You would agree, India is one of the world’s fastest growing economies where millions of investors are collectively creating trillions of wealth. This presents a huge opportunity for advice and guidance so that this wealth is not only protected but also grown.
Cafemutual Education Services seeks to empower distributors like you with knowledge and skills so that you can help our country men make better and more informed investment decisions.
We provide training programs
Certification
Requirements
Product &
Professional
Expertise
Business
Development
Certification Requirements
NISM VA – Mutual Funds Module
Benefit to participants
This program will help create a common minimum knowledge benchmark for all persons involved in selling and distribution of mutual funds, helping them clear the NISM VA exam and making them competent enough to start their distribution practice
Suitability
- Anyone interested in starting mutual fund distribution business
- Graduates wanting to work with banks and national distributors
Duration: 2 full days
Outline:
- Know the basics of mutual funds, their role and structure, different kinds of mutual fund schemes and their features
- Understand how mutual funds are distributed in the marketplace, how schemes are to be evaluated and how suitable products and services can be recommended to investors and prospective investors in the market.
- Get oriented to the legalities, accounting, valuation and taxation aspects underlying mutual funds and their distribution.
- Get acquainted with financial planning as an approach to investing in mutual funds, as an aid for mutual fund distributors to develop long-term relationships with their clients.
Tangibles
- Book
- Mock tests
- Recorded videos
PRODUCT & PROFESSIONAL EXPERTISE
How to make a financial plan
Benefit to participants
This program will help participants understand & appreciate the 6-step process of financial planning and its importance in advising & building a long-term relationship with the client.
Suitability
- Serious, committed MFDs/RIAs/ Wealth managers
- Some knowledge of excel is essential
Duration: 1 full days
Outline:
- Collect the right data from the client
- Do risk profiling for the client
- Suggest the right asset allocation
- Do financial mathematics swiftly
- Do goal-based planning for the client
- Rebalancing techniques
Tangibles
- Data collection template
- Risk profiling template
- Asset allocation template
- Goal based calculator template
Fundamentals of Equity Investing
Benefit to participants
This program is designed to help participants look beyond arithmetical numbers in an equity fund. It will help participants in selecting the right fund based on various parameters.
Suitability
- Serious, committed MFDs /RIAs/Wealth managers
Duration: 1 full days
Outline:
- Relate information in media & other sources to market
- Form a view on the market movements
- Understand and calculate various types of returns and risks
- Use risk adjusted returns to select the right funds
- Fact sheet reading
Tangibles
Reading material
Investment Planning & Wealth Management
Benefit to participants
This program is designed to deliver an all-round understanding of investments to participants including macro-economic factors, financial mathematics, assets, products, taxation, insurance & hedging
Suitability
- MFDs/RIAs/Wealth managers
- AMC professionals
- Employees of intermediaries such as banks and national distributors
Duration: 5 full days
Outline:
- Money market products & investments
- Long term fixed income products & investments
- Time value of money
- Financial mathematics
- Equity markets – products & investment
- Macro economics
- Derivatives & Hedging
- Portfolio management techniques
- Insurance planning
- Tax planning
Tangibles
- Asset allocation template
- Goal based calculator template
Primer on Macro Economics
Benefit to participants
This program will help participants build a perspective around various macros and their impact on equity and debt markets. It will also familiarize the participants to understand and interpret data and form their own perspective.
Suitability
- MFDs/RIAs/Wealth managers
- AMC professionals
- Employees of intermediaries such as banks and national distributors
Duration: 1 full days
Outline:
- Which macros to track
- Decoding RBI’s monetary policy
- Impact of inflation and interest rates on assets
- Correlation between asset classes
- Case studies from the crises
- Sectorial analysis
- Key drivers of the sectors
- Forming your own perspective
Tangibles
- Template for asset correlation
Advanced program on Equities (Sectors)
| Topics | Objective |
|---|---|
| Valuation approaches | To understand when do analysts use top down approach & bottom up approach and why. This is extremely important to understand as DIIs & FIIs look at markets very differently and use different analytics to form a view. |
| Macro economics | There are certain macros that affect the entire markets and some that affect certain sectors only. The objective is to understand which macro will affect which sector and how. |
| P/E is not the answer | For most, P/E is the only measure that matters. This ratio is completely irrelevant for most sectors. The objective here is to understand the key ratios to look for in each sector and each balance sheet. |
| Basic valuation parameters | Objective here is to simply be in a position to measure over/ under valuation. |
Behavioral Finance
Benefit to participants
Behavioral finance is the study of dozens of financial decision-making errors that can be avoided if we are familiar with the biases that cause them. In this program, we examine these predictable errors and discover where we are most susceptible to them. This course is intended to guide participants towards better financial choices. Learn how to improve your spending, saving, and investing decisions for the future.
