Fundamentals of selling ESG solutions to private banking clients

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.

COURSE AGENDA

ESG Investing and Wealth Management

• The wealth management industry embraces ESG investing
• Factors that are influencing Wealth Managers embrace ESG investing
• Generational shifts in attitude towards investing and engagement
• Why this area will witness dramatic growth and transform investing

Client Diagnostics and Needs around ESG Investing

• The wealth management loop and ESG issues
• The client’s goals, values and principles
• The client’s motivators and ‘hot buttons’ around ESG issues
• Marrying the client diagnostics to the ESG diagnostics

Portfolio Diagnostics around ESG Issues

• Goal-based and outcome oriented investing
• Social returns, mission- based investing and investing for a purpose
• How these different motives change the private client’s utility function
• ESG, active investing and alpha

Formulating and Positioning ESG Solutions to Private Banking Clients

• How the RM can establish a business purpose around ESG issues
• Specific nuances around ESG investing that RMs need to be sensitive to
• Building a narrative around ESG investing
• Positioning ESG views to different client types