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Investment Management Solution Training
The following is the outline for this training program:
I. New Perspective on Investment Management
A. Evolution of the financial services industry
B. Selling performance - “Old habits die hard”
C. The four drivers of change affecting advisors
D. The competition’s new focus for managing client wealth
II. Building a Better Investment Solution for Clients
A. What clients/investors want and need from their advisor
B. Why good investment go bad
C. 21st century investment practices
D. Transaction vs. the “portfolio solution”
E. Building a business strategy around an “investment management platform”
III. Developing an Investment Philosophy
A. New definition for a 21st century investment philosophy
B. Core methodologies and process for developing an advisor’s philosophy
C. Investor and advisor benefits for using a “sound” investment philosophy
D. Three point test - Validating the philosophy
IV. Establishing an Investment Discipline
A. Criteria for establishing an investment discipline
B. Using strategic investment portfolio models
C. Choosing investment classes and sub-classes
D. Investment product selection - Traditional, non-traditional, alternatives...
E. Proprietary vs. non-proprietary investment products
F. Using tactical investment strategies - Pros and cons
G. Guidelines for developing investment models for each client segment
V. Selling an Investment Management Solution
A. Selling vs. marketing
B. Creating a value proposition for an investment management business
C. Using a consultative sales model
D. Top Advisor sales practices (Core competency checklist)
VI Implementation Strategy
A. Advisor “best practices” checklist
B. Advisor and staff skill and knowledge assessment
C. Five step implementation process
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