Chapter 1: Risk-Return, Financial Planning and Time Value of Money 1.1 Managing Risk and Return 1.1.1 Measures of Risk and Return on Investments
1.1.2 Risk in Investments
1.1.3 Asset Classes & Diversification 1.2 Financial Planning 1.2.1 Financial Planning Process
1.2.2 Information Gathering
1.2.3 Personal Finance Ratios
1.2.4 Required Rate of Return
1.2.5 Financial Goals
1.2.6 Risk Tolerance
1.2.7 Asset Allocation Suitability and Strategies 1.3 Time Value of Money 1.3.1 Meaning of Time Value of Money
1.3.2 Importance of TVM in Financial Decision Making
1.3.3 Future Value of a Single Sum
1.3.4 Present Value of a Single Sum
1.3.5 Compounding Frequency Chapter 2: Equity and Debt Markets: Analysis and Investment Strategies 2.1 Equity Markets & Products 2.1.1 Features of Equity as Capital
2.1.2 Equity Market Indicators
2.1.3 EIC Approach of Analysis
2.1.4 Financial Statement Analysis
2.1.5 Equity Valuation Ratios
2.1.6 Choices in Investing
2.1.7 Passive & Active Investment Strategy
2.1.8 Investment Styles: Equity Funds
2.1.9 Performance Indicators 2.2 Debt Markets and Fixed Income Investments 2.2.1 Fixed Income Analytics
2.2.2 Risk in Debt Markets
2.2.3 Credit Rating
2.2.4 Yield and Bond Valuation
2.2.5 Duration and Interest Rate Sensitivity
2.2.6 Money Markets
2.2.7 Long-term Debt Markets
2.2.8 Debt Market Indicators Chapter 3: Banking and Leverage 3.1 Banking Fundamentals 3.1.1 Basics of Banking
3.1.2 Role and Functions of Banks 3.2 Banking Products 3.2.1 Liability Products
3.2.2 Asset Products 3.3 Banking Instruments and Payments 3.3.1 Negotiable Instruments
3.3.2 Payment Methods 3.4 Banking Operations and Services 3.4.1 Cash Management
3.4.2 Banking Channels
3.4.3 Account Operations 3.5 Banking Regulations and Compliance 3.5.1 Control Policies
3.5.2 Compliance Framework 3.6 Leverage in Personal Finance 3.6.1Leverage in Personal Finance 3.6.2Loan Process 3.6.3Loans against Assets Chapter 4: Mutual Fund and Insurance 4.1 Mutual Fund Products, Processes and Portfolio Positioning 4.1.1 Mutual Funds in Client Portfolios
4.1.2 Mutual Fund Product Matrix
4.1.3 Mutual Fund Information and Analytics
4.1.4 Financial Transactions and Applicable NAV
4.1.5 Mutual Fund Folio Operations
4.1.6 Systematic Transactions
4.1.7 Investor Acquisition and Folio
4.1.8 Non-Financial Transactions
4.1.9 Risk–Return Hierarchy of Mutual Funds
4.1.10 Positioning Debt Funds, Equity Funds and Hybrid Funds 4.2 Insurance: Concepts and Products 4.2.1 Principles of Insurance
4.2.2 Insurance Concepts
4.2.3 Life Insurance Products
4.2.4 General Insurance (Non-Life Insurance) Chapter 5: Diversifying with Non-Traditional Investment Options and Regulatory Frameworks for Wealth Advisors 5.1 Retirement Planning and Other Investment Products 5.1.1 Introduction to Retirement
5.1.2 Phases of Retirement
5.1.3 Instruments for Retirement Planning
5.1.4 Small Saving Schemes 5.2 Process, Regulation and Taxation 5.2.1 Regulatory Environment
5.2.2 Investor Complaint Redressal Systems
5.2.3 Heads of Income and Their Taxation
5.2.4 Investment Pre-requisites
5.2.5 Special Investor Categories
5.2.6 Non-Financial Transactions
5.2.7 Mutual Fund Taxation
5.2.8 Tax Aspects for Other Wealth Products
5.2.9 Basic Income Tax Principles
5.2.10 KYD, Code of Conduct & Ethics Chapter 6: Behavioural Skills – Client Interaction & Sales Process 6.1 Understanding Human Behaviour & Sales Foundations 6.1.1 Psychology of Selling
6.1.2 What Drives Successful Salespeople
6.1.3 Traits of Highly Successful Salespeople
6.1.4 Self-Evaluation – Know Where You Stand
6.1.5 High Achievement Drive
6.1.6 Three Dimensions of Human Behaviour
6.1.7 Different Behavioural Styles 6.2 Approach & Client Engagement 6.2.1 Understanding the Approach Action Guide
6.2.2 How to Approach Different Behaviour Styles
6.2.3 Knowing When the Approaching Stage is Complete 6.3 The Art of Probing (Client Discovery) 6.3.1 Transition from Approach to Interview
6.3.2 Understanding the Interview Stage
6.3.3 Interview Action Guide
6.3.4 What and How of Asking Questions
6.3.5 Identifying Client Needs and Wants
6.3.6 Questions for Different Behaviour Styles
