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To imagine that the art of wealth management is all about delivering the best products and solutions to private clients is like assuming that the most technically gifted footballers will score the most goals and have the most impressive careers. It is simply not true. There are other vital skills and capabilities that make a client-facing relationship manager or into a trusted advisor for their clients. The Hubbis Digital Dialogue of April 15 will mine down into the vital elements of the wealth management institutions and of their key players that differentiate them with their clients, that set them on the right path to building on their brands and their platforms for the years ahead, thereby effectively future-proofing their businesses and their individual careers.

The ability to communicate effectively must be first and foremost on the list of must-haves, and it is not simply the right digital tools, but understanding when to speak up, and being able to tackle complex subjects and potentially awkward topics with sensitivity. To do so, the vital skill of empathy is required, but to what extent is this innate to the individual and to what extent can the institution help imbue this in their key client bankers? How do you therefore balance off EQ and IQ in your relationships with your clients, to ensure that they are delivered the right combination of information and detail, along with relevance and personalisation, and thereby avoid delivering solutions that simply do not fit the profile or character of the client?

How do the best bankers time their delivery of concepts, ideas, advice and even warnings to make sure that the clients have an open mind and ear to them? In the world of WFH and remote connectivity, how are the best advisors actually delivering and timing their recommendations and key information to their clients to ensure they are seen, heard and understood?

How do the best client advisors influence their clients to take the right decisions, and adopt the right investment and wealth planning strategies? What are the key skills required to bring a new client on board and to negotiate the right package with them?  How can this best be done in a remote communication environment so that a fair deal is struck at the outset and so that needs and expectations are aligned?

What is critical thinking and again is that innate or can it be improved with training? How important is agility and flexibility in handling clients effectively, and where are the lines in the sand? How can you improve your resilience to survive adversity and possible rejection, and what can the institutions do to help train professionals in these matters? Are you collaborative internally and with external partners and therefore capable of delivering your clients the best range of expertise available, or do you want to hold onto the client at all costs? And are you dedicated to the mission at hand, in other words delivering the best and most relevant solutions and practices for your clients, not only for your firm’s revenues and your paycheque?

Ultimately, considering so many of these different facets, is the bank or EAM/IAM delivering trusted advisors, and building sustainable, long-term relationships? In what will no doubt be a fascinating and thought-provoking discussion, our team of wealth management experts will debate these

Apr 15

How to engage prospects and clients in a more impactful way

3.00pm - 4.00pm HKT/SGT

Featured Partners
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A community of leading organisations within Asian Wealth Management

Featured speakers
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Senior figures in Asian Wealth Management are speaking at this event

Noor Quek

NQ International

Damien Ryan

Teneo

David MacDonald

Hubbis

Karen Tan

VP Bank

Richard Straus

EFG Bank

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Event Agenda
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  • 15.00pm

    How to engage prospects and clients in a more impactful way

    • How can you reach and convert prospects digitally?
    • With fatigue around webinars and virtual calls – what are the best ways to engage our clients?
    • How do the best bankers time their delivery of concepts, ideas, advice and even warnings to make sure that the clients have an open mind and ear to them?
    • In the world of WFH and remote connectivity, how are the best advisors actually delivering and timing their recommendations and key information to their clients to ensure they are seen, heard and understood?
    • How do the best client advisors influence their clients to take the right decisions, and adopt the right investment and wealth planning strategies?
    • How do you balance EQ and IQ in your relationships with your clients, to ensure that they are delivered the right combination of information and detail?
    • What are the key skills required to bring a new client on board and to negotiate the right package with them? 
    • How can this best be done in a remote communication environment so that a fair deal is struck at the outset and so that needs and expectations are aligned?
    • What is critical thinking and is it innate or can it be improved with training?
    • How important is agility and flexibility in handling clients effectively?
    • What can the institutions do to help train professionals in these matters?
    • Are you collaborative internally and with external partners and therefore capable of delivering your clients the best range of expertise available, or do you want to hold onto the client at all costs?
    • Are RMs dedicated to delivering the best and most relevant solutions and practices for your clients, or influenced by the firm’s revenues and their paycheque?

    Moderator

    Michael Stanhope

    Founder & Chief Executive Officer

    Hubbis

    Speakers

    Karen Tan

    Head of Private Banking, Asia

    VP Bank

    Richard Straus

    Senior Managing Director, Head of Private Banking - Hong Kong

    EFG Bank

    David MacDonald

    Head of Learning

    Hubbis

    Noor Quek

    Founder, Chief Executive Director

    NQ International

    Damien Ryan

    CEO, Asia-Pacific Strategy & Communications Advisory

    Teneo

  • 16.00pm

    Webinar Ends

Apr 15

How to engage prospects and clients in a more impactful way

3.00pm - 4.00pm HKT/SGT

Speakers

Noor Quek

NQ International

Damien Ryan

Teneo

David MacDonald

Hubbis

Karen Tan

VP Bank

Richard Straus

EFG Bank

Apr 15

How to engage prospects and clients in a more impactful way

3.00pm - 4.00pm HKT/SGT

Partners

platinum

Apr 15

How to engage prospects and clients in a more impactful way

3.00pm - 4.00pm HKT/SGT