Questa Corporation: Consumer Banking

The newest course in Questa's consumer bank training curriculum was developed in response to bank requests for a one-day class to teach personal bankers how key concepts, like taxes and inflation, affect customers' credit, investment and retirement financial needs.

Using case studies, role plays and UFNCalcs, bankers learn to motivate their clients to take action using bank products. A powerful computer-based financial application, UFNCalcs, is provided for fast and effective presentation of information to clients. This macro-encoded spreadsheet is Excel-based and user friendly so it requires no knowledge of Excel to use. A consistent and reliable tool, UFNCalcs builds credibility for consumer bankers at the same time that it increases client satisfaction, improves customer profitability and increases referrals. Topics covered include:

Uncovering Savings Financial Needs

Help clients set realistic goals
- Taking the first six steps
- Correcting “investment myopia” to match objectives with investments
- Accounting for taxes and inflation when setting goals
- Turning “hot money” into long term investments
- Determining the future costs of education and retirement
Help clients get time on their side
- Motivating clients to start a savings plan and increase contributions
- Calculating the cost of delay
Help clients protect their money
- Protecting long-term investments from short-term emergencies
- Starting an emergency reserve

Uncovering Credit Financial Needs

Help clients pay less for credit
- Computing financing costs saved
- Presenting advantages of tax-deductibility
Help clients get out of debt faster
- Comparing accelerated payment methods
Help clients free up money for other uses
- Refinancing for cash flow relief
- Saving the payment difference

Uncovering Financial Opportunities

Five “real-world” case studies that integrate uncovering all of a client's needs
The process for uncovering financial opportunities
The financial needs review
Turning contacts into opportunities