Private Banking & Wealth Management
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1 Private Banking & Wealth Management This course is presented to Alantra Madrid on: TBC The Banking and Corporate Finance Training Specialist
2 Course Objectives Upon the completion of this training event participants will have gained an understanding of: Growth and opportunities in the wealth market Private client profiling and changing characteristics Managing Family Offices Private client requirements and expectations Appealing Course to both Overview macro and micro markets The challenges of investor choice Asset allocation and portfolio structuring techniques Structured products and solutions for wealth clients How to make a high quality service deliver rewards for the firm as well as the client. Background of the trainer Your course director has spent more than 40 years in the banking and financial sector, much of it in a senior managerial/director role. He is a former Institute of Banking Lecturer, having gained distinctions in the exams. He is a subject matter expert on all aspects of retail, corporate and global banking, including risk management and regulatory compliance. He has lectured extensively to both leading global financial institutions and to smaller bespoke specialists. He has delivered extensive programmes in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited Master Trainer at the world s biggest global bank. Course Content Day 1 Session 1: Introduction to Wealth Management Industry What is Wealth Management Products & Services Organisation & structure of a wealth manager Defining roles: teamwork or superstars Session 2: Know Your Customer, client profiling Process AML Obligations PEP accounts Customer Life cycle (student loan, car loan, housing etc) Investor life cycle accumulate, consolidate, retirement. Client balance sheet, sources of income, wealth & risk Customer lifecycles in relation to sales process. Session 3: Regulatory Issues AML &CTF FATF, Wolfsberg, Transparency international FATCA/CRS PEPS Tax Evasion/Avoidance Aggressive tax avoidance Offshore Banking Paradise Papers/Panama Papers
3 Session 4: Wealth Management Services Difference between accounts, customers & clients Cash management Deposits Loans and overdrafts Premium services including credit cards Strategic tiering of bank relationships Session 5: Products & Development for Wealth Management Core products the essential or minimum range Traditional v alternative investments & hedge funds Principal guaranteed products Derivatives Jewellery & other investments Session 6: Client Relationship Management General framework for CRM and consultative selling skills Client profiling Investment needs Interpersonal skills for selling Converting features into benefits Concierge services Session 7: The Family Office Structuring of family office and governance mechanisms Developing the family mission and values Dealing with complex family structures Understanding change over the life cycle of family businesses and succession planning Mobility of wealth & the family business Intergenerational wealth transfer Services provided by a family office Selecting advisors and cost management Valuation of the family business Current challenges and the changing role of the family office Session 8: The role of the Client Relationship Manager (CRM) CRM in general HNW, VHNW, UHNW clients Family Offices What makes a good CRM Performance measurement and reward systems Dealing with success & disappointment
4 Day 2 Session9: Marketing Successfully Client needs & strategy Differentiation & Positioning Linking features to benefits Negotiation versus selling Planning the negotiation Negotiating successfully & Negotiation styles Closing the deal Cross selling opportunities Session 10: Structured Finance in Wealth Management Bringing borrowers and lenders together with bespoke structures The development of investment vehicles using embedded derivatives Structures using Special Purpose Vehicles (SPV) The roles of the various parties in such structures Enhancements & risks Credit Linked Notes and other similar products Mortgage Backed Securities Collateralised Loan Obligations Collateralised Bond Obligations Session 11: Asset & Fund Management Asset allocation mechanics and optimisation Investments of passion Tax management and advisory Wealth structuring and fiduciary services Financial planning Philanthropy Capital preservation. Maximise yields. Balance between liquidity & profitability. Incorporation of Islamic doctrines. Moral behaviour & social objectives. Case Study/Exercise Session 12: Marketing, Communications & Managing the Brand Reputation management Creating & developing the brand, image & style of the firm Positioning the firm, the products and the people Communications, PR, sales & marketing literature Client marketing broad brush v narrow Marketing via adverts, the web, sponsorship, annual reports Session : Course conclusion Open forum, Wrap up END
5 Course Summary These are both exciting and challenging times for Wealth Management sector. The industry continues to grow strongly with the emerging markets, notably China, Russia, the Middle East and Asia creating a steady stream of new very high net worth individuals. This course offers an opportunity for staff engaged in private banking / private wealth management to equip themselves with the skills to formulate innovative strategies, improve their customer relationships and effectively manage their clients' wealth. The focus of this course is on equipping delegates to help their business to grow and win new business, to retain and develop existing client relationships and to defend against clients leaving.
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