

Request Dates & Fees →

Enquire about this programme

Share your details and our team will respond within one business day.

— Fees & IBF Funding

The Fees

This programme is eligible for Institute of Banking & Finance (IBF) funding support for eligible Singaporeans and PRs, subject to IBF criteria.

Full Fees

S$ 3,400

Standard course fee, before subsidies.

After IBF Subsidy Save 50%

S$ 1,700

Singaporeans Aged Below 40 & PRs

After IBF Subsidy Save 70%

S$ 1,020

Singaporeans Aged 40 & Above

Subsidies are subject to IBF approval and eligibility.

— IBF Accreditation

Course Evaluation & Assessment

The IBF Standards Training Scheme ("IBF-STS") provides funding for training and assessment courses accredited under the Skills Framework for Financial Services — available for both self-sponsored and company-sponsored individuals.

Participants during an assessment workshop

IBF-STS

Accredited & funding-eligible

About IBF Certification

This course addresses Technical Skills and Competencies (TSCs) under the Skills Framework for Financial Services. Participants are encouraged to access the IBF MySkills Portfolio (ibf.org.sg/myskills-portfolio) to track their training progress and skills acquisition.

You can apply for IBF Certification after fulfilling the required number of TSCs for the selected job role. Find out more at ibf.org.sg/why-be-ibf-certified.

Eligible Individuals

Singapore Citizens or Singapore Permanent Residents, physically based in Singapore, who have successfully completed an IBF-STS accredited course (including passing all relevant assessments and examinations).

Eligible Companies

Singapore-based Financial Institutions regulated by MAS (licensed or exempt from licensing by MAS), and FinTech firms certified by the Singapore FinTech Association (SFA).

More on funding support: ibf.org.sg/programmes/IBF-STS

Other programmes

View all courses

Communication & Behaviour

Understanding Clients Through DISC

A practical introduction to DISC behavioural styles — recognise communication preferences and adapt your engagement to improve rapport and client interactions.

Explore Programme