CWM™ Chartered Wealth Manager

“ Deepening the relationship with your customer by providing true value and seasoned advice “

Key Competencies

• Principles of Portfolio Management and asset allocation
• Establishing a unique value proposition
  The Prospect
• Using technical knowledge to build the customer relationship
  The Solution
• Enhancing and expanding the relationship
  The Review

Format of the Course
The course is designed to be interactive and promote discussion. Formal lectures are kept relatively short as the desire is to practice and discuss ideas. The two key ways we learn in the course is through role plays and ‘Breaking News’ which are described below.

Who should attend?

• Wealth Managers
• Private Bankers

Breaking News
During these exercises the participants are given a newspaper article that covers an event in financial markets that is relevant to the topic just discussed, eg. ‘Fed forecasting rates cut’. They are then asked to simulate a discussion with a  customer to explain what this means technically and then how it relates to their customer’s own situation.
In addition to consolidating the technical and product discussions this is designed to get the RMs thinking about financial news and its impact and how to relate this information to their different customer types.

Role Plays

• The role plays are designed to cement the concepts discussed in the course. The participants are divided into groups and within each group someone will take the role as RM and someone as client.
• Each team will be given different scenario
• Each role play will take 10 minutes and will be conducted as a ‘fish bowl’ in front of the class
• Each role play will be discussed to bring out what worked and what could be improved in order to better engage the customer.