The Curriculum

MODULE 1

THE FUNDAMENTALS OF ESG

Description

This module debunks many of the common misconceptions around ESG. It walks Wealth Managers through future ESG regulations before highlighting the opportunities ESG affords to Wealth Managers, their firm, and their clients.

Contents

Module 1 guides you through:

  1. Exploring what ESG and is and is not.
  2. Recognising which client needs ESG funds can meet.
  3. Understanding the differences between ESG, sustainability, ethical responsibility, and stewardship.
  4. Recognising how ESG impacts stock selection and asset management.
  5. Preparing for emerging regulation that will affect client advice in your firm.
  6. Learning how to take advantage of the growing demand for ESG and sustainable, responsible, and ethical investments.

MODULE 2

IN DATA WE TRUST

Description

This module will teach you how to carry out your own ESG research. By examining and understanding the different methodologies used by leading ESG data providers, you’ll be able to confidently scrutinise the quality of ESG data, enabling you to better serve your clients.

Contents

Module 2 includes:

  1. Exploring the different fact-finding methods and approaches you can use to better understand your client’s ESG preferences.
  2. Learning how to use tools to provide a portfolio-level holistic overview that will help you strengthen your relationship with your clients.
  3. Getting comfortable with using ESG research and analytics to help you have more informed conversations with your clients.
  4. Exploring how ESG ratings support your clients’ investments.

MODULE 3

TALKING WITH CLIENTS

Description

In your final module, we’ll walk you through the steps of having an effective ESG conversation with a client or prospect. While you don’t have to be an ESG expert to talk to clients about the topic, you do need to understand the tools and approaches to:

  1. Prepare for an ESG meeting or conversation.
  2. Articulate the business case for ESG.
  3. Handle difficult questions.
  4. Outline appropriate next steps.

Contents

Module 3 is comprised of:

  1. Building awareness of different supplementary fact-finding tools that enable you to identify clients’ areas of environmental, social, and ethical interest or concern.
  2. Starting a conversation with clients on Sustainable Finance.
  3. Using appropriate questions and active listening to identify a client’s ESG requirements
  4. Outlining the features and benefits of ESG products that meet your client’s needs.
  5. Confidently discussing any possible trade-offs within and between different issues and financial objectives.
  6. Gaining a client’s commitment that the identified ESG product meets their needs.
  7. Ensuring your ESG conversations align with regulatory requirements and your firm’s internal process.