Banking & Product Distribution
7 days program for Large Private Sector Bank – Private Client Group Advisors


DAY 1
Equity
Equity Valuation
  • Fundamental Analysis
    • B/sheet, Ratio Analysis, Du-Pond method
    • - Exercise on Du Pond method (Decomposition of ROE) – A Practical Guide
    • Concept Check
  • Equity valuation Methodology
    • Dividend Discount Model & Variant
    • Other Valuation Methods – P/E, EV/EBITDA etc
    • - Value Investing – The graham Technique
    • - Value Vs. Growth exercise
    • Concept Check
  • Technical analysis
    • – Trend analysis, RSI, Convergence & Divergence, and William R2,
    • – Bolinger band, - Elliot wave, Fabonacci Benefits & weakness of each Analysis.
    • - A demo on 5 Indian stocks covering Large,mid & small stock on Meta stock Review (Practical)
Index construction
  • Price Weighted Index
  • Market Capital weighted Index
  • Floating stock based
Risk
  • Standard Deviation,
  • Beta
  • Value at Risk
Home exercise
  • Valuation analysis of IT industry
  • Stock valuation - IT industry
DAY 2
Mutual Fund Concept
  • Differentiating factors from bank deposits
Portfolio Management
  • Diversification & Benefits
  • Portfolio Construction
  • Asset Allocation
  • Risk Profile Analysis
Workshop on Mutual fund
  • Equity, Fixed & Money Market mutual fund
  • Construction of diversified portfolio & Risk reduction analysis
Behavioral Finance
  • Efficient market theory & Investor Psychology
Concept Check
Home exercise
  • Portfolio construction exercise for clients with varying risk profile & Return expectation, Horizon
DAY 3
Sales & Business Development
Goals and Objectives of the Program 1.5 hrs.
  • Why You?
    • Top Five Organization / Product and Services Differentiation Workshop
    • Scriptwriting techniques
Techniques for successful Selling 2.0 hrs
  • Top Five Micro Marketing Techniques Workshop
  • Windows of Opportunity Workshop
  • Top Five Competitor Insight Workshop
Getting More Business 2.0 hrs
  • Top Five Lead Generation Workshop
  • The Referral Generation Workshop
  • The Intriguing Introduction Workshop
  • The Novelty Introduction Workshop
Handling Personalities 2.5 hrs
  • Top Five pre-qualifying Leads Workshop
  • Setting up the first meeting – The Four personality types workshop
  • Pre-call Letter Workshop
  • The Initial Tele-contact – selling the first Interview / Appointment
  • The Elevator Test
DAY 4
Fixed Instruments basics 2.0 hrs
  • Time value of money, NPV & IRR etc.
  • Short Term Instruments
    • Treasury Bills, CD, Commercial Paper, Repos & LIBOR
  • Bond Market
    • Govt. Securities, Corporate Bonds, Munis, Mortgage Backed Securities
Term structure of interest rates 1.0 hrs
Credit spread & rating 1.0 hrs
  • Risks
    • Duration
    • Convexity
Portfolio Performance Presentation Standards 1.0 hrs
  • Performance computation
  • Risk Adjusted performance
  • AIMR performance Presentation Standards
Insurance 1.0 hrs
  • Insurance & the need.
  • Contrast Mutual funds Vs ULIPS
Bond Index Construction 0.30 hrs
Practical Exercise 0.30 hrs
  • Construction of Indian Bond portfolio
  • Review of Indian Fixed Income Mutual fund
  • ) Debt Mutual fund Vs Fixed deposit analysis
DAY 5
Sales & Business Development
Recap of previous day’s session 1.0 hrs
Overcoming Objections 1.50 hrs
  • Top Five Doubt-creating Questions Workshop
  • Principles of overcoming Objections
  • The Unsaid Objections Workshop
Cold Calling 1.50 hrs
  • Reference Scripting Workshop
  • Prediction Technique
  • Cold Calling Workshop
Preparing for the Interview / Appointment 1.50 hrs
  • Top Five Research Requests Workshop
  • The “Ask for Financial statements” Workshop
  • Presentation Research Workshop
The Interview Appointment 2.0 hrs
  • Ten Steps to the Consultative Interview / Appointment Workshops
Case Study – Marketing Principal Protection Note 0.50 hrs.
DAY 6
Derivatives 2.0 hrs
  • Forwards, Futures, Options & Swaps
  • Derivative nuances
Derivative Strategies 1.0 hrs
  • Protective Put,
  • Covered call,
  • Bull & Bear Spread,
  • Straddle & Strangles etc.
Structured Products 2.0 hr
  • Principal Protection Note Structure
  • Debentures
Alternative Investments 1.0 hrs
  • Real Estate, Gold & Art
  • Real Estate Investment Trust (REIT)
  • Hedge Funds
  • Overseas Investments
Exchange Traded Funds 0.50 hrs
  • Index ETF
  • Gold & others. (Effective diversification& inflation protection through gold ETF)
Portfolio Mgmt – Overall Review with all market instruments & investment Avenues 1.00 hrs
Concept Check 0.50 hrs
  • Case Study
  • Portfolio Management
  • Asset Allocation


