A groundbreaking ‘toolkit’ helping IFAs pinpoint specific high net worth individuals in their region, is to be launched by Principal Investment Management at a series of free seminars next month.
The package – which focuses on three particular groups of the high net worth community – is designed to help IFAs by offering key insights, practical guidance on creating key prospect databases, and marketing materials in order to target these types of clients.
Private client portfolio management specialist, Principal, will host three free seminars – entitled “Profitable Know-how” – on the 7th, 8th and 9th of July in London, Bristol and Kent respectively.
Adrian Jewitt, Principal’s Sales and Marketing Director, said: “While everyone is telling IFAs they must get smarter at segmenting the market place and tailoring their offer, no one is showing them how – or equipping them to do it. These seminars will offer practical guidance on segmentation techniques.
“We will be unveiling new analysis of three of the most financially active segments within the high net worth community of whose behaviour we have expert understanding and knowledge. We will also be arming those who attend with free, practical toolkits which can immediately be put to use to help target these critical client groups.”
According to research, 30% of firms say client segmentation is a real priority, whilst half of IFAs are predicted to be focusing on giving one-to-one advice to high net worth individuals by 2012*. And with revenues under pressure, IFAs must master the art of selling to affluent customers.
Principal will show attendees how to identify the needs and preferences of one affluent person from another, how to recognise those most likely to respond to their services, and how to approach them.
During the seminars, IFAs will be provided with all the know-how they need to help build more business. Topics include:
- What motivates each of these three distinct groups . What they could be worth to an IFA’s business . Their investment levels, plans and preferences . How to spot them in your territory
- How to physically locate each and every one of them
- Then how to approach them
- What they will need – and the triggers that will turn them into clients
Attendees will also be presented with an opportunity to meet Principal Investment Management’s new Chief Executive, Hugh Titcomb, who joined in April from The Ansbacher Banking Group. In addition, one of Principal’s Senior Investment Managers will be in attendance, sharing the latest thinking on the opportunities in the changed investment landscape.
The free seminars will be taking place on Tuesday 7th July (London Home House Club), Wednesday 8th July (Brunel’s ss Great Britain, Bristol) and Thursday 9th July (Brands Hatch Racetrack, Kent). Each seminar will start at 9.30am and will be finishing at 12pm. Seats for the seminars are strictly limited, so people are urged to book early. If you would like to do so, or find out more about the events then please do not hesitate to phone Principal Investment Management on 01732 740700 and reference the Channel Story.
Download a copy of the full press release