Sydney-based Sentinel Wealth Management is to import an international training program for financial advisers.
The dealer group endorsed veteran American planner George Kinder’s first visit to Australia late last month to promote the Kinder Institute of Life Planning.
The training aims to deepen the adviser-client relationship, increase revenue and retention, create better financial plans and improve the value of advice.
Sentinel has agreed to support the program through its dealer licence after Sentinel’s chief executive Justin Hooper underwent the training last year.
Around 140 advisers attended a seminar in Sydney on March 3 to hear from Kinder, who also spoke to consumers about his approach.
“We need to understand the client so well that we know exactly what they want out of life,” Kinder said.
“Unfortunately, when you ask the traditional questions and the client comes in expecting a salesperson or maybe a technician, they give you the answers they think you want, not the answers that are really about themselves.
“So we train a conversation style that enables the client to reveal who they are. What happens is the relationship between the client and adviser is so much stronger.”
Planners wanting to be trained with the Kinder Institute are encouraged to do five days of intensive training at the institute’s base in Maui, Hawaii.
Planners and the general public can attend the two-day seven stages of money maturity seminars.
In 2006, Kinder won the heart of financial planning distinguished service award from the US branch of the Financial Planning Association.
