Private Banking and Wealth Management

Course description

This highly practical programme for private bankers and wealth managers is designed to equip you with the skill set and the best strategies for creating competitive offering for private clients.

Over 2 days spent with a former senior private banker with over 20 years of international experience, you will have a chance to explore the latest market trends, best products and services as well as estate and succession planning strategies.

You will also learn about the investment management process, asset allocation & portfolio construction principles as well as enhancing your personal impact skills from persuasion to communication and objection handling to increase client’s retention and growth strategies.

You will gain the tools to build the strategy and business plan to competitively position your business and gain practical skills needed to deliver excellent results for your organisation and clients.

You may be interested in our public Managing Family Office & Wealth course

What will you learn

By the end of this course you will: 
  • Gain a greater understanding of the latest trends within the private banking and wealth management
  • Be able to identify growth areas and opportunities  and optimise the offering of products and services
  • Develop the strategy and business plan in order to competitively place your offering
  • Be able to design investment management process and asset allocation best suited for your customers
  • Understand better clients’ needs and manage their experience
  • Enhance your effectiveness by improving personal impact skills from communication to persuasion and objection handling

Main topics covered during this training

  • The latest trends in private banking and wealth management
  • Products and services offered
  • Building the wealth management strategy and business plan
  • Business models and forms of collaboration
  • The investment management process, asset allocation & portfolio construction
  • Identifying, exploring and understanding clients’ needs
  • The trusted advisor model
  • Managing clients’ experience
  • Clients’ profiling and segmentation
  • Personal impact skills including communication and influencing
  • Relationship management and client retention strategies

Who should attend

  • Wealth Managers
  • Private Bankers
  • Client Relationship Managers
  • Consultants
  • Family Office members
  • Head of Business Development
  • Financial Planners

Private Banking & Wealth Management - A 2 Day Programme

Trends within the Global Wealth Management industry

This session will allow participants to become familiar with the latest developments in the private banking marketplace.

  • State of the World’s wealth
  • The Wealth Pyramid
  • Key trends
  • Performance and change
  • Markets and clients
  • Products and services
  • Human Capital
  • Operations & Technology
  • Risk and Regulation

Products and Services of a Wealth Manager / Private Banker

  • The Wealth management process
  • Key elements
  • Relationship management components
  • The Wealth Management Plan
  • The “traditional” offering

– Banking

– Investment Management

– Estate / Succession Planning

An overview of the Asset Classes

  • Money market instruments
  • Bonds and Fixed income
  • Equities
  • Mutual Funds
  • Fund of Funds
  • Manager of Managers
  • ETF’s / ETC’s etc

Alternative Asset Classes

  • Hedge Funds
  • Private Equity
  • Real estate
  • Commodities
  • Investments of Passion
  • Structured Products

Successful Wealth Management Strategies

  • Building the Strategy and Business Plan
  • Identifying core competencies
  • Client proposition
  • Distribution
  • Pricing
  • Customer Value Management
  • Talent management
  • Business models and forms of collaboration
  • Strategic levers of client retention and attrition
  • Operational efficiency
  • Performance metrics
  • Onshore vs Offshore
  • Fragmentation of the value chain

Case Study: A comparative analysis of different business models

The Investment Management Process, Asset Allocation & Portfolio Construction

  • Overview
  • The Investment Policy Statement
  • Risk and return
  • Diversification, volatility and correlation
  • The importance of Asset Allocation
  • The significance of “asset locations”
  • “Rebalancing” and “reallocation”
  • Understanding economic cycles and the impact on Asset Allocation decisions
  • The elements of the portfolio construction process
  • Absolute vs relative return

Case Study: Fragmentation of the investment “value chain”

Understanding and exploring client needs

  • Profiling and segmentation
  • Recognising, understanding and reacting to client irrationality
  • The “Trusted Advisor” model
  • Managing the “client experience”
  • The importance of planning and a structured approach
  • The “advice” process
  • Personal Impact Skills
  • Knowing your own personality and communication style
  • The importance of joint client planning sessions
  • The portfolio approach
  • Pipeline and Funnel management approaches
  • Retention and growth strategies
  • Distinguishing between client attention and relationship management
  • Understanding the difference between a “continuation” and an “advance”
  • Managing client relationship and wealth during difficult market conditions
  • Moving clients to a higher tier

Case Study: The “Client Strategy” document

 

Trainer

Our course director has over 20 years of international private banking experience. He began his career with Royal Bank of Canada where he spent 15 years in a wide variety of senior roles covering almost all aspects of the private banking business both onshore (London) and offshore (Bermuda). During this time he led successful asset management, trust and banking operations, focusing on the needs of international high net worth and ultra high net worth private clients.

