Fundamentals of Selling ESG Solutions for Private Banking Clients

Course Overview

Many forces are at work today transforming the way businesses and industries operate, markets function and societies develop. What was seen as a niche investment area for Wealth Managers not so long ago, ESG investing is now entering the mainstream and Private Banking RMs need to have the skillsets to be able to identify and meet their clients’ needs in this area of investing.

This one day programme combines practical client diagnostic skills training with ESG portfolio management diagnostic skills training. The day focuses on the key skills that the relationship manager needs to have to understand the client motivations behind ESG investing. The specific nuances around ESG investing will be covered and client sensitivities around ESG issues will be addressed.

Learning Objectives

• Understand the forces driving the growth of this area of investing
• Appreciate the client’s goals, values and principles around ESG investing
• Match the ESG portfolio objectives to the different client profiles and diagnostics
• Digest the house ESG view and present it with conviction
• Prepare the groundwork for an effective ESG portfolio review
• Apply RM sales methodologies to ESG investing approaches and build a narrative around ESG investing