Gain Client Trust with Communication Strategies from Tom Hopkins

Regular price $63.00 Sale


Jaw-dropping communication that effectively connects you with others and will build trust and respect every time.

Communication, the tool we use each day to build rapport and understanding with everyone in our lives, is also the tool for cultivating trust. When trust is lacking, everything from selling your services, to working on a project, to simple communication with your clients can be a struggle. And it can lead to lost clients, lost work and lost income. Like many things in life, building trust often boils down to being able to communicate successfully.

You have a lot of different products to offer and going through the details of each one would be too time-consuming. The use of questions helps you gain the information you need to eliminate products that don’t fit your potential client’s needs. For example, if he or she has some credit challenges, you may make the decision to create a “get out of debt” plan rather than an investment plan. Professionals have turned to Tom Hopkins for decades to help them learn how to communicate better and help more of their clients with their financial planning decisions.

Chapter 1 - Effective Questioning Strategies: Yield information and encourage continued discussion to determine the right products for each client’s needs.

  • Open Ended Questioning
  • Closed-ended Questioning
  • Tie-Down Questioning
  • Involvement Questioning
  • Alternative Choice Questioning
  • Porcupine Questioning – how to answer the right question with a question

Chapter 2 - Making A Positive Contact: Fear is the greatest enemy you’ll ever encounter as a financial services professional. This includes your fear, the potential client’s fear, market and trend fears and so on. Learn to help others understand and overcome their own fears so you can earn the opportunity to help them make decisions.

  • Calming Your Buyer’s Fears
  • Steps for Putting Clients at Ease
  • The 3 Cs Questions



In this 90-minute course, Tom provides tips and strategies that will help professionals in the financial service sector to more effectively:

  • Use a level and style of questioning that is clear and direct providing the client with ample opportunity to ask questions and indicate a full understanding of all discussions and material presented.
  • Implement a systematic process to discover and organize information specific to the client including the client’s needs and lifestyle expectations.
  • Clarify what the client needs to protect, the extent of the protection needed, and the client’s tolerance for risk in relation to the products and services being communicated as part of the offering.
  • Establish a level of trust and intimacy with clients to better identify and describe the benefits of products and services offerings.




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:

What do I do if I have a technical problem?

First, clear your cache and reboot. Second, try using Google Chrome browser. If you still have a problem, email

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.