He  was also a member of the Global Private Banking Management team and managed many aspects of the integration of a substantial international private banking acquisition.

He has also worked with Swiss private banks where he was responsible for developing the international private client market in the UK. Throughout this period, he also maintained a portfolio of high net worth international private client relationships.

Bill has broad general wealth management experience but his particular area of expertise is developing financial planning solutions for international high net worth private clients and their businesses who have complex cross border planning issues including wealth structuring, tax and estate planning.

During his career Bill has had responsibility for designing and delivering financial education programmes for private banks, wealth managers, family offices, professional bodies and regulators in Europe, Middle East, USA, Canada, South America and Africa covering a broad range of financial, investment and soft skills subjects.

Bill is a Chartered Accountant (FCA), Trust and Estate Practitioner (TEP) and Financial Planner (DipPFS).

 

FAQ

We offer banking and finance courses as well as soft skills and business management training. You can either attend an open public course in London or Dubai or arrange customised in-house training to be delivered in any of your offices worldwide.

Most of our public courses are run over 2 full days. Some programmes are offered as a 1 or 3 day training.

In-house training is tailored to client’s requirements and can be organised over 1 day, 2-3 weeks or longer.

Public courses are organised mainly in London and Dubai. Occasionally we organise courses in other centres like Paris or New York. Check our public course calendar for the current list of programmes. We use a range of training venues, all in the centre of the cities and with excellent transport links to the airports and train stations.

In London we use venues in the centre (near Oxford Circus station or in Mayfair) or in the City (near Liverpool Street or Moorgate stations).

In Dubai our courses are organised in one of 4-5* hotels in the Deira district. Once you register we will send you detailed information together with accommodation options if required.

Our in-house courses can be delivered anywhere in the world. We work with over 25 trainers worldwide. Contact us do discuss your requirements. Check our list of available programmes.

Our courses are run in central locations from 9 a.m until 5-5.30 p.m. There are 2 coffee breaks and a lunch break. Lunch is always provided in the venue.

Dress code is smart casual.

All our programmes are taught by senior specialists who have spent many years in their respective sectors, working as senior managers and head of departments, so they understand very well the market and the challenges you are facing.

The experience of our trainers allows us to create very practical programmes, focused on current market trends and challenges. You can be sure that you will gain the knowledge which can be instantly applied in your workplace after the course. You will be analysing real life case studies, take part in group exercises and discussions as well as role plays, whenever applicable.

We want our courses to be as practical and interactive as possible so we limit the number of participants in order to optimise your time with the trainer and allow you to ask questions which are important for you.

In order to understand your requirements and expectations, we will send you a pre-course questionnaire.

You will also receive post-course support so if you have any questions after you left the training, you are welcome to contact us.

There are 2 easy ways to register:

  1. Go to the course of your choice and click Register Now button to fill the registration page
  2. Email us to enquiry@eurekafinancial.com

After you register, we will send you registration confirmation and an invoice so you can arrange the payment. Please note that your place is not confirmed until we receive it.

If you register within Early Bird discount period, there’s limited time to arrange the payment in order to be eligible for the discount. You will find all the details on the invoice.

We don’t advise to make any travel and hotel arrangements until you receive full course confirmation from us.

We will send you venue and course details as soon as possible but most likely about 3-4 weeks prior to the course commencement.

You can pay by:

  • Making a bank transfer
  • Debit/credit card
  • Cheque payable to Eureka Financial Ltd. - only within UK

Just mark preferred paying option on the registration form. Whichever form of payment you choose we will always send you an invoice.

If you pay by card, a 2.2% processing fee will be added. We will send you authorisation form so you can give us your card details.

Included in the price of a public course are:

  • Course tutorial
  • Take away course materials
  • Course Certificate
  • Lunch on the days of the training as well as drinks and snacks throughout the course

The price doesn’t include accommodation, flights, transfers and any additional costs outside of the training venue.

