Wealth Advisory Program (WAP): Module F Pitching & Negotiating
An IBF-STS Accredited full-day workshop for relationship managers, financial advisors, retail bankers, and insurance agents in Singapore.
IBF-STS Accredited
8 CPD hours
Full Day
Pitching helps wealth advisers explain value and guide clients through complex financial decisions. Negotiation helps them explore priorities, address concerns and agree fair next steps. However, effective advisory conversations should never pressure clients or place a sale ahead of their needs.
This full-day pitching and negotiation course in Singapore equips relationship managers, Assistant Relationship Managers, retail bankers, financial advisers and insurance agents with a structured framework. Participants learn how to prepare clear pitches, adapt messages to different client profiles and respond constructively to objections. In addition, they practise planning negotiation positions, asking strategic questions and recognising when a client is ready to proceed. As a result, they can communicate value more clearly while supporting informed and mutually acceptable decisions.
Early Bird: 10% Discount
Choose your session
Pick a date that works for you. A confirmation email with venue details will be sent closer to the date
Friday, 16 October 2026
TGS-2022602327
What separates advisors who win the deal — from those who don't?
Clients don’t say yes just because the product is good. They say yes because they trust the advisor, understand the value, and feel that the conversation has moved toward a clear and mutually beneficial outcome. That’s the combination this workshop develops: the ability to pitch in a way that holds attention, builds conviction, and drives a decision — and the ability to negotiate in a way that resolves resistance without damaging the relationship.
Module F covers both skills in depth, across a full day of role plays, live practice, and facilitated feedback. You’ll work through the complete Pitch & Negotiation Framework — from preparation and delivery, through client engagement and objection handling, to strategic negotiation tactics and reading buying signals.
Who should attend this workshop?
Relationship Managers
Assistant Relationship Managers (ARMs)
Retail Bankers
Independent Financial Advisors (IFAs)
Insurance Agents
What will you walk away with?
Pitch confidently with clarity, structure, and conviction — using a structured framework to prepare and deliver pitches that hold client attention and drive decisions.
Communicate value persuasively to different client profiles — adapting pitch structure, language, and emphasis to match each client type's priorities.
Navigate pricing and negotiation discussions effectively to achieve win-win outcomes — applying strategic questioning, active listening, and collaborative negotiation techniques.
Identify buying signals and close conversations with confidence — recognizing client readiness and knowing how to guide the conversation to a clear, committed decision.
Handle objections and resistance professionally — turning common client objections into opportunities to deepen trust and demonstrate advisory value.
What does the program cover?
Six modules across two integrated tracks — Pitch and Negotiate — delivered through role plays based on real client scenarios, hands-on practice, and facilitated feedback throughout the full day.
TRACK A — PITCH
Preparing Yourself
- Speaking with conviction and confidence — the mental and physical preparation that determines whether a client trusts you from the first 30 seconds.
- Best practices for effective delivery — pacing, pausing, use of silence, eye contact, and the physical habits that professional pitchers develop to hold attention.
- Grabbing attention through sound bites, storytelling, and personality — opening your pitch in a way that immediately distinguishes you from the advisor who starts with a product overview.
Designing an Effective Pitch
- Structuring your pitch: opening, middle, and close — the architecture of a compelling advisory pitch and how each phase moves the client from attention to conviction to action.
- Creating visuals that enhance your message — using charts, images, and data to make complex financial information accessible and memorable.
- Managing multitasking during presentations (think, talk, type) — staying fully present with your client while navigating materials and real-time questions.
Engaging Your Client
- Asking questions that stimulate thinking and drive engagement — turning your pitch from a presentation into a conversation that builds investment in the outcome.
- Anticipating and handling objections — addressing objections naturally in the pitch rather than defensively when they’re raised.
- Using data, visuals, or video to support your point — knowing when supporting material adds clarity vs noise.
- Synthesizing key messages and delivering a clear call to action — closing with a specific, confident next step.
TRACK B — NEGOTIATE
Before the Negotiation
- Understanding the negotiation plan and process — defining objectives, walk-away positions, and BATNA before sitting down with the client.
- Legislative and regulatory considerations — understanding compliance boundaries within which financial advisory negotiations operate.
- Selecting appropriate communication channels — choosing whether to negotiate face-to-face, by phone, or in writing, and how the channel affects dynamics.
During the Negotiation
- Building rapport and collaborative relationships — establishing the emotional tone that makes win-win outcomes possible.
- Strategic questioning and active listening — using questions to shape the direction of the negotiation and surface client priorities.
- Applying negotiation tactics and tools — a practical toolkit of evidence-based negotiation techniques for pricing discussions and advisory conversations.
Buying Signal
- Identifying readiness to proceed — the verbal and non-verbal signals that indicate a client has made their decision.
- Knowing when and how to extract a ‘Yes’ — the specific closing techniques that financial advisory professionals use to bring a conversation to a confident, committed conclusion.
Practice & Application
Why attend this workshop?
Foundational clarity
Practical application
Future readiness
Is this workshop IBF-funded?
This program is accredited under the IBF Standards Training Scheme (IBF-STS). Eligible Singapore Citizens and Permanent Residents receive 50% funding, capped at S$3,000 per participant per course; Singapore Citizens aged 40 and above receive 70% (same cap).
TGS Reference Number: TGS-2022602327
Frequently asked questions
How is this different from WAP 3.0 Winning New Clients?
What does IBF-STS funding cover?
IBF-STS funding is available to eligible self-sponsored and company-sponsored individuals.
- Singapore Citizens and Permanent Residents: 50% funding support.
- Singapore Citizens aged 40 and above: 70% funding support.
Both formative assessment and MCQ must be completed to qualify.
How many CPD hours will I earn?
8 CPD hours upon successful completion. CPD hours are credited to your IBF record automatically for IBF-registered professionals.
Is this suitable for advisors who are already confident presenters?
What assessment formats are included?
Two formats:
(1) Formative Assessment via Case Study and Role Play Scenarios throughout the day with facilitated feedback;
(2) Assessment is an MCQ to support learning completion.
Where is the workshop held?
In-person at a hotel venue in Singapore. Exact address confirmed and sent to registered participants by email closer to the session date.
Can my company register multiple participants?
What is the cancellation and refund policy?
For questions regarding cancellation or refund matters, please contact us at penny.tang@momenta.biz or call +65 9003 2890. Further details are available on our Terms & Conditions page.