P E N N S Y L V A N I A   B A N K E R S   A S S O C I A T I O N A Provider of AIB Products Referring Trust Customers
Course Description: 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. Audience: Bank personnel who manage client relationships and/or who are in a position to identify referral opportunities to trust specialists. Learning Objectives: After successfully completing this program, you 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 Course Credits: AIB: 0 ; ICB: 0 Prerequisites: Students should have a basic knowledge of their bank's or financial institution's products and services Required Software: None Optional Software: Adobe Acrobat Reader and RealPlayer Cost: Members $95   •   NonMembers $130       Forms Page ... Registration ... Requests ... Withdrawal PBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com
This educational opportunity is brought to you by Pennsylvania Bankers Association