Yes, we always offer Early Bird discount, so the sooner you register the more savings you can make. We also offer group discounts and if you register for 2 or more programmes at the same time.

If you are a full time student or unemployed, we offer a 25% discount of the full price of the training. Student ID or unemployment status confirmation is required to claim this discount.

If you attend one of our courses you will be entitled to a special discount for a year after the last course you attend with us. Also, if you have attended and recommended us to a friend, both you and your friend will receive a special discount. You will receive more information about it after you attend the course.

See our Customer Loyalty Discounts page for more details.

All our courses based in the UK are subject to the VAT charge of 20%. This fee is irrespective of the country of residence of the delegates.

You can, however, claim the VAT back by contacting UK tax office - HMRC, and filling the relevant form, as long as you comply with the following rules:

For Delegates coming from the EU countries

If you represent a registered business in another EU country, you can use the Refund Scheme to reclaim VAT you pay in the UK as long as all of the following apply:

  • You're not registered for VAT in the UK and don't have to, or can't be, registered here
  • You don't have a place of business or a residence in the UK
  • You don't make any supplies in the UK

You can find some more information here. In order to claim the VAT you have to fill Form 65.

For the Delegates from Non EU countries

If you represent a registered business in a non-EU country, you can use the Refund Scheme to reclaim VAT you pay in the UK as long as all of the following apply:

  • You're not registered for VAT in the UK and don't have to, or can't be, registered here
  • You don't have a place of business or a residence in the EU
  • You can only use the Refund Scheme if your own country operates a similar scheme and makes it available to UK businesses. If your country has its own Refund Scheme but doesn't let UK businesses use it, you can't claim under the UK Refund Scheme.
  • You don't make any supplies in the UK

If the following rules apply to you, please fill the 65A form and send it to HMRC.

Webinars

You can cancel your participation up to a month before the course and receive a refund minus 10% of the full course value. Between 2-4 weeks before the course you will be charged 50% cancellation fee and if you cancel less than 2 weeks before the course you can only offer your place to a colleague. Up to 2 weeks before the course you can reregister for another edition for 10% reregistration fee if there is another webinar offered or you can rebook for a course in London by paying the difference in price plus 10% reregistration fee.

Classroom Courses

If there is any official travel restriction or difficulty related to the COVID pandemic around the time of the course we will convert the training into a webinar or offer to attend the next classroom edition at no extra cost.

If you are unable to attend the course, you can either send a replacement at no extra charge or, up to 10 days before the training, you can transfer your booking to another edition within the next 6 months paying administrative fee of 20% of the full course price. For any cancellation requests received between 11 days and 4 weeks from the course we offer 50% refund or reregistration to another edition for 25% of the value of the booking. For any cancellation requests received more than 4 weeks before the course date we will offer a refund less an administration fee of 10% of the full course price.

Cancellations must be made in writing (letter or email) and reach our office four weeks prior to the course date. We regret that only limited refunds can be given after this period as per points above. Non-attendance without any notification will be charged at full rate. Your place on a course is not guaranteed until we receive the payment. All payments must be made in full before the course date.

All our trainers have been working for many years in their respective sectors before they begun to teach so they bring a wealth of practical experience to the classroom.

Most of them used to work for 15 or more years in the financial sector and corporate world, and were holding positions of Directors, VP and Senior Managers. Some of them have published books and have written articles for specialised magazines and newspapers including FT, The Independent, The Times etc. You can find detailed biography of each trainer on the page of the course you want to register for.

Yes, you will receive a Certificate of Attendance at the end of the course you attend.

If you have to apply for a Visa to attend a course in the UK, we will issue a letter to support your application. The letter will be issued only after the payment for the course has been made.

It is delegate’s responsibility to obtain a Visa and failure to do so will not make the participant exempt from the cancellation policy.

Anyone suspected of applying for a training course simply to gain a Visa letter will be reported to their embassy.

We will need the following information to issue an invitation letter:

  • Full name as it appears on your passport
  • Date of birth
  • Passport number
  • Passport issue date
  • Passport expiry date

This topic can be arranged on in-company basis. If you have a group of 4 or more we can customise it and deliver in any location worldwide. Contact us to discuss your requirements

WHAT PAST DELEGATES SAY

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