The growth of affluent and high-net-worth (HNW) clients has seen a rapid demand for wealth management advisory to form part of a comprehensive approach to wealth structuring in areas such as asset liquidity provision, family wealth protection, distribution and legacy planning, business continuity planning and tax optimisation.
The modules in this series can be taken on its own. Participants can leverage on the modules to further hone and practice their client engagement techniques through learning from senior industry practitioners, peer learning and role play practices.
Certified Affluent Wealth Adviser (CAWA) Level 1
This programme is designed as a pioneering programme for financial advisors serving the affluent segment (suggested client net worth of SGD$350k to SGD$1.5 mil). A mix of changing client adviser expectations amidst increased digital adoption have combined to put pressure on the traditional approaches adopted by a financial advisor.
The shift away from a product centric model to one focused on the client’s financial and investment planning needs means that financial advisers must adapt and rise to the challenge of supporting their clients more holistically in the new normal environment.
This programme has thus been developed to help participants adopt a differentiated approach to their client interactions. Through this programme, the Financial Adviser will understand how to profile customers and recommend appropriate solutions to customers. They will learn how to approach affluent clients using insurance solutions as a means for wealth transfer, wealth diversification, and accumulation.
Total Training Duration / CPD Hours: 16
Client Relationship Management (CRM) In Practice
This module focuses on communication techniques such as purposeful questioning and the ability to adopt a conversational approach to gathering key client information.
This practice led workshop, through intensive role plays and feedback session, allows participants to develop their personal unique value proposition, know when to bring in specialists and how to develop a strong working relationship with specialists.
Programme will be delivered through intensive role play practices with role play coaches.
Total Training Duration / CPD Hours: 8
Strengthening Client Relationships
This programme aims to help the participants to gain practical insights on how they can be better positioned from the competition, by adopting a differentiated approach to their clients’ needs.
Building a strong partnership with specialists, understanding a client’s latent financial planning needs and developing solutions through an in-depth understanding of these needs will help an advisor to create sustainable long-term client relationships.
Participants will also learn to manage their client expectations and navigate challenging conversations through greater awareness and proactive communication skills to safeguard your relationships.
Total Training Duration / CPD Hours: 8
Insurance Planning for High-Net-Worth Clients
This programme aims to provide a deeper appreciation and greater awareness of the needs, concerns and mindset of HNW clients and takes its perspective from the lens of a HNW client.
In doing so, the adviser learns how to engage the client by approaching insurance as a critical component of a client’s overall wealth management needs.
Total Training Duration / CPD Hours: 8
Navigating Challenging Client Conversations
This programme seeks to better prepare Relationship Managers/ Client Advisors for the occasional challenging discussions and situations they will face when things do not go the way as intended.
While positive outcomes and experiences are not possible for all situations, this programme can help participants systematically engage the client in the best possible way. It examines how to deal with the emotional state of the client during such conversations and lead the client towards acceptance, needed decisions and possible solutions.
Total Training Duration / CPD Hours: 8
Client Acquisition & Prospecting Strategies
This programme is designed for Relationship Managers/ Client Advisors who are looking to expand and enrich their client base. This course equips participants with the knowledge, skills, and techniques needed to identify, engage, and acquire clients effectively. It covers a wide array of prospecting strategies and client acquisition tactics, from traditional methods to contemporary approaches in the digital age.
Total Training Duration / CPD Hours: 4
Uncovering the Complex Needs of High-Net-Worth Clients
This programme delves into the art of client profiling within wealth management, emphasizing the intricate process of uncovering the diverse needs of individual clients. Participants will navigate the nuanced distinction between knowing and genuinely understanding clients, exploring structured approaches to profiling conversations. The course will unravel the multifaceted process of client profiling, addressing financial goals, risk tolerance, investment preferences, and developing strategic profiling dialogues.
Total Training Duration / CPD Hours: 4
Strategic Negotiation Skills for Client Advisers
In the dynamic financial services sector, mastering strategic negotiation skills is paramount for the success of client management. This bespoke programme is meticulously designed to empower client advisers with the tools and insights needed to navigate complex negotiations, strengthen client partnerships, and achieve mutually beneficial outcomes.
This programme combines interactive workshops, real-life case studies, role-playing scenarios, and expert-led discussions to provide a holistic learning experience. Participants will have the opportunity to practice and refine their negotiation skills in a supportive environment, gaining valuable insights and feedback.
Total Training Duration / CPD Hours: 4
Client Management During a Crisis
This module delves into the intricate art of client management during times of crisis. It offers a comprehensive guide for client advisors seeking to weather the storm and emerge stronger in the eyes of their clients. Client advisors will be equipped with the skills to build resilient client relationships, instil confidence, and transform challenges into opportunities, ensuring client retention and also foster long-lasting trust and loyalty in the face of adversity.
Through insightful case studies and practical crisis management process, the module explores the delicate balance between empathy and decisiveness, proactive communication, and strategic problem-solving.
Total Training Duration / CPD Hours: 4
Interested in exploring a structured pathway for your team? Please refer to the our Asia Affluent Wealth Adviser Series: https://wmi.edu.sg/programmes/insurance/asia-affluent-wealth-adviser-series/
Useful Links
Participants who successfully complete the programme will be awarded:
Accreditation
Participants are encouraged to access the IBF MySkills Portfolio (https://www.ibf.org.sg/home/for-individuals/resource-tools/myskills-portfolio) to track their training progress and skills acquisition against the Skills Framework for Financial Services. You can apply for IBF Certification after fulfilling the required number of Technical Skills and Competencies (TSCs) for the selected job role.
Find out more about IBF certification and the application process on https://www.ibf.org.sg/home/for-individuals/ibf-certification/why-be-ibf-certified
Certification
Participants who successfully complete the programme will be awarded:
Note:
The courses have been accredited under the Skills Framework for Financial Services and is eligible for funding under the IBF Standards Training Scheme (IBF-STS), subject to all eligibility criteria being met.
Participants are advised to assess the suitability of the course and its relevance to his/her business activities or job roles.
The IBF-STS is available to eligible entities and individuals based on the prevalent funding eligibility, quantum and caps. IBF-STS provides up to 70% course fee subsidy support for direct training costs subject to a cap of S3,000 per candidate per course subject to all eligibility criteria being met. Find out more on www.ibf.org.sg
The information above is correct at the time of publication. Wealth Management Institute reserves the right to amend the fees and/or terms and conditions as appropriate.
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