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Trust Organization and Marketing of Trust Services. The different stages in the evolution of a trust organization will be discussed followed by a study of the various ways of marketing trust services, including techniques to help identify the market, approach a prospective client, meet sales resistance and keep a trust account.

The student will then construct an organization chart of an ideal trust department with specific trust products and service lines that cater to the demands of the trust business and compare this with their respective organizational set-up and product list.

Government Regulations on Trust Operations and Fund Management. For this lecture, the student will be given an understanding of the relevant provision of the General Banking Act, of Central Bank Circulars and issuances. Other government regulations will be discussed.

Introduction to Equity Investments. This lecture will deal with the concept of an equity instrument, the characteristics of common and preferred stocks. The role of equity instruments in capital formation and the government regulations concerning the issuance and trading of stocks.

Fundamental Approach to Stock Selection. The various methods of determining the intrinsic value of a stock will be the subject of this lecture. Analysis of financial statement and industry data will be demonstrated in a workshop on a specific stock.

Technical Approaches to Timing of Investments. The rationale of the Technical Approach as distinguished from the Fundamental Approach, the tools and methods of the technical approaches, and the limits of technical and fundamental approaches will be discussed. The students will be given practical exercises on charting and analyzing the movements of a specific stock.

Money Market Trading. The mechanics of trading in the money market will be discussed and illustrated in a practical exercise.

Basics of Foreign Exchange; Introduction to NDF and Derivatives. The lectures will cover conventions and practices of using various derivative instruments such as futures, forwards, swaps, options and tools in the local market. Discussions will include pricing and hedging strategies as well as the use of swaps for generating peso funding.

Portfolio/Fund Management. The lecture will cover the investment management context used in trust departments (i.e., decision-making process, investment policies, etc.). The risk-return considerations, fund objectives identification, alternative investment outlets, portfolio programming, fund performance measurements, will also be discussed.

Common Trust Funds/Commingled Trust Funds. The problems involved in establishing and operating a Common Trust Fund/Commingled Trust Fund, and the Central Bank regulations affecting its investments and operations are the subjects of the lecture.

Management of Real Estate. The lecture will center on the duties of a real estate administrator. The scope of his responsibilities and powers, the law regulating urban leases and house rents, and the taxation of income from real property as well as taxation of gains on sale of real property, will also be discussed.

Tax Aspects of Investments. Tax laws relating to the taxation of income from investments in equity and debt instruments will be discussed. Also to be touched upon are the tax on the sale of stock as well as redemption and trading of debt instruments.

Trust Accounting and Internal Audit. Generally adopted methods of accounting for the various types of trust accounts as well as the specific demands of accounting for the department as a unit will be the subject of this lecture. Likewise, the need for the techniques of auditing accounts and the trust department as such will be discussed. Approaches at determining the profitability of trust operations will also be taken in this session.

Code of Conduct and Ethics for Trust Practitioners. Discussions will center on the contents of the Code, with emphasis on social dimension, trustee-client relationship, fidelity, confidentiality, conflict of interest, and compliance wit regulations of the Government and its agencies. Also covered are relationships between the Trust Officer and members of the Trust & Fund Management Profession as well as that of the Trust Officer and his Institution. It is envisioned that participants will later allow the Code to be their main guide in their dispensation of trust functions.