Technical
Financial Markets – Equity, Fixed Income, Mutual Funds etc
- Introduction to Equity Market
- Bond Basics and Bond Market Dynamics
- Mutual Funds: Basics(NISM Certification) and Solution Designing (Application)
- Structured Products: Introduction to Structured Products
- Other Asset Classes: Commodities and PMS/PE/RE/Gold
Financial Planning and Asset Allocation.
- Investment Objective Setting
- Understanding Risk Tolerance
- Understanding Asset Allocation
- Asset Allocation Approach: Strategic, Tactical, Dynamic and Integrated
- Advanced Asset Allocation Models:
- Core and Satellite
- Benjamin Grahams 50/50
- Boggles 50/50
- Making the Asset Allocation work
- Drafting a Comprehensive Financial Plan
Insurance Concepts and Products
- Basics of Insurance
- Beyond Basics:
- Benefit Illustrations
- Charges and Impact of Charges
- Gross Yield, Reduction in Yield and Net Yield
- Prepare and Presenting an Insurance based solution
- Business Insurance
- Insurance and Financial Planning
Basics of Banking
- The Bank
- The Banker and the Customer
- Bank’s Balance Sheet
- Liabilities: Accounts and Deposits
- Retails Assets: Loans
- Non-Resident Product Offering
- Basics of FX
- Compliance
Behavioral
Approach to Relationship Management
- Prospecting new Clients
- Approaching the Prospect
- Fixing Appointments
- Face to Face Meetings
- Discover Needs
- Present Solutions
- Overcome Objections
- Consultative Close
- Client Engagement: Renew and Retain
Selling Skills
- Prospecting new Clients
- Power Probe to Get Sales
- Need based Selling
- Referrals
- Overcoming Objections
- Effective Negotiation
- Cross Sell and Up-sell
New Client Acquisition
- Prospecting Basics
- Know Your Client and Your Specialty
- Building Quality Leads
- Strategic Acquisition Techniques
- Managing Prospects
Selling Insurance to HNI’s
- HNI’s need for Insurance
- Faith in Insurance
- Pitching Insurance
- Rational Pitch
- Emotional Pitch
Service Excellence/Sales through Service
- Art of Referrals
- Need based Selling
- Effective Negotiations
- Objection Handling
- Cross Sell and Up Sell
Client Engagement
- Great customer Service
- Service Standards
- Rapport Building – F2F and On the phone
- Listening to Your Client
- Complaints – Gifts
Leadership Programs
Managing ‘ME’
- Know yourself better as a leader in relation to others
- Know yourself in relation to your team
- Understand your role as a team leader
- Check List of Self Management
- Action plan for personal effectiveness
Managing my ‘Team’
- Why is team required
- What are the functions of a team
- How does a team differ from a group of employees
- Understanding the role of individuals in the team
- The TEAM ARCHITECT MODEL
- Composition of Team
- Symptoms of problems/red flags in team, and suggested solutions.
- The 10 commandments of an effective team
Managing Performances
- Market opportunity and dynamics
- Client mapping to the market
- Client Engagement Plan
- Client profitability and cross sell ratio.
360 degree feedback on Leadership Competencies
- Identification of Key Management Competencies
- Perspective of Supervisors, Self, Subordinate and Peers
- Importance of Competencies
- Understanding Rating in Competencies – Focus Area, Potential Conflict
- Developing Personal Development Plan (PDP)
Situational Leadership
- Understanding the subordinate development level to a task
- Analyzing willingness v/s skill matrix
- Matching the leadership Style
Others
Business Etiquette
- Developing Brand “ME”
- Look, Act and Sound like Brand “ME”
- Developing an Assertive Style
- Email Etiquette
Grooming, Fine Dining
- Making a Great First Impression
- Etiquette of dressing
- Body Language
- Dining Etiquette
