CWMP - Certified Wealth Management Professional is an official designation by the IABFM. The program is specialized for Wealth Managers, Private Bankers, Investment Specialists, Brokers, Relationship Managers. The 5 days intensive program will give you the opportunity to take on an internationally recognized designation in Wealth Management as well as business network with leading wealth and private banking experts from the GCC (UAE, Kuwait, Saudi Arabia, Bahrain, Oman, Qatar) and broader MENA region (Lebanon, Jordan, Egypt...) Some of the benefits of attending the Certified Wealth Management Professional Program are as follows: *Successful completion of this course makes you a CWMP™ International Certified Wealth Management Professional. You can use the designation CWMP™ on your business card and resume * Up to 18 months membership to the IABFM professional body » Access to the IABFM network and body of information online » Preferred access to education centers in USA, UK, Europe, Asia, Middle East and Latin America » *Access to the IABFM journal published online Gold Embossed Certificate with your name and designation as MIABFM (Member of the International Academy of Business and Financial Management) COURSE OUTLINE DAY1 - Introduction to Wealth Management - The future of retail banking - Investment knowledge essentials DAY2 -Getting to know your client (HNWI) -Role Play - The prospect DAY3 -Historical view of asset class behavior CASE STUDY – Dot Com Boom and Bust -Money markets -Bonds -Equity DAY4 Day Four continues looking at the asset classes and then shifts to look at how to present a solution to the customer Solutions Stage Alternative Wealth Management Products DAY5 -Strategic Relationship Management -Review Stage -Current issues in Finance KEY COMPETENCIES » Principles of Portfolio Management and asset allocation » Establishing a unique value proposition The Prospect » Using technical knowledge to build the customer relationship The Solution » Enhancing and expanding the relationship The Review FORMAT OF THE COURSE The wealth management course is designed to be interactive and promote discussion. Formal lectures are kept relatively short as the desire is to practice and discuss ideas. The two key ways we learn in the course is through role plays and ‘Breaking News’ which are described below. BREAKING NEWS During these exercises the participants are given a newspaper article that covers an event in financial markets that is relevant to the topic just discussed, eg. ‘Fed forecasting rates cut’. They are then asked to simulate a discussion with a customer to explain what this means technically and then how it relates to their customer’s own situation. In addition to consolidating the technical and product discussions this is designed to get the Wealth Managers and Private Banking RMs thinking about financial news and its impact and how to relate this information to

1. Delivery Type: Group Live | Pre-requisites: None | Level: Advanced | This Program is worth 35 NASBA CPE credits
Dubai UAE
16-20 November 2014
WHO SHOULD ATTEND?
»»Wealth Managers;
»»Investment Specialists;
»»Private Bankers;
»»Brokers;
»»Insurance brokers;
»»Relationship managers;
Organized by Certified by

2. GENERAL INFORMATION
Certified Wealth Management Professional | 16-20 November 2014 | Dubai, UAE
Hamed Behairy Expert Trainer
An internationally renowned financial
consultant and trainer over the past
15 years. With global experience in
the fields of financial analysis, modelling,
corporate governance, consultation and
training, Hamed has been consistently
acclaimed as one of the top financial
consultants in many countries around
the world. The presenter is widely re-nowned
as a seasoned valuation mod-elling
expert. Hamed is the founder
and CEO of Radix Training Academy
(Pty) Ltd and cofounder and CEO of
Radix Corporate Governance (Pty) Ltd based in Cape Town, South
Africa. His clients include multinational corporates, pension funds,
asset management companies, among others in South Africa, The
United States of America, Hong Kong, Singapore, Malaysia, Saudi
Arabia, the UAE and other countries. Hamed is arguably one of the
best financial trainers globally. Hamed has extensive training expe-rience.
His workshops combine professional knowledge along with
excellent presentation skills. Participants’ comments of Hamed’s
workshops indicate that they leave with deep understanding of the
material covered and conclusive ability to apply these concepts at
their workplace upon completion of his courses. He has substantial
experience in training corporate executives on strategic matters
including valuation modelling, corporate restructuring, M&A model-ling,
applied corporate finance modelling, advanced financial mod-elling
using Excel and VBA, attribution analysis modelling and other
modelling courses. He currently lectures postgraduate students at
the University of Cape Town certain subjects including Valuation
Modelling, Portfolio Optimization and Financial Modelling. He is
the founder of the charitable organization “Do It Project”. Hamed
is a Chartered Financial Analyst (CFA). He qualified with BCom
(honours) in accounting - cum laude with first class honour, and
BCom (honours) in Financial Analysis and Portfolio Management
- cum laude, with first class honour. Hamed’s hands-on training ap-proach
is mixed with energy, humour and continuous interaction
with delegates. The systematic build up of his workshops ensures
a bottom-up explanation, leading delegates quickly from the basics
through the more advanced topics.
LEORON Professional Development Institute is registered with the National Association of State Boards of Accountan-cy
(NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of
accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered
sponsors may be submitted to the National Registry of CPE Sponsors through its website:
www.learningmarket.org.