6.3.7 Knowing When the Interview Stage is Complete 6.4 Making Powerful Presentations 6.4.1 Right Time to Present
6.4.2 Delivering a Powerful Demonstration
6.4.3 Understanding Buying Motivations
6.4.4 Handling Price Questions
6.4.5 Presenting to Different Behaviour Styles
6.4.6 Psychology of Persuasion
6.4.7 Law of Psychological Reciprocity
6.4.8 Knowing When the Demonstration is Complete Chapter 7: Behavioural Skills – Sales Mastery & Personal Effectiveness 7.1 Unleashing Your Sales Potential 7.1.1 Beginning Point of Achievement
7.1.2 The Million-Dollar Question
7.1.3 Inspirational Dissatisfaction
7.1.4 Importance of Motivational Goals
7.1.5 Understanding Motivation
7.1.6 Developing Motivational Intelligence
7.1.7 Key Motivation Triggers
7.1.8 Overcoming Fear of Rejection
7.1.9 Positive vs Negative Motives 7.2 Value-Based Selling & Trust Building 7.2.1 Understanding Customer Preferences
7.2.2 Validation Process in Sales
7.2.3 Converting Features into Benefits
7.2.4 Price Justification & Value Communication
7.2.5 Using Proof and Evidence
7.2.6 Handling Customer Fears
7.2.7 Building Trust through Ethical Selling
7.2.8 Creating Long-Term Customer Trust 7.3 Mindset & Emotional Mastery 7.3.1 Why Salespeople Settle for Low Success
7.3.2 Thought Substitution Technique
7.3.3 Challenges in Sales Success
7.3.4 Understanding Emotions
7.3.5 Strengthening Self-Identity (“I Am”) 7.4 Negotiation & Win-Win Outcomes 7.4.1 Understanding Negotiation
7.4.2 Steps to Effective Negotiation
7.4.3 Behavioural Style Concerns in Negotiation
7.4.4 Communication Across Styles
7.4.5 Knowing When Negotiation is Complete 7.5 Success Mindset & Goal Conditioning 7.5.1 Prosperity vs Poverty Consciousness
7.5.2 Strategies to Develop Prosperity Mindset
7.5.3 Goal Clarity
7.5.4 Goal-Seeking Mechanism
7.5.5 Building Abundance Awareness
7.5.6 Self-Suggestion & Auto-Suggestion Techniques 7.6 Closing Skills & Decision Making 7.6.1 Closing as Strategy vs Attitude
7.6.2 Closing Action Guide
7.6.3 Trial Close Techniques
7.6.4 Reinforcing Customer Responses
7.6.5 Communicating Value vs Cost
7.6.6 Asking for the Decision
7.6.7 Decision-Making Styles of Customers
7.6.8 Handling Rejection (“No”)
7.6.9 Overcoming Fear of Decision Making
7.6.10 Managing Closing Conflicts Chapter 8: Investment Fundamentals, Mutual Funds & Regulatory Framework 8.1 Investment Landscape and Financial Planning Basics 8.1.1 Investment Landscape
8.1.2 Investors and their Financial Goals
8.1.3 Savings vs Investments
8.1.4 Different Asset Classes
8.1.5 Investment Risks
8.1.6 Risk Measures and Management Strategies
8.1.7 Behavioural Biases
8.1.8 Risk Profiling
8.1.9 Asset Allocation
8.1.10 DIY vs Professional Help 8.2 Mutual Funds: Concept and Industry Overview 8.2.1 Concept and Role of Mutual Funds
8.2.2 Classification of Mutual Funds
8.2.3 Growth of Mutual Fund Industry 8.3 Structure and Legal Framework of Mutual Funds 8.3.1 Legal Structure of Mutual Funds
8.3.2 Key Constituents
8.3.3 Organization Structure of AMCs
8.3.4 Service Providers
8.3.5 Role of AMFI 8.4 Regulatory Framework and Distribution Practices 8.4.1 Legal and Regulatory Framework
8.4.2 Role of SEBI
8.4.3 Due Diligence Process
8.4.4 Investor Grievance Redressal
8.4.5 AMFI Code of Conduct
8.4.6 Fund Distribution Channels
8.4.7 Types of Distributors
8.4.8 Revenue Models
8.4.9 Commission Disclosure Chapter 9: Fund Operations, Performance Evaluation & Investor Services 9.1 Fund Valuation and Accounting 9.1.1 NAV Computation
9.1.2 Total Expense Ratio (TER)
9.1.3 Fair Valuation Principles
9.1.4 Load Structures
9.1.5 Accounting Requirements 9.2 Taxation of Mutual Funds 9.2.1 Taxation on Capital Gains
9.2.2 Dividend Income Taxation
9.2.3 Stamp Duty
9.2.4 TDS
9.2.5 Capital Gains Set-Off and Carry Forward 9.3 Investor Services and Transactions 9.3.1 Investor Services
9.3.2 NFO Process
9.3.3 KYC Requirements
9.3.4 Systematic Transactions (SIP, STP, SWP) 9.4 Risk-Return Metrics and Performance Evaluation 9.4.1 Risk-Return Measures
9.4.2 Performance Benchmarks
9.4.3 Quantitative Performance Measures 9.5 Scheme Selection and Portfolio Positioning 9.5.1 Scheme Selection Criteria
9.5.2 Suitability and Portfolio Fit | 
