Michael Stanhope
Chief Executive Officer
Hubbis

• What does the wealth management market look like in Malaysia, and how might it develop?
• What does financial planning mean in Malaysia, and what are the challenges in developing a more holistic offering?
• How do you acquire clients?
• What are the main challenges in relation to people, processes, platforms and educating clients?
• How can you overcome the problem of finding, training and retaining staff?
• How can you transform a salesperson into a professional financial planner?
• What are the biggest regulatory issues in the industry?
• What needs to be done to better align interests of clients and advisers?
• How can clients manage the relationships with their bankers and maximise their wealth?
• What are the component parts of getting a private banking platform right?
• How is the fee model evolving generally in Malaysia? How suitable is a fee-for-service model for HNW clients?
• Many wealthy Malaysians have private banking accounts in Singapore or Hong Kong. So what can be done for them in Malaysia?
• Do you expect to see more private banks setting up onshore operations in Malaysia? Is there enough depth to the market to support this?
• What can be learnt from foreign private banks?
• As banks look to start scaling their private banking platforms, what are some of the issues they face?

Chair

Andrew Crooke
Editor
Hubbis

Panel Members

CJ Ong
Head of Wealth Management, Malaysia
OCBC Bank

Robert Foo
Managing Director
MyFP Services

Shankar Panchadcharam
Head of Investments, Wealth Management
UOB Malaysia

Ben Ng
Managing Director
Total Financial Planning Advisory

Suresh Kumar Ramanthan
Strategist, Regional Rates and FX
CIMB Investment Bank

• The outlook for the dollar and Asian currencies in the midst of tightening monetary conditions in the US
• The implications for markets as funding rates go up
• Will Asia be able to weather a stronger dollar?

• What are the industry best practices in more developed wealth management markets in Asia, especially Hong Kong and Singapore?
• What are the processes, systems and technology involved in creating leading offerings in these markets?
• What product offerings exist overseas for different client segments?
• Where are the biggest gaps between overseas markets and Malaysia in terms of the product offering?
• What lessons can be applied in the Malaysian context?

Chair

Andrew Crooke
Editor
Hubbis

Panel Members

Anthonia Hui
Chief Executive Officer
AL Wealth Partners

Richard J. Piliero
Managing Director, Regional Executive
EFG Bank

Carolyn Leng
Head
CIMB Private Banking, Malaysia

Hansi Mehrotra
Head of Wealth Management, Asia Pacific, Investment Consulting
Mercer

Mykolas Rambus
Chief Executive Officer
Wealth-X

YT Kum
Senior Research Analyst
Morningstar Asia

• Fund screening and Morningstar ratings
• Return analysis
• Backward and forward-looking risk analysis
• News analysis

Dennis Lee
Senior Vice President, Equities
CIMB-Principal Berhad

• What are ETFs and the factors determining ETF investing
• ETFs in the global market
• Uses of ETF
• Differences between ETFs and other types of funds
• Benefits of using ETFs
• Examples of ETFs issued by CIMB-Principal - the underlying objectives, key data, creation/redemption process, reasons for investing

YT Kum
Senior Research Analyst
Morningstar Asia

• Investment process analysis
• Management team analysis
• Parent company analysis
• New fund analysis
• Case study

• Contemporary developments in Islamic wealth management in Malaysia and internationally
• Marketing and distribution of Islamic wealth management products within a wealth management platform
• Islamic asset management – emerging trends and opportunities
• Innovative product development – alternative investments for HNWIs
• Role of Takaful, trusts in Islamic wealth management
• Regulatory, legal and risk management issues related to Islamic wealth management

Chair

Andrew Crooke
Editor
Hubbis

Panel Members

Datuk Syed Othman Alhabshi
Chief Academic Officer
INCEIF

Bryce Fegley
President, Chief Investment Officer
Saturna

Tuan Haji Aziz Hassan
Head of Islamic Financial Planning Division
AD Financial

Yasmin Junus
Senior Vice President, Affluent Banking
Al Rajhi Bank

Hansi Mehrotra
Head of Wealth Management, Asia Pacific, Investment Consulting
Mercer

• The basics of portfolio construction
• What is the approach in more developed wealth management markets, such as Australia, Singapore and Hong Kong?
• The importance of knowing your client first, and then helping them to achieve diversification
• Differentiating managers and styles
• Setting expectations – what is reasonable in terms of market returns?
• Changing allocations and expectations over time
• Monitoring and rebalancing

• How can the market cater effectively to wealthy Malaysians via asset allocation and diversification?
• How can local banks move beyond the product-pushing culture which has defined the market to date?
• How can you educate clients about an asset allocation model – rather than the hunt for immediate returns?
• What can be done to expand the product range in Malaysia and help the domestic market grow further?
• Where is the biggest demand among clients?
• What are the best ways to provide enhanced returns?
• Banks in Malaysia charge clients a high fee for selling products, and pay the person selling the product a commission. Does this need to change for the market to develop further?
• In general, how well educated are clients in Malaysia?

Chair

Andrew Crooke
Editor Hubbis

Panel Members

Lilian Long
General Manager, Wealth Management, Malaysia
Standard Chartered Bank

Joshua Lim
Head of Wealth Management Solutions, Retail Distribution
AmBank Group

Anthony Siau
Head, Strategic Business & Market Development
RHB Investment Management

Carol Yip
Founder, Chief Executive Officer
Abacus Advisory

YT Kum
Senior Research Analyst
Morningstar Asia

Michael Stanhope
Chief Executive Officer
Hubbis

• How can you engage your staff, enhance the client experience and make more revenue?
• 95% of mistakes are made before you even employ staff. How do you avoid them?
• How can you monetise training? And optimise sales performance?
• Most training is pointless because nobody actually implements what they learn
• Retaining talent – a sustainable way to incentivise your staff and keep them loyal

• How can you overcome the problem of finding, training and retaining staff?
• Effective onboarding techniques
• What are the challenges in aligning new staff with the organisation's goals?
• What makes staff loyal in Malaysian wealth management?
• How to implement a winning sales process to end-clients from start to finish
• Can you transform a salesperson into a professional financial planner?

Chair

Michael Stanhope
Chief Executive Officer
Hubbis

Panel Members

Marc-Olivier Francq
Senior Vice President, Head of Integrated Wealth Management
Alliance Financial Group

Frances Lee
Head, Sales Methods and Effectiveness, Retail Distribution
AmBank

Robert Foo
Managing Director
MyFP Services

David Macdonald
Director
macsimize