Helping Asian Wealth Management Communities interact

We were delighted to host our 9th annual event in Singapore for the Wealth Solutions Community.

More than 350 CEOs, COOs, and other senior practitioners attended – from a mix of local and international Private Banks, Retail Banks, Insurance Companies, Independent Firms & Family Offices, Asset Management Companies, and IFAs.

Thank you to all of our event partners: Henley & Partners, Rosemont, Swiss Life, Trident Trust, Global Precious Metals, Blockchain Technologies, Equiom, Old Mutual International, AXA, Profidata, AsiaCiti Trust, BVI House, Bordier, Commerzbank, Iyer Practice, Mercer, Ingenia and Morningstar.

Nov 2

Asian Wealth Solutions Forum 2017

Mandarin Oriental Hotel, Singapore

Featured sponsors
All sponsors

A community of leading organisations within Asian Wealth Management

Featured speakers
All event speakers

Senior figures in Asian Wealth Management are speaking at this event

Aaron Mullins

Asiaciti Trust

Anthonia Hui

AL Wealth Partners

Arjan de Boer

Indosuez Wealth Management

Britta Pfister

Rothschild Trust

Why you should attend Hubbis events

Connect

Connectivity across Private Banking, Independent Wealth Management, Retail Banking, Asset Management, Insurance, Technology, Professional Services and other communities.

Learn

Find out how the industry can develop further & lessons it can learn from elsewhere. Improve skills and knowledge through a practical, enjoyable and interactive learning experience.

Enjoy

Hubbis events are not only consistent, relevant, engaging and unique but also highly positive, and fun experiences.

Get involved in Hubbis events

Sponsor an event Hubbis offers multiple sponsorship packages within the Asian Wealth Management community.

Find out more
Event Agenda
download pdf

Morning

  • 8.40am

    Registration

  • 9.00am

    Welcome Address

    Michael Stanhope

    Founder & Chief Executive Officer

    Hubbis

  • 9.05am

    Panel discussion - As a private bank – can wealth planning be the differentiating factor for your business?

    • What are some of changes you see in the industry – and what are the challenges and opportunities they represent for you? 
    • Will the opportunity pass private banks by? 
    • What does the word ‘advice’ mean today – and who is licenced and capable of providing it? 
    • Are banks providing the services clients want – or just selling them the services they have to sell? 
    • What’s the role and relevance of wealth solutions specialists within banks today? 
    • RMs don’t tend to get paid to give wealth planning advice – so how do you monetise the engagement?
    • How have you structured your organisation to meet the needs of family businesses in Asia? What services and products do you need to offer?
    • How will technology impact the engagement with clients? How can you embrace technology? 
    • How do you co-exist with professional services firms when bringing the right solution to your clients? 
    • Banks are trying to institutionalise their clients – but is it possible to do that in this space? 
    • Should a bank pay a retainer to an independent provider who is qualified and licensed to have a wealth solutions conversation with the client? 
    • You need to cross borders to ‘win the war’ – how can you achieve that?
    • Is an in-house one-dimensional solution any good?

    Chair

    Michael Stanhope
    Chief Executive Officer & Founder
    Hubbis

    Panel members

    David Koay
    Managing Director, Head of Wealth Management, Singapore & Malaysia Markets
    BNP Paribas Wealth Management

    Lavanya Chari
    Managing Director, Head of Global Products and Solutions, Asia Pacific
    Deutsche Bank Wealth Management

    Simon Lints
    Chief Executive Officer - Singapore
    Schroders Wealth Management

    Lee Wong
    Head of Family Services, Asia
    Lombard Odier

    Arjan De Boer
    Head of Markets, Investments & Structuring, Asia
    Indosuez Wealth Management

    Panel Members

  • 9.50am

    WealthTalk - Family Business Transition

    Lee Wong

    Head of Family Services, Asia

    Lombard Odier

    • Challenges faced by family businesses
    • Role of governance 
  • 10.00am

    Presentation - Whose assets are they anyway?

    Peter Brigham

    Director

    Rosemont

    • Issues surrounding the legal ownership and title of financial assets
  • 10.10am

    Presentation - Catching the Wave - Alternative life insurance solutions for HNW customers

    Stephen Hickman

    Chief Executive Officer, Singapore & Southeast Asia Swiss Life Global Solutions

    Swiss Life

  • 10.20am

    WealthTalk - The key component of successful wealth transition

    Gerard Gardner

    Global Head Wealth Solutions

    EFG Wealth Solutions

    • The 3 success factors for smooth wealth transition
    • Common mistakes to help your clients avoid
    • How do you choose your specialists?
  • 10.30am

    Refreshment & Networking

  • 11.00am

    Presentation - Trust structures - products or relationships?

