Wealth Advisory Program 3.0 - Winning New Clients

It is a full-day client acquisition course in Singapore for private bankers, wealth managers, financial advisers and retail bankers. Learn how to build a prospecting plan, estimate required activity, communicate their value proposition and structure client conversations. The program includes banking-specific role plays, facilitator feedback and an MCQ assessment.

IBF-STS Accredited

8 CPD hours

Full Day

Client acquisition in wealth management requires more than a strong network. Private bankers and wealth managers need a structured process for identifying suitable prospects, setting realistic activity targets and building trust through relevant conversations. However, prospecting efforts can lose momentum when advisers lack a clear plan or value proposition.

This full-day client acquisition course in Singapore equips private bankers, wealth managers, financial advisers and retail bankers with practical prospecting tools. Participants learn how to calculate the activity required to support net new money goals, qualify opportunities and articulate their personal and institutional value proposition. In addition, they practise discovery, objection-handling and follow-up conversations through realistic scenarios. As a result, they leave with a more structured approach to developing new client relationships.

Dates

6 November 2026

Duration

1 Day

CPD Hours

Program Fee

S$1,300

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, 6 November 2026

TGS-2024052004

Available

Regular fee: S$1,300 Early bird: S$1,170 (register by 6 Oct)

What does it take to win new clients systematically?

Most advisors know they should be prospecting more consistently. Few have a system that makes it happen. This full-day program introduces a structured client-acquisition process and practical tools that participants can adapt to their role.

WAP 3.0 is built around momenta’s signature approach: tools and frameworks you’ll actually use, role plays that mirror real client conversations, and coaching that makes the feedback stick. You’ll walk out with a completed Prospecting Business Plan, a clear value proposition, and the conversational skills to engage any prospect — including those held at previous banks.

Who should attend this workshop?

Private Bankers

Wealth Managers

Financial Advisors

Retail Bankers

What will you walk away with?

By end of day, you’ll have a complete client acquisition system. Specifically, you’ll be able to:

Strategically calculate the precise number of prospects needed to attain your NNM targets — using the Prospecting Calculator to allocate time and effort where it generates the highest return.

Build and execute a clear client acquisition plan — applying the Prospecting Business Plan Template to move leads systematically from first contact through to account opening.

Clearly and convincingly articulate both your personal and your bank's value proposition — so every prospect knows why they should choose you over every other advisor they could call.

Navigate the three types of client conversations — including the most delicate: successfully engaging clients currently held at previous banks.

Structure every client meeting using R.O.A.D.M.A.P. — the 7-step engagement framework that takes you from rapport through to commitment in a natural, credible sequence.

What does the program cover?

Two deep modules — Key Topics and Frameworks & Tools — built around role plays and live coaching throughout a full day.

Key Topics — The Client Acquisition Foundation

The Wealth Management Client Sales Process — the 7 steps from identifying a prospect to opening an account, and where most advisors lose momentum along the way.
Challenges in Acquiring NNM from New Clients — the structural, behavioral, and competitive barriers to growing net new money, and how to systematically address each.
3 Types of Client Conversations — the fundamentally different approaches required for warm referrals, cold introductions, and existing relationship expansions.
Successfully Engaging Clients from Previous Banks — the specific language, sequencing, and trust-building moves that make the difference when a prospect is already banked elsewhere.
Articulating Personal & Bank’s Value Proposition — crafting and delivering a compelling, differentiated answer to “Why should I work with you?” for every client type.

