:Module One
Introduction To Wealth Management
a) Defining premier retail banking, wealth management and private banking – why they are different
b) The relationship component – why it’s so important
c) The psychology of High Net Worth (HNW) investors – what’s important, what’s not
Corporate Finance And The Operation Of Capital Markets
a) Corporate finance principals
b) Capital markets operations
c) Debt versus equity
:Module Two
Advanced Relationship Selling Techniques
a) Advanced sales and marketing concepts
b) Tactical sales skills
c) Lead generation
d) New client acquisition
e) Handling client meetings
f) Needs-based selling versus product or risk based
g) Strategic relationship management
h) Targeting the top customers
i) Deepening relationships over time
j) Strategic selling skills
k) Customer targeting and gap analysis
Financial Marketing And Advanced Communication Tools
a) Marketing banking products
b) Changing consumer behavior
c) Developing new products and services for banks
d) Promotion and communication
e) Use of web, email, and new communication channels with your customers
:Module Three
Asset Classes And Financial Planning Principals
a) Financial planning concepts and principals
b) Asset classes, model portfolios and yields
c) Asset allocation and portfolio management
Wealth Management – Core Investment Products
a) Protection versus wealth accumulation
b) Core investment products
c) Mutual funds, unit trusts
d) Bonds and Sukuk instruments
e) Term life, Takaful, annuity and other life products
f) Structured savings plans including funds
:Group Exercise
:Module Four
Advanced Wealth Management Products
:Detailed product structures including
a) Private equity, IPOs, M&As
b) Alternative investments
c) Derivatives
d) Hedge funds
e) Commodities
f) ForEx
g) Islamic
h) Trusts and family office
:Module Five
Modern Portfolio Theory
a) Advanced portfolio theory
b) Risk and diversification
c) Managing risk
Sophisticated Portfolio Management
a) Structured products
b) Managing and constructing large-scale portfolios
c) Managing inherited wealth
Breakout Session Preparation
Each group will present their solution/needs-based selling plan to the two segments they have chosen to specialize in. equities and bonds
:Group Exercise
Final Examination
The final examination will be in a Multiple-Choice format