    Aaron Mullins

    Managing Director, Asiaciti Trust Singapore

    Asiaciti Trust

    • Why not all trusts and trustees are the same
    • Helping clients understand what they are buying – and why they should be careful and deliberate in their decision making
  • 11.10am

    WealthTalk - Wealth TALK Alternative solutions for HNW customers

    Walter de Oude

    Founder & Chief Executive Officer

    Singlife

    • The attractiveness of Singapore
    • Slowdown in Universal Life sales
    • The impact of CRS and fiduciary changes 
    • The rise of variable products
    • Future of interest rates
  • 11.20am

    WealthTalk - Using HNW insurance solutions for liquidity planning and guaranteed returns

    David Varley

    Chief High Net Worth Officer, Hong Kong

    Sun Life Financial

    Using HNW Insurance solutions - such as high and low life cover Universal Life, HNW clients can:

    • Achieve higher returns, with a guaranteed strong minimum returns, better than a bank account rate 
    • Secure leveraging and liquidity whenever they need within an insurance policy 
    • Use insurance solutions for retirement and annuity planning, and effectively avoid probate through proper estate planning
  • 11.30am

    Presentation - Singapore residents and other Asian residents holding UK assets

    Helen Woods

    Managing Director, Equiom Solutions

    Equiom Group

    • UK investments and planning during lifetime
    • Mitigating exposure to UK taxes
    • Estate planning and UK Inheritance Tax
  • 11.40am

    Presentation - Investor migration and the rise of the global citizen

    Scott Moore, IMCM

    Director - Private Clients, Head of Philippines Office

    Henley & Partners

    • Global trends and developments in investor migration
    • What’s driving investor migration for Asian HNWIs?
    • Key considerations for HNWIs in relation to residence and citizenship planning
  • 11.50am

    WealthTalk - How to set up a family office / family trust

    Woon Hum Tan

    Partner, Head of Trust, Asset & Wealth Management Practice

    Shook Lin & Bok

    • Main drivers for setting up a family office or family trust
    • Key features of a family office
    • Key features of a family investor fund trust
    • What about single family offices?
  • 12.00pm

    WealthTalk - The different angles of transparency

    Britta Pfister

    Managing Director, Head Wealth Planning Asia Pacific

    Rothschild Trust

    • International initiatives, families’ assets and transparency in communication between family members 
    • How do all three come together?
  • 12.10pm

    Panel discussion - Clients don’t like to pay for advice – but are they are now hitting a ‘brick wall’?

    • Clients are so busy haggling over pennies – have they have lost track of the big picture?
    • How can we change this ‘cheap’ mind-set in Asia?
    • Do clients understand what’s critical and what’s not?
    • CRS – who really understands it? How do clients get the ‘right’ advice about CRS – and avoid the large amount of mis-information?
    • Do clients trust banks enough to give them this opportunity? Who do they trust?
    • Is there a conflict of interest still at most private banks that prevents the right level of engagement with clients? 
    • Do we need a more independent family office-type structure to serve clients better? 
    • Does a conversation around wealth solutions need to be independent and open architecture? 
    • Are wealth planners at private banks now frustrated and shackled? Are they just glorified insurance salespeople?

    Chair

    Michael Stanhope
    Chief Executive Officer & Founder
    Hubbis

    Panel members

    Woon Shiu Lee
    Managing Director, Head of Wealth Planning (Trust and Insurance)
    Bank of Singapore

    Britta Pfister
    Managing Director, Head Wealth Planning Asia Pacific
    Rothschild Trust

    Anthonia Hui
    Chief Executive Officer
    AL Wealth Partners

    Walter de Oude
    Founder & Chief Executive Officer
    Singapore Life

    Shanker Iyer
    Founder & Chairman
    The Iyer Practice

    Gez Owen
    Managing Director & General Counsel
    Hubbis

    Panel Members

  • 12.55pm

    Lunch

Afternoon

  • 13.40pm

    Panel discussion - What do RMs need to do to improve in the conversation around wealth solutions?

