Private Banking

Day 1:

Introduction:

• Setting the frame
• Session outline
• Introductions
• Expectations

Asset Classes: Asset Cashflow, Time Horizon and Risk-Return Profiles:

• Deposits
• Equities
• Bonds
• Commodities
• Real Estate
• Foreign Exchange
• Funds
• Structured Products

Asset Allocation:

• Investment horizon
• Diversification effects on portfolios
• Correlation risks
• Portfolio Allocation
• Active versus passive money management

What investors should do with their money: The 3 Money Buckets

• Security
• Investment: Buy and hold versus trading
• Fun

Criteria for long-term Investing:

• Purpose of investing
• Trading models
• Time horizon
• Indifference of entry and exit points
• Required liquidity
• Target gain
• Target loss
• Monitoring time

The Make-up of Successful Investors:

• Psychology
• Believes
• Research
• Trading model
• Discipline
• Tight Money Management
• Time
• Professional

Portfolio Management from an affluent investor’s perspective:

• Determining investors’ objectives
• Conducting sector analysis
• Asset allocation
• Portfolio selection techniques
• Different types of funds

Day 2:

The basis of successful sales and good communication:

• Mental state:  Your attitude affects the other person
• Rapport:  The basis of success is a feeling of communality
• Different ways of communicating: Using all the senses to make sense
• Content versus form: What you communicate versus how you communicate
• Perception versus interpretation: Reality and what we make of it
• Time and sequence:  Does it matter when I say something?
• The frame: The specific situation is important too

Role play:  Selling an Equity Fund

• A sales conversation
• Observer, banker and client
• Feedback

The 5-Step Sales Process:

• Rapport
• Ask open questions with a SPIN
• Find the client need
• Link the client need with your solution
• Close the deal

Role play:  Selling a Fixed Income Fund

• Establishing rapport
• Identifying client needs
• Feedback

Asking open questions with a SPIN

• Open versus closed questions
• Situation questions
• Problem questions
• Implication questions
• Need questions
• Exercise

Role play:  Creating an Asset Allocation Mix

• Getting clients to take a decision to act
• Closing the deal
• Asking for more business
• Feedback

Summary:

• Course summary
• Debrief

Delivering this course in-house for you to a number of participants could be very cost effective. Please call us on 020 7387 4484 to discuss this further.

If you have any questions about this seminar please write to us at post@redcliffetraining.co.uk.