Wealth management is a fast paced environment. You cannot afford to miss out on understanding the current changes and how they impact this highly profitable sector.
This course gives you a comprehensive overview of how to build a successful wealth management strategy and raise the performance of your institution. It examines the main stakeholder in this environment: the client and their expectations, then moves on to discuss asset allocation as a powerful generator of client loyalty.
You will learn not only how to identify asset management products and services but how to meet specific client demands as well as formulate innovative estate planning services to benefit both the client and the bank. Throughout the course the focus is on understanding the needs of private wealth clients and identifying profitable marketing opportunities.
Summary of course content
- Design a successful private banking strategy to maximise profitability and efficiently compete in today’s market
- Implement innovative marketing techniques to win new business and defend an existing client base
- Use creative asset management products and services to meet specific client demands
- Formulate innovative estate planning services to benefit both the client and the bank
- Implement the optimal business plan to establish a private banking branch in a new region
This highly interactive training combines presentations, lively discussions, case studies and group work, which will allow delegates to put to practice what has been learnt throughout the course.
- Application of key concepts through practical hands-on workshops
- Various and recent real-life case studies
- Group work and team presentations
Who should attend this training course?
- Private bankers
- Wealth managers
- Relationship managers
- Investment managers
- Trust managers
- Department heads
Introduction and welcome
The private banking world
- The wealth management world today
Where are we?
The state of the industry in the world
The state of the industry in Asia
Discussion: How to get there?
- Business model
Costs and revenues
- Who are the private banking clients?
KYC, and legal and regulatory requirements
Discussion: Family office services in Asia
- Private client needs analysis
Case study: A prospective client analysis
- Risk and return
An uncertain outcome
Relative vs. absolute return
Case study: Clients risk aversion analysis
Asset allocation for private clients
- The process of asset allocation
What is asset allocation?
Why is it needed?
What to put in a portfolio pricing?
Decisions and basis point assumptions
Review of the various investment vehicles
- The diversification effect
Portfolio risk and return
Specific vs. systemic risk
The efficient frontier
Rewarding the risk: sharpe ratio
- The investment world
- The investment process
Formulating a policy
Monitoring and updating the portfolio
Active vs. passive portfolio management
Asset allocation vs. security selection
- Formulating the offer
Meeting the client needs
Dealing with investment restrictions
Abiding to local regulations
Estate planning needs and tools
- What is estate planning?
Geographical and legal constraints
What are they?
- Family foundations
What are they?
- Other tools and their weaknesses
Local instruments for local purposes
- Non-financial assets
- The offering
What is the best mix?
The domicile of the client
- Cultural differences
The religion element
Dos and donts
Private wealth management products
- The full offer
Onshore vs. offshore
Additional services to be delivered
In-house or sub-contracted
- Alternative investments
- Structured products
Capital guaranteed products
Yield enhancement products
The importance of the network
- Managing and retaining the client
Managing the clients expectations
Setting up the frame
Dealing with the shortfalls
How to deliver bad news
Business development: offering private wealth management products in a new area
Summary and close
This instructor is an independent private banker, consultant, business coach, speaker and trainer in over 20 countries, covering a wide number of topics. He also regularly lectures at Trinity College Dublin.
He is a CFA Institute Approved Speaker and member of the Board of Regents of the Financial Analyst Seminar. His extensive knowledge of the banking world; in particular of the private wealth management industry; stems from over 20 years working within the banking business alongside an array of senior bankers from all around the world that he has advised, trained and coached.
He holds an MBA from the Heriot- Watt University in Edinburgh and is a Certified Financial Analyst and Portfolio Manager (AZEK/CFPI) and a NLP practitioner as well as being a PADI Certified Divemaster!
Interested in holding this course in-house? Please fill out your details and a member of our team will be in touch with more information.