Duration 3 days – 21 hrs
Overview
This onsite course provides a comprehensive understanding of deal documentation, trade processing, and post-trade support workflows commonly used in banks, investment firms, financial services, and treasury operations in the Philippines. Participants will learn how trades are documented, validated, confirmed, settled, reconciled, and reported, while complying with PH regulatory requirements from BSP, SEC, PDEx, and AML/Compliance mandates.
The course also covers internal controls, risk mitigation, client communication, dispute handling, and real-world scenarios applicable to foreign exchange (FX), money market, fixed income, equities, derivatives, and structured products.
Objectives
- Understand end-to-end trade lifecycle from deal execution to post-trade settlement
- Prepare, validate, and manage accurate deal documentation
- Perform trade capture, confirmation, and matching processes
- Support settlements, clearing, reconciliation, and exception handling
- Apply operational controls and risk mitigation in trade processing
- Coordinate effectively with front office, middle office, back office, and custodians
- Understand PH regulatory and reporting requirements (BSP, SEC, PDEx)
- Manage post-trade communications and dispute resolutions
- Maintain audit trails, logs, and compliance documentation
Audience
- Relationship Managers (RMs)
- Wealth Advisors / Wealth Specialists
- Private Banking Officers
- Financial Consultants & Investment Advisors
- Branch Managers & Senior Bank Staff
- Insurance Financial Planners
- Investment Sales Practitioners
- Professionals working with affluent clientele
Pre- requisites
- Basic knowledge of financial services, banking, or investments
- No advanced finance background required (but helpful)
Course Content
Understanding HNWI Clients & Building Relationships
Introduction to HNWI in the Philippines
- Definition: HNWI vs. UHNW
- HNWI demographics in the Philippines
- Common characteristics of PH HNWIs (entrepreneurs, OF families, property investors, business owners)
- Wealth sources in PH: family businesses, real estate, trading, manufacturing, tech startups
HNWI Needs, Motivations & Behaviors
- Financial goals: capital preservation, growth, legacy, philanthropy
- Behavioral finance concepts for affluent clients
- Emotional and cultural considerations:
- Hiya (modesty)
- Family hierarchy
- Decision-making dynamics
- Multi-generational needs
Relationship Management Framework
- Levels of relationship building
- Trust-building strategies
- Value proposition for HNWIs
- Personalized communication styles
- Do’s and Don’ts when dealing with HNWIs in PH
Client Onboarding & Profiling
- Conducting deep-dive conversations
- Understanding life stages and wealth objectives
- KYC requirements for HNWIs
- Tools for profiling:
- Risk profiling
- Financial needs analysis (FNA)
- Investment suitability scoring
Engaging HNWI Clients Effectively
- High-impact presentations & client pitches
- Storytelling techniques for explaining complex products
- Handling objections confidently
- Role-play: First meeting with a new HNWI client
Wealth Advisory, Portfolio Strategies & Compliance
Wealth Advisory Fundamentals
- Investment principles
- Compounding and time horizon strategies
- Understanding client risk appetite
- Aligning investment solutions to life goals
Investment Instruments for PH HNWIs
- PH market overview: stocks, bonds, funds
- Local vs. offshore investments
- Private equity, real estate investments, UITFs, mutual funds
- Insurance and estate protection solutions
- Diversification strategies for the PH market
Portfolio Construction & Asset Allocation
- Strategic vs tactical allocation
- Diversification across asset classes
- Risk-return trade-off
- Sample PH-based portfolio models
- Workshop: Build an HNWI sample portfolio
Succession Planning & Wealth Transfer
- Family business succession challenges
- Estate planning in the Philippine context
- Trusts, wills, insurance-based estate solutions
- Conversations on confidentiality and legacy
Regulatory Compliance for HNWI Advisory
- BSP regulations for wealth management
- SEC & Investment Suitability rules
- AMLA compliance for HNWIs
- Data Privacy obligations
- Red flags for suspicious transactions
Handling Complex Situations & Conflict
- Conflict resolution with high-profile clients
- Handling sensitive wealth and family matters
- Retaining clients during market volatility
- Case studies of PH client scenarios
Final Workshop & Wrap-Up
- Full HNWI client simulation:
- profiling
- presenting portfolio
- negotiating recommendations
- Feedback & best practices
- Q&A