Frameworks & Tools — Your Complete Prospecting Toolkit

[Planning] Prospecting Business Plan & Calculator — set targets, track conversion rates, and calculate exactly how many prospects you need to meet your NNM goals.
[Trust] Trust Formula — understand the components of trust in an advisory relationship and how to accelerate trust-building with new prospects.
[Style] mDISC — identify your prospect’s behavioral style and adapt your communication approach for faster connection and stronger rapport.
[Structure] R.O.A.D.M.A.P. — the 7-step meeting structure that guides every client interaction from opening rapport through to confirmed next steps.
[Discovery] Questioning Loop & H.C.F. — structured questioning that uncovers a prospect’s real financial situation, goals, and concerns naturally.
[Portfolio] SAA/TAA Framework — communicate strategic and tactical asset allocation clearly to clients with varying levels of investment knowledge.
[Objections] 4 Es — a structured approach to handling objections that keeps the conversation moving forward without dismissing the client’s concern.
[Listening] Clues & Cues — active listening techniques that help you pick up on what a client is really saying — including what they’re not saying.
[Solutions] 6 Cs — a framework for creating and presenting solutions that are compelling, relevant, and connected to the client’s stated needs.
[Close] A.B.C. — summarizing and closing techniques that bring the conversation to a clear, confident conclusion with agreed next steps.

Assessment

Formative Assessment — Prospecting Role Play Scenarios (applied throughout the full day with live coaching and feedback)
MCQ — administered at close of session to fulfil IBF-STS accreditation requirements. Both required to qualify for funding.

Why attend this workshop?

Foundational clarity

Most advisors know they should prospect more — few have a system that makes it consistent. WAP 3.0 gives you the complete acquisition architecture: from calculating how many prospects you need, to the exact structure of every conversation, to the tools that make follow-through automatic.

Practical application

This is a full day of doing, not listening. Role plays run throughout — with live coaching and direct feedback from momenta’s facilitators. Your bank’s specific value proposition is integrated directly into the content. You’ll practice every key conversation: cold introduction, referral approach, objection handling, and the close.

Future readiness

The advisors who grow their book consistently aren’t the ones who wait for referrals — they’re the ones who prospect with intention, qualify with discipline, and convert with confidence. WAP 3.0 gives you the mindset, the method, and the muscle memory to do all three.

Is this workshop IBF-funded?

This program is accredited under the IBF Standards Training Scheme (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-2024052004

Frequently asked questions

How is WAP 3.0 different from a standard sales training?

Three ways. First, your bank’s specific value proposition and advisory process are integrated directly into the training — so everything you learn is immediately applicable in your actual role. Second, the focus is entirely on wealth management prospecting. Third, the full day is structured around doing: role plays, coaching, and direct feedback.

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 the formative assessment and MCQ must be completed to qualify.

Funding eligibility and support are subject to IBF’s prevailing eligibility criteria, funding limits, and terms and conditions. Please refer to the IBF Standards Training Scheme (IBF-STS) page for the latest details.

How many CPD hours will I earn?

You’ll earn 8 CPD hours upon successful completion of the full-day workshop — double the standard half-day programs. CPD hours are credited to your IBF record automatically for IBF-registered professionals.

Funding eligibility and support are subject to IBF’s prevailing terms and conditions. Please refer to the IBF website for the latest details.

What is the Prospecting Business Plan Template?

A practical planning tool that helps you calculate how many prospects you need to contact, qualify, and convert to meet your NNM targets — given your specific conversion rates at each pipeline stage. You’ll complete it during the workshop, so you leave with a personalized, ready-to-use prospecting roadmap.

What does the assessment involve?

Two components:
(1) Formative Assessment via prospecting role play scenarios throughout the full day with live coaching and 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?

Yes. Group registrations are handled directly by Penny Tang at penny.tang@momenta.biz or +65 9003 2890. For larger groups, in-house delivery with your bank’s specific proposition content integrated is also available.

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.

Ready to join us?

Select your preferred session and complete the short form below. We’ll confirm your place and send venue details closer to the date.

1 Submitter

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3 Billing

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I confirm that all information I have provided is accurate and complete. I understand that any inaccuracies may lead to my removal from the program, forfeiture of my fees, and the repayment of any funding I have received from IBF.

I also understand that IBF funding and admission depend on meeting IBF Eligibility Requirements, such as citizenship, residency, and attendance. If I become ineligible or fail to comply with these rules, I agree to repay any funding.

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