Prospecting Excellence in Financial Services by Edison Pang

RM260.00

Date	30 May 2025, Friday (Full-Day Online CE Workshop)
Time	9.00am – 5.00pm
CE/CPE/CPD	10 FPAM CE Points / 10 SIDC CPE Points
Facilitator	Edison Pang

SKU: N/A Category: Workshops

Prospecting is the lifeblood of a successful financial services career, yet many professionals struggle with inconsistent lead generation, fear of rejection, and ineffective outreach strategies. Without a steady pipeline of qualified prospects, financial planners often face unpredictable income, high stress, and slow business growth. This program is designed to address these challenges by equipping participants with proven techniques, practical tools, and structured methodologies to transform prospecting from a daunting task into a consistent, results-driven habit.

In this one-day intensive training, participants will learn how to identify their ideal clients, develop a strategic prospecting routine, and leverage powerful networking and referral strategies to build meaningful connections. Through interactive virtual activities, role-playing exercises, and real-world case studies, attendees will gain hands-on experience in effective cold calling, handling objections with confidence, and using digital platforms to expand their client base. By mastering these skills, financial planners will not only enhance their efficiency but also boost their conversion rates and client retention.

By the end of this program, participants will leave with a clear, actionable roadmap for sustained success in prospecting. Whether you are a new financial planner looking to establish a strong foundation or an experienced professional aiming to refine your approach, this training will empower you with the mindset, skills, and strategies to turn prospecting into a powerful driver of business growth. Get ready to take control of your prospecting efforts and unlock new levels of success!

Learning Outcome

By the end of the course, participants will be able to:

1. Explain the importance of prospecting in financial services and its role in driving business growth and client acquisition.
2. Create a daily prospecting routine that incorporates realistic and measurable goals for maintaining a steady pipeline of prospects.
3. Identify and segment the target market by defining the characteristics and preferences of ideal clients.
4. Build a professional network by leveraging existing relationships, utilizing social media platforms, and requesting referrals confidently.
5. Apply effective cold calling techniques, including preparation, scripting, and handling objections positively.
6. Develop strategies to stay motivated, overcome procrastination, and track progress in prospecting efforts.

Learning Outline

8.30 – 9.00 am	Registration / Pre-Assessment
9.00 – 9.30 am	Understanding the Power of Prospecting Why Prospecting Matters: The role of prospecting in business growth and client acquisition. The Value of a Strong Prospect Pipeline: How a steady flow of prospects ensures business sustainability.
9.30 – 10.30 am	Building Your Prospecting Foundation Setting Clear Goals: Defining realistic and measurable prospecting goals. Creating a Daily Prospecting Routine: Tips for making prospecting a part of everyday work.
10.30 – 10.45 am	TEA BREAK
10.45 – 11.30 am	Identifying Your Ideal Prospects Defining Your Target Market: Understanding the characteristics of your ideal client. Segmenting Your Audience: Identifying different client needs and preferences.
11.30 – 12.30 pm	Effective Networking for Referrals Building a Strong Network: Leveraging relationships with current clients and contacts. Using Social Media for Networking: Engaging on platforms to expand your reach. Asking for Referrals Confidently: Techniques for requesting referrals from satisfied clients.
12.30 – 2.00 pm	LUNCH BREAK
2.00 – 3.30 pm	Engaging Prospects and Building Relationships Building Rapport with Prospects: Establishing trust and credibility with potential clients. Listening to Client Needs: Practicing active listening to understand prospect expectations.
3.30 – 3.45 pm	TEA BREAK
3.45 – 4.15 pm	Cold Calling with Confidence Preparing for Cold Calls: Research and scripting for successful calls. Handling Objections Positively: Techniques to respond to common objections.
4.15 – 4.50 pm	Maintaining Momentum and Staying Motivated Overcoming Procrastination: Strategies to stay focused and consistent. Tracking Your Progress: Reviewing and analysing prospecting results regularly.
4.50 – 5.00 pm	Q&A Session Questions and Answers session for final clarifications

Facilitator

Edison Pang,

Edison is a seasoned consultant, dynamic business coach, and motivational trainer, boasting over 30 years of extensive experience in the insurance, takaful, bancassurance, bancatakaful, financial services sectors, SMEs, manufacturing, retail, and more.

Edison’s proficiency spans various domains, including agency management, recruitment strategies, individual sales performance enhancement, fostering a sales-centric culture, network building, and maintaining robust client relations. He stands out for crafting and developing impactful programs and modules in these areas for numerous companies and institutes within the industry.

Edison’s influence extends across borders, as he has provided transformative training, coaching, and consulting services to organizations not only in Malaysia but also in Singapore, Indonesia, Cambodia, and Thailand. His proficiency in English, Mandarin, and Bahasa Malaysia ensures effective communication and understanding across diverse audiences.

To date, Edison’s impact is impressive, with over 80,000 participants benefiting from his transformative training programs.

Terms & Conditions

Registration is on a first-come-first-served basis, only 30 seats are available.
Participants need to sit in for the workshop throughout the day to receive the certificate and to fulfill the endorsement of points.
Confirmation is subject to receipt of payment before the workshop.
FPAM reserves the right to amend the program, speaker, date, venue, etc, without prior notice.

Frequently Asked Questions

1. How long will each physical program take?

Each physical program is the equivalent of a day’s CE Workshop training for approximately 8 hours with the morning & afternoon coffee break and lunch in between. The duration of the program excluding the break is 6 hours.

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

You will need to sit in for the session throughout the day unless you have a valid reason or a copy of proof.

3. Mode of payment?

We accept payment by credit / debit card (VISA / MasterCard / AMERICAN EXPRESS / Discover), by FPX (Affin Bank, Alliance Bank, AmBank, Bank Islam, Bank Muamalat, Bank Rakyat, BSN, CIMB Clicks, Hong Leong Bank, HSBC Bank, KFH, Maybank2E, Maybank2U, OCBC Bank, Public Bank, RHB Bank, Standard Chartered, UOB Bank).

4. How secure is shopping? Is my data protected?

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, credit card, and bank details cannot be retrieved by any third party. Credit card payments will also be verified through the 3D secure procedure.

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.