Client Relationship Management for Private Bankers

2 days 9-10 Nov 2017, Hong Kong Hong Kong $3,850.00 Download brochure Add to basket

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Overview

This 2-days seminar covers all necessarily aspects of the aspects of a relationship with a private banking client or a family. This includes prospection, acquisition, needs analysis and efficient communication, with one aim: helping the banker becoming a trusted advisor.  The latest developments in the private banking industry will also be discussed. It is run by a former private banker and current consultant in private banking with over 25 years of relevant experience in about 40 countries.

Aims:

  • To give bankers all the necessary knowledge and capabilities to develop and service high net worth individuals
  • To help them generating the level of confidence required and become trusted advisors
  • To improve the level of services delivered as well as the return for the client and the ban

Objectives:

  • Know how to analyse the client needs
  • Enhance the active listening
  • Increase the new clients acquisition capabilities
  • Deal with clients objections and inertia
  • Improve the return for both the client and the bank

 

Who should attend


  • Bankers
  • Wealth Managers
  • Relationship Managers
  • Family Office Managers
  • Investment Managers
  • Trust Managers
  • Service providers
  • Anyone involved in the private banking industry

Instructors

We work with a series of expert instructors, please select the course location of interest to review the credentials of who will be delivering the programme.

Hong Kong
Francois Aubert

Francois E. Aubert’s consulting and training expertise comes from over 25 years dealing with both individual clients, families and companies in Europe, Middle East (including the Persian Gulf), Africa, Americas and Asia combined with a solid educational background.

After having spent the first years of his career in International Finance (and created his own consulting firm), Francois joined Credit Suisse where he was successively responsible for short-term investments, bond trading and equity sales. He then worked for Elvia Vie, a leading life insurance company (where he was trained to life insurance products), before joining Arab Bank as the assistant to the Geneva branch manager. Having acquired the fundamentals of Private Banking and completed his Certified Financial Analyst education, he was promoted to Relationship Manager, in charge of the Near-East Private Banking clients. In 1998, Bank Leu, Geneva, hired Francois to set-up a Near-East department. The break-even point was reached after one year. He then joined BNP Paribas as Director in 2000, a bank strongly committed to the Middle East. He was able to expand the bank’s customer base in a complex global and regional political environment.

2002 marked the beginning of Francois' new business life. While continuing to serve private clients and families as an independent wealth planner, he became again a management consultant to multinational companies for their Middle Eastern affairs as well as to banks, wealth management firms and other companies for projects involving notably debt restructuring, commodities and tourism (tour operating and car rental).

Training assignments began about 20 years ago and became more important after 2002. Today Francois is a seasoned certified trainer active in over 35 countries (almost 1000 days delivered). He is a lecturer at Trinity College Dublin in charge of the Master in Finance core course “Credit and Fixed Income Investments” and at Geneva University on Project Management. His fields of intervention cover furthermore Finance, Investments (all asset classes, including CFA and CAIA preparation courses), Banking and Wealth Planning as well as soft skills such as Leadership, Team Building and Management, Client Relationship Management, Negotiation and Selling Skills.
Francois also regularly speaks in front of various audiences and on television. He is as well a CFA Institute Approved Speaker.

Francois is a long time volunteer for the CFA Institute, the CAIA Association and several other organisations. He was for six years a Board member of the Swiss CFA Society and served on various CFA Institute committees such as the Professional Development Committee. He is currently a CAIA Switzerland chapter executive.

He holds an MBA from the Heriot-Watt University in Edinburgh and is a Certified Financial Analyst and Portfolio Manager (AZEK and EFFAS), CAIA charter-holder, TEP (Registered Trust and Estate Practitioner), Certified Trainer (Swiss Federal Certificate), Certified Business Coach, NLP and Belbin Certified Practitioner. This is completed by various certificates notably in Islamic Finance (CISI), Project Management and Life Insurances.

Francois is Swiss and works in both English and French. He is ready, upon request, to travel around the world.

Venue

Hong Kong

4-5 Star Hotel in Hong Kong

All of our courses are held in 4 – 5 star hotels, chosen for their location, facilities and level of service. You can be assured of a comfortable, convenient learning environment throughout the duration of the course.

Due to the variation in delegate numbers, we will send confirmation of the venue to you approximately 2 weeks before the start of the course. Course fees include training facilities, documentation, lunches and refreshments for the duration of the programme. Delegates are responsible for arranging their own accommodation, however, a list of convenient hotels (many at specially negotiated rates) is available upon registration.

Related Courses

Inhouse


 

Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company's exact requirements? If you'd like to do either of these, we can bring this course to your company's office. You could even save up to 50% on the cost of sending delegates to a public course.

To find out more about running this course in-house:





Our Tailored Learning Offering

If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. We'll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.

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We can offer any of our public courses delivered at your office or we can devise completely tailored solutions:


Read more about our offering or complete a call back request to speak to a learning specialist.

 

Agenda

Day 1

The Private Banking Client

  • The PB market latest developments
  • PB Clients new expectations
  • Client profiling
  • KYC and Other legal and regulatory requirements
  • What do we need to know

Case study: Client profile

  • Client needs analysis
  • Current and future needs
  • Financial and retirement planning

Case study: A prospective client analysis

The Private Bank

  • The Business model
  • Full range of PB services
  • Cross selling
  • Increasing the ROA
  • The win-win equation
  • Ethical elements

Consultative selling

  • Relationship Models and Private Banking
  • Transactional to Needs based approach
  • Generating value
  • Being the trusted advisor
  • Trusted advisor exercise

Offering Asset Management Services

  • Risk profiling
  • Investment process
  • Using IPSs

Case study: follow up

Offering Financial Planning Services

  • Analysing the overall situation
  • Financial planning tools review
  • Dealing with special cases

Case study: follow up

Day 2

Communicating with clients

  • Active listening
  • Main principles of an efficient communication
  • Understanding the principles of persuasion
  • Using these principles in banking
  • Efficient presentations
  • Choosing the right support
  • Using electronic devices with clients

(Video & exercises)

Clients Acquisition

  • Prospection
  • Hunting strategies
  • Establishing the first contact
  • Structuring and conducting the first meeting
  • Selling skills
  • Being persuasive
  • Getting to a yes

(Exercises)

Closing the deal

  • Dealing with objections
  • Managing the resistances
  • Possible strategies
  • The Framework

(Exercise and case study)

Clients Servicing

  • The holistic approach
  • Securing a long relationship
  • Dealing with shortfalls
  • Managing a client’s complaints
  • Generational transfers strategies
  • Ensuring clients satisfaction
  • Building up the trust

Client communication style

  • Better understanding the client
  • Knowing our own style
  • Analysing the clients’ style

(Exercise and case study)
Action planning

Conclusion and Farewell

Why us


We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product