Wealth Management Industry: Understand the HNW Demand and Supply Equation and the Competitive Landscape to Identify Opportunities
An increasing number of firms and institutions are focusing on the HNW market. Financial institutions and advisors need a clear understanding of the dynamics of the HNW segment, as well as the competitive landscape. Keep your finger on the pulse of the industry so you can anticipate upcoming changes and effectively position your business.
Find out what the competitive landscape looks like now and in the future
Learn who the key players are in the HNW marketplace including investment counsellors, private banking, insurance, MFOs and more
Identify marketplace trends and developments
Gain valuable knowledge on the HNW market and identify opportunities for your firm.
Keith Sjögren,
Director, Research and Advisory Services,
Investor Economics
9:30 AM
Engage Retiring Clients
How to Acquire and Retain Clients in an Aging HNW Market by Focusing on Family Needs
It is estimated that by 2020, over 45% of HNW will be retirees. Wells Fargo has been very successful in generating business in this aging market by helping clients tackle their family problems. Learn how you can emulate their achievement by focusing on the family system:
Understand demographic shifts in the HNW market
Recognize the unique needs and wants of the elderly and their family
Develop strategies to increase business by focusing on the needs of the client and the overall family system
Prepare your wealth management business to succeed in this aging market.
Keith Klovee-Smith,
SVP and National Manager of Elder Services,
Wells Fargo Wealth Management Group (Washington)
10:15 AM
Mid-Morning Networking Break
Interact with conference speakers and fellow attendees.
10:45 AM
Marketing
How to Develop an Integrated Corporate Marketing Strategy
With wealth marketing expanding into more and more channels, it is increasingly necessary to maintain an overarching brand and marketing strategy. Hear an industry leader speak out on integrated marketing to secure clients.
Understand what is true integration and what is not
Be aware of the advantages and disadvantages of different integration models
Adapt your strategies to market conditions, especially during major crises or events
Coordinate and integrate your marketing strategies.
Barbara Glasser,
Senior Vice President, Head of Wealth Marketing,
TD Bank Group
11:30 AM
Exclusive Session: Investor Networks
Emergence of HNW Investor Networks: Implications, Opportunities and Impact on the Wealth Management Industry
HNW investors today are taking more control of their wealth in innovative peer-to-peer settings. As networks such as TIGER 21 become established in Canada, investors have more options to make their own decisions. Attend this exclusive session with extended Q & A time and take away key insights on:
What accounts for the emergence of HWN investor peer networks
Implications of investment networks on the Canadian wealth management industry
Where opportunities exist for wealth managers
How to develop strategies to engage, acquire and retain the do-it-yourself HNW investors
Take away knowledge to capitalize on the emergence of HNW investor networks.
Thane Stenner,
Managing Director, TIGER 21
Director, Richardson GMP
12:30 PM
Networking Luncheon
Join the conference speakers and your peers for a relaxing luncheon.
1:45 PM
Social Media Engagement
Let's get 'Social' - Understand Demographic Trends, Address Regulations, and Implement Best Practices
Recent research by Forrester and others demonstrate that older (and typically higher net worth) generations are catching on to social media very quickly. As social media marketing continues to expand in the industry, staying compliant is the biggest hurdle to overcome. Make social media work for you by:
Understanding demographic adoption trends for social media
Ensuring your strategies comply with regulations from IIROC and the Ontario Securities Commission
Adopting best practices from industry case studies
Take away best practices on social media marketing to maximize your exposure and stay compliant.
Norvin Leong,
Director, Product Marketing,
Actiance, Inc.
2:30 PM
Collaboration Strategy
Innovative Strategic Alliance Model: Working with Accountants to Generate Businesses
Wealth managers often look at accounting firms as a great referral source. However, rarely do these alliances go anywhere. Tuttle Wealth Management developed an innovative and successful alliance strategy that became their fundamental business model.
Establish lasting relationships with accountants to increase your client base
Understand minds of accountants: know their incentives and worries
Develop a business with almost 90% closing rate
Develop strategies to build lasting strategic alliances and increase your business.
Matthew Tuttle,
CEO,
Tuttle Wealth Management LLC (New York)
Ron Stiller,
Cofounder / Director of Development,
CPAPlus Network (Pennsylvania)
3:15 PM
Mid-Afternoon Networking Break
Interact with conference speakers and fellow attendees.
3:45 PM
Mobile Technologies
Leveraging Mobile Technologies to Enhance Marketing and Client Experience
To compete in the future, wealth managers need to adapt very quickly to marketing over established and up-and-coming mobile platforms. Hear best practices on how tablets and smart phones can be used in your marketing strategies. Learn how to:
Design a cross-platform mobile strategy
Reach key market demographics with creative and targeted interactive initiatives
Tailor specific ads to the mobile environment for top ROI
Drive your business growth through innovative mobile marketing strategies.
Alessandro Tonchia,
Founder and Director,
Finantix Inc.
4:30 PM
Panel Discussion: Relationship Building
What Does it Take to Build Trust and Relationships and How Corporate Marketing Can Help
Affluent clients are savvy, discerning, and have many options when it comes to choosing a wealth manager. Relationship building becomes the key to success. In this session, panelists will share what worked best for them and how corporate marketing can help.
Best practices in building relationships with HNW clients
What marketing can do to help communicate unique value propositions and create trust
Build intergenerational relationships with younger HNW
Take away ideas to build better relationships with your prospects and clients.
Network with industry leaders and stakeholders while enjoying some of the best Toronto has to offer. Start by joining fellow delegates and speakers for complimentary appetizers.