    • Most RMs have a poor understanding of the reality of their clients’ situations – how can they improve?
    • How can RMs have a proactive, sensible and sensitive conversation around wealth solutions with clients? 
    • How do we broaden the conversation past just insurance?
    • To move from simple to more complex – how can RMs bring specialists and thought-leadership to clients? And customise a solution?
    • What’s the incentive for an RM to engage with wealth solutions – internally or externally?
    • Do RMs need to understand tax and governance issues? Where do these pieces fit into the puzzle?
    • Should RMs discover and understand the legal structure of solutions to help evaluate risks and suitability for the client?

    Chair

    Michael Stanhope
    Chief Executive Officer & Founder
    Hubbis

    Panel members

    Gerard Gardner
    Global Head Wealth Solutions
    EFG Wealth Solutions

    Mark Smallwood
    Managing Director
    Confidentem Private Office

    Ian Black
    Head of Financial Planning and Wealth Solutions
    AAM Advisory

    Gary Tiernan
    Head of Investments 
    Crossinvest

    Richard Sayers
    Managing Director, Singapore
    Equiom Group

    Jonathan Cheong
    Head of Default Risk Management and Solutions
    Ingenia Consultants

    Panel Members

  • 14.25pm

    WealthTalk - The case for independent wealth planning

    Mark Smallwood

    Managing Director, North Asia Coverage Team Head

    Deutsche Bank Wealth Management

    • The state of play in the wealth planning industry
    • What the client needs
    • How to deliver it
  • 14.35pm

    WealthTalk - Preparing your clients for divorce

    Marcus Dearle

    Partner, Head of Family Asset Protection - Private Client

    Berwin Leighton Paisner

    • The latest trends in international divorce 
    • Trust and pre-nuptial agreement issues
  • 14.45pm

    WealthTalk - Why funds are preferred over trusts for nextgen wealth transfer

    Sanjay Guglani

    Chief Investment Officer

    Silverdale Funds

    • Fund structures are increasingly replacing trust structures for next-generation wealth transfer
    • This is due to benefits of double taxation avoidance treaty (DTAT) benefits, ring-fencing of liabilities, segregation of assets, avoiding cross-pledge, ease of operations, etc
  • 14.55pm

    Refreshment & Networking

  • 15.20pm

    Panel discussion - Family businesses in Asia – how can YOU help them?

    • How do you talk to families about succession and business issues?
    • What do UHNW families in Asia need – and how is this changing?
    • What shared values should drive family behaviour?
    • What’s your role in all of this? How can you help set the family agenda – and keep the family together?
    • How do you deal with the next generation?
    • How should you advise families where the second-generation siblings have different personalities and strengths?
    • How do you manage outcomes, process and fees? 
    • What governance structure can you put in place to minimise tensions and enhance longevity of the structure?
    • How do you avoid working with the ‘wrong’ client? What do you do if it’s not a win-win?
    • What's the role of the family office?
    • How do you deal with "love" and "fear" within families?

