The Art of Building Client Relationships with Tom Hopkins (CFP Board)

Regular price $63.00 Sale


Proven and effective communication and persuasion strategies to build client relationships and advance your career.

You are in the people business. Learning to make people feel important and cared about will help you build relationships and maintain those relationships long-term. When you are looking for effective communication and persuasion strategies to build client relationships this course instructed by Tom Hopkins is the course for you.

Learn to make positive contacts with clients or prospective clients engage in collaborative communication to address concerns, and master techniques to help buyers calm their fears. This will put you in a better position as a professional that they know they can trust to have their needs and interests at heart.

Garnering pertinent information regarding the client’s personal and financial objectives, relevant needs and their priorities is required prior to making a recommendation by any professional. Then, make yourself an expert advisor to the client. Position yourself as the professional who will demonstrate that you care about them beyond making the sale and who keep them in mind when something new that might be of interest to them arises. That type of treatment makes them feel important.

Part of the process is initiating effective communication strategies, so you are better equipped to identify and evaluate the many alternatives available that might meet the needs of your clients.

Tom Hopkins has been offering customized communications-based training to professionals in the financial services industry since 1992. Tom has personally trained over five million sales professionals on five continents through live seminars.

He has authored 18 books, has sold over 2.4 million total copies of those books and had them translated into seven languages. One of his most popular books is titled, “How to Master the Art of Selling Financial Services. This book provides strategies for listening and understandably communicating with clients. Learning how to gain the trust of others, get them to like you, take your advice, and become long-term clients is the foundation of every successful business.

In this 90-minute course, Tom will help you with proven principles to provide professional services with integrity: acting in the best interests of
the client or prospective client, regardless of personal or professional gain while
acting in a manner that demonstrates exemplary professional conduct.

Chapter 1: Making a Positive Original Contact
Steps for Putting People at Ease
Why and how to Get Permission to Make Notes
Calming Buyer Fears
The power of the 3 Cs Questions

Chapter 2: Addressing Concerns
Controlling the Impact of Concerns
Handling “I want to think it over”
Handling “It costs too much”
Handling “I can get it cheaper”
Handling “It’s not in the budget”
Addressing “We’re happy with our current supplier”

Chapter 3: Demonstrating Gratitude
The power of Thank You Notes



  • What objections or concerns really are.
  • How to determine when concerns are valid.
  • Strategies to be better equipped with your communication to cultivate the information from your client for a mutually-defined client goal, needs, and priorities.
  • A 6-step formula for addressing every concern you'll ever hear.
  • To optimize and develop a simple, yet powerful strategy for keeping in touch with clients in a professional manner.




Who should take courses from XTRAcredits?

Anyone who is dedicated to advancing in their career and/or their business and requires credits towards re-certification of their professional designation or certification.

How do I login to access the XRAcredits Virtual Training Centre from the website?

The Sign In is located on the upper right hand side of our website or go to this URL:

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I have tried to purchase a course and the payment processing is not working.

Check to ensure that the address you are providing matches the address you have on file with the credit card company.

How do I print my competition certificate?

Do any of your subject matter experts offer live training for professional development or continuing education credit?

Yes, contact us to learn more. 780.628.6443 |

Can we gain access to the catalogue of courses if we don’t require continuing education credits?

Yes, contact us to talk about opportunities. 780.628.6443 x3 |

How do we gain access to the catalogue of courses if we are an association or society that you are not currently working with?

Contact us to join our growing list. 780.628.6443 |

How do I access the course after I have purchased it?

You will receive an automated email that will provide you your login information. Sign in via the link provided within your email ( to access the XTRAcredits platform. Once you have logged in, access the Training Centre to initiate your course.

Where is my course located after I sign in?

All courses purchased are located within our virtual training platform Training Centre.

When will I have access to the course?

Immediately after your purchase, once you login.

What if I need additional time to complete the course?

You have 90 days to complete your course from the date of purchase.

What will I get once I complete the course?

When you complete the course successfully, you will receive a completion certificate.

How will I know if all the necessary information that I need to apply my credits to my continuing professional development plan will be on my completion certificate?

You will be prompted to answer a short series of questions when you print your certificate that addresses all the necessary information to be applied to the certificate before you print.

Does the completion certificate have the XTRAcredits CE Provider ID on the certificate?

Yes, when the CE provider ID is required by the accrediting body.

Is there a copy of the certificate that I can access after 90 days?

You must print and retain a copy of your certificate for your own records.

What is the refund policy?

All sales are final purchase.

What is continuing education?

Continuing education involves the mandatory maintenance for re-certification of a professional designation or certification through a division of an association, society, or accrediting body of authority where the professional designation and or certification has been completed.

How do I know if I will receive continuing education credits if I complete the course?

You can find a listing of all of the Accrediting Bodies that have pre-approved this course for continuing education credits in the Accrediting Body Approvals section which is found directly below the Learning Objectives section above.

How many continuing education credits do I receive upon completion of this course?

The number of continuing education credits each Accrediting Body has pre-approved for this course are included in the Accrediting Body Approvals section which is found directly below the Learning Objectives section above.