Building the Skills You Need for Success in Wealth Management 2015

 

8.40am

 

Registration

 

9.00am

 

Welcome Address

 

David Schmid

Chief Executive Officer and Managing Director, Asia

Leonteq Securities

 

9.05am

 

Keynote Presentation

Find your conscience and avoid the mob

 

Anthonia Hui

Chief Executive Officer

AL Wealth Partners

 

“Trust” is a word commonly used in the industry as the key to building relationships with clients. It is used so widely as if it is a purpose or goal desired for its own sake, or as a tool in client-servicing. However, young professionals in wealth management often find themselves caught in the dilemma of upholding the trust they were given but frequently breaching it by taking the easy route in order to meet targets. In this presentation, Anthonia discusses why the wealth management industry is accused of lacking a “conscience”, a pre-requisite to succeed in any career, by addressing the following key questions:

 

• Trust is not a means to an end nor an end in itself. What now?
• Trust vs conscience: chicken or egg?
• How is conscience key to developing your career in wealth management?

 

9.35am

 

Panel Discussion

Setting the table

 

• What is the fundamental role of a relationship manager (RM) in today’s wealth management landscape?
• How are the significant influencers of technology solutions and compliance obligations changing what front-line staff are focused on – and what they should be doing?
• What are the areas where only a human being can add value, and therefore where RMs should concentrate?
• Ethics – what does that mean today?
• Why is improving skills so important?
• What works and what doesn’t?
• Trusted adviser – what does that even mean?
• What’s critical to ensure business ownership and input in developing the best learning and development programmes?
• What is world-class training and competency assessment for leaders and advisers today?
• How can you pitch your firm consistently and persuasively?
• Profiling needs and challenging client thinking
• Closing business and dealing with objections
• How to get the most out of one’s sales coach?
• Delivering impactful coaching
• Personal branding – what does that mean?
• Etiquette

 

Chair

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

Panel Members

Nick Pollard
Head of International Learning and Development
Coutts

 

Jamie McNish
Chief Sales Officer
Zurich Global Life Singapore

 

Matthew Dabbs
Chief Executive Officer
AAM Advisory

 

Vish Jain
Partner, Transaction Advisory Services
Ernst & Young

 

Steven Ong
Chief Executive Officer
Financial Planning Association of Singapore

 

Andrew Chow
Partner, Financial Services Regulatory
WongPartnership

 

Kees Stoute
Managing Director
Hubbis

 

10.25am

 

Presentation

How can you help your clients to enjoy being rich?

 

Kees Stoute

Managing Director

Hubbis

 

• Do the rich really need your help?
• How do you add value? (Investments, credit, life insurance, wealth structuring, wealth psychology)
• How do you define your mission?

 

10.45am

 

Refreshments & Networking

 

11.10am

 

Presentation

Lies, damned lies, and statistics!

 

David MacDonald

Head of Learning Solutions

Hubbis

 

• Being different, being professional, having a strategy
• Developing your sales strategy – where is your ‘sweet spot’?
• Developing a sales plan – turning thinking into action
• Developing existing client relationships – gaining quality referrals
• Reactive is a necessary reality, however what else could be done to take back some control?

 

11.40am

 

Presentation

Storytelling for leadership

 

Damien Ryan
Managing Director
Ryan Communication

 

• What is storytelling &and why is it a powerful tool
• Understanding the structure and options for storytelling
• Effective use of storytelling techniques
• Ways to develop and deliver a message with storytelling
• Why use stories when speaking in a business setting
• Stories that leaders should use to influence audiences
• How to structure and craft a narrative to match a business objective  
• Weaving your story into a business setting

 

12.10pm

 

Presentation

Standing out from the crowd

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

The most successful advisers are those who can demonstrate trust and integrity, built over long periods of time. How can you do that?

 

• Managing expectations
• What’s the best use of your time?
• Becoming more effective

 

12.40pm

 

Lunch

 

1.30pm

 

Panel Discussion

How can you have more effective conversations with your clients around investments?

 

• We are nearing the end of retrocessions and fees. Are you ready?
• The changing world of investment advice – what is your role?
• What does the cycle of product selling now look like?
• Suitability and selling – where’s the balance?
• How best to sell more sophisticated products to clients?

 

Chair

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

Panel Members

 

David Schmid

Chief Executive Officer and Managing Director, Asia

Leonteq Securities

 

Chris Faddy

Managing Director, Head of Distribution, Managed Investments, Asia Pacific

BNY Mellon

 

Steve Knabl

Managing Partner

Swiss Asia

 

Andrew Hendry

Managing Director, Asia

M&G Investments

 

2.10pm

 

Presentation

Building your skills for success

 

Reto Fuchs

Founder and Director

Skillfox

 

• The skill-set of a successful Relationship Manager
• How to figure out your training needs
• The characteristics of good training
• How to get the most out of your training

 

2.40pm

 

Presentation

Continuing professional development - how to really make it work for you

 

Michelle Stanhope

General Manager

Hubbis

 

• Why is learning & development important today?
• Why are we not more engaged in learning?
• How do you cope in an environment where there are so many compliance demands?

 

3.10pm

 

Refreshments & Networking

 

3.35pm

 

Presentation

The art of presenting

 

Richard Morrow

Editor
Hubbis

 

• How to give good presentations
• RULE # 1 - Know your audience
• RULE # 2 - Share ideas – DON’T sell products
• RULE # 3 - Focus on a limited number of key points
• RULE # 4 - Keep it short and to the point
• RULE # 5 - Create simple, clean slides
• RULE # 6 - Remind the audience of the main points only
• What to avoid

 

4.05pm

 

Presentation

Don't forget to sell! The competencies and behaviours needed to facilitate client buying decisions

 

David MacDonald

Head of Learning Solutions

Hubbis

 

• Building rapport with new prospects
• Opening discussions, and then running an impactful exchange of ideas through any meeting
• Why logical, fact-based, product-centric discussions are not the way
• Engaging others in deep thinking, leading to better and bigger decisions through strategic questioning
• Being able to clearly and personally (being right for the buyer) articulate one’s value proposition
• Closing the sale

 

4.35pm

 

Panel Discussion

How can you really help a Family today?

 

• What do families need?
• How can you help them with wealth structuring and planning?
• A new mind-set for a long-term solution
• What are the pitfalls for your clients of not doing proper planning?
• Understanding the emotional attributes of wealth planning
• How can you create an emotional connection with your clients around wealth planning?
• Being attuned to the sensitivities surrounding these issues
• Show don’t tell – how to make it real for your clients
• Why these are NOT just a suite of “products”

 

Chair

 

Kees Stoute

Managing Director

Hubbis

 

Panel Members

 

Lee Wong 
Head of Wealth Planning, South Asia and Global NRI
Coutts
 

Terry Alan Farris
Head, Family Governance & Philanthropic Services
Taurus Wealth

 

Yash Mishra
Managing Director, Head, Private Clients
Taurus Wealth

 

Michael Stanhope

Chief Executive Officer & Founder

Hubbis

 

5.05pm

 

Forum Ends