Familiarisation Programme for Registered Representatives (RRs) Fund Management Segment

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Familiarisation Programme for Registered Representatives (RRs) Fund Management Segment

Duration: 2 days
Venue: Securities Commission Malaysia
This two-day programme focuses on the fundamentals of fund management institutions in Malaysia.
 
On the first day, participants will learn about portfolio management, prevention of money laundering, terrorism financing and proceeds of unlawful activities under the Guidelines of Prevention of Money Laundering, Terrorism Financing and Proceeds of Unlawful Activities Act 2001 for capital market intermediaries, and the concept of Know Your Clients (KYC).
 
On the second day, participants will assess portfolio performance reports, learn marketing techniques and strategies for financial products and closing deals with prospective clients.
 
The programme includes assessments to gauge participants’ understanding of the materials presented.
 

Who Should Attend

Please refer to Guidelines for Registered Person (Registered Representative) for entry requirements

  • Programme Delivery

    Programme Objective

    The programme aims to help participants identify, understand, and most importantly, apply the relevant knowledge and required skills towards becoming competent fund managers. 
     

    Learning Outcomes

    Upon completion of this programme, participants will be able to:

    • describe the fund management industry in Malaysia, industry participants and type of funds;
    • explain how the industry is regulated through the securities industry laws;
    • elaborate on portfolio management overview and its processes;
    • construct a practical portfolio for clients through assessment of clients’ needs and portfolio objectives;
    • elaborate on the guidelines issued for reporting institutions to comply with the obligations imposed under the AMLATFPUAA 2001;
    • explain risk-based approach application, record-keeping, suspicious transactions and confidentiality of reporting;
    • apply the procedures to conduct customer due diligence and techniques to detect clients’ unusual behaviour;
    • develop a plan in establishing customer relationships;
    • interpret portfolio performance reports through examining client portfolios and spotting potential opportunities and challenges;
    • demonstrate the relevant marketing techniques and selling strategies for non-tangible financial products;
    • design solutions based on the prospect’s needs through effective questioning; and
    • discover the essential knowledge and skills required to present, convince and close deals with prospective clients. 
  • Programme Outline

    DAY ONE
    0900am The session will provide an overview of the fund management industry in Malaysia. Participants will be introduced to fund management institutions in Malaysia, the industry’s importance and the players in the fund management industry. The topics will also elaborate on how the industry is regulated.

    Overview of Fund Management Industry
    • FM Industry in Malaysia
    • Industry Participants
    • Types of Funds Available in Malaysia

    Laws and Organisations Regulating the Fund Management Industry
    • Overview of Law
    • The Securities Industry Laws
    • Other Relevant Laws and Regulations
    • Organisations Regulating the Fund Management Industry and Industry Regulation
    1030am Coffee Break
    1045am This session will elaborate on the portfolio management overview and its processes. Participants will be exposed to the process of portfolio optimisation and how to construct a practical portfolio for clients.

    Capital Markets and Portfolio Management
    • General Overview of the Principles of Portfolio Management
    • Asset Allocation
    • Understanding Clients’ Needs (risk appetite) and Preparing the Portfolio Objectives
    • Practical Portfolio Creation for Clients
    0100pm Lunch Break
    0200pm This session will elaborate on the Guidelines issued for reporting institutions to comply with the obligations imposed under the AMLATFPUAA 2001 and explain risk-based approach application, record-keeping, suspicious transactions and confidentiality of reporting. The session will also focus on KYC, where participants will be exposed to the procedures to conduct customer due diligence and techniques to detect clients’ unusual behaviour. It will cover the use of financial information in understanding the inherent risks posed by the clients.

    Guidelines of Prevention of Money Laundering, Terrorism Financing and Proceeds of Unlawful Activities Act 2001 for Capital Market Intermediaries
    • Definitions and General Description of Money Laundering
    • Guidelines on Prevention of Money Laundering, Terrorism Financing and Proceeds of Unlawful Activities for Capital Market Intermediaries
    • Obligation on Protection of Clients’ Information and Common Abuses of Confidentiality

    Know Your Clients (KYC)
    • Procedures to Conduct Customer Due Diligence
    • Procedures to Obtain Clients’ Relevant Financial Information
    • Techniques to Detect Clients’ Unusual Behaviour
    0345pm Coffee Break
    0400pm This session will deliberate on establishing customer relationships, including discussing registered representatives’ duty and obligations to clients. 

    Relationship RRs and Clients
    • Rules Governing the Relationship between RRs and Clients
    • RRs’ Duty to Clients
    • RRs’ rights
    • Obligations of RRs

    0500pm

    End of Day One

     
    DAY TWO
    0900am This session will provide participants with understanding on the preparation of portfolio performance reports and how to evaluate them. It will also expose participants to how to read the reports and examine client portfolios, and to spot potential problems or opportunities.

    Understanding Portfolio Performance Report
    • Performance Measurement
    • Performance Evaluation
    1030am Coffee Break
    1045am This session will provide participants with a practical and relevant approach to marketing techniques and strategies for financial products as the selling skills for non-tangible products differ greatly from tangible products. The focus will be to identify and understand a prospect’s needs to help create unique solutions. The participants will also be exposed to techniques of asking probing and challenging questions to uncover prospective clients’ needs.

    Learning How to Understand Your Prospects’ Needs
    • How to step into clients’ shoes and see the situation from their position
    • How to adapt your approach based upon what they want
    • How to position yourself, your company and your product in light of what they want and how they want it
    • How to create clients’ profile to identify risk appetite

    The Techniques and  Interactions Skills of Superstar Sales People   
    • How to ask the right questions at the right time
    • Different selling techniques and models - Consultative and collaborative selling models
    • How to listen attentively and use the information that the prospect gives you to your advantage
    • How to use 3rd level questioning skills to get the answer you WANT
    • What and how to use the Elevator Pitch
    • How to build effortless rapport with your prospect
    • Seating position
    • Neuro-linguistic programming (NLP) in sales
    0100pm Lunch Break
    0200pm This session will focus on the essential knowledge and skills needed to present, convince and close the deal with prospective clients.

    How to Make Effective Sales Presentations and Sales Calls
    • How to plan out and structure sales presentations, sales calls and talks
    • How to work out what to focus on and what style to use to deliver your presentation
    • Features, Advantage and Benefits
    • How to use the Principles of Persuasion

    How to Overcome Objections and Excuses
    • How to overcome the negative responses that you receive from your prospect
    • How to turn these into positive situations – re-phrasing technique
    • How to overcome price objections
    • How to overcome stalling
    0345pm Coffee Break
    0430pm Assessment
    0515pm End of Day Two
  • Programme Fees

    RM1,100 per participant + 6% GST = RM1,166