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 Sold Out

      Date : 27 November 2021

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

      CPE : 10 Points

      CPD : 8 Points

      Speaker : Chu Chee Khiang (CFPCERT TM, IFP)

      Course Details

      Learning Outcome

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

      1. Identify the different within Pushing Sales vs Advisory Approach
      2. Identify the importance of strategic and best way of approaching client

      Time: 8.45am – 9.00am

      Details: Log in to the Zoom Platform / Pre-Assessment

      Part 1


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

      Understand the differences between Pushing Sales Vs Advisory Approach

      I) Explanation on Pushing Sales

      # Demonstrate the activities in Pushing Sales process

      # The disadvantages of Pushing Sales

      II) 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.

      End of Part 1

      Time: 1.45pm – 2.00pm

      Details: Log in to the Zoom Platform

      Part 2

      Step 3: Advisory approach on analyzing client’s scenario

      I) Client Risk Profile: Important indicators.

      II) Cash Flow and Net worth Statements : Financial Ratio Health Check

      III) How to link all information synergy with client objective.

      IV) Introduce SWOT analyzing 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.

      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

      End of Class

      Profile of Chu Chee Khiang, Founder and CEO (CFPCERT TM, 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 CFPCERT TM certification program and public financial literacy course.

      He also a CFPCERT TM and IFP Certified member. In the year 2013, he was a Speaker in AKPK while in 2016, he was invited to speak in SIDC SMART INVEST as well.

      In 2018, EPF engage Nicholas as “External Financial Planner” for the project of “Microsite” which caters to financial advisory work for nationwide RAS Officer.

      As a founder of Max Wealth Education Sdn Bhd (CFPCERT TM Education Provider), under Nicholas's leadership, Max Wealth Education now is one of the biggest CFPCERT TM education providers in Malaysia serves more than 800 students.

      He has written a total of 6 financial planning books with titles such as “Learning Financial Planning – The Fundamental”, ”Retirement Chips”, “Big Life Financial Management”, “SME Business Financial Planning” and “How to train your kid Financial literacy” and “Matrixology of Money”. He also emerged as one of the top 10 best seller book authors in Popular!

      2015-2021 he served as a dedicated Board Member of FPAM (Financial Planning Association of Malaysia)

      In 2020 he also served as organizing Chairman of “FPAM Financial Literacy Year”.

      With his vast experience in financial planning, Nicholas was appointed as a columnist in the financial section of Nan Yang Siang Pau, China Press and SinChew Jit Poh newspapers, Money Compass, Feminine and Branding & Franchise.

      Meantime, he is also a frequent guest speaker at local Radio stations such as AiFM, OneFM and he also appears in TV STATION such as NTV 7, Bernama TV, 8TV, and Astro.

      1. Registration is on a first-come-first-served basis, limited seats available.

      2. Participants need to sit in for both sessions in order to accumulate the points.

      3. Confirmation is subject to payment before the workshop.

      4. The program, speaker, date, etc is subject to change without prior notice.

      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.

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

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

      3. Which forms of payment can I use?

      We accept payment by Online Bank Transfer.

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

      Kindly contact our customer careline @ 019-3518829 or email to for further assistance.


      Enrolment validity: Lifetime