Registered Financial Specialist (RFSTM)
Conducted by MFTC in association with American Academy of Financial
Management (AAFM) registered trainers, academic and
Industry experts
KEY PROGRAM OBJECTIVES
To refresh and enhance technical knowledge and train on Relationship
Management and technical skill sets in order that participants can confidently
frame effective sales conversations with clients and prospects.
INVESTMENT PRODUCTS AND ASSET ALLOCATION
Program Format:
The course follows the framework of portfolio creation by allocating assets
according to the customers needs. After discussing the theory of asset allocation
and diversified portfolio management we then move in and examine more closely
the individual asset classes. At the end of the course participants are asked to use
the knowledge gained to build their own model portfolios based on customer
scenarios.
After discussion on each asset class participants practice their knowledge by
engaging in role plays based around likely customer scenarios. Apart from using
their technical knowledge participants are also required to practice their selling
skills. Feedback is provided by the facilitator, and fellow participants, following
each role play.
Each Day involves workshops sessions and lectures. Participants will have
frequent opportunities to apply this learning through breakout sessions and role-
plays.
CUSTOMER ACQUISITION AND RELATIONSHIP SKILLS
Program Format:
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Segmentation of the Customer base
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Deepening Customer Relationships
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Understanding Customer Segmentation
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Cross-sell, up-sell and referral techniques
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Client Acquisition Skills
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Opportunity Spotting Skills
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Appointment Making Skills
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Networking Skills
The day involves a plenary session involving a lecture which participants will be
asked to participate in. Additionally participants will have the opportunity to apply
this learning through Role Plays based on real life Case Studies which demonstrate
key elements.
DAY 1:
INVESTMENT PRODUCTS AND ASSET ALLOCATION
PORTFOLIO MANAGEMENT
Determining investors' objectives
Asset allocation
Benefits of diversification
Building a portfolio for the customer
Breakout: Discussion around different portfolio types for different
customers according to risk, time horizon, objectives, customer age etc.
THE PRODUCTS
1. MONEY MARKET AND DEPOSITS
Treasury bills and other Money Market products
Money Market Funds
Deposits
Role Play 1: Importance of liquidity
2. BONDS AND FIXED INCOME SECURITIES
Government securities
Eurobonds
High yield
Historical review of bond market performance
Case Study: Leverage buyouts of the late 1980s and the invention/use of
junk bonds.
Role Play 2: How do Bonds fit into a diversified portfolio
3. YIELD CURVE & INTEREST RATE EXPECTATIONS
How changes in interest rates influence returns
Definition of yield curve
What different yield curves mean
Interpreting a yield curve
Breakout: Explaining interest rate expectations to your customer; how it
affects bond prices and other financial instruments.
Day 2
INVESTMENT PRODUCTS AND ASSET ALLOCATION
THE PRODUCTS…..CONTINUED
4. BRIEF HISTORY OF ASSET CLASS PERFORMANCE
5. EQUITY VALUATION
6. EQUITY INVESTMENTS
Role Play 3: Selecting appropriate funds to achieve customer’s objectives
7. HEDGE FUNDS
Role Play 4: Explaining hedge funds to your customer
8. PRIVATE EQUITY
9. OTHER ASSET CLASSES
10. DERIVATIVES
Day 3
CUSTOMER ACQUISITION AND RELATIONSHIP SKILLS
THE CONSULTATIVE SALES PROCESS
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Segmentation
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Customer Segmentation
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Assessing needs, asset mix and profiles of key segments
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Opportunity Spotting
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Determining the characteristics of a successful and profitable client opportunity
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Prospecting Ideas
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Targeting the right clients
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Profiling clients
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Qualifying Leads
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Case Study and Role Plays
FROM LEAD TO CLOSURE
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How to get the first meeting
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Information gathering
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Planning the contact
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Making the appointment
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Structuring the client meeting
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How to move from first meeting to business
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Making an impact (looking and sounding the part)
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Laying the foundations for the next call
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Explaining your “mission”
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Building rapport
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Questioning and Listening skills
Day 4
CUSTOMER ACQUISITION AND RELATIONSHIP SKILLS
MANAGING THE “PIPELINE”
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Managing the Pipeline
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Winning new business from existing clients
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Getting referrals from existing clients
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Networking and events as a source of prospects
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Regular target and goal setting
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Case Studies and Role Play
YOUR NETWORK
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Building and sustaining your “network”
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Personal sales profiler methodology
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Amplifying your strengths
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Minimizing or Improving your weaknesses
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Case Studies and Role Play
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Personal Action Planning
GROUP ASSIGNMENT BRIEFING
Participant groups will be required to create and present a financial plan including
a portfolio, asset allocation and product solutions. The plans will be based on
supplied customer scenarios. In this exercise participants will need to combine
technical and selling skills.
Day 5
OVERVIEW OF ISLAMIC FINANCE (OPTIONAL)
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The philosophy behind Islamic Investments
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Islamic Products and schemes
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Murabaha ,Reverse Murabaha , Takaful , Islamic Insurance products
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Standards of the Islamic schemes in the GCC & MENA markets
GROUP ASSIGNMENT PRESENTATIONS
Participant groups will be required to present back to the group their financial
plan including their proposed portfolio, asset allocation and product solutions.
EXAM
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Examination and Assessment
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Examination is a 1-hour multiple-choice format of 25 questions
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The exam is open book and attendees will only be questioned on the
materials that have been presented to them during the five-day program
