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Description

Wealth Management: Diagnosing, Advising and Securing the Client Relationship

Building coherent wealth advice from the client's actual situation rather than from the products available

  • 2.5 days — 17.5 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Wealth advice usually fails for the same reason: a product is proposed before the family situation, the income structure and the client's plans have been properly understood. The applicable matrimonial property regime is overlooked, succession is not anticipated, and the recommendation collapses at the first question about how quickly the savings can be accessed.

Two and a half days to install the full approach, from the fact-finding interview through to the written recommendation, covering the family legal framework, the tax treatment of the main asset classes and succession planning. Participants work on a single client file followed throughout the programme.

Learning objectives

  • Conduct a fact-finding interview and produce a wealth review
  • Identify how the applicable matrimonial property regime affects the ownership of assets
  • Position the taxation of income and capital according to the nature of the assets
  • Select the vehicles suited to the client's objectives and time horizon
  • Prepare a succession plan and present the available options to the client

What makes this programme different

A complete client file is handled from fact-finding through to the written recommendation
The questions asked in interview are prepared and then role-played with a reluctant client
The audit trail of the advice is built decision by decision

Programme

1The Wealth Review

Understand before proposing

  • Conduct the fact-finding interview and document the answers
  • Reconstruct the household's assets, liabilities and cash flows
  • Rank objectives and their time horizons
  • Assess risk tolerance and the need for liquidity

2The Family Legal Framework

The law that drives the advice

  • Identify the consequences of the main matrimonial property regimes that may apply to the client
  • Distinguish personally owned assets from jointly held assets
  • Position the effects of unmarried partnerships and cross-border family structures
  • Anticipate the entitlements of the surviving spouse

3Taxation of Wealth

The mechanisms to master

  • Distinguish the taxation of income from the taxation of capital
  • Position the treatment of rental income and investment income
  • Identify the effects of capital gains according to the nature of the asset
  • Identify exemption and relief mechanisms and the conditions attached to them

4Selecting the Vehicles

Matching the wrapper to the objective

  • Compare the main families of financial investments
  • Position life assurance within a wealth strategy
  • Analyse a buy-to-let property project and its financing
  • Balance accessible savings against locked-in savings
  • Document the suitability of the vehicle to the client profile

5Passing on Wealth

Organising the transfer to the next generation

  • Position the applicable succession rules and any forced heirship entitlements
  • Present gifting mechanisms and their effects
  • Explain the value of splitting usufruct and bare ownership
  • Articulate life assurance with the estate
  • Prepare the succession conversation with the family

Who is it for

Banking and insurance advisers handling wealth and private clients · professionals in advisory firms and practitioners moving into wealth management.

Prerequisites

Familiarity with mainstream savings and investment products and how they are distributed

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.