David MacDonald
Managing Director, Head of Consulting & Learning Solutions
Hubbis

• What does "sales" mean within wealth management? Removing the negative connotations of the term "sales"
• What is the role of a client adviser or RM in a wealth management relationship?
• How can you set yourself apart from the marketing, sales and conversation skills of "other intermediaries" - IFAs, fund managers, insurance brokers, etc?
• Are we clear on the stated role of a client adviser or RM versus performance measurement and management requirements essential to gain full compensation?
• Why product pushing is not private banking
• Establishing and communicating your own (salesperson) Personal Value Proposition... and with confidence
• Making effective use of marketing materials and managing enterprise brand to optimise impact, and build on the value chain
• How to help yourself become a better client relationship manager
• What has really changed in the wealth management advisory process at the level of client data gathering and analysis? And, how qualified are RMs and client advisers to undertake this role?
• Selling under an ever-closer regulatory and compliance spotlight: understanding today's compliance framework and regulatory challenges - and selling within them
• Impact and follow through from the Singapore Code of Conduct and dictates of Financial Industry Competency Standards.
• How much of Singapore's Fair Dealing legislation must be considered in the HNW space?
• How incentivised are client advisers and RMs to have a conversation if there is no recognition and only the risk of mis-selling?
• Financial product distribution cross-border - do's and don'ts during a conversation
• What will be the relevant and most appropriate wealth management marketing and sales skills of the future, say in 5 to 10 years?

Chair

David MacDonald
Managing Director, Head of Consulting & Learning Solutions
Hubbis

Panel Members

Kees Stoute
Managing Director
EFG Singapore Branch

Urs Brutsch
Managing Partner & Founder
HP Wealth Management

Anthonia Hui
Chief Executive Officer
AL Wealth Partners

Mario A. Bassi
Managing Director, Head of Asia
Solution Providers Management Consulting

Ridzwan Aminuddin
Vice President, Product Development & Operations
Wealth-X

Andrew Bryant
Chief Executive Officer
Self Leadership International

• Framing and creating clear contracts
• Self-leadership
• Self-motivation
• Self-regulation

Anthonia Hui
Chief Executive Officer
AL Wealth Partners

• Learning from other bankers' failures to meet client expectations
• The importance of choosing the right client
• What really is client segmentation?
• Utilising your edge to your advantage
• How to start client segmentation?
• A framework for prioritising clients
• Revisiting prospecting and networking

• How to get repeat business from satisfied clients by establishing long-term and deep relationships
• Effective target marketing
• Win new business by providing clients with cutting-edge ideas and a differentiated service
• Creating a critical event to drive action
• Recognising how you are perceived by clients – and influencing that perception
• Understanding the different relationships you have with different clients – and knowing how to change the nature of those relationships
• Building rapport
• Understanding client types and adjusting your approach
• Identifying price-busters, deal-hunters and value-buyers, then allocating your precious time and energy more effectively
• Better questioning skills
• Initiating client interactions in a way that signals your clear focus on the buyer’s needs
• Engaging in a needs-identification process that is open, free from manipulation and enjoyable for the client
• Collaborating with your clients jointly to identify and evaluate potential solutions
• Asking for referrals – and following them through
• How do you persuade a client that fee-for-service might be better for them?

Chair

David MacDonald
Managing Director, Head of Consulting & Learning Solutions
Hubbis

Panel Members

David Lambert
Co-author, Smarter Selling
Principal, IOWEU International

David Crammond
Chief Executive Officer
Crammond & Partners

Mark Wightman
Head of Strategy, Asset Management, Asia Pacific
SunGard

Andrew Bryant
Chief Executive Officer
Self Leadership International

Edouard Chalopin
Director, Head of Sales, Non-Japan Asia
Markit

David Lambert
Co-author, Smarter Selling
Principal, IOWEU International

• Understanding relationships – moving from art to science
• How to get repeat business from satisfied clients by establishing long-term and deep relationships
• How to truly differentiate your service
• Recognising how you are perceived by clients – and influencing that perception
• Getting beyond chit-chat – how to really build rapport
• Understanding client types and adjusting your approach
• Initiating client interactions in a way that signals your clear focus on the buyer’s needs
• Engaging in a needs-identification process that is open, free from manipulation and enjoyable for the client
• Collaborating with your clients jointly to identify and evaluate potential solutions
• Positioning solutions for maximum impact

Ridzwan Aminuddin
Vice President Product Development & Operations
Wealth-X

• Challenges and opportunities in wealth management
• Why there is a need to leverage on intelligence to drive sales and boost AUM
• Understanding the size of the UHNW market
• Identifying and understanding your customers – where are they and how do you engage them?
• Using intelligence to expand prospects and deepen existing relationships

Hansi Mehrotra
Principal, Head of Wealth Management for Investments, Asia
Mercer

Ralph Grimse
Principal, Sales Performance, Asia
Mercer

• What you need to know about products and portfolios
• What you need to know about investors
• A suggested structured sales/advisory process

Michael Stanhope
Chief Executive Officer
Hubbis

• How to set up a first meeting
• Preparation before the first meeting
• How to conduct the first meeting
• Questions to ask clients
• Presenting ideas
• Listening skills
• Overcoming objections
• Handling complaints
• Communicating bad news
• Effective follow up
• Arranging & conducting a second meeting
• Techniques to improve conversion ratios

David MacDonald
Managing Director and Head of Consulting & Learning Solutions
Hubbis

• The challenges we face in growing our business
• Being different, being professional, being strategic
• Developing a sales strategy – routes to market
• Developing a sales plan – turning thinking into action
• Developing existing client relationships – gaining quality referrals
• Developing networks through centres of influence