Full Day
Dates
Duration
CPD Hours
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The private banking industry is experiencing a structural shift in how new client relationships begin. Referrals still matter, but the advisors building the largest books are also the ones with a deliberate, consistent presence — on LinkedIn, at industry events, in the right conversations. They don’t prospect by accident. They have a system.
C.A.T.C.H. is that system. Built specifically for private banking relationship managers, wealth advisors, and family office professionals, it covers the entire acquisition journey — from clarifying your personal value proposition through to converting a first conversation into a second meeting, and tracking that prospect through to relationship. Five steps. One repeatable framework.
Of HNI prospects research their potential advisor on LinkedIn before agreeing to a first meeting
Source: Edelman Trust Barometer, Financial Services 2024
5×
More referrals generated by advisors with a consistent, structured digital networking practice vs ad-hoc approaches
Source: LinkedIn Financial Services Benchmark Report 2023
68%
Of new private banking relationships in Singapore now begin with a digital or hybrid touchpoint before any in-person meeting
Source: PwC Singapore Wealth Management Survey 2024
Who should attend?
Private Banking Relationship Managers who want to build a more disciplined, consistent client acquisition pipeline
Private Bankers looking to move beyond referral dependence and develop their own proactive prospecting system
Wealth Advisors who want to strengthen their digital presence and convert online visibility into real conversations
Family Office Professionals who need to build trusted relationships with UHNIs and family principals through strategic networking
Professionals seeking IBF-STS CPD credits in Customer Acquisition Management (Proficiency Level 4)
What will you walk away with?
Build a structured networking rhythm across digital and in-person channels — so prospecting becomes a habit, not a scramble when your pipeline runs dry.
Confidently attract and engage prospects digitally and in person — with the messaging, presence, and etiquette to make a strong first impression every time.
Apply structured prospecting techniques aligned with professional, regulatory, and ethical standards — so you grow your book without compliance risk.
Create memorable conversations that lead to sustainable client relationships — using the Talk with Impact tools to deepen rapport quickly and leave a lasting impression.
Leave with a personalised networking plan, CRM approach, and follow-up system — ready to implement in the first week back at your desk.
What does the program cover?
C — Step 1: Create Your Persona
The foundation of everything that follows. Before you can attract the right prospects, you need to be clear on what makes you worth talking to — and how to communicate that clearly across digital and in-person contexts.
- Clarifying your personal value proposition — and your bank’s — so prospects immediately understand why they should spend time with you
- Building and auditing your digital presence: LinkedIn profile, online credibility signals, and professional positioning
A — Step 2: Activate Digitally
Covers the mechanics of showing up where your prospects are — and engaging in a way that builds credibility rather than triggering suspicion.
- Direct vs indirect digital marketing: what works for private banking audiences and what doesn’t
- Digital and in-person networking etiquette: how to engage without making people feel sold to
T — Step 3: Talk with Impact to Leave a Positive Impression
The longest and most practised step of the day. Develops the conversation skills that turn a hello into a real connection — and a connection into a reason to meet again. Heavy on role-play, with guided feedback.
- Getting prospects to pay attention and listen in the first 30 seconds
- Speaking more with fewer words: communicating with clarity and confidence
- Crafting a memorable introduction that positions you without sounding like a pitch
- Starting with your “Why” — connecting your professional purpose to your prospect’s world
- Deepening rapport in 3 minutes: the tools and questions that accelerate trust
- Looking for the hook: identifying the emotional thread that makes this prospect worth pursuing
- Asking questions that advance the conversation — not just fill the silence
C — Step 4: Create Your Direct Engagement Activities
Turns individual conversations into a system. You’ll build a personal networking plan — specific names, specific channels, specific outreach cadences — and learn how to manage prospects within legal, regulatory, ethical, and socio-cultural constraints.
- Topics that pull prospects in: content and conversation themes that attract HNI engagement
- Building your personal networking plan: targets, channels, activities, and cadence
- Personal marketing, database management, and CRM practices for private banking
- Legal, regulatory, ethical, and socio-cultural constraints in networking — what you can and can’t do
- Outreach: how to initiate contact without it feeling cold
- Handling awkward situations: the wrong response, the unexpected question, the social minefield
H — Step 5: Hook & Reel In
The step where most advisors lose momentum — the space between a good first conversation and a committed second meeting. Gives you the follow-up discipline, deep listening skills, and tracking system to convert prospect interest into a genuine next step.
- Establishing a clear reason for the second meeting — before the first one ends
- Deep listening for the hook: what the prospect said (and didn’t say) that tells you where the opportunity lies
- Follow-up and follow-through: the exact next steps that keep momentum alive without being pushy
- How to track the sales process: a simple, sustainable system from first contact to onboarding
Why attend this workshop?
Is this workshop IBF-funded?
This program is accredited under the IBF Standards Training Scheme (IBF-STS), which subsidises up to 70% of the program fee for eligible Singaporeans and Permanent Residents employed in the financial services sector.
TGS Reference Number: TGS-2022602052