Wealth Advisory Masterclass
Cross-selling, up-selling and complex product advice for Financial Advisory Representatives — delivered with depth, currency and compliance discipline.
Eight modules, from product mastery to compliant advice.
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01
Course Orientation & the Product Universe
- Programme outcomes and assessment format
- The open-architecture business model and approved product shelf
- Target client segments and the adviser's role
- Forces shaping the industry as a framing lens
- Product-confidence self-assessment
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02
Life Insurance & Investment-Linked Plans
- Term, whole life, endowment and regular- and single-premium ILPs
- Charges and surrender implications
- Reading a benefit illustration
- Case Study: 2018 MAS prohibition orders for ILP-switching
- Feature-benefit-limitation exercise
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03
Unit Trusts / CIS & Structured Products
- Equity, bond, multi-asset, money market and feeder funds
- Expense ratios and fee loads
- Structured deposits, ELNs, autocallables and DCIs — payoff mechanics and capital at risk
- Case Study: the 2008 Lehman Minibond saga
- Plain-language articulation drill
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04
General Insurance, CPF/SRS-Linked & Retirement Products, DPM
- Motor, travel, home, personal accident and domestic helper cover
- CPFIS criteria, SRS tax deferral and CPF LIFE
- Retirement income and annuity plans
- Discretionary portfolio management and hybrid mandates
- Day 1 recap quiz
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05
Product Styles, Trends & Forces Shaping the Industry
- Goal-based, ESG and thematic investing; decumulation
- Direct purchase insurance, digital-first and hybrid advisory
- Private-market access
- Case Studies: "The Great Advisory Reset" and robo-advisory growth
- Trend-to-solution mapping
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06
Establishing Client Requirements
- Fact-find, financial needs analysis and risk profiling
- Balance sheet, cash-flow capture and life-stage mapping
- Non-standard requests — key-man, cross-border clients, legacy planning and blended families
- Fact-find role-play in triads
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07
Organisational Advice Procedures & Competitor Analysis
- A six-step product advisory procedure mapped to the FAA, MAS Notice FAA-N16 and Fair Dealing
- The Balanced Scorecard and complaints handling via FIDReC
- Case Study: MAS 2024 statement on mis-selling penalties
- Product-to-product competitor comparison and teardown
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08
Proof-of-Concept, Cross-Sell & Up-Sell Articulation
- Elements of a proof-of-concept — objective, needs-solution mapping, illustration, cost-benefit, risk disclosure, implementation and review
- Cross-sell versus up-sell
- Needs-benefit matching
- One-page POC drafting practicum with peer review
- Explain the features, benefits, limitations and suitability of each product category on the shelf
- Position products against industry trends, including goal-based, ESG and thematic investing, hybrid advisory and direct purchase insurance
- Conduct a structured fact-find and financial needs analysis that surfaces standard and non-standard requirements
- Apply reasonable basis, disclosure, Fair Dealing and suitability documentation in line with the FAA and MAS guidance
- Analyse and benchmark competitor offerings across insurer, bank, independent FA and robo-advisory channels
- Draft a client-ready proof-of-concept covering objective, needs mapping, illustration, cost-benefit, risk disclosure and monitoring
- Identify and articulate cross-sell and up-sell opportunities by matching product benefits to an evolving client needs profile
Who should attend
Financial planners and relationship managers advising clients across a multi-product shelf — from advisers in their first 24 months of registration to experienced practitioners seeking a structured refresher.
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The Fees
This programme is eligible for Institute of Banking & Finance (IBF) funding support for eligible Singaporeans and PRs, subject to IBF criteria.
S$ 3,200
Standard course fee, before subsidies.
S$ 1,600
Singaporeans Aged Below 40 & PRs
S$ 960
Singaporeans Aged 40 & Above
Subsidies are subject to IBF approval and eligibility.
Course Evaluation & Assessment
The IBF Standards Training Scheme ("IBF-STS") provides funding for training and assessment courses accredited under the Skills Framework for Financial Services — available for both self-sponsored and company-sponsored individuals.
Accredited & funding-eligible
This course addresses Technical Skills and Competencies (TSCs) under the Skills Framework for Financial Services. Participants are encouraged to access the IBF MySkills Portfolio (ibf.org.sg/myskills-portfolio) to track their training progress and skills acquisition.
You can apply for IBF Certification after fulfilling the required number of TSCs for the selected job role. Find out more at ibf.org.sg/why-be-ibf-certified.
Singapore Citizens or Singapore Permanent Residents, physically based in Singapore, who have successfully completed an IBF-STS accredited course (including passing all relevant assessments and examinations).
Singapore-based Financial Institutions regulated by MAS (licensed or exempt from licensing by MAS), and FinTech firms certified by the Singapore FinTech Association (SFA).
More on funding support: ibf.org.sg/programmes/IBF-STS
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Ready to bring this programme to your team?
We will walk you through the modules, delivery formats and available dates in Singapore.
- Response
- Within 1 business day
- 8334 8444
- Delivery
- On-site or virtual