2013 Training Programmes WEALTH MANAGEMENT

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1 2013 Training Programmes WEALTH MANAGEMENT

2 1 I Wealth Management Wealth P lanning for Affluent Clients DATE / DURATION Sep 2013 (3 days) VENUE IBBM PREREQUISITE At least 2 years of experience in Wealth Management. SYNOPSIS OF THE PROGRAMME A 3-day hands-on and practical programme to help participants to understand the world of the affluent clients and how to manage their expectations on Wealth Planning. LEARNING LEVEL Intermediate TARGET AUDIENCE Wealth Managers serving affluent clients. LEARNING OUTCOMES Upon completion of the programme, participants will be able to engage affluent clients in high professionalism by: Understanding the key drivers of the market in relation to their clients portfolios Leveraging this understanding as a basis for client wealth planning using asset-liability matching Building their own real-life client wealth portfolio through portfolio simulation games Approaching wealth management as an honourable and value-added business COURSE OUTLINE Day 1: Understanding Fundamentals of Investment Products: Their Uses & Risks Session 1: All You Need to Know About Asset Classes Investing the asset classes: history, impact, market behaviour o How firms raise capital Bank lendings and money markets Fixed income Equities and shareholdings The world s largest market foreign exchange Alternative asset classes o Commodities o Property Session 2: Client Portfolio Construction Game Building a simple equity portfolio Adding new asset classes to the portfolio Assessment of returns by scenarios Presentation of findings by individual groups and post-mortem

3 Wealth Management I 2 Session 3: Financial Instruments Underpinning Asset Classes Vanilla products Exchange traded products Over-the-counter products Dual currency products Structured products as a means for shaped returns Trading-type products Mutual funds and hedge funds Special purpose vehicles Insurance Derivatives and where they fit into a portfolio Session 4: Understanding Risk & Reward It s all about volatility and time Defining and measuring risk Comparisons of risk and reward between the asset classes Session 5: The Use of Derivatives Within a Tradition-Strategic Portfolio (Group discussion) Learning outcome: For the participants to differentiate between the risks and rewards of employing derivatives o Scenario building o Presentation of findings o Case studies in history Day 2: Understanding Global Trends & How They Impact The Client Session 6: Behaviour of the Markets (Global trends & the history of the markets) Bull markets o From 1900 to today: The history of the equity markets as one big bull market o Factors driving each individual asset class: Fixed Income, Equity, Currency, Commodity and Property Bear markets o Black swans in history: Common occurrences in all market downturns o The anatomy of a crash: 2008 o Factors driving bear markets Markets in uncertainty o Analysis of the current EU drama and scenario-building o Global interrelationships How asset classes affect each other Identifying early warning signs Taking advantage of market instruments Session 7: The Global Compliance & Regulatory Environment (Global trends & the history of the markets) Understanding causes and causality The shift away from Swiss banks into Asia and how Singapore is wellpositioned

4 3 I Wealth Management Session 8: An All-Weather Investing Framework Requiring the Use of Funds, Insurance & Common Banking Products Practical portfolio management and asset liability matching o Asset liability matching liability management and asset management strategies CORE vs. SATELLITE portfolio management strategies o Equity investment management strategies o Bond portfolio management strategies o Foreign exchange trading strategies o Global asset allocation timing the allocations o Managing Alpha fund of funds management and strategies for allocating risk o Using derivatives in portfolio management Evaluating portfolio performance o Tools of evaluation o Risk budgeting and position risk sizing risk allocation models, martingales, reverse martingales and optimal f o Portfolio rebalancing Common asset allocation mistakes and how to deal with them Session 9: Client Portfolio Construction Game Building Asset-Liability Matching / CORE & SATELLITE Portfolios o Scenario Building o Group Discussion o Comparing portfolio performance to key points in history o Presentation of findings o Questions and answers Day 3: Understanding High-Level Selling to the Affluent Session 10: The Business of Advising the Affluent Positioning: Creating your unique selling points Prospecting: Where to find the right clients Closing: Getting to YES Beyond Closing: Being a trusted advisor Business plan creation (group discussion) Learning outcome: To enable each participant to identify strong drivers of increased prospecting and sales o Scenario-building New Division Sales Manager of a Bank Owner of an Independent Asset Manager Being a Stockbroker Being an Insurance Specialist

5 Wealth Management I 4 Session 11: Client Relationship Management Needs-based analysis o Discussing overt needs o Uncovering needs which the client isn t aware of Asset-liability matching o Matching long-term needs with current products and services On becoming a trusted advisor o How to work with a client who is overbanked o Strategies for increasing credibility with the client o Types of client/investors and appropriate ways of building relationships the wealth journey Going beyond trusted-advisor status o Referral management strategies o How to cross-sell and re-sell to the entire needs spectrum o Understanding the need of the client to control the market: Risks and rewards for short-term trading products How to engage clients with short-term trading needs Session 12: The Trusted Advisor in a World of Sales Figures Code of ethics Client-centricity Conviction Session 13: Actual Case Studies in Practice Selling funds in an uncertain market Is there such a thing as too much insurance? Balancing revenue-seeking and cross-selling Dual currency investments what to do about it? Session 14: Course Summary & Questions & Answers TRAINING METHODOLOGY Classroom learning Group discussions Portfolio simulation game Case studies LEARNING PARTNER Suraj Mishra, Managing Partner Managing Director, aprikot Pte. Ltd. Executive Partner, momenta A leader in the financial industry, being a practitioner with over 22 years experience as senior executive. Extensive experience in Asia associated in building a true regional fund management entity operating in 10 countries within Asia and the Middle East, plus setting up platforms in Luxemburg and Mauritius.

6 5 I Wealth Management FEE STF Member IBBM Member Non-Member RM2,450 RM3,050 RM3,700 REGISTRATION CLOSING DATE 4 Sep 2013

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