The WMI Certificate in Private Banking (CPB) is a unique certificate programme designed for individuals who are keen to pursue a career in private banking.
A comprehensive induction to the private banking business, the programme provides participants with essential knowledge and relevant skills, such as approaching, nurturing, servicing and retaining private banking clients, to become trusted advisors.
Key features
- Comprises two modules, each spanning one month.
- Modular structure provides flexibility for working professionals while meeting their training needs.
- FICS-accredited in the area of “Wealth Management: Relationship Management – High Net Worth (Job Role IV)”.
- Successful participants will be awarded Statements of Attainment (SOAs).
Curriculum
Module I: Technical Skills
| 1. Overview of the Private Banking Business This covers the industry overview and trends in the private banking business, compliance and regulation, and an appreciation of the macroeconomic impact on the business. |
| 2. Corporate Finance This covers the fundamental concepts in corporate finance, trends and developments, the rationale, processes and the players’ roles in capital market activities. |
| 3. Equities This gives an overview of equities, and covers the various valuation models, interpretation of financial ratios and understanding how the equities markets work. |
| 4. Fixed Income This gives an overview of fixed income, and covers concepts like duration, as well as pricing of bonds. |
| 5. Foreign Exchange and Money Market This covers the workings of the foreign exchange and money markets, the mechanics, the pricing conventions and methodology used in these markets, and how the products are used in the structuring of the client’s portfolio. |
| 6. Derivatives and Structured Products This covers the commonly traded derivatives and their applications, the jargon, the risks involved, the due diligence and performance measurement involved. |
| 7. Private Equity This covers current market conditions, investment strategies and performance measurement. |
| 8. Real Estate and REITs This covers current market conditions, valuation factors, trends in the real estate market and real estate investment trusts. |
| 9. Hedge Funds This covers the fundamentals and strategies of hedge funds, and their risk and return characteristics. |
| 10. Trust, Tax and Estate Planning This covers the broad overview of trusts and estate planning, the various structures available and international trust locations. |
| 11. Insurance This covers the overview of how insurance is used in the high net worth market. |
| 12. Ethics This covers the legal, ethical and regulatory issues affecting financial advisors. |
| 13. Investment Process This covers the key concepts underlying the investment process, namely portfolio theory and management. |
| 14. Credit and Risk Management This covers the overview of credit and risk management for private banking clients. |
| 15. Wealth Planning, Preservation and Enhancement In this session, participants combine theory with practice to devise strategies that would best serve the differing needs of high net worth individuals. |
Module II: Sales and Relationship Skills
| 16. The Psychology of Being a Trusted Advisor This session is for participants to better understand themselves and their own natural styles of dealing with their clients, through the use of DISC Personality Assessment. Participants will also be taught how to identify their prospective clients’ preferred approach through a technique called Client Style Analysis. |
| 17. Effective Networking and Asking for Referrals This session teaches participants the importance and techniques of effective networking and asking for referrals. |
| 18. Client Relationship Management This session provides participants with the skills to acquire, maintain and deepen relationships with clients. |
| 19. Consultative Selling This session is for participants to develop effective communication skills and to understand the techniques in questioning and listening. It also trains participants in critical skills in sales, negotiation, influencing, persuasion and closing. |
| 20. Look the Part, Talk the Talk This session highlights the importance of projecting a professional image, understanding social etiquette and protocol, and communicating and networking in culturally diverse client environments. |
2012 programme
Bookmark this page for updates of the schedule of the 2012 WMI Certificate in Private Banking Programmes
Related Information
The WMI Certificate in Private Banking is the cornerstone of our training for new entrants to the relationship manager role. It is comprehensive, rigorous and a perfect induction
for aspiring wealth managers.
Kwong Kin Mun
Managing Director, Head of Private Wealth Management, South East Asia, Deutsche Bank AG