Bond Market, ALM & Basel II (4 Days)
  • Day : Bond Market Basics, Bond Market Maths and Risk in Bond Market
  • Day 2 Asset Liability Managements & Interest rate Derivatives
  • Day 3: Basel II and nuances
  • Day 4: Basel II Contd…


Bond Market Basics
Introduction to Bond Market 1.00 hrs
  • 1. Definition of Fixed Income
  • 2. What distinguishes fixed income securities from equity (stocks)
  • 3. Fixed Income as an asset class
  • 4. Coupon payments vs. principal payments
  • 5. Zero Coupon and Junk Bonds
  • 6. Fixed Rate Vs. Floating rate(LIBOR)
  • 7. Bond ratings
Classroom exercise 0.50 hrs
Bond Market Math 3.00 hrs
  • 1. Interest Rates and Pricing Conventions
  • 2. Concepts of Present Value and Future Value
  • 3. Price vs. Yield relationship
  • 4. Conventional yield measures : Nominal yield
  • 5. Current yield
  • 6. Yield to maturity
  • 7. Yield to call
  • 8. Conventions for yield quotes
Term Structure of interest rates
  • Yield Curve Shifts – Parallel, Twists & Humps
  • Yield Curve Strategies
    • Bullet Portfolio
    • Barbell Portfolio
    • Ladder Portfolio
Classroom exercise 0.50 hrs
Risk associated with Bond Market 2.00 hrs
  • Market (Interest Rate) Risk
  • Reinvestment Risk
  • Call Risk
  • Credit Risk
  • Yield Curve Risk
  • Inflation Risk
  • Liquidity Risk
Classroom Exercise 0.50 hrs
Derivative Basics 3.00 hrs
  • Financial Derivatives, Forward, Futures & Options
  • Purpose of the futures market.
  • Futures Pricing – Basis & Spread
  • T Bill Futures & Implied Repo Rate
  • T Bond Futures
  • Hedging with Interest rate Futures
  • Long Hedging & Short Hedging & Cross Hedging with interest rate futures
  • Shortening the maturity of T Bill Investment
  • Lengthening the maturity of T Bill Investment
  • Strip Hedging & Stack Hedging
  • Interest rate Swaps
Classroom Exercise 0.50 hrs
  • Controlling interest rate risk with derivatives
  • Controlling interest rate risk with futures
  • Controlling interest rate risks with swaps
Asset & Liability Management (ALM) 3.00 hrs
  • Immunization strategy for single liability
  • Contingent immunization
  • Immunization for multiple liability
  • Cash flow matching for multiple liability
Classroom Exercise 0.50 hrs
Credit Derivatives in Bond Portfolio Management 1.00 hrs
  • Why credit risk is important
  • Credit Options
  • Credit Forwards
  • Credit Swaps ( Credit Default & Total Return Swap)
Classroom Exercise 3.00 hrs
Using interest rate futures in Portfolio Management
  • Changing the duration of the portfolio ( Practical Example)
  • Portfolio Insurance (Practical Example)
  • Creating Synthetic Instruments (Practical Example)
  • Valuing Bonds with embedded options(Practical Example)
Basel II
    • Introduction to Basel II 2.00 hrs
      • Credit Risk in Pillar I
      • Standardized Approach
      • IRB Approach
      • Credit Risk Mitigation
    • Operational Risk 2.00 hrs
      • Basic Indication Approach
      • Standardized Approach
      • Advanced Measurement Approach
    • Pillar II 2.00 hrs
      • Supervision & challenges to supervision
    • Pillar III – Disclosures 0.50 hrs.
      • Impact of Basel II
Classroom Exercise 0.50 hrs