    Chair

    Michael Stanhope
    Chief Executive Officer & Founder
    Hubbis

    Panel members

    Kevin Lee
    Partner
    Zhong Lun Law Firm

    Patricia Woo
    Partner
    Squire Patten Boggs

    Nigel Rivers 
    Founder and Chief Executive Officer
    Capital Solutions

    Steven Seow
    Head of Wealth Management, Asia
    Mercer

    Panel Members

  • 17.15pm

    Forum End

Nov 2

Asian Wealth Solutions Forum 2017

Mandarin Oriental Hotel,Singapore

Speakers

Aaron Mullins

Asiaciti Trust

Anthonia Hui

AL Wealth Partners

Arjan de Boer

Indosuez Wealth Management

Britta Pfister

Rothschild Trust

Craig Ellis

Charles Monat

David Koay

BNP Paribas Wealth Management

David Varley

Sun Life Financial

Gary Tiernan

Crossinvest

Gerard Gardner

EFG Wealth Solutions

Harry Ng

Nomura

Helen Woods

Equiom Group

Ian Black

AAM Advisory

Jonathan Cheong

Ingenia Consultants

Kevin Lee

Zhong Lun Law Firm

Lavanya Chari

Deutsche Bank Wealth Management

Lee Wong

Lombard Odier

Marcus Dearle

Berwin Leighton Paisner

Mark Smallwood

Deutsche Bank Wealth Management

Nigel Rivers

Capital Solutions

Patricia Woo

Squire Patten Boggs

Peter Brigham

Rosemont

Richard Sayers

Equiom Group

Sanjay Guglani

Silverdale Funds

Scott Moore, IMCM

Henley & Partners

Shanker Iyer

IQEQ

Simon Lints

Schroders Wealth Management

Stephen Hickman

Swiss Life

Steven Seow

Mercer

Sunil Iyer

IQEQ

Thomas von Rueti

Singlife

Walter de Oude

Singlife

Tan Woon Hum

Shook Lin & Bok

Woon Shiu Lee

Bank of Singapore

Nov 2

Asian Wealth Solutions Forum 2017

Mandarin Oriental Hotel,Singapore

Sponsors

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Nov 2

Asian Wealth Solutions Forum 2017

Mandarin Oriental Hotel,Singapore

Event Highlight

We were delighted to host our annual Wealth Solutions event in Singapore.  Over 300 CEOs, COOs, senior management, product/fund gatekeepers, senior wealth planning and wealth structuring practitioners attended – from a mix of Private Banks, Retail Banks, Insurance Companies, Independent Firms & Family Offices, and IFAs.

Below for your interest and reference are links to various content we captured from the day. Please click on the orange headlines – and do send any comments or feedback to events@hubbis.com.

 

CONTENT HIGHLIGHTS

Video Highlights
Video Highlights Summary PDF
Photos
Event summary & poll results
Panel discussions
Presentations & Wealth TALKS
Videos

 

POST-EVENT REPORT

You might also like to view the full Post-Event Report – which is a consolidated summary, including photos of speakers & delegates, the attendee profiles & some delegate feedback, polling results, and more.

 

EVENT SUMMARY

Are HNW Asians warming to wealth management industry?

High net worth Asian clients and wealth management professionals have not always had the most comfortable of relationships. But as HNW Asian clients now face a complex world of financial opportunities and regulatory risks they are getting closer to the advisory community. A panel of wealth management experts at Hubbis Asian Wealth Solutions Forum had some thought-provoking insights into recent and future trends.

 

VIDEO HIGHLIGHTS - Videos

At the Hubbis Digital Wealth Asia Forum in Hong Kong on November 9th, we interviewed leading industry experts. 
Full Video Highlights
Video Highlights Summary PDF
I love wealth management

Their individual interviews can be accessed below: 

Peter Brigham, Rosemont
Shanker Iyer, Iyer Practice Advisers
Richard Sayers, Equiom Group
Woon Hum Tan, Shook Lin & Bok
Ian Black, AAM Advisory
Gary Tiernan, Crossinvest
Scott Moore, IMCM, Henley & Partners
Aaron Mullins, Asiaciti Trust
Nigel Rivers, Capital Solutions
Britta Pfister, Rothschild Trust
Kevin Lee, Zhong Lun Law Firm
Mark Smallwood, Confidentem Private Office
Gerard Gardner, EFG Wealth Solutions
Thomas Vonrueti, Singapore Life
Craig Ellis, Charles Monat

 

EVENT CONTENT - Panel discussions

We held 5 interactive panel discussions throughout the day – which involved 27 senior industry practitioners who we invited to participate and share their thoughts. We have also incorporated into the summaries below the briefing notes which speakers sent to us in advance of the event. Plus, we have included the results of audience polling as well as questions we received from delegates. Click on each headline to view the PDFs.

 

Is wealth planning the answer for private banks in Asia?
Can private banks in Asia satisfy their clients’ growing needs for advice as well as their firms’ constant need for revenues? Where do client relationships and fee income meet in some form of harmony?

Panel members
David Koay, Managing Director, Head of Wealth Management, Singapore & Malaysia Markets, BNP Paribas Wealth Management
Lavanya Chari, Managing Director, Head of Global Products and Solutions, Asia Pacific, Deutsche Bank Wealth Management
Simon Lints, Chief Executive Officer - Singapore, Schroders Wealth Management
Lee Wong, Head of Family Services, Asia, Lombard Odier
Arjan De Boer, Head of Markets, Investments & Structuring, Asia, Indosuez Wealth Management

 

To trust or not to trust? Are HNW Asians warming to the wealth management industry?  
High net worth Asian clients and wealth management professionals have not always had the most comfortable of relationships, especially where fees are concerned, but are their needs and expectations drawing closer?

Panel members
Woon Shiu Lee, Managing Director, Head of Wealth Planning (Trust and Insurance), Bank of Singapore
Britta Pfister, Managing Director, Head Wealth Planning Asia Pacific, Rothschild Trust
Anthonia Hui, Chief Executive Officer, AL Wealth Partners
Walter de Oude, Founder & Chief Executive Officer, Singapore Life
Shanker Iyer, Founder & Chairman, The Iyer Practice
Gez Owen, Managing Director & General Counsel, Hubbis

 

The right wavelength for HNW client discussions
Relationship managers are part financial adviser and part therapist. They need to be sensitive to the client’s character, as well as probing enough to dig for the key information they require to offer relevant advice. It is not always easy to juggle these different balls.

