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CLIENT ADVISORY
 
     
  Summary Description  
  Participants broaden and enhance their skills in building more business with clients through a better understanding of the scope and key elements of the global wealth management process and business.  
     
  Target Audience  
  All private client relationship managers and their supervisors  
     
  Main Topics  
 

The clients - who are they and what do they want?
The players in the wealth management game: financial institutions, asset managers, intermediaries/advisors
 Key Success Factors: which organizations are successful and why?
 Global macroeconomics and the business cycle - impact on asset classes and currencies
 Behavior of asset classes and currencies in the economic cycle - inflation, interest rates, economic growth, recession
 Identifying customer investment needs and objectives
 Investment risk/return - efficient frontier, beta vs. alpha, asset classes
 Risk management - client risk, product/operational risk, advisory risk, reputational risk, credit and business risk.
 Global investment products - model portfolios, structured products, discretionary management, hedge funds, private equity, mutual funds, ETFs

   Creating the Client Portfolio Plan - why a portfolio plan?
 Global portfolio plan segments
- Theory
- Economic / market outlook
- Risk / return profile for different types of clients
- Recommended Portfolio
- Target return/risk
- Asset class and geographic weights
 Challenges of portfolio planning with Latin American clients
 Consultative selling - ongoing dialogue with client
 Reference and structure for ongoing/future client interaction
 Client acquisition using advisory tools – identification, approach, dialogue, investment planning, closing.
 
       
 
  Duration  
  3 days  
     
   
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