Malaysian Wealth Management Forum 2019 - Exclusive Insights - Kenny Suen

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1. Do you have a structured sales process? To what extent does this need to be improved / changed?

Video transcript

1. Do you have a structured sales process? To what extent does this need to be improved / changed?

There's no real structure sales process because all of my advisors have a different ‘forte’. We all come from diverse backgrounds. Some of them are very good in investments, some of them come from an insurance background, some are from trust background. We realise that every client is unique, and therefore look for tailored solutions, which comes with a holistic approach. Whenever our advisors interact with a client, we identify their needs, and from this conversation we may recognize that we may not be in the right position to advise them. We therefore use our team of specialists. These specialists work with the advisors to complement their input and help ensure that advisors are capable of providing the right advice.

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