Wealth management is morphing into an intricate art that involves sensitively managing multigenerational clients. In this dynamic landscape of estate planning and inheritance, staying ahead necessitates a distinct set of advisory skills. What are the key abilities now imperative to navigate this evolving arena successfully?

1. © Alpha Development 2023
C O M M E R C I A L S K I L L S F O R W E A L T H M A N A G E M E N T
L E A R N I N G F R O M E X P E R I E N C E
alphadevelopment.com

2. © Alpha Development 2023
Differentiate your
relationship
managers
In a crowded
marketplace, how
do your bankers
and relationship
managers stand out?
The banker creates value
through their interaction, insight,
empathy, listening, summarising,
diagnosing, presence, influence,
authority, curiosity and adaptability.
These are all skills that can be taught
and mastered. At Alpha, we call them
Commercial Skills, and we deliver them
in the context of Wealth Management.
Robert Conlon,
Head of Commercial
and Leadership Skills

3. © Alpha Development 2023
Commercial skills delivered in context
Scenario-driven skills development to support your client conversations
Market
Uncertainty
and Inflation
ESG
Transition
Women’s
Wealth
Multi-
Generational
Wealth
Hybrid Service
Delivery
Advisor Fee
Conversations
1 2 3
4 5 6

4. © Alpha Development 2023
Sample programmes for wealth management
Bespoke development programmes tailored to the schedules of your relationship managers
Client
Engagement
Skills
The Psychology
of Client
Success
Networking
Skills for
Private Bankers
Creating
Meaningful
Stories
Advisory Skills
for Private
Bankers
Effectively
Using Client
Personas
Sharing Our
ESG Story
Retaining and
Growing Your
Clients
Handling
Challenging
Conversations
1 2 3 4 5 6
7 8 9
Positive Fee
Conversations
Inheritance and
Generational
Transition
Leading a
Relationship
Manager
Team
10 11 12

5. © Alpha Development 2023
Why is Alpha’s offering different
Accelerating the growth of talent
across the financial services industry.
Alpha combines a deep knowledge of selling skills
with a deep knowledge of financial services. Our
training is credible in context and actionable in a
way that generic sales courses are not.
We partner with leading business schools to ensure
there is a rigorous data and science behind our
offering. Our models are created uniquely for
financial services where value is often intangible.
We differentiate across sectors within financial
services, using instructors that have done the job
so that Sales and Commercial Skills are delivered
in context by practitioners.
Many commercial models
have been created for
the tangible product
environment and are ill
fitted to financial services
where value is largely
intangible.

6. © Alpha Development 2023
CHALLENGE
LEAD
RESPOND
ENGAGE
INTENSITY
SUCCESS
CREATE
Alpha’s sales skills model CIRCLES
™
Our CIRCLESTM
sales training model provides a comprehensive framework for
guiding sales operations towards the achievement of commercial targets and
the development of new business opportunities.
CIRCLESTM
encourages a deeper understanding of client needs, through active
listening and insightful summaries. The model underscores the important of
aligning with clients’ agendas and ultimately delighting them as deals are
successfully closed. Through this approach the model fosters value-drive
sales experiences that yield longer-term business relationships and enhanced
customer satisfaction.
• CREATE commercial targets and new business opportunities
• INTENSITY, conviction and enthusiasm
• RESPOND to client needs
• CHALLENGE assumptions
• LEAD solutions
• ENGAGE the clients
• SUCCESSFULLY close the deal

7. © Alpha Development 2023
Alpha’s client services skills model - VALUES
™
Our client service VALUESTM
model is a systematic approach designed
to build and strengthen client relationships, leading to increased client
satisfaction and long-term business growth.
By implementing the client service VALUESTM
model, teams can build robust
enduring relationships with their clients, ensuring a high level of service,
client satisfaction, and ultimately leading to long-term business growth.
This model emphasises the importance of proactivity, adaptability, and
continuous value delivery in client service.
• VALUE Vocalise
• ADVISE Navigate challenges
• LEAD New thinking and operating
• UNLOCK Potential partnership
• EXPAND New opportunities
• SECURE Long-term success
LEAD
VOCALIZE
UNLOCK
ADVISE
EXPAND
LEAD
VOCALISE

8. © Alpha Development 2023
Alpha and Wealth Management
Alpha was founded and continues to be run by finance professionals who know what it takes to succeed in the industry
SOLUTIONS
Bespoke
Design
Instructor Led Training
(live + virtual)
Learning XP Platforms
+ Elearning
Simulations Assessments
+ Analytics
METHODS
DOMAINS
Financial
Training
Future
Skills
Personal
Effectiveness
Commercial
and Sales
Management
and Leadership
Work
Experience
Global
Apprentices
Graduate
Development
Continuing Professional
Development
Developing
Future Leaders

9. © Alpha Development 2023
Alpha
Success
Stories
Top 5 MENA
Bank:
A focus on developing sales
and technical skills to
grow their portfolios and
New To Bank clients.
Top 5
European Bank:
An adaptive curriculum focused
on addressing performance
gaps in client centricity. Key
themes included; owning the
opportunities, solution selling
mindset, moving relationships
forward and communicating
in a virtual world.
Global
Universal Bank:
Grow your own talent
development programme for
Consumer & Wealth focused on
building the next generation of
relationship managers. A blend
of technical and sales/client skills
wrapped in a learning journey
leading to a formal
assessment.
Top 5 US Bank:
Global delivery of Core
Onboarding for c.500 Consumer
& Wealth Management campus
hires with a focus on accelerating
their time to productivity.
Top Asian
Universal Bank:
Developing a resilient mindset
amongst relationship managers
with some to little experience with
a focus on upselling
and cross selling
bancassurance products.

10. © Alpha Development 2023
Contact me
Connect with
Robert Conlon
Follow Alpha
to discuss how L&D can help shape the future of your
company’s wealth management & advisory capabilities
an authority in the space of financial services wealth
management training – join the debate
for compelling wealth management skills insight
alphadevelopment.com