Referring Trust Customers teaches students how to identify and refer potential trust clients. The course explores the basic elements of a trust and the five primary reasons why clients want or need a trust. Students will learn trust terminology, common trust products and how they apply to a typical client, and the skills and techniques that support a client-benefit-focused referral approach.
After completing this course, students will be able to:
• Describe the five basic elements of a trust
• Identify the five key reasons clients need or want a trust
• Refer clients to the trust department using the H.E.L.P. tool
• Identify trust accounts that map to clients’ needs