KEY COMPETENCIES
»» Principles of Portfolio Management and asset allocation
»» Establishing a unique value proposition
The Prospect
»» Using technical knowledge to build the customer relationship
The Solution
»» Enhancing and expanding the relationship
The Review
FORMAT OF THE COURSE
The course is designed to be interactive and promote discussion. For-mal
lectures are kept relatively short as the desire is to practice and
discuss ideas. The two key ways we learn in the course is through role
plays and ‘Breaking News’ which are described below.
BREAKING NEWS
During these exercises the participants are given a newspaper article
that covers an event in financial markets that is relevant to the topic just
discussed, eg. ‘Fed forecasting rates cut’. They are then asked to simulate
a discussion with a customer to explain what this means technically
and then how it relates to their customer’s own situation. In addition to
consolidating the technical and product discussions this is designed to
get the RMs thinking about fin ancial news and its impact and how to
relate this information to their different customer types.
The International Academy of Business and Financial Man-agement
™ is one of the world’s fastest growing professional as-sociations
with more than 200,000 members, associates and affiliates
in 145 countries. IABFM™ hosts and organizes certification training
worldwide and offers exclusive board designations to candidates who
meet the highest professional standards and assessment criteria.
The IABFM is acredited by the American National Standards Institute
(ANSI) the International Standards setting authority.
REQUIREMENTS
Delegates must meet the following criteria to be eligible to become
CWMP:
»» Attendance – delegates must attend all sessions of the course.
Delegates who miss more than two hours of the course sessions
will not be eligible to sit the course exam
»» Successful completion of the course assessment
»» After successfully passing the exam the Certificates will be pre-pared
by the IABFM and will be directly posted to your company
address.
ROLE PLAYS
»» The role plays are designed to cement the concepts discussed in
the course. The participants are divided into groups and within
each group someone will take the role as RM and someone as
client.
»» Each team will be given different scenario
»» Each role play will take 10 minutes and will be conducted as a ‘fish
bowl’ in front of the class
»» Each role play will be discussed to bring out what worked and
what could be improved in order to better engage the customer.
IN-HOUSE
If interested to run this course in-house please contact Val Jusufi at
+971 4 447 5711 or e-mail: val@leoron.net
BENEFITS OF ATTENDING THIS
HIGHLY INTERACTIVE 5 DAY COURSE
Successful completion of this course makes you a CWM™
International Certified Wealth Manager. You can use the
designation CWMP™ on your business card and resume.
»» Up to 18 months membership to the IABFM professional body
»» Access to the IABFM network and body of information online
»» Preferred access to education centers in USA, UK, Europe, Asia,
Middle East and Latin America
»» Access to the IABFM journal published online Gold Embossed
Certificate with your name and designation as MIABFM (Member of
the International Academy of Business and Financial Management)
T: +971 4 447 5711 | F: +971 4 447 5710 | E: register@leoron.net | W: www.leoron.com 2

3. COURSE OUTLINE
Certified Wealth Management Professional | 16-20 November 2014 | Dubai, UAE
Day 1
The first day covers the huge changes that have occurred in finan-cial
services over the past 10-15 years and the impact it has on
how we approach our High Net Worth customers today. We look
at the various Wealth Management models used globally and the
risks associated with an increasingly commoditised core offering.
We look at how banks today can compete effectively in offering
unique offerings to their customers. In addition we look at the
key concepts of finance and investments and then investigate the
theoretical underpinning of portfolio management and the need
for a diversified portfolio.
Day 5
Day Five looks at other issues in relationship management start-ing
3 T: +971 4 447 5711 | F: +971 4 447 5710 | E: register@leoron.net | W: www.leoron.com
with the ‘review’ of the customer’s portfolio and then looking
at increasing SOW, client referrals and account prioritization.
Day 2
Day two starts with building our own personal value proposition
and how important it is when trying to build rapport with the
customer. We look at the different interpersonal styles of our
clients and how this influences their investment decisions.
Day 4
Day Four continues looking at the asset classes and then shifts
to look at how to present a solution to the customer
Day 3
Day Three looks at the technical aspects of the key assetclasses
and how then how they should be discussed with clients.
Historical view of asset class behaviour
»» Relative return of Asset Classes
»» Reasons for speculative bubbles
»» Are Markets Rational?
CASE STUDY – Dot Com Boom and Bust
Money Market
»» Introduction
»»Why hold cash?
»»Opportunity Cost of holding cash
Bonds
»» Introduction » Yield Curve
»» High yield bonds
»» Using bonds to diversify your portfolio
EXERCISE – Breaking News
Equity
»» Introduction » Valuations of equities
»» Mutual Funds
»» Introduction
»» Fund types
»»Where does it fit into the customer’s portfolio
EXERCISE – Breaking News
Hedge Funds
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?
