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Sales Excellence Program

The course developed in conjunction with Knowledge Master is designed to give practical applications to the ever present need of being effective in front of people.

This covers critically important capabilities in real situations where people actually have to "get the business", rather than text book presumptions.

The key point of differentiation is the practical guidance offered by the course. The course is action packed with real live examples, scripts and methods to become better at client acquisition.

Knowledge Master


The aim of this financial services ‘sales excellence’ training course is to help you learn how to:

  • Build a Commercial and Sustainable Value Proposition (CaSVP)
  • Develop lead generation and prospecting skills
  • Create reliable referral sources
  • Establish and replicate client retention systems

With a Mentor Education course you have confidence in the fact that you will be equipped with the skills and knowledge gained from a credible industry-endorsed program that employs best practice assessment standards, helping you graduate at the leading edge of your chosen field.

Course Options

The Sales Excellence – Sourcing Clients course enhances your post retirement service offer and adds a new profit centre in your practice. This is a premium specialised service that clients need which substantiates your value pricing.

Earn CPD Points

2 continuing professional development points are available, 0.5 in each of the four Subjects.

Who should enrol?

This program will aid and support those involved in the "sale of advice" sphere such as: Independent financial planners/advisers, employee financial planners/advisers, insurance advisers, accountants and mortgage brokers.

Participants will have a real need to discover practical applications to real situations requiring real solutions in short time.

Course Entry Requirement

This is an open entry course with no pre-requisite qualifications.

How to build a Commercial and Sustainable Value Proposition (CaSVP)

  • What is a value proposition?
  • What people buy
  • Template to create a CaSVP
  • What is a concept?
  • Distinguishing characteristics of a CaSVP
  • Developing a verbal form of your CaSVP
  • Fulfilment and acheivement
  • Valuable words in you CaSVP
  • Defining the difference between you and your competition

How to create simple and easy to use lead generation and prospecting skills

  • Profiling your ideal client
  • Attracting clients: lead generation
  • Finding clients: Prospecting
  • Analytical lead generation
  • Electronic profiling
  • Three timeless lead generation tactics
  • Face to face prospecting
  • Building your introduction script
  • Keeping records
  • Analytical findings
  • Persistence and practice

How to create reliable referral sources

  • Referrals sources
  • The four types of referrals
  • Auto referral mechanisms
  • Profile your ideal referral
  • Referral contact capability
  • Good referrals habits
  • Referral scripts
  • Questions and statements in the script

How to build and replicate client retention systems

  • What is a client retention system?
  • Components of a client retention system
  • Frequency of contact
  • Three components of a sustainable client retention system
  • Return on investment for client retention systems
  • Potential referral partners
  • Potential income generation
  • Profiling your ideal client
  • Active Client arousal tactics
  • Passive engagement techniques

We have designed our assessment activities in line with best practice standards to help you deliver quality advice outcomes to your clients.


Assessment tasks may be a combination of:

  • Multiple choice questions
  • Short answer questions
  • Case study and scenario responses
  • Projects, Portfolio
  • Role Plays
  • Practical Demonstration
  • Journal and Self-reflection exercises


Mentor specialises in providing professional education and training services to you anywhere, any-time. We appreciate that learning needs differ for each individual and organisation, which is why we allow you to select the approach that works best for you.

  • No hidden costs
  • Self-Paced
  • Start any time
  • Online assessment
  • 1300 phone support


(or $90 per module) *Call us for our upfront special price
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and Payment Form
  • No hidden costs
  • Interactive learning
  • experienced facilitators
  • National Workshops


BONUS: Specialist presenters
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and Payment Form

Workshop spaces are limited, so book your spot to avoid disappointment


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..Mentor Education’s assistance with helping me with both Diploma of Financial Planning and the Adv. Diploma of Financial Planning has been fantastic. I really appreciate their guidance and assistance with helping me obtain my qualifications. Your prompt email responses to my queries are also greatly appreciated..

Linda Pfitzner
Client Service Manager
Leading Australia Bank Financial Planning

..Mentor Education simply makes our lives easier. Their professional problem-solving approach allows us to focus on other parts of the business;
safe in the knowledge that Mentor graduates have what is takes to provide our clients with sound and accurate advice..

Charles Cavallaro
Professional Development Coordinator
Leading Australian Bank

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