DAYTWOWednesday, November 2nd, 2011
7:30 AM
Registration and Continental Breakfast
8:30 AM
Opening Comments from the Chairperson
Katie A. Walmsley,
President,
Portfolio Management Association of Canada
8:45 AM
Keynote Address
S3 - Strategy, Sales, and Success: Evolving Marketing Approaches to the Wealth Management Market
Over the past two years, the wealth management industry has changed significantly. How did we get here? How can sales staff and corporate marketing department(s) differentiate themselves from the growing number of global wealth competitors?
How the industry got to where it is today
Differentiate your business to compete in this rapidly changing market
Outlook for the future of wealth management and how you can remain competitive
Gain valuable insights into trends in wealth management and stay competitive in the future.
Tony Guernsey,
Chief Client Advocate,
Wilmington Trust , N.A.
9:30 AM
Market Segmentation
Segmenting HNW Investors by Psychographic Profiles to Increase Your AUM
HNW individuals have different personalities, values, attitudes, interests, activities and lifestyles. Knowing the psychographics of your prospects and clients provide you a competitive advantage in client acquisition and retention. Learn how to:
Segment investor types based on psychographic profiles
Develop marketing strategies tailored to each segment
Increase client retention by building better relationships
Segment HNW investors and develop your marketing strategies tailored to each group.
Joe Calabrese,
President,
Harris myCFO, Inc. (Chicago)
10:15 AM
Mid-Morning Networking Break
Interact with conference speakers and fellow attendees.
10:45 AM
Panel Discussion: Digital Marketing Strategies
Best Practices to Help Your Company Build HNW Clients
Competition for HNW is fierce. Effective digital marketing strategies are needed to attract and retain clients. In this panel, industry leaders will share the innovative strategies they use to drive growth in their organizations. Take away practical tips on:
How to integrate social media into your corporate marketing campaign
Innovative marketing strategies using other digital and online platforms
Effectiveness of blogging and its implications for marketing
Source intelligence and develop innovative marketing strategies to help your firm increase business.
Avi Sharon,
Managing Director, Head of Marketing,
Bernstein Global Wealth Management (New York)
Valentina Chtchedrine,
VP, Digital Strategy and Experience,
Morgan Stanley Smith Barney (New York)
Kelly Willis,
Director, Marketing,
Newport Partners
Kevin Darlington,
Senior Vice President, Digital Products,
HNW, Inc.
MODERATOR:
April Rudin,
CEO,
The Rudin Group (New York)
11:45 AM
Risk Management
Protect Client Assets by Helping Them Better Manage Their Personal Risk
The affluent market faces unique risks that go beyond what is covered by traditional personal insurance programs. Everyday activities of clients and their families may increase risk of lawsuits or financial loss.
In this session, you will understand how to:
Identify the circumstances and hidden risks that threaten the your clients' assets
Discover risk management techniques that help identify, reduce or eliminate exposures
Enhance client relationships by incorporating risk management strategies or services
Take away strategies to address HNW client's unique risk management needs.
Gina Teresi,
Vice President Strategic Sales, Private Client Group,
Chartis
12:45 PM
Networking Luncheon
Join the conference speakers and your peers for a relaxing luncheon.
1:45 PM
Building Connections
Generating and Measuring Business Impact through Relationship Building on Social Networks
The goal of social media is to build future and strengthen existing relationships. The effectiveness of your marketing strategies should be measured in true business results rather than only social media outcomes. Adopt a concept of "social business" and learn how to:
Strengthen existing client relationships and network with potential clients
Deliver high quality content while broadening your sales funnel
Measure and benchmark your business results
Effectively penetrate the HNW market using social business strategies.
Dave O'Connor,
Regional Director,
Socialware
2:30 PM
How to Implement Successful Social Media Strategies within A Regulated Corporate Environment
In social media, you need to change your internal staff from" installed base to actual users." Motivate and encourage wealth managers across a variety of social media platforms. Establish corporate strategies to ensure wealth managers/advisors are engaged in their own visibility and thought leadership. Learn the steps it takes to:
Write policies to ensure your employees communicate properly and effectively
Engage your internal staff to become social media advocates
How and what types of training is required?
Turning "Flinstones into Jetsons"
Take away current thinking on social media best practices in reaching HNW clients and execute strategies to increase usage in your organization.
April Rudin,
CEO,
The Rudin Group (New York)
3:15 PM
Mid-Afternoon Networking Break
Interact with conference speakers and fellow attendees.
3:45 PM
Your Next Step
Establish Your Branding Strategies to Enhance Client Acquisition and Retention
With so many investment management firms available and limited number of HNW households, how you brand yourself makes the difference. Effective branding will help position your firm in the minds of your clients. Learn how to:
Establish branding strategies and reach out to your markets
Create a memorable trademark to increase client loyalty
Apply innovative strategies to gain name recognition
Build brands for yourself and your star performers to build AUM.
Michael Miske,
Director, Head of Marketing,
ScotiaMcLeod and Scotia Private Client Group
4:30 PM
Target the Ultra Rich: How to Generate Significant Growth in the UHNW Market.
Targeting and fostering long-term relationships with UHNW individuals can be elusive. Crafting a systematic business development strategy can be difficult because referrals are the primary growth engine for new business.
Understand the UHNW landscape in US and Canada
Engage the UHNW market based on the overall life narrative of prospects and clients
Develop strategies to increase the number of referrals
Understand and engage the UHNW market to increase your AUM.