Suitability
- Serious & committed MFDs/Wealth managers
- Financial institutions representative
- Basics of economics is essential
Duration: 3 full days
Outline:
- Look at the classical economic model of consumer choice, which assumes that all the decisions that we make are sensible, or “rational.” And the shortcomings of this approach
- Examine how people behave.
- Discover how our minds are inclined to distort probabilities and either underestimate or overestimate the likelihood of certain outcomes.
- Learn about the tendency to use rules of thumb that simplify the process of making decisions but can also lead to predictable errors.
- See multiple examples of what can lead us to make predictably sub-optimal financial decisions, both individually and across the entire financial markets.
- Discuss the many ways in which we can now improve your financial decision-making because of our deeper understanding of the innate biases.
Tangibles
- Reading Material
BUSINESS DEVELOPMENT
How to develop a business plan for growth
Benefit to MFDs
This program will help MFDs look at their practice as a proper business and is designed to train them to develop a successful marketing plan that achieves their goals in a manner designed to increase both productivity and profitability.
Suitability
- Serious, committed MFDs irrespective of AUM size
- Some knowledge of excel is essential
Duration: 3 ½ hours
Outline:
- Need to treat your practice as a business in which you have invested millions
- The importance of a business plan
- The essential elements of a business plan
– Vision/Annual goal
– Environment scan – -SWOT – Competition, Collaborators
– Defining your target market
– What is your value proposition – product, price?
– Activities and programs to turn plans in to reality
– Budgets, financial and timeline
– Tracking and course correction
Tangibles
- Outline/Template of a model plan
- List of the key decision points that will impact the plan inputs
Building your own brand – You!
Benefit to MFDs
Today, if you were to ask MFDs, “Give me a reason to refer you to a friend,” 95% of the MFDs would give you the same reason – service! This program is meant to sensitize them to what their client expectations are, how they can articulate their proposition in alignment with these client expectations and how branding can help them build a stronger business.
Suitability
- All serious, committed MFDs
Duration: 3 ½ hours
Outline:
- Why do you need to differentiate yourself?
- How are the changes in your environment affecting you? How these change impact your role?
- What really is branding? How is it relevant to you?
- Branding tools – basics
- Communicating your brand promise – web site and newsletters
Tangibles
- A Primer on effective branding
Getting more from your existing clients
Benefit to MFDs
Most MFDs do not recognize that their existing clients can be a more profitable source of business compared to new clients. This program is meant to guide them on how to excavate this mine of hidden wealth by enlightening them on
- How to analyse the book of business and find opportunities to get more business from the same client
- Cross sell and up sell activities to achieve this
- How to get more referrals
Duration: 3 ½ hours
Suitability
Distributors who wish to grow their business and have a reasonable number of clients. The distributor should have been in business for 3 to 4 years. It is important that the MFD who owns the business attends the program and not any employee
The advisors are required to get their laptops with full client data in MS Excel. This should include details of AUM – client wise and scheme wise as well as the transaction feeds for at least the last one year and if possible since inception.
Ideal batch size: 15 –20
Outline:
- What is your own risk profile?
- What does your book of business look like vis-a-vis your risk profile?
- Vulnerability of your book with respect to market risk – asset values as well as changing asset class preferences
- Why should you acquire more clients?
- Introduction to client acquisition
- KYC – What do you know about your customers?
- A-B-C analysis of clients and your book of business
- Client category v/s product matrix
- Activities to sell related products or to sell more of the same products
- How to get referrals on a continuous basis and in large numbers
- What to do once you have collected leads
Tangibles
- Various templates to carry out the exercises conducted in the program. These templates can be used after the program to put the program lessons to effective use
Use the power of seminars to acquire clients
Benefit to MFDs
A seldom utilized method in India, seminars are used by MFDs the world over to build a pipeline of prospects. This program will not only sensitize MFDs on why they should use seminars but also take them through a detailed systematic guide on how to conduct them well.
Duration: 3 ½ hours
Suitability
All MFDs
Ideal batch size: 15 –20
Outline:
- Why should you do seminars? Why are seminars effective?
- Setting your objective and developing your game plan
- Process of organizing a seminar (Detailed step-by-step guide)
- Pre-event preparation
- Conducting the seminar – dos and donts
- Post-seminar action and follow up
Tangibles
- Detailed step-by-step guide
- Check list
- Refresher material
Smart Objection Handling
Benefit to MFDs
The key objective of this program is to help the MFD to recognize and handle all objections with confidence and assurance. Ideally, after such a program, MFDs would be able to convert many such uncertainties into opportunities
Program: 3 ½ hours
Suitability
All MFDs
Outline:
- Common myths around investments/mutual funds
- Correct interpretation of such myths
- Understanding why myths develop
- Understanding sales objections
- Significance of sales objections
- Common objections in selling advisory products
- Suggested responses for each objection
Program methodology : Role-plays, case studies and presentations
Tangibles
A week before the program, each participant would be required to send two objections he/she has faced recently. By the end of the program, the MFDs would be equipped with the appropriate responses to most of the common objections.