Chartered Mortgage Analyst

On satisfactory completion of this programme you will be entitled to use the post-nominal designation Chartered Mortgage Analyst (CMA) on your business cards and marketing papers.

Newly updated course agenda!

Chartered Mortgage Analyst Structuring and marketing profitable home finance products 31 May – 4 June 2009

Crowne Plaza Hotel (Sheikh Zayed Road), Dubai, UAE By attending this highly interactive programme, you will be able to:

Who should attend this highly focused programme?

• • • • • •

If you are involved with the development and delivery of mortgage and home finance products or work within consumer banking and lending, you will benefit from attending this course. It is also designed for executives who have recently moved to consumer banking or lending or for those that need to update their knowledge in retail financial services.

Structure innovative mortgage products that will help you thrive in challenging markets Effectively position your mortgages and understand which products are right for your business Develop a competitive marketing plan for your mortgage products Evaluate the economic and competitive environment when developing your mortgage products Apply credit assessment and collection policies Understand the key income and cost drivers for mortgage products

Organised By

Official Regional Recruitment Partner

www.iirme.com/cma

Dear Banking Professional, The mortgage industry has experienced a very dramatic change. With this change comes a unique new set of challenges for the mortgage analyst working in the region. In order to remain afloat and take advantage of new opportunities that are growing out of this financial mess, you must take a fresh look at how you do your job by nurturing new perspectives. We are giving you this opportunity with our highly successful, newly updated course, Chartered Mortgage Analyst. What’s more, on satisfactory completion of this comprehensive course you will be entitled to use the designation CMA on your business cards and marketing collateral. If you are in the mortgage and home finance business in the Gulf region then this programme is a must-attend. I look forward to welcoming you to Chartered Mortgage Analyst in May 2009. Register on the phone, by email, online or by fax! See the back page of this brochure for more details, including information on our significant early bird discounts! Warm regards,

Keith Parker Conference Manager P.S. On satisfactory completion of this programme, you will be entitled to use the post-nominal designation CMA™ on your resume and business card P.P.S. Benefit from our newly updated course agenda, taking into account the most recent changes to the mortgage industry!

About the American Academy of Financial Management™ The American Academy of Financial Management™ is a global professional association with members in over 150 countries hosting and organising certification training worldwide and offering exclusive board certification designations to candidates who meet the highest professional standards and assessment criteria. Founded in 1995, via a merger between the American Academy of Financial Management & Analysts (AAFMA) and the Founders Advisory Committee of the Original Tax and Estate Planning Law Review, the AAFM currently recognises over 35,000 PhDs, lawyers, CPAs, AACSB Graduates and Masters Degree Holders as executive members in over 150 nations. AAFM was the first US-based professional association to receive sanctioned recognition from the Chinese Government.

About Your Expert Programme Leader Michael Armstrong CPA. BEc MBA Michael has spent 15 years in the banking and finance industry based in Sydney, Hong Kong and now Singapore. His experience covers all aspects of consumer financial services including product development, distribution, marketing and operations working with Citibank and HSBC across the Asia region. During his time with HSBC in Hong Kong Michael was responsible for managing and developing all retail lending products in the Asia-Pacific region as the Regional Manager for Consumer assets. He has launched products in countries as diverse as Taiwan, Korea and India. At Citibank, Michael was Mortgage Product Manager involved in portfolio management, product development, and marketing promotions. In his previous role, Michael worked as Senior Manager, Customer Propositions at HSBC Hong Kong where he was responsible for coordinating all product development, marketing and distribution activities within the Hong Kong business. Michael now works as a banking services and industry consultant based in Singapore and regularly teaches banking related executive programmes in Asia and the Middle East. Clients in the Middle East have included The National Bank of Dubai, Mashreq Bank, National Bank of Kuwait, Gulf Bank, and SAMBA in Saudi Arabia.

Hear What Delegates Said About Michael’s Previous Courses: “This course has been extremely helpful in understanding how mortgages work across markets. A ‘must attend’ for all product managers in this region. Michael is an excellent speaker and has a great understanding of the mortgage business.” Dilip Sumadram, Product Manager, Mortgages Commercial Bank of Dubai, UAE

“This course was an opportunity for me to further exploit innovative sales potential in me that I did not know I had. It brought to light many issues of relevance to my career.” Abdel Joubaili, Account Executive Global Investment House, Kuwait

“Very useful and beneficial data and facilitator.” Haitham Khalil, Relationship Officer Abu Dhabi Islamic Bank, UAE

Forthcoming Relevant Events BC2856 Real Estate Valuation 18 – 22 January 2009 www.iirme.com/rev BC2802

Islamic Finance And Structures For Real Estate Development 15 – 19 February 2009 www.iirme.com/ifre

For more information on any of the above events please contact us on Tel: 971-4-3352483 or email: [email protected]

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/cma

Chartered Mortgage Analyst

31 May – 4 June 2009

Programme Timings: Registration will be at 08:00 on Day One. The programme will commence at 08:30 and conclude at 14:30 followed by lunch. There will be two refreshment breaks at appropriate intervals.

