MONEYTUNE-our innovative training program is based on the outcome of research we have recently completed on relationship between Relationship Managers and customers of Banks, NBFCs and firms offering financial services. Our team has interviewed a large number of Relationship Managers (RMs) and customers and found out the reasons for changes in their relationship. Some of the important findings of our research are:
          a) Two minutes of an RM's interaction with customer results in a 10% investment plan change and nine minutes with
              customer results in a 36% investment plan change.
          b) Conversation with priority (HLTV) customers lasts as short as 90 seconds. With right approach to the customer made
              conversation last longer up to 29 minutes.
          c) 64% of customers believe that discussions with RMs have no impact on their investment plan.
          d) 82% of customers  believe that "trustworthiness" of RM is more important than "Creditworthiness" of the bank
          e) Most of the customers are of the opinion that RMs:
                       i) are unable to offer desired solutions due to banking system & regulations,
                      ii) are more oriented to banking procedure than to customers needs,
                     iii) have little to offer beyond basic product & service information.
                                                                                                                  

Selling banking & financial services is different from selling other services. Therefore, the role of Relationship Manager of a bank is quite different. We have identified two key drivers of consumer banking & finance decision making-1) Creditworthiness of bank, and 2) Trustworthiness of Relationship Manager. Customers give more importance to "Trustworthiness of RM" for buying certain banking & financial products. Thus it is imperative for RM to demonstrate trustworthiness for building relationship successfully. Relationship Manager's job is to help clients achieve their business objectives in an cost effective manner by providing them customized banking products & services. Relationship Management leverages the long term relationships with clients. Corporate as well as individual clients can benefit from the high quality service and leading expertise of bank's relationship management team, who work closely with the product specialists to improve the client relationship to its full potential. Therefore, Relationship Manager must have excellent relationship building skill to understand customers needs, and actively educate existing and potential customers about banking products & services.             Top

Customers like to dance to the tune of money. Thus, Relationship managers must learn how to play the tune of money. MONEYTUNE-our innovative training program, based at “RBS” concept, enable RELATIONSHIP MANAGERS to understand & fulfill the gap that exists between Customer's expectations and Bank's offerings. Moreover, this training program also makes the selling more effective and less stressful & painful for Relationship Management team. Our training program can help banks/ NBFCs/ Financial institutions to grow by building & maintaining a meaningful relationship with its customers in a highly competitive environment. The RMs of many banks/ NBFCs are inadequately trained to handle new generation of customers. RMs must develop the ability, skills, and knowledge necessary to build and maintain a meaningful relationship with new generation of customers. We can join hands with banks/ NBFCs in making this happen. We can facilitate relationship management process of banks/ NBFCs by adding valuable inputs. We can train RMs to be highly productive, customer-focused professionals who deliver a superior experience to every customer.  We train RMs to promote and professionally sell the full range of consumer banking and financial service products to existing and potential customers through relationship building techniques. To acquire, grow and deepen Priority Customer relationships through effective relationship management, with special focus on the analysis and satisfaction of Priority Customer’s personal financial as well as investment needs and objectives. We believe in relationship management based on relationship revenue (RR) and relationship cost (RC). Customer relationship profitability is the difference between relationship revenues and relationship costs, both adjusted for risk. Our training increases the effectiveness of cross selling thus reducing the cost & time.
 

What is special about MONEYTUNE training program?
We have made the selling less stressful and painful process for RMs and a pleasant experience for customers. We have discovered from our research that there are 16 types of RBS (Relationship Building Styles). RMs as well as CUSTOMERS use RBS in their communication for relationship building. It is important for an RM  to know his and customers RBS. For example, when you buy a car you get an ‘Operation & Service Manual’ along with the car which helps you to use and manage your car better. Similarly, we have prepared an ‘RBS manual’ of all types of customers & RMs. This helps RMs to understand & manage customers in a better way. During the training, RBS of every participant (RM) is identified and a report is provided. Participants learn how to measure & bridge the RBS gaps in a step by step process. Each person trained by us gets a personalized Action Plan that is his/her roadmap to success, including specific behaviors they need to improve and measurable performance objectives. Participants learn how acquire and retain customers for up-selling & cross-selling in order to increase the ‘share of customer’ keeping in view the ‘LTV’ of customer.

This innovative training program is based on relationship building skills and helps banks/ NBFCs to deliver best value to their customers. The mindset and attitude of people concerned is changed to help build and maintain meaningful relationships with internal & external customers. Learning how to manage and communicate information to customers within a high-trust working relationship is the key to success. Our technique is very effective because it based on our finding that ‘customers  believe that "trustworthiness" of RM is more important than "Creditworthiness" of the bank & ‘peple like to buy from the people they trust'. We understand that "in relationship marketing you do not get second chance to retain your first customers".             Top

                                          What Moneytune Offers?                                         

Our innovative training can help Senior Managers/ Relationship Managers/Executives to learn how to: 

• Recognize their & customers’ relationship building styles (RBS)
• Build meaningful relationships and rapport using style flexing
• Understand the language of the internal & external customers
• Understand the motivations and wants of customers properly for up & cross selling
• Present the product (services) effectively
• Develop the right questions to use and when to use them
• Overcome the objections that they face with confidence and ease
• Deliver the service – a moment customers never forget
• Keep in touch with customers - get referrals without hounding them

Our training can also help Relationship Managers/Executives to:

• Exceed their sales targets and close more sales in less time
• Manage their diary more effectively to free up more time for selling
• Eliminate their frustrations and stress when it does not go their way
• Create a step-by-step consultative selling process that works
• Boost their self-confidence
• Eliminate all of the activities that are costing them sales, time and energy and implement a new system to make them more sales
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• Avoid repetitive and monotonous briefing
• Helps RMs to build rapport with customers easily
• Makes up & cross selling process less stressful & painful for RMs
• Briefing based on RBS technique attracts customers’ attention
• Saves time for RMs as well as Customers, results in higher productivity
• Can leads to discussion with RMs, thereby arousing interest about the product
• Helps to register “brand” of the bank easily as it is linked with a relationship
• Relationship managers/executives would enjoy “learning” during training
• Much greater job satisfaction for RMs, due to improved relationship with the customers
   

      Module I: Building teams, productivity enhancement, and relationship improvement with internal & external customers
      Module II: Basic banking & financial services, Accounts, Deposits, Credit Cards
      Module III: Finance (loans)- Home, automobile, commercial vehicles/ construction equipments,
      Module IV: Corporate Finance, Project Finance 
     Module V: Mutual Funds & Insurance
 

MONEYTUNE Program also offers - Reviewing Your Current Sales & Process
Our sales consultants will work closely with you and your team to study & improve your sales process based on best practices and proven performance. Current Sales Assessment & Process Overview Report (CSAPOR) shall be provided to you. This report details what currently works well and the areas for improvement, review the current skill levels, training and caliber of staff against the sales process, and identify the key training and development needs against the sales process. The report will make recommendations for improving the sales process at every level that makes it easy to understand and implement.

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