Test point 1: The work process of a financial planner
Help customers solve problems and achieve their financial goals
• Contact customers and establish trust relationship (over-proficiency can be omitted)
• First of all, it is necessary to have a deep understanding of customers in order to achieve the work goal of "helping customers solve problems and achieve their financial goals"
• Collect, organize and analyze customers' family financial status
• Identify customers Financial management goals (super familiar and can be simplified)
• Formulate financial planning plan
• Execute financial planning plan
• Follow-up service
In the face of specific customers and different situations, you do not need to stick to the above steps or forms. It should be based on the needs of the customer and the specific case.
Test point 2: Contact customers and establish trusting relationships
Contact customers
• Courtesy greetings (greetings + self-introduction)
• Understanding customer needs (knowing relevant information, concerns, preferences, etc.)
• Finding breakthroughs (introducing products/services in a targeted manner)
• Business operation links (compliance assisting customers to complete sales operations or Apply for relevant value-added services)
• Tracking service
Build a trusting relationship
• Clarify your own positioning and establish a professional image
• Pay attention to your own etiquette and work status
Test point 3: Clarify the basic requirements for financial services
Premise
- Personal financial resources are limited
Conditions and methods for solving financial problems
- No family financial decision is made in isolation
- Help clients understand the impact of other factors involved in financial decisions
- The necessity of understanding and collecting customer-related information
- Focus: Guiding clients to understand their financial issues and other family financial information involved
- Truthfully inform clients of their capabilities
content
- Wealth accumulation, household expenses and debt management
- Wealth protection, insurance plan for personal and property protection
- Wealth appreciation, financial needs and investment planning for education and retirement
- Wealth distribution, tax arrangements and estate distribution
in principle
- Financial goals should be specific (S), quantifiable and testable (M), reasonable and feasible (A), realistic (R), time-limited and sequenced (T)
- If there are no clear requirements, a financial planner can inspire and guide you.
Test point 4: Two levels of financial management goals
financial security
Individuals or families are full of confidence in their financial status, and believe that the existing wealth is sufficient to cope with future financial expenditures and the realization of other life goals, and there will be no major financial crisis. content:
• Whether you have a stable and sufficient income; whether you have sufficient cash reserves
; whether you have a comfortable house
; whether your personal career has potential for development
; whether you have purchased appropriate property and personal insurance; whether you enjoy social security
; whether you have appropriate and stable income Investment
• Is there an additional pension plan?
financial freedom
Refers to the income of individuals and families mainly coming from active investment rather than passive work
Realization: Fixed income from investment fully covers all expenditures incurred by the individual/family
• The growth rate and frequency of wages and salaries or income from business operations are usually not very large, so it is usually only possible to achieve or strive to achieve the level of financial security • Capital
accumulation effect brought about by investment: large investment scale and high investment level , investment brings a lot of income to individuals or families, and gradually becomes the main source of income for individuals or families.
Test point 5: Formulate financial planning plan
• Individual planning (linear)
• Family income and expenditure or debt planning, risk management planning, tax planning, retirement pension planning, education, investment, etc. • Comprehensive planning (
comprehensive)
• Focus on the reasonable balance of each target planning, financial resource allocation, overall design and combination, truly in line with the customer's lifetime balance of payments
• Determined by the information and needs provided by the customer
