Fully updated course agenda!

Chartered
Wealth Manager ™

Key Benefits Of Attending This

Important Course:
14 – 18 December 2008
• Be able to explain the key regulatory drivers in
your market and their impact on the wealth
Jumeirah Beach Hotel, Dubai, UAE
manager
• Explore the importance of relationships in wealth
management
• Understand the various portfolio selection
techniques and the importance of balance in a
portfolio
• Enhance your understanding of wealth management
products and the most effective way to market them
• Share in the knowledge of world leading training
consultants from the AAFM
• Develop your technical communication skills through
supervised Deep Dive Brainstorming sessions

www.iirme.com/cwm
Organised By Official Regional Recruitment Partner
Chartered Wealth Manager™ 14 – 18 December 2008
Dear Wealth Manager,
The competition I have seen in wealth management today in the
Middle East is phenomenal. Competitors seem to spring up daily
including both local players and large international firms.
Maintaining a reputation that will continue to attract and retain High
Net Worth clients is a challenge that must be supplemented with
proper training.
To help meet this need IIR, The Royal Society Of Fellows (RSOF)
and the American Academy of Financial Management (AAFM) have
developed the Chartered Wealth Manager™ programme. This
important executive education programme has been extensively
remodeled for 2008 and is designed to equip you with the skills
and expertise to take your wealth management activities to the next
level of professionalism. The programme also carries an official
certification recognised by over 500 business schools and leading
universities. On satisfactory completion of this programme you will
be entitled to use the post-nominal designation CWM™ on your
business cards and resume.
This course has been extensively revised from previous years
and is suitable for all those with a finance background who wish to
move into wealth management or existing wealth management
practitioners who want to cement their knowledge and achieve a
professionally recognised certification.
Led by one of the American Academy of Financial
Management’s (AAFM) founders, this course provides you with a
clean, refreshing and structured environment to develop your talent
as a wealth manager.
Secure your future as a Chartered Wealth Manager™ now
– see the back page for five easy ways to register and the amazing
offers available for early bird booking. You could save hundreds of
dollars!
Brett and I look forward to welcoming you to this important
programme in December 2008.
Yours Sincerely,
Keith Parker
Conference Manager
P.S. Don’t miss the chance to become a professionally certified
Wealth Manager – Act now and book your place!
P.P.S. Reserve your seat now and enjoy substantial early bird
discounts! See back page for details.
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/cwm
Meet Your Expert Programme Leader
Brett King, MFP RBA CDE CEM CMI
(Professor Emeritus)
CEO – International,
American Academy of Financial
Management
Brett King is one of the founders of the American
Academy of Financial Management (http://www.aafm.org), a
global organisation dedicated to improving the skills and careers
of financial professionals everywhere. King has been directly
responsible for the off-shore growth of the Academy’s commercial
operations with a membership spanning 145 countries. He also
owns a successful niche consulting operation based in Asia, namely
UserStrategy (www.userstrategy.com), which consults for companies
like HSBC, Standard Chartered, Ping An Insurance, Cathay Pacific,
Shangri-La Hotels, National Semiconductor and other world-class
brands.
King was awarded an honorary Chair professorship with the China
Management Institute in 2002 for his contribution to the China
education community and has lectured on MBA and graduate
programs such as the Australian Graduate School of Management’s
MBA series and as faculty at City University. As a professional
speaker, King has presented at conferences in more than 20
countries for organisations like Forbes, The Economist, IIR, DTT Fast
500, HSBC, and others. He currently is an international judge for
both The Asian Banker Retail Banking Excellence Awards, and the
Middle East Business Achievement Awards.
King previously led Modem Media/Digitas’ (NASDAQ:DTAS)
regional business in Asia as Regional Managing Director, and prior
to that was the Regional Director of the E-Business Service-Line for
Deloitte Consulting (Asia-Pacific-Africa). King was a national finalist
in the Achaeus Institute entrepreneurship program (1998.) He
maintains residences in Dubai, Hong Kong and Melbourne.
About the American
Academy of Financial
Management™
The American Academy of Financial Management™ is the world’s
fastest growing professional association with approximately 40,000
members in over 145 countries hosting and organising certification
training worldwide and offering exclusive board certification
designations to candidates who meet the highest professional
standards and assessment criteria.
The AAFM was chosen in 2006 by Dubai Financial Market (DFM)
to conduct the seven week professional training component of the
Kafa’at programme for graduates entering the brokerage and
trading industry. AAFM also has alliances with the Kuwait Institute
of Banking Studies, the Swiss Finance Institute, Dubai Institute of
Human Resource Development, Dubai Quality Group, Knowledge
Village and many more.
With liaison offices in Dubai, Hong Kong, Kuwait, Singapore, San
Francisco, Monterey, New Orleans, Melbourne, Beijing, the
Caribbean, India and Europe, AAFM is fast becoming the world’s
leading professional association for financial practitioners. The
AAFM Executive Designation Programmes also provide the
assurance that the holder has met the suggested criteria for graduate
credentials set out in the Ibanez US Supreme Court Decision and
are recognised on both the NASD and US Department of Labor
websites.
Chartered Wealth Manager™ 14 – 18 December 2008
Course Timings: Registration will start at 08:00 on the first day. The course will commence at 08:30 and conclude at 14:30
with lunch. Refreshments will be served at appropriate times throughout the day.
Course Outline
Day One – Sunday, 14 December 2008
Introduction To Wealth Management
• Defining premier retail banking, wealth
management and private banking – why
they are different? Why customers are
different and where they sit? (Reference:
http://en.wikipedia.org/wiki/Wealth_
management)
• The relationship component – why it’s so
important in HNWI banking today
• The global picture on WM growth and
differentiation
Corporate Finance And The Operation Of
Capital Markets
• Corporate finance principals
• Capital markets operations
• Debt versus equity
• Islamic finance
Day Two – Monday, 15 December 2008
Interpersonal Styles And The Psychology Of
Hnwi Clients
• The psychology of clients
• Primary interpersonal styles and personality
types
• Decision making, communication and
social drivers
• Task versus people-directed behaviour,
reserved and outgoing styles
• Anticipating client behavior based on
personality types
 
