Building the Skills You Need for Success in Wealth Management – September 2015

 

AGENDA

 

8.40am

Registration

 

9.00am

Welcome address

                 

Michael Stanhope

Chief Executive Office and Founder

Hubbis

 

9.05am

Keynote address

What will you do when you’re replaced by technology? 

 

Kees Stoute

Managing Director

Hubbis

 

9.30am

Presentation

Strategies for Success

 

David MacDonald

Head of Learning

Hubbis

 

• Proactive or reactive?
• Getting the client fit right
• Defining where you can find opportunities
• Mapping an activity plan to your strategy
• How do you challenge client thinking?

 

10.15am

Panel discussion

Interactive discussion on how you create a strategy for success

 

Chair

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

Panel Members

 

Kees Stoute

Managing Director

Hubbis

 

David MacDonald

Head of Learning

Hubbis

 

10.35am

Refreshments & Networking

 

10.55am

Presentation

Ethics

 

Andrew Chow

Partner, Financial Services Regulatory

WongPartnership

 

• What does being ethical really mean today?
• The ethical choice - doing the right thing, not just staying on the right side of the law

• Snap quiz using real life scenarios – ethical or not?

 

11.25am

Presentation

How to balance sales with compliance?

 

Kees Stoute
Managing Director
Hubbis

 

• Compliant selling – how to remain on the right side of your compliance team
• How to create a safe selling culture
• Suitability and selling – finding the balance
• As simple as needs-based selling?

 

11.55am

Presentation

Prospecting

 

David MacDonald

Head of Learning

Hubbis

 

• How’s your presence?
• The core skills needed to prospect successfully
• Where to prospect
• The power of client referrals

 

12.40pm

Lunch

 

1.30pm

Presentation

How to manage your day effectively?

 

David MacDonald

Head of Learning

Hubbis

 

• Focus in an age of distraction
• Time stealers
• Establishing an effective structure
• ‘A’ Time

 

2.15pm

Presentation

How to be effective and productive?

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

• How to work smarter
• Have the confidence to challenge your clients
• Traits of highly successful people
  • Ability to execute
  • Decision makers
  • Highly disciplined
• The toolkit of a successful RM

 

2.45pm

Presentation

‘Kees’ Studies

 

Kees Stoute

Managing Director

Hubbis

 

With 20 years in Asian private banking, Kees has seen and heard it all. 

• Real life experience sharing

• How to keep clients
• When to “fire the client”

 

3.30pm

Refreshments & Networking

 

3.50pm

Presentation

Presenting your ideas with impact

 

David MacDonald

Head of Learning

Hubbis

 

• Logical vs. emotional connection
• Levels of thinking
• Need – feature – benefit
• The power of stories

 

4.30pm

Panel discussion

Training your client - how to have suitable product related discussion with your clients?

 

• A new mind-set for a long term solution
• Communicating and interacting with clients  
• Avoiding the product pitch
• Preparing your client for sophisticated products
• Ignore training your client at your own peril

 

Chair

 

Michael Stanhope

Chief Executive Office and Founder

Hubbis

 

Panel Members

 

Jeremy Ng
Managing Director & Deputy Chief Executive Officer, Asia
Leonteq Securities

 

Steve Knabl
Managing Partner
Swiss Asia

 

Kees Stoute
Managing Director
Hubbis

 

5.00pm

Forum Ends