Panel members
Gerard Gardner, Global Head Wealth Solutions, EFG Wealth Solutions
Mark Smallwood, Managing Director, Confidentem Private Office
Ian Black, Head of Financial Planning and Wealth Solutions, AAM Advisory
Gary Tiernan, Head of Investments, Crossinvest
Richard Sayers, Managing Director, Singapore, Equiom Group
Jonathan Cheong, Head of Default Risk Management and Solutions, Ingenia Consultants

 

Families matter – how wealth advisors and lawyers can help transition wealth
Leading lawyers and financial consultants discuss how the wealth management industry can help family businesses and the transition of their wealth to the second and third generations.

Panel members
Kevin Lee, Partner, Zhong Lun Law Firm
Patricia Woo, Partner, Squire Patten Boggs
Nigel Rivers, Founder and Chief Executive Officer, Capital Solutions
Sunil Iyer, Director, The Iyer Practice
Steven Seow, Head of Wealth Management, Asia, Mercer

 

 

EVENT CONTENT - Presentations & Wealth TALKS

Below are summaries of the Presentations and Wealth TALKS delivered at the event. These were 10-minute slots hosted either by senior industry practitioners who we invited to speak (Wealth TALKS), or by some of our event partners (Presentations). Also listed with each summary are links to the presentation slides (where these are made available by speakers). Click on each headline to view the web versions of these – from which you can also access the 1-page PDFs.

 

Wealth Talk: Core values and governance vital to help transition HNW family businesses
Lee Wong, Head of Family Services at Lombard Odier explained that transition planning for ultra-wealthy Asian families and family businesses is as much an art as a science.
View Slides

Presentation: Asset ownership – a simple concept convoluted by laws and practices
Ownership of assets and bank accounts might appear to be simple. But Peter Brigham, Managing Director of Rosemont International, explained to the audience why that is not always the case.
View Slides

Presentation: Catching the Wave – Alternative Life Insurance solutions for Asia’s HNW
Choice, control, flexibility, these are the three words that dominated the presentation by Stephen Hickman, CEO for Swiss Life for Singapore and Southeast Asia.
View Slides

Wealth Talk: Building client rapport for successful wealth transition in Asia
Gerard Gardner, Global Head of EFG Wealth Solutions, opined on the invaluable subject of wealth succession planning in Asia, which currently ranks as the third most important concern amongst Asia’s wealthy.
View Slides

Wealth Talk: Singapore Life offers solidity and creativity in new life launch
Walter de Oude, CEO of Singapore Life, the island republic’s newest insurance company as well, explained how Singapore Life is rising to be one of the go-to life insurers in Singapore and the region.
View Slides

Presentation: Asian investor, UK assets? Caveat Emptor, careful structuring is required
To what extent do Singaporean and other Asian owners of properties and other assets in the UK expose themselves to UK taxes? Helen Woods, managing director, Equiom Solutions, Equiom Group, explained the complexities. 
View Slides

Presentation: Henley & Partners: offering residence and citizenship solutions to Asian clients
Scott Moore, IMCM, Client Advisor and Manager at Henley & Partners, explains some of the reasons for, and benefits of, offshore residence and citizenships for Asia’s HNW individuals.
View Slides

Wealth Talk: Singapore, a top-quality jurisdiction for a family office or family trust
There are numerous factors to consider when a family is contemplating the establishment of a family office or family trust. Singapore is an excellent choice, says Woon Hum Tan, Partner and Head of Trust, Asset & Wealth Management at Shook, Lin and Bok law firm.
View Slides

Wealth Talk: Allying independence and teamwork in HNW wealth advisory in Asia
Confidentem Private Office is what the firm’s managing director, Mark Smallwood, calls the ‘fourth pillar’ of the wealth management industry, working with other intermediaries to bolster the advisory and other services that no single other pillar can provide.
View Slides

Wealth Talk: Why funds are preferable to trust for wealth transitioning
Can a bespoke managed fund be more appealing to Asian HNW investors for future transitioning of their wealth to younger generations and other family members? Yes, believes Sanjay Guglani, chief investment officer of Silverdale Fund Management.
View Slides

 

 

Nov 2

Asian Wealth Solutions Forum 2017

Mandarin Oriental Hotel,Singapore