Financial Planning: From Pushing Sales to an Advisory Approach

Financial Planning: From Pushing Sales to an Advisory Approach


Title : Financial Planning: From Pushing Sales to an Advisory Approach

Course Fees : RM399

Date : 14 August 2021

Time: 8.45am – 12.00pm (Part 1) ; 2.00pm – 5.00pm (Part 2)

CPE : 10 Points


Learning Outcome

Upon completion of this course, participants will be able to:

  1. Prospecting client in “workable” advisory method
  2. Apply right conversation skill to obtain in depth information. 
  3. Analyzing clients needs and wants objectively
  4. Establish mutual agreement on executing financial advice.
  5. Visualize the process of advisory approach from initial prospecting to long term advisory services.                           

Course Details

This is to test the understanding of the participants before the class


  1. Examine how the financial planning process affects a prospect’s decisions;
  2. Identify the common mistakes when prospecting for potential clients;
  3. Illustrate how Pushing for Sales can lead a prospect to be biased about financial planning.
  4. Formulate a checklist on the advisory service process.


Understand the differences between Pushing Sales Vs Advisory Approach

  1. Explanation on Pushing Sales

# Demonstrate the activities in Pushing Sales process
#The disadvantages of Pushing Sales

      2. Explanation on Advisory Approach

#The advantages of Advisory approach
#Demonstrate the activities in Advisory Approach


The fundamental 6 steps of Advisory Approach
Step 1: Advisory approach on Establishing Relationship with Client

I)Develop the right prospecting approach
II)Identify the right prospect.
III)Establish right relationship before engagement.

#How to use Open ended and Close ended questions to initiate advisory approach.

Step 2: Advisory approach on Gathering Data from clients.

I) How to effectively collect Qualitative Data
II) How to effectively collect Quantitative Data
III) How to discover hidden data.

Step 3: Advisory approach on analyzing client’s scenario

I) Client Risk Profile: Important indicators.
II) Cash Flow and Networth Statements : Financial Ratio Health Check
III) How to link all information synergy with client objective.
IV) Introduce SWOT analysing method to lead the client re confirm with his initial life objective.

Step 4: Advisory approach on developing solutions and recommendations for client

I) How to put all information in simple and easy understandable method to client.
II) How to lead the client from many potential solutions and choose the most suitable solution for themselves.
III) How to leverage the concept of “Client first” and “Objectively” in FPAM’s Code of Ethics to advise Client.

Group Practice: Role play

Step 5: Advisory approach on Implementing the Plan

I) How to guide and lead client from plan to executing.
II) How to gain the commitment from Client
III) Adviser role and commitment in this stage

Step 6: Advisory approach in Reviewing and Monitoring

I) How to set up basic reviewing and monitoring system.
II) The critical parts when Reviewing and Monitoring
III) How to create dynamic advisory value to clients through Reviewing and Monitoring process.


This is to test the understanding of the participants after the class

Profile of Chu Chee Khiang, Founder and CEO (CFP, IFP)

Mr Nicholas Chu is the Founder and Managing Director of Max Wealth Education Sdn Bhd which is a company providing financial education for the CFP certification program and public financial literacy course. He is attached to PWP as Licensed Financial Planner and a Financial Adviser Representative.

He is the author of six financial planning books:

- The Money Matrixology

- Learning Financial Planning –The Fundamental

- Retirement Chips

- Big Life Financial Management

- SME Business Financial Planning

- How to train your kid Financial literacy

He also emerged as one of best-selling authors in Popular!

With his vast experience in financial planning, Nicholas had been appointed as an external Financial Adviser to assist EPF Financial microsite Development.

In 2020, Nicholas Chu partnered with 8VIC to promote a public financial literacy program.

He was appointed as a columnist for the financial section in Nanyang Siang Pau, Sin Chew Jit Poh, China Press, Money Compass, Feminine magazine, etc. He is also a frequent guest speaker on local radio stations (AiFM, OneFM) and TV Stations (NTV 7, Bernama TV , 8TV and Astro).

Currently, he is a dedicated Board Member of FPAM (Financial Planning Association of Malaysia).

  1. How long will each digital programme take?

Each digital programme is the equivalent of a day’s training for approximately 8 hours. With the lunch break in between, the digital programme will usually take place for 6 hours.

  1. Can I attend only half sessions of the training?

Yes, you may. However, you will not be granted full points from respective parties.

  1. 3. Which forms of payment can I use?

We accept payment by E-Wallet and Online Bank Transfer.

  1. 4. How secure is shopping? Is my data protected? (TBA - Ting Yuan)

Your data will be handled confidentially and encrypted with SSL (Secure-Socket-Layer) secure server software. The encrypted information of your order, your name, address or bank details cannot be read by any third party.

  1. 5. Who should I contact if there is any transactional issue or problem purchasing any product / service?

Kindly drop a message below with the problem statement and we will get back to you as soon as possible.