Our Wealth Management Executive Series has been developed specially for RelationshipManagers and Financial Advisors / Consultantsof Financial Institutions (FIs).

The Series comprised of four modules, namely Under-standing Investment Products; Winning Private Banking Clients in Wealth Management; Building Profitable Cus-tomer Relationship; and Managing Compliance and Risk for Profitable Performance.

The programmes have been developed by a team of spe-cialists, formerly from one of the world’s leading financial management and advisory companies, providing financial advice and investment banking services. The specialist team comprised of a former regional trainer in Client Re-lationship Management in the Wealth Management in-dustry; and a former regional director of brokerage and private banking services covering Client Services, Op-erations, Administration and Risk Management for Singa-pore, Europe, Middle East and the Pacific Rim operations. The financial institution was recognised by the industry as one of the most profitable private banking division globally. Non-compliance risk is a sub-set of operational risks inher-ent in the sales function. Recent compensations by FIs to clients who bought structured notes due to improper sales conduct have highlighted the positive correlation between compliance and profitability, professionalism and client’s interest and needs. Hence, the trainers will share their in-valuable experiences and insightful best practices and tips on how the sales, operations and compliance department can work together with its Relationship Managers to en-hance sustainable profitability of the Financial Institutions.

Module 3 has been developed using the renowned MBTI Personality Profile where participants learn to understand, and adopt different approaches to meet the needs of cus-tomers with different personality traits, thereby enhances sales effectiveness.

Module 1: Understanding Investment Productsin Wealth Management

Synopsis:The role of the Relationship Manager in the Wealth Man-agement industry is to provide financial advice which addresses every aspect of a person’s financial life in a consultative and highly individualized way, taking into account current and future financial needs, associated risks and one’s tolerance for risk. It involves drawing up plans or strategies to manage and grow available assets through investment. Diversification is an important strat-egy when putting a portfolio of investment.

To perform his job effectively, the Relationship Manager in the Private Banking business must be familiar with a broad range of investment products, including new in-struments that are becoming more complex.

This programme provides an introduction and overview to the range of products that are commonly transacted through the stock exchanges and “over the counter”,

Wealth Management is a discipline that involves drawing up plans or strategies to manage available assets, taking into account liabilities, and current and future financial needs so as to achieve short term, medium term and long term goals of achieving financial returns, maintaining or enhancing current resources. Wealth Management places greater emphasis on financial advice and addresses every aspect of a person’s financial life in a consultative and highly individualized way, taking into ac-count associated risks and one’s tolerance for risk. Hence the importance of having well trained and disciplined professional Relationship Managers in Wealth Management cannot be over-emphasised.

Module 2: Winning Private Banking Clientsin Wealth Management

Synopsis:The recent economic crisis has resulted in clients be-ing discerning of the sales and marketing process, and professionalism of financial institutions. This programme pro vides practitioners with best practices and immedi-ately applicable tried-and-tested tools, tech niques and skills that will assist them to build new clients and grow business value with existing clients.

The recent financial crisis and in particular, the mar-keting of structured notes linked to Lehman Brothers highlighted the need for a more disciplined approach to wealth management. The salesperson in the Private Banking business must be familiar with a broad range of investment products, and must be sensitive to their clients’ overall financial condition, objectives and needs.

Roles in the financial industry are continuously evolving. Banks are now offering private banking and brokerage services; while brokerage companies are offering credit facilities; and insurance agents are now offering invest-ment advices.

Financial products are also evolving with new instru-ments becoming more complex. As investors find that the market has no mercy for the uninformed, they will look to professionals who can best advise and help them manage and grow their wealth.

Course Aim:Equip participants with tools, techniques, skills, knowl-edge and strategies to effectively acquire new clients and grow their wealth.

Learning Objectives:By the end of the programme, participants will be able to:1) Understand how to identify prospects and convert them to clients; 2) Appreciate the importance of the fundamental principles of wealth management.

their classification, characteristics and behaviour, asso-ciated risks and yield, and valuation, in relation to the general economy and market conditions.

Course Aim:Provide participants with an understanding of the lan-guage of the industry and a working knowledge of the range of investment products, their characteristics, as-sociated risks and yields/returns, their valuation versus market price behaviour, in relation to the general econo-my and market conditions. Equip participants with sufficient product knowledge to effectively put together a suitable diversified portfolio of wealth management products to grow their clients’ wealth, even in adverse market conditions.

Learning Objectives:By the end of the programme, participants will have a better understanding of :1) The language of the industry2) How the different capital markets works3) The characteristics, associated risks and yields/returns of the different investment products commonly transacted through the stock exchanges and “over the counter”.4) Derivatives and Structured Products, their complexity and risks

Programme Outline:- Introduction To The Global Financial Market- Equity Capital Market •Fundamental Concepts of Equity products and how the stock market works.- Cash and the Money Market- Fixed Income Capital Market •How debt/fixed income market works - diversity and valuation- Understanding Derivatives and Structured Products •Their complexity and associated risks types- Others – Various types of Alternative Investment

Benefits (Unique Selling Propositions):Real Life examples will be discussed and shared by trainers with wealth of experience in the industry.

Who Should Attend:- New Relationship Managers (also known as Private Bankers, Financial Advisors/Consultants) of Financial Institutions; and- Staff in a wide range of roles who need to have an understanding of the products and services offered to private clients of Financial Institutions

Duration: 2 days (14 hours)

3) Understand that Relationship Managers have a duty of care4) Apply the processes of relationship management in order to win over and retain satisfied clients.

