Programme at a Glance
Day 1 — Trace and Build the List (5 Hours)
Module | Focus | Duration |
Module 1 | Why This Matters: The Business Case for Mining Your Existing Book | 30 min |
Module 2 | The Trade DNA: Signals Hidden in Personal & Corporate Accounts | 60 min |
Module 3 | Tracing Techniques: Mining Transaction Data & KYC Records | 60 min |
Module 4 | Verification: Confirming a Real Signal Before You Approach | 60 min |
Module 5 | Segmenting, Prioritising and Building Your Internal Prospect List | 90 min |
Day 2 — Access, Prospect, Convert and Grow (6 Hours)
Module | Focus | Duration |
Module 6 | The HNW Bridge: Tracing, Accessing and Converting High-Net-Worth Individuals Into Entry Points | 60 min |
Module 7 | The Internal Approach: Starting the Conversation Without Alarming the Customer | 60 min |
Module 8 | Discovery: Confirming and Understanding the Trade Need | 60 min |
Module 9 | Matching the Right Trade Product to the Signal | 45 min |
Module 10 | Handling Objections from Existing Customers | 45 min |
Module 11 | Closing and Onboarding: Converting the Account Holder | 60 min |
Module 12 | Maintain and Grow: Relationship Management & Wallet Share | 30 min |
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The Hidden Trade Customer Problem
00:23:07
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Why This Matters Financially
00:21:43
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Reframing the Task
00:23:11
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What Is a Trade Signal?
00:10:00
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Transactional Signals
00:13:08
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KYC & Profile Signals and Behavioural Signals
00:18:10
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Digital & Indirect Signals and Checklist
00:18:57
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