Advanced Consultative/Relationship Selling
Techniques
• Advanced sales and marketing concepts
• Tactical versus strategic selling skills
• Engagement styles within the HNWI
practice
- Simple investors
- Sophisticated investors
- Existing portfolio clients (Re-balancing
approach)
• Needs-based selling versus product or risk
based
• Core behavioural segmentation models for
your market
• Strategic relationship management
• Targeting the top customers
• Deepening relationships over time
• Strategic selling skills
• Customer targeting and gap analysis
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/cwm
Day Three – Tuesday, 16 December 2008
Core Asset Classes, Asset Allocation and
Financial Planning Principals
• Financial planning concepts and
principals
• Asset classes, model portfolios and yields
• Asset allocation and portfolio management
Wealth Management – Core Investment
Products
• Protection versus wealth accumulation
• Core investment products
• Mutual funds, unit trusts
• Bonds and Sukuk instruments
• Term life, Takaful, annuity and other life
products
• Structured savings plans including funds,
equities and bonds
Day Four – Wednesday, 17 December 2008
Advanced Wealth Management Products
• Detailed product structures including:
• Private equity, IPOs, M&A
• Alternative investments
• Derivatives
• Hedge funds
• Commodities
• ForEx
• Islamic
• Trusts and family office
Day Five – Thursday, 18 December 2008
Modern Portfolio Theory
• Advanced portfolio theory
• Risk and diversification
• Managing risk
Sophisticated Portfolio Management
• Structured products
• Managing and constructing large-scale
portfolios
• Managing inherited wealth
Breakout Session Preparation (1 hour):
Each group will present their solution/needs-
based selling plan (with core benefits
proposition) for the two segments they have
chosen to specialise in.
Final Examination And Assessment.
The examination will be a one and half hour
paper, divided into both multiple choice and
short-answer questions. A pass mark of 70% is
required for certification.
Who Should Attend?
This course has been extensively revised
from previous years and is suitable for all
those with a finance background who
wish to move into wealth management or
existing wealth management practitioners
who want to cement their knowledge and
achieve a professionally recognised
certification.
Course Pre-Requisites
While there are no formal prerequisites for
this course, the terminology used and learning
assumes a working knowledge of finance at
graduate level as a minimum. Individuals
working within the financial services sector will
be familiar with the base terms and theories
used in coursework. Those without financial
services experience will be required to do both
pre-reading and additional study during the
course to ensure a successful passing grade.
Progression And Exemptions
The American Academy of Financial
Management and the Royal Society Of Fellows
have formally agreed Progression and
Exemption opportunities for candidates who
have successfully completed the International
Diploma in Financial Services qualification with
a number of leading universities.
James Cook University (Australia)
Entry to MBA programme, 3 unit exemption
Swiss Banking School
Entry to MBA (Wealth Management) some
exemptions
Dubai Womens College (UAE)
Various exemption opportunities
RMIT University (Australia)
Entry to MBA in Finance with 60 credits
remission
AACSB, ACBSP Universities
Entry to other programmes through the United
States, Europe and elsewhere
 IIR Middle East certified by

Chartered Wealth Manager™

14 – 18 December 2008 • Jumeirah Beach Hotel, Dubai, UAE
ISO 9001:2000

FIVE EASY WAYS TO REGISTER

971-4-3352437 971-4-3352438 register@iirme.com

IIR Holdings Ltd. GCS/IIR Holdings Ltd.

PO Box 21743, Dubai, UAE P O Box 13977, Muharraq, Kingdom of Bahrain

www.iirme.com/cwm

For further information and Group Discounts

contact 971-4-3352483 or email: info@iirme.com
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Event
Dates Price before Price between Price after
5 October 2008 5 and 26 October 2008 26 October 2008

Chartered Wealth Manager™

14 – 18 December 2008 US$ 4,250 US$ 4,550 US$ 4,750
(Save US$ 500) (Save US$ 200)

Run this event in-house and receive generous discounts. Course fees include documentation, luncheon and refreshments. Delegates
Call today on 971-4-3352439 who attend all sessions will receive a Certificate of Attendance.

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