Delivered to advisory teams at leading institutions~10 yrsTeaching sales & communication300+Advisors trainedGlobalDelivered internationally, including Zurich100%Of recent participants would recommend itReading the type is step one. Selling to it is the skill.
You can already tell a Knight from a Wizard across a table. But knowing the type is not the same as knowing what to do with it — how to open, when to handle the objection, how to frame the solution, and how to close, differently for each one. That is where most advisors stall.
The Advanced HIS program closes that gap. It gives you P.O.S.A. — a repeatable four-stage sales conversation — and trains you to run each stage the way a Knight, an Explorer, a Healer, or a Wizard needs to hear it. The way you sell matches the way they buy.
When the approach is aligned to the client's type, buyers are dramatically more likely to say yes. Alignment isn't a nicety — it's the difference between a maybe and a mandate.
What You'll Master
P.O.S.A. — a repeatable four-stage sales conversation — trained stage by stage until it's second nature across every client type.
The Four Types — Now Put Them to Work.
You already know these four. In the Advanced class we take each one and run it through P.O.S.A. — so the framework flexes to the person.
We go deepest on the two types that dominate high-net-worth advisory — Knights and Wizards — building a full P.O.S.A. pitch for each.
The KnightFull P.O.S.A. pitch built in-classThe ExplorerType-adapted approach coveredThe HealerType-adapted approach coveredThe WizardFull P.O.S.A. pitch built in-classHow the Two Days Work
Day 1 — Learn & Observe- The P.O.S.A. framework, stage by stage
- How each stage adapts to the four types
- Live demonstrations of type-adapted pitches (Knight & Wizard)
- Guided preparation of your own P.O.S.A. pitch
Day 2 — Present & Refine- Deliver your own client pitch to a live case
- Q&A and objection handling under pressure
- Structured peer feedback against a clear rubric
- Personal assessment and a takeaway action plan
Every participant leaves with materials they keep — a client-type field guide, preparation templates, and a personal playbook.
Who Should Attend
- Financial consultants, advisors, and private wealth professionals
- Relationship managers and client-facing sales teams
- Team leaders who want a shared language for reading and serving clients
- Anyone whose results depend on winning trust and closing complex conversations
Prerequisite: this is an advanced class. It assumes you already know the four types — from our foundational HIS program or equivalent experience — and are ready to build full sales conversations around them.What Participants Say
4.5 / 5 overall · 4.8 / 5 trainer · 100% would recommend
Ethan Lin
Co-Founder, Personality Central
Ethan has spent almost a decade teaching sales and communication to advisors and business owners across Asia and beyond.
He built the Human Intelligence System to make personality science practical for the people whose livelihoods depend on reading others well.
He has trained hundreds of professionals
— including international broker teams
— and delivers the Advanced HIS program in person around the world.
Learn to Read the Person,
Not Just the Pitch.
The next Advanced HIS cohort is forming now.
Bring your team, or join as an individual.
Prefer an in-house session for your team? We deliver Advanced HIS on-site, internationally.
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