Programme Summary This programme will teach you how to effectively develop and market retail mortgage products. You will cover the basic mortgage structures available to a product manager and then examine the ways in which they can be designed to target whatever segment you wish. The programme covers all the key aspects of development including profitability, positioning, promotions as well as covering other key aspects you need to know, including credit and collections.

Programme Assessment This course provides an internationally recognised professional qualification, certified by the Board of Standards of the American Academy of Financial Management (AAFM). Originally founded in America, the AAFM is now established over 150 countries and as such, this course brings with it the experience of finance professionals around the world. In order to pass this course and use the official designation you will have to demonstrate, through a formal assessment process, that you understand and can apply the course material in a professional setting. Assessments are defined by the AAFM Board of Standards and ensure that all candidates are of the same high-quality, international standard in their chosen designation field. Candidates who fail this assessment may be allowed to re-sit, where assessment is via an examination, at the discretion of the course leader. Neither IIR or AAFM will be liable in the event that a delegate is unable to pass the required assessment.

Programme Outline

Day One – Sunday, 31 May 2009 Overview Of Mortgage Banking • Mortgage banking overview • Mortgage market overview • Mortgage loan products overview Why Do Banks Sell Mortgage Loans? • Covering the trade off between risk and return • Comparing home lending against other forms of consumer credit Overview Of The Consumer Credit Cycle • The foundation framework for retail lending activities • Discussing the principle that mortgage products cannot be developed in isolation without considering the risk/return trade-off

Day Two – Monday, 1 June 2009 Mortgage Products – The Building Blocks • Different loan structures • Standard amortising versus revolving mortgages • Fixed rate versus variable • Repayment options Understanding Mortgage Products • Review product features and benefits of mortgage products • Develop a tool box of mortgage features on which to build powerful propositions • Develop bespoke mortgage products Mortgage Product Development In-Depth • Terms and conditions • Pricing • Repayment options

Day Three – Tuesday, 2 June 2009 Mortgage Value Propositions • How different product structures appeal to different segments • Understanding customer behaviour • How to segment the customer base Profitability • Understanding the cost and income drivers of a mortgage portfolio • Which metrics should be used to manage a portfolio? Overview Of Credit Aspects Of The Mortgage Product • Credit assessment policies • Understanding risk dynamics of the various mortgage types • Managing the credit risk • Understanding the collections function

Day Four – Wednesday, 3 June 2009 Managing The Portfolio • Metrics used to manage the risk of the portfolio • Early warning signs • Options to mitigate risk Overview Of Operational Aspects Of Marketing A Mortgage • Lending acceptance operations • Lending maintenance operations • Funding issues • Portfolio acquisition

Day Five – Thursday, 4 June 2009 Current Issues In Mortgage Lending • What is sub prime and its impact on mortgage lending? • Portfolio acquisition Development Of A Mortgage Product A key part of the course will be to use the theory, examples, case-studies of best practice and to synthesise this information into a product proposal. The proposal developed by the teams will cover the following: • Structured products • Business strategy - What targets do you seek to achieve? • Target customer segments - What are the characteristics of the segment you are targeting? - What is the bank’s position in the market? Leader or follower? - What are the key quantitative and qualitative drivers of the market? • Economic and competitive environment - The economic conditions and relevant competitors and their impact in developing the product • Terms and conditions of the loans - Which product features should be included in the product? - Define the various options relating to pricing, repayment terms, loan size etc • Profitability - Develop a basic model to determine product profitability • Develop a marketing and promotions plan - How the mortgage should be positioned and promoted - Which channels are the most appropriate?

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: [email protected] Web: www.iirme.com/cma

Chartered Mortgage Analyst

IIR Middle East certified by

31 May – 4 June 2009 • Crowne Plaza Hotel (Sheikh Zayed Road), Dubai, UAE

FIVE EASY WAYS TO REGISTER 971-4-3352437

[email protected]

971-4-3352438

IIR Holdings Ltd.

GCS/IIR Holdings Ltd.

PO Box 21743, Dubai, UAE

P O Box 13977, Muharraq, Kingdom of Bahrain

www.iirme.com/cma For further information and Group Discounts* contact 971-4-3352483 or email: [email protected] *Group discounts are only applicable on the full event price

WEB BC2923

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Dates



Price before 15 March 2009

Price between 15 March and 12 April 2009

Price after 12 April 2009

US$ 4,250 (Save US$ 500)

US$ 4,550 (Save US$ 200)

US$ 4,750

Chartered Mortgage Analyst 31 May – 4 June 2009

If you have eight or more delegates who need this training, contact IIR In-House on 971-4-3352439 or [email protected] Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be made upon receipt of the invoice and prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges. All payments should be made in favour of IIR Holdings Ltd.

If you are unable to attend, a substitute delegate will be welcome in your place. If this is not suitable, a US$ 200 service charge will be payable. Registrations cancelled less than seven days before the event must be paid in full.

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Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

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Event Venue

Crowne Plaza Hotel (Sheikh Zayed Road), Dubai, UAE Tel: 971-4-3311111

Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: 971-4-4072693 Fax: 971-4-4072517 Email: [email protected] © Copyright I.I.R. HOLDINGS B.V.