Definitive Series

Guided by WMI’s faculty and professional actors, this practice-led high-engagement session uses a unique “staging” approach so advisors:
 

• Learn how best to manage difficult client scenarios (e.g. reviewing an underperforming portfolio, passing clients’ accounts to children with different preferences)
• Learn why every client encounter is like a performance
• Refine their skills in a safe environment
  Using techniques from drama, public speaking and media, participants undergo a series of experiential exercises that deepen self-awareness, leading to more effective client engagements.

Total Training Duration / CPD Hours : 8

Classroom Hours : 8

This practice-led workshop, through intensive role-plays and feedback sessions, will cover the following:

• Building rapport and encouraging the client to speak
• Applying the consultative advisory approach to explore the client’s needs
• Listening, articulating, negotiating and setting a plan to support the client’s needs and obtain agreement before moving forward
• Managing client objections
• Alignment of approach with existing or new clients based on different scenarios
• Adapting your personal brand and your bank’s unique value proposition for different clients

Total Training Duration / CPD Hours : 7

Classroom Hours : 7

This one-day module provides the foundational knowledge for a covered person in Private Banking to understand the obligations and regulatory requirements.

Topics include:

• Who is offered wealth management services and their objectives
• Who can offer Wealth Management services, their credentials and basic responsibilities
• Types of institutions in Singapore’s wealth management sector and their services
• Regulatory frameworks for individuals providing wealth management services and investment advice to high-net-worth individuals
• Fundamentals of client acquisition, onboarding and servicing

Total Training Duration / CPD Hours : 8

Classroom Hours : 8

This one-day module provides the foundational knowledge for a covered person in Private Banking to understand the key features of products specific to key asset classes used to construct portfolios that achieve client wealth management objectives.

Asset classes covered include:

• Structured Products
• Derivatives
• Alternative Investments

Total Training Duration / CPD Hours : 8

Classroom Hours : 8

This one-day module provides the foundational knowledge for a covered person in Private Banking to understand the key features of products specific to key asset classes used to construct portfolios that achieve client wealth management objectives.

Asset classes covered include:

• Fixed Income
• Funds
• Foreign Exchange
• Equities

Total Training Duration / CPD Hours : 8

Classroom Hours : 8

This one-day module provides the foundational knowledge for a covered person in Private Banking to understand the basics of portfolio management theory, macroeconomics, credit and leverage.

Total Training Duration / CPD Hours : 8

Classroom Hours : 8

Participants will learn how to

• Engage clients and their families to attain long-term objectives of wealth preservation, inter-generational wealth transfer and succession planning
• Identify clients’ latent wealth planning needs and develop solutions through in-depth coverage of topics, such as inter-vivos gifts, wills, companies, trusts and foundation
• Differentiate from the competition by adopting a holistic approach to their client’s needs

Real-life case studies focusing on Asian families are extensively used to reinforce the application of wealth planning concepts and solutions.

Total Training Duration / CPD Hours : 7

Classroom Hours : 7

Insurance can be a critical component of clients’ wealth management needs.

The programme will adopt a practice-led approach using case studies and role plays so that participants may apply what was shared by their trainer and peers in the following
areas:

• What to prepare ahead of meetings with HNW and UHNW clients
• When and how to work with an introducer or specialist
• Build rapport, uncover needs, suggest solutions and secure clients’ agreement
• How insurance solutions can address clients’ needs

Total Training Duration / CPD Hours : 14

Classroom Hours : 14