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:
• 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
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.

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.
Tel: 971-4-3352437 Fax: 971-4-3352438 Email: register@iirme.com Web: www.iirme.com/cma
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: r.devnani@iirme.com
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: 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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A confirmation letter and invoice will be sent upon receipt of your registration. Please If you are unable to attend, a substitute Event Venue
note that full payment must be made upon receipt of the invoice and prior to delegate will be welcome in your place. If this Crowne Plaza Hotel (Sheikh Zayed Road),
the event. Only those delegates whose fees have been paid in full will be admitted to the is not suitable, a US$ 200 service charge will Dubai, UAE
event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note be payable. Registrations cancelled less than Tel: 971-4-3311111
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be made in favour of IIR Holdings Ltd.
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Signature: ............................................................................................................................. CJ PG F150 Finance © Copyright I.I.R. HOLDINGS B.V.