Certified Relationship Manager -

Fees 35,000 (plus GST) (3 months)

The complete Relationship Manager program for stock broking & wealth management. Go from market basics to closing HNI clients — and landing the job.

Course Curriculum

8 MODULES THAT BUILD YOUR CAREER

From understanding how markets work to closing your first HNI client — every module is purpose-built for financial services roles.

1. Indian Financial Markets — The Big Picture

Understand how markets work before selling a single product.

• Structure of Indian capital markets: BSE, NSE, SEBI

• How stock exchanges function: order matching, circuit breakers

• Regulatory framework: SEBI, RBI, AMFI, IRDAI

• Market participants: brokers, DPs, AMCs, custodians

• Market indices: Nifty 50, Sensex, sector indices

• Reading a financial newspaper: live practice

  02. Investment Products Masterclass

  Know every product you'll sell — deeply, not superficially.

• Equity: shares, IPOs, rights issues, how to value a stock

• Derivatives: Futures & Options concepts, basic strategies, F&O terminology

• Mutual Funds: types, SIP vs lumpsum, NFOs, NAV, exit loads

• Bonds & Debt instruments: G-secs, corporate bonds, NCDs

• Insurance products: ULIP, term, health — when to recommend each

• Small Cases, PMS, AIF — emerging products for HNIs

  03.Demat, Trading & Back-Office Operations

  The operational backbone of every broking relationship.

• Demat account opening process: KYC, documents, CDSL/NSDL

• Trading account types: delivery, intraday, margin, algo

• Order types: market, limit, SL, AMO, GTT

• Settlement cycles: T+1, rolling settlement, auctions

• Account funding, DDPI, pledging, margin rules

• Brokerage structures: flat fee vs percentage, revenue logic

  04.Relationship Management & HNI Psychology

  Build trust with clients who have options — and know it.

• HNI vs mass affluent: mindset, triggers, objections

• The RM's role: advisor vs order taker — why it matters

• Client profiling: risk appetite, financial goals, life stage

• Portfolio review conversations: structuring a meaningful review

• Managing client emotions during market volatility

05.Sales Mastery for Financial Services (Structured selling that converts leads without sounding pushy.)

• The financial services sales cycle: lead to funded account

• Prospecting: cold calls, referrals, digital leads, walk-ins

• Discovery calls: SPIN framework for financial conversations

• Value proposition pitching: equity, MF, and F&O scripts

• Objection handling: "market is risky", "I already have a broker"

• Cross-selling and upselling: from Demat to MF to insurance

  06.Market Analysis & Client Insights

  Speak the language of the market — every morning, every call.

• Reading charts: candlesticks, support/resistance, trends

• Fundamental analysis basics: PE ratio, EPS, debt-to-equity

• Macro triggers: RBI policy, budget, FII/DII data, inflation

• Creating a daily market brief for clients

• Research reports: how to read and summarize for clients

• Competitor benchmarking and staying market-aware

  07.Compliance, Ethics & SEBI Guidelines

  Stay legal, stay credible — your career depends on it.

• SEBI investor protection guidelines for RMs

• Suitability and appropriateness: recommending the right product

• KYC/AML compliance: what RMs must know and do

• Insider trading, market manipulation — lines you must not cross

• Client complaints: SCORES, escalation process

• Professional ethics and building long-term trust

  08.Tools, Tech & Career Launchpad

  Everything you need to get hired and perform from day one.

• CRM tools: Salesforce, Zoho basics for pipeline management

• Broking platforms: Zerodha Kite, Angel One, IIFL walkthrough

• Excel for RMs: client trackers, target dashboards, MIS

• NISM Series VII & VIII exam preparation guide

• Interview prep: top questions, role plays, salary negotiation

• Building your LinkedIn and personal brand in finance