We are delighted to host our 8th annual event in Singapore for the Independent Wealth Management Community.
Has the EAM / IAM sector progressed as rapidly or as comprehensively as market participants expected? Are the IAMs as independent as they say they are? Are they transparent in their approach to clients, to fees, retrocessions and trailer fees? Are the IAMs truly offering dispassionate, objective advice and / or delivering outperformance? Can the IAMs attract the requisite quality of expertise and experience from the private banks so they can grow their platform?
In March - Hubbis will assemble a group of wealth management experts, all well-known leaders in their firms and in the industry, to discuss the role of the IAMs and whether they are living up to their own and the clients’ expectations.
Key elements of the event –
- Identify success stories and best practices with more than 250+ leading independent wealth management colleagues
- A meaningful get-together with top Asia-based Independent Asset Management Firms (IAM), External Asset Managers (EAM) and Multi-Family Offices (MFO)
- Explore and foster industry collaboration with exciting and interactive panel discussions, focused presentations, workshops, head-to-head interviews, and more
- An unprecedented opportunity to hear from more than 30 local and international speakers who are experts in this space
- 7 focused 10-minute presentations
- 5 Panel discussions
- 4 40-minute workshops
Please view the POST EVENT report from the forum in 2019
And you can also view all the content from the event HERE.
Hubbis events are –
FUN, CONSISTENT, RELEVANT, ENGAGING AND UNIQUE
A community of leading organisations within Asian Wealth Management
Senior figures in Asian Wealth Management are speaking at this event
Arnulfo de Pala
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Arnulfo de Pala
Raffles Family Office
Henley & Partners
Taurus Wealth Advisors
Neo Risk Investment Advisors
Carret Private Capital
Assured Asset Management
Scott Moore, IMCM
Henley & Partners
Swiss-Asia Financial Services
GFM Asset Management
CSOP Asset Management
Tuck Meng Yee
HP Wealth Management
Tan Woon Hum
Shook Lin & Bok
We are delighted to host our 8th annual event for the independent wealth management community in Singapore.
Its exclusively designed for CEOs, senior management, product gatekeepers and RM’s at Independent Asset Management Firms (IAM), External Asset Managers (EAM) and Multi-Family Offices (MFO). And private bankers who might like to join an independent firm.
There is a lot of smoke and mirrors in the Asian wealth management industry, no more so than in the Independent Asset Management segment, otherwise known as the External Asset Management business. There is no doubt that the IAM sector has grown apace in Singapore and Hong Kong, for example, but perhaps compared to the dramatic expansion of private wealth in the region in the past decade, it could have done better. Indeed, many believe that it should outperform in the decade ahead, but how can that be achieved, and what hurdles must be overcome?
The EAM sector has enormous potential. Is it yet fulfilling that potential? Yes, in some ways, as the founders and leaders of many of the IAMs are finding their niche, they are fulfilling some of their dreams. But we and they also recognise that there is considerably more potential that lies ahead, especially as wealth in Asia is growing at such a dramatic pace. And that is what makes it so vital for the IAMs to overcome the key challenges, as well as the unknown hurdles that lie ahead.
Panel discussion at the forum –
- 9.05am - Custody and Execution – Revolution or Evolution? Who will win the battle of the platforms?
- 11.40am - Portfolio construction and model portfolios – doing it effectively and at more rational cost.
- 12.20pm - Investment products that are interesting and relevant in 2020
- 2.30pm - Maximising the discussion around Wealth Solutions and Insurance
- Accessing Greater China clients – what’s the developing opportunity?
- 4.30pm - What does it take to set up an EAM / MFO?
Other topics we will address -
The battle for independence
- While the independent wealth management industry, of course, works with the private banking community in relation to custodian and other services, the independents are fighting tough to win over Asia’s high-net-worth (HNW) clients and their families. Advice-led, client-centric, knowledge-based models that focus on transparency are seen as the best route to combatting the big brand presence of the private banks in the region.
Don’t copy the private banks
- To be independent and successful, experts cautioned against emulating the private bank model. Avoid pushing products, avoid the overt encouragement of leverage, change the mindset to one that puts the client’s needs first, rather than the remuneration package and quarterly targets.
The holistic view
- A much-used word in wealth management today is ‘holistic’, but for the independent firm, it is extremely apt. Understanding the client must be the first step and the dedicated focus on their needs and objectives must direct all advice and activity if the independent wealth manager is to indeed provide the holistic advice required.
Finding the right people – a major challenge
- The hunting ground for the independent sector to find the right client-facing colleagues to keep their business momentum advancing remains the private banks. But there are few relationship managers (RMs) whose clients and their assets are genuinely portable. And trying to coax the very successful private bankers from the brand name corporate folds is of course difficult. Communicating the many advantages of working as an independent is vital to this quest.
Clients like brand names, especially in Asia
- While the independent wealth management model has far greater traction in more mature markets, for example, the UK or Switzerland, in Asia the HNWI clientele, particularly for ‘new’ money is resistant to working outside the brand name banks. The challenge for the independent sector is to find clients who will be confident enough to step into the world of boutique advisory firms. Once there, most gradually understand the value of the model and demonstrate high levels of trust and loyalty.
Listen, listen and listen some more
- It might sound somewhat stale, but the ability to listen to the client is one of the independent firms’ greatest strengths. Outside the incessant pressure on revenues and targets of the brand name banks, RMs can be liberated to truly develop a deeper and closer trusted relationship with the clients. Very simply, this can then be converted to a more powerful, insightful, inclusive advisory platform that covers the wealth preservation, and wealth transitions needs of the families.
Looking to the next generations
- The IAM and EAM sector should also be focusing on wealth transition and the younger generations who hold, inherit or make the private wealth in the region. Catering advice and expertise to these generations is a vital element in sustainable business. And the smart use of technology, digitalisation and the enabling solutions of fintech, must be applied.
Technology the disruptor
- Do not underestimate the pivotal role technology is likely to play in this industry. Whatever one might feel about the human element of wealth management and its role in the future, digital advances will make either robo-advisers or the individual RMs far more efficient and targeted. The age of democratisation of data and information is on us, so independent firms must react strategically to this opportunity and challenge.
Tougher times might make for greater opportunity
- The discussion concluded with a general view that the challenging financial market conditions facing the world as 2019 turns to 2020 will be generally beneficial for the independent wealth management sector, providing the right strategies and the right people are in place.
We have refreshed the format for the event – and we think it’s particularly relevant at a time of so much change and opportunity for the industry.
We have designed the forum – along with the presentations, workshops, case studies and panel discussions – to bring together key market participants to discuss and debate the current positioning, role, opportunities, challenges and outlook for independent wealth management in Asia.
We were delighted to host our 7th annual event in Singapore for the Independent Wealth Management Community. More than 500 CEOs, COOs, Independent Asset mangers 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.
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 firstname.lastname@example.org.
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.
Independent Wealth Management Forum Singapore 2019 Summary
Hubbis is delighted to have hosted our 7th annual event in Singapore for the Independent Wealth Management Community on March 6. The attendance was quite extraordinary, with more than 500 CEOs, COOs, Independent Asset managers and other senior practitioners attending.
VIDEO HIGHLIGHTS - Videos
We asked leading industry experts - what are the opportunities and challenges for the year ahead? View the combined video highlights, or click on the links to view the individual videos.
Alain Groshens, SystematicEdge
Alex Borissov, Finaport
Andrew Hendry, Aberdeen Standard Investments
Damian Hitchen, Swissquote
David Lai, Premia Partners
Gary Dugan, Purple Asset Management
Larry Hatheway, