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On satisfactory completion of this programme you will be entitled

to use the post-nominal designation Chartered Mortgage Analyst


Newly updated course agenda!
(CMA) on your business cards and
marketing papers.

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 Who should attend this highly


programme, you will be able to: focused programme?
• Structure innovative mortgage products that will If you are involved with the development
help you thrive in challenging markets and delivery of mortgage and home finance
• Effectively position your mortgages and understand products or work within consumer banking
which products are right for your business and lending, you will benefit from attending
• Develop a competitive marketing plan for your this course. It is also designed for
mortgage products executives who have recently moved to
• Evaluate the economic and competitive environment consumer banking or lending or for those
when developing your mortgage products that need to update their knowledge in
• Apply credit assessment and collection policies retail financial services.
• Understand the key income and cost drivers for
mortgage products

Organised By Official Regional Recruitment Partner

www.iirme.com/cma
About Your Expert Programme Leader
Dear Banking Professional,

Michael Armstrong CPA. BEc MBA


The mortgage industry has experienced a very dramatic
change. With this change comes a unique new set of challenges for Michael has spent 15 years in the banking and
the mortgage analyst working in the region. finance industry based in Sydney, Hong Kong and
now Singapore. His experience covers all aspects
of consumer financial services including product
In order to remain afloat and take advantage of new development, distribution, marketing and operations
opportunities that are growing out of this financial mess, you must working with Citibank and HSBC across the Asia region.
take a fresh look at how you do your job by nurturing new During his time with HSBC in Hong Kong Michael was responsible
perspectives. 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
We are giving you this opportunity with our highly successful, and India.
newly updated course, Chartered Mortgage Analyst.
At Citibank, Michael was Mortgage Product Manager involved in
portfolio management, product development, and marketing
What’s more, on satisfactory completion of this comprehensive promotions.
course you will be entitled to use the designation CMA on your
In his previous role, Michael worked as Senior Manager, Customer
business cards and marketing collateral. Propositions at HSBC Hong Kong where he was responsible for
coordinating all product development, marketing and distribution
If you are in the mortgage and home finance business in the activities within the Hong Kong business.
Gulf region then this programme is a must-attend. I look forward to Michael now works as a banking services and industry consultant
welcoming you to Chartered Mortgage Analyst in May 2009. based in Singapore and regularly teaches banking related executive
programmes in Asia and the Middle East.

Register on the phone, by email, online or by fax! See the back Clients in the Middle East have included The National Bank of
Dubai, Mashreq Bank, National Bank of Kuwait, Gulf Bank, and
page of this brochure for more details, including information on our
SAMBA in Saudi Arabia.
significant early bird discounts!

Warm regards, Hear What Delegates Said About


Michael’s Previous Courses:
“This course has been extremely helpful in
Keith Parker understanding how mortgages work across
Conference Manager 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.”
P.S. On satisfactory completion of this programme, you will Dilip Sumadram, Product Manager, Mortgages
be entitled to use the post-nominal designation CMA™ on Commercial Bank of Dubai, UAE
your resume and business card
“This course was an opportunity for me to further
P.P.S. Benefit from our newly updated course agenda, taking into exploit innovative sales potential in me that I did not
account the most recent changes to the mortgage industry! know I had. It brought to light many issues of
relevance to my career.”
Abdel Joubaili, Account Executive
Global Investment House, Kuwait
About the American
Academy of Financial “Very useful and beneficial data and facilitator.”
Management™ Haitham Khalil, Relationship Officer
The American Academy of Financial Management™ is a global Abu Dhabi Islamic Bank, UAE
professional association with members in over 150 countries
hosting and organising certification training worldwide and offering
exclusive board certification designations to candidates who meet Forthcoming Relevant Events
the highest professional standards and assessment criteria.
BC2856 Real Estate Valuation
Founded in 1995, via a merger between the American Academy 18 – 22 January 2009
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of Financial Management & Analysts (AAFMA) and the Founders
Advisory Committee of the Original Tax and Estate Planning Law BC2802 Islamic Finance And Structures For Real Estate
Review, the AAFM currently recognises over 35,000 PhDs, Development
lawyers, CPAs, AACSB Graduates and Masters Degree Holders as 15 – 19 February 2009
executive members in over 150 nations. AAFM was the first www.iirme.com/ifre
US-based professional association to receive sanctioned
For more information on any of the above events please contact us
recognition from the Chinese Government.
on Tel: 971-4-3352483 or email: r.devnani@iirme.com

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com 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 Day Three – Tuesday, 2 June 2009 Day Five – Thursday, 4 June 2009
Overview Of Mortgage Banking Mortgage Value Propositions Current Issues In Mortgage Lending
• Mortgage banking overview • How different product structures appeal to • What is sub prime and its impact on
• Mortgage market overview different segments mortgage lending?
• Mortgage loan products overview • Understanding customer behaviour • Portfolio acquisition
• How to segment the customer base
Why Do Banks Sell Mortgage Loans? Development Of A Mortgage Product
• Covering the trade off between risk and Profitability A key part of the course will be to use the
return • Understanding the cost and income drivers theory, examples, case-studies of best practice
• Comparing home lending against other of a mortgage portfolio and to synthesise this information into a
forms of consumer credit • Which metrics should be used to manage product proposal. The proposal developed by
a portfolio? the teams will cover the following:
Overview Of The Consumer Credit Cycle • Structured products
• The foundation framework for retail lending Overview Of Credit Aspects Of The • Business strategy
activities Mortgage Product - What targets do you seek to achieve?
• Discussing the principle that mortgage • Credit assessment policies • Target customer segments
products cannot be developed in isolation • Understanding risk dynamics of the various - What are the characteristics of the
without considering the risk/return trade-off mortgage types segment you are targeting?
• Managing the credit risk - What is the bank’s position in the
• Understanding the collections function market? Leader or follower?
Day Two – Monday, 1 June 2009 - What are the key quantitative and
qualitative drivers of the market?
Mortgage Products – The Building Blocks Day Four – Wednesday, 3 June 2009 • Economic and competitive environment
• Different loan structures - The economic conditions and relevant
• Standard amortising versus revolving Managing The Portfolio competitors and their impact in
mortgages • Metrics used to manage the risk of the developing the product
• Fixed rate versus variable portfolio • Terms and conditions of the loans
• Repayment options • Early warning signs - Which product features should be
• Options to mitigate risk included in the product?
Understanding Mortgage Products - Define the various options relating to
• Review product features and benefits of Overview Of Operational Aspects Of pricing, repayment terms, loan size etc
mortgage products Marketing A Mortgage • Profitability
• Develop a tool box of mortgage features • Lending acceptance operations - Develop a basic model to determine
on which to build powerful propositions • Lending maintenance operations product profitability
• Develop bespoke mortgage products • Funding issues • Develop a marketing and promotions plan
• Portfolio acquisition - How the mortgage should be
Mortgage Product Development In-Depth positioned and promoted
• Terms and conditions - Which channels are the most
• Pricing appropriate?
• Repayment options

Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com 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 971-4-3352438 register@iirme.com

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: r.devnani@iirme.com
*Group discounts are only applicable on the full event price
WEB BC2923
Yes, I want to register for:

Event Dates Price before Price between Price after


15 March 2009 15 March and 12 April 2009 12 April 2009

Chartered Mortgage Analyst 31 May – 4 June 2009 US$ 4,250 US$ 4,550 US$ 4,750
(Save US$ 500) (Save US$ 200)

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

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