»» The relationship component – why it’s so important in HNWI
banking today
»» The global picture on WM growth and differentiation
The Future of Retail Banking and Your
Differentiation
»» How Customer Behavior is changing
»» How banks will have to adapt, and differentiate
»» Unique Selling Proposition - general
Investment knowledge essentials
This topic covers the ‘need to kn ow’ finance and investment
concepts that will be used day to day by Wealth Managers.
The objective of this topic is to build confidence of the exec-utive
so ensure the sales conversation is of a high professional
and technical standard.
Topics covered include:
»»What is risk and return?
»» How important is time horizon?
»» Capital gain v Income
»» Calculating rates of return
»» The relative return of different asset classes
»» Modern Portfolio Theory
»» Advanced Portfolio Theory
»» Risk and Diversification
»» Managing Risk
EXERCISE – Typical Portfolios
Strategic Relationship Management
»» Targeting the top customers
»» Deepening relationships over time
»» Strategic Selling Skills
»» Customer Targeting and Gap Analysis
Review Stage
»» Managing expectations on performance
»» Deepening the relationship
»» Getting referrals
ROLE PLAY- The Review
Current issues in Finance
This session is used to cover the current issues that dominate
in finance and banking. We aim to provide participants with clear
and simple explanations of the issues and then how they can re-late
them back to their customers.
Example topics could include:
»»What is the sub-prime crisis and how to explain it to my cus-tomer
»» How long will this recession last?
»» Interest rates are so low how can I make an adequate return?
»» Group Assignment: Each group will be provided a client scenario
and be required to assess needs, risk profile, time horizon etc and
then design a portfolio solution and present it to the ‘customer’.
Getting to know your client
»» Getting the meeting
»» Understanding the needs of your prospect
»» Building a unique value proposition - personal
»» Establishing Rapport
»» Building the foundations of trust
»» Interpersonal Styles and the Psychology of HNWI clients
»» The Psychology of Clients
»» Primary Interpersonal Styles and Personality Type Decision Mak-ing,
Communication and Social Drivers
»» Task versus People-Directed Behaviour, Reserved and Outgoing
styles
»» Anticipating client behavior based on personality type
ROLE PLAY – The prospect
Solutions Stage
»» Developing a solution for the customer
»» Explaining and gaining buy-in
»»Objection handling
»» Needs-Based Selling versus Product or Risk based
»» Core Behavioral Segmentation Models for your market
»» Simple Investors
»» Sophisticated Investors
ROLE PLAY – The Solution
Alternative WM Products
»» Derivatives
»»Options
»» Foreign exchange
PROGRAM TIMINGS
Registration will begin at 08.00 on Day One. The program will com-mence
at 08.30 each day and continue until 16.30. There will be two
refreshment breaks and lunch at appropriate intervals.

4. CWMP
BOOK EARLY
SAVE
US$ 400
CERTIFIED WEALTH MANAGER PROFESSIONAL
16-20 November 2014 | Dubai, UAE
Early Bird Discounts
Register before September 15, 2014 ............... US$ 3590
Register before October 15, 2014 ...................... US$ 3790
Final Price .......................................................... US$ 3990
DELEGATE DETAILS
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3-4 Delegates 20%
5 Delegates 25%
*please note that all group discount
are given on the final price
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COMPANY DETAILS
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1. Please Invoice my Company  2. Please charge my Credit Card 
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Exp Date : _____ / _____ / ________
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 I have read and agreed to the following terms and conditions
VENUE DETAILS
Oasis Beach Tower Hotel
Dubai, UAE
Tel: +971 4 399 4444
Fax: +971 4 399 4200
E-mail: obt@jaihotels.com
Signature: ___________________________
+971 4 447 5711
+971 4 447 5711
register@leoron.net
www.leoron.com
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TERMS & CONDITIONS
1. Payment Terms
100% payment of the full amount upon receipt of the invoice.
2. Cancellation Policy
i. All cancellations must be done in writing.
ii. Full refund for cancellations will only be paid to a maximum of one week from the invoice date.
iii. 50% refund for cancellations will only be paid to a maximum of two weeks from the invoice date.
iv. No refund for cancellations done after 2 weeks from the invoice date. Substitute is always welcomed; if not possible a credit will be given which can be used for any of Leoron events up to 1 year.
3. Force Majeure: If the event is postponed, canceled or abandoned by reason of war, fire, storm, explosion, national emergency, labor dispute, strike, lock-out, civil, disturbance, actual or threatened violence by
any terrorist group, or any other cause not within the control of our organization, we shall be under no liability to ‘Company’ for non-performance or delay in performance of obligations under this contract
or otherwise in respect of any actions, claims, losses (including consequential losses) costs or expenses whatsoever which may be brought against or suffered or incurred by ‘Company’, as the result of the
happening of any such events.
4. Complaint and Refund: For more information regarding administrative policies such as complaint and refund, please contact Val Jusufi, Head of Training at: Tel: +971 4 447 5711, Fax:+971 4 447 5710, e-mail:
val@leoron.net
5. Governing Law: This contract shall be governed by and construed in accordance with the Laws and Regulations of DMCCA.