Programme Outline:- Overview of Banking Business - Introduction and Process of Relationship Management- Know Your Client - Profiling Clients’ Needs; Establishing Clients’ Investment Objectives Risk Aversion- Trust Building Methods- Overview of Product Knowledge - Investment Portfolio Planning – Asset Allocation- Case Study with Role Play

Benefits (Unique Selling Propositions)- Understand the importance of the basic principle that the needs and interest of the client must come first, and how this is achieved.- Learn from one of the world’s leading financial institution how it achieves long-term sustainable client relationship with mass affluent and high net-worth clients, and high client satisfaction.

Who Should Attend:- New Relationship Managers of Financial Institutions.- Support staff who could benefit from an understanding of services offered to private clients.

Duration: 2 days (14 hours)

Module 3: Building Profitable Customer Relationship

Synopsis:Sales are made when customers’ needs are met. Often, differing personal approach may either stall or stop a sale. Hence, if you can understand, predict and adopt appropriate approaches to meet the needs of your cus-tomers, your sales effectiveness will increase.

This workshop provides you with information and exer-cises to help you apply MBTI personality type framework on sales interactions. You will learn reliable and effective strategies with which to approach the people side of the selling process. Using type framework, you can better understand the differences in your customers’ behaviour, tolerate changes when they occur and adapt your ap-proach as necessary.

Programme Outline:- Introduction to MBTI Type- Assessing Your Selling Process- Detecting Behaviour Cues of your Customer’s Type- Matching Your Customer’s Preferences•TheFourBasicSalesApproaches–byFunctionalType-WordsUsedbyeachFunctionalType-AdaptingtoExtraversion-IntroversionPreference-HandlingFunctionsoppositefromYours -Othernon-verbalcues

Learning Objectives: Participants will be able to:- Understand your own type preferences and how customers type differs from you;- Apply knowledge and skills in the sales process to win more customers.- Detect behaviour cues of customer type from words used by them- Plan steps to bridge differing types in the sales process- Learn how to adapt language and styles to get sales closure- Build lasting relationship with customers

Who Should Attend:Relationship Managers of Financial Institutions;

Duration:1 day (7 hours)

Module 4: Managing Compliance and Ops Risks for ImprovedProfitability in Wealth Management

Synopsis:The financial industry is highly regulated to ensure orderli-ness and to prevent abuse and fraud. Rules and regula-tions are constantly being updated as the financial services and products evolve and gets more complex. The strive to hire and maintain a competitive workforce is always a challenge to every financial institution. The task is to de-velop highly experienced and disciplined professionals with a good understanding of linking business strategies and goals, and the skills necessary to carry them out.

- Real Life examples of Operational Lapses in Financial Industry- Operational Risk Management in WM including identifi- cation of warning signals, Tips on Do’s and Don’ts

Benefits: (Unique Selling Propositions)- Highly practical and implementable best practice approaches will be discussed and shared by trainer with wealth of experience in the industry.- Learn from one of the world’s leading financial institution on how it achieves long-term sustainable profitability in its Wealth Management business.

Who Should Attend:- Relationship Managers of FIs; - Operations staff of FIs; - Compliance staff of FIs; - Risk Officers / Managers of FIs

Duration:2 days (14 hours)

Notes:- For financial institutions that do not select Module 1, please ensure that all participants possess required base know- ledge covered in Module 1.- Volume based discount is available for large group registration, over repeated number of minimum annual intakes.

About FP Consultants International Pte Ltd (FPCI)FPCI is the exclusive Asia partner of US-based SOX and GRC Institute; sole training partner of IE Singapore’s FTA Certificate Programme; Asia Pacific licensee of Sweden-based Celemi Business Simulation Solutions; Registered CPD Training Provider of UK-based ACCA; Accredited Training Provider of UK-based CISI. FPCI provides public training and customised in-house programmes and has successfully brought our unique training workshops to other cities in Asia Pacific including Malaysia, Hong Kong, Australia, China, India, Thailand, UAE, etc. Our unique strength lies in our underlying core value of embracing innovation and technology to provide a holistic and accelerat-ed learning experience which consistently delivers the expected learning outcomes for our clients, through use of our proprietary and interactive game-based learning tools and experiential approaches.

Email: info@fp-consultants.com | Website: www.fp-consultants.com | Tel: [65] 67490313 | Fax: [65] 67490193

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Though there are designated roles such as Compliance Officer, Risks Control Officers, etc, it is important for Re-lationship Managers to be disciplined, well informed and up to date on best practices, regulations and compliance issues as this would help them to do their job better and avoid legal recourse where compliance and operational breaches occur.

This programme provides a broad base appreciation of the need for legislations, regulations and industry codes of practice, compliance, risk and internal control. It also cov-ers the key areas of internal control from an operational risk management perspective. Real-life examples of incidents and cases provide a practical orientation to the programme.

Course Aim:Equip participants with an awareness of legislations, regulations, industry codes of practice, tools, techniques, skills and knowledge from an operational risk manage-ment perspective to minimise risk exposure and compli-ance issues for clients.

Learning Objectives:By the end of the programme, participants will be able to:1) Understand the regulations and code governing proper behaviour of financial institutions and its RM;2) Appreciate the role of operations as gate keeper to proper compliance;3) Be aware of compliance implications on the risk, reputation and financial results of the financial institution.

Programme Outline:- Introduction to the Global Financial Industry- Types of Risks faced by Financial Institutions- Regulations Governing Financial Institutions- Role of Relationship Managers in Wealth Management- Code of Conducts of RM in WM

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Email: info@fp-consultants.com