• Financial planning service contracts are in written form
Test point 6: Implementation of financial planning plan and plan content
| Household Budget and Debt Planning |
• The core of cash planning is to establish an emergency fund (daily expenses for 3-6 months) • Increase income and reduce expenditure to ensure continuous stability • Insufficient cash flow in the current period, credit card cash advance |
| Wealth Protection and Planning | • Purchase insurance products (property, life, liability), risk transfer • Diversify investment, reduce investment risk • Choose excellent financial planner, control risk |
| Retirement and Pension Planning |
• Purpose: To ensure self-reliance, dignity, and high-quality retirement life • Content: Life design, retirement pension cost calculation, income source estimation and savings after retirement, investment plan • Pension income source: social pension insurance, enterprise annuity, personal savings • As soon as possible carry out and supplement the shortcomings with investments, commercial pension insurance and other financial management methods |
| Education investment planning | • Including children’s education planning and clients’ own education planning |
| investment planning |
• Do not simply pursue higher investment returns • Pay attention to the balance between risks and returns • Investment tools suitable for customers' financial goals • Asset allocation: stocks, funds (important investments), bonds, real estate, cash, etc. • Tax planning • Objectives: Reasonable tax avoidance, mitigation Maximize tax burden and after-tax profits • If necessary, financial planners and accountants or professional tax consultants complete planning work |
| estate planning (also called estate planning) |
• Ensure the safe transfer of family property from generation to generation • Including wealth distribution and inheritance planning |
Test point 7: Develop and submit a written financial plan
• Easy-to-understand language, clearly understand the content and suggestions
• Specific explanations for hypothetical situations and other selection decisions
• Combined with the customer's situation, the customer's financial needs (goals) should be placed at the center, avoiding product promotion and sales
• Customers ask more questions and explain patiently , let the client participate in it from the beginning to the end
• Give the client enough time to digest and understand
• Suggest that the client discuss with the family
• Truthfully inform the risk, plan implementation cost, exemption clause, as well as unresolved remaining problems and problems that require professional assistance
• Go further if necessary Modify, and then communicate and confirm with the client
• The financial planner can ask the client to sign a client statement
Test point 8: Implementation of financial planning plan
| Attention factors |
• Time factor • Personnel factor • Professionals: lawyers, accountants, investment consultants, tax accountants, financial planners • Fund cost factors |
| Customer Profile Management |
• Content: Meeting minutes, financial analysis report, authorization letter, letter of introduction • In-depth understanding of customers |
Test point 9: Follow-up services and regular evaluation
| Necessity of follow-up services |
• Financial planning service is a process, not a one-time completion • There are short-term and long-term financial goals, and professional financial services are provided for life • There will be a big gap between forecast data, effects and expectations, and goals • Reflect real service upgrades and realize customer life cycles value maximization |
| Determinants of assessment frequency | • 投资金额和占比：金额越大或占比越高， 检测和评估频率越高 • 个人财务状况变化幅度： 变化幅度越大（收入增长较快或面临退休等） ， 修改和评估频率越高 • 风险偏好：风险偏好型投资者的评估频率高于风险厌恶型 |
| 影响评估和调整的因素 |
宏观经济政策、 法规等发生重大改变； 金融市场的重大变化； 客户自身情况的突然变动等 |
考点10： 收官小礼物
| 客户： 王先生 年龄： 40岁 总资产 ： 300 万元活期 背景： 银行现有顾客 | |
| 接触客户、 建立信任关系 |
1.邀约面访： 明确客户是非常重要的客户， 希望跟客户深入沟通 2. 面访交流： 从专业的角度， 分析市场环境和客户现有账户情况， 让客户产生财务规划的迫切性， 类似于医生对患者进行病因分析 |
| 收集、 整理 客户家庭 财务信息 |
1. 请问您在其他银行做过理财吗？ 投资过股票、 基金吗？ 2. 您之前考虑过保障类吗？ 方便问一下您结婚了吗？ 有小孩儿吗？ 3. 最近您有大额资金需求吗， 需要提前给您做好安排吗？ 4.您每年大概能剩余多少资金？ 5.银行其实压力挺大的， 就是福利还不错， 您公司福利也挺好的吧？ |
| 总结： 1.定量： 银行固定收益资产300 万元， 朋友帮忙股票投资500 万元， 年收入100万元 2.定性： 已婚， 有一子2岁， 企业主 |
|
| 明确客户 理财目标 |
1. 教育规划； 2. 投资规划； 3资产隔离； 4. 养老规划； 5. 资产传承 |
| 制定理财 规划方案 |
1.通过保障险帮助客户解决教育、 养老、 资产隔离和传承的问题； 2.通过固定收益、 权益、 另类大类配置， 在保证客户日常生活现金流的前提下， 结合客户行外资金配置情况， 为客户提供配置方案 |
| 执行理财规划方案 | 从当前产品库里优选最合适产品， 切忌飞单销售 |
| 后续跟踪 | 与客户约定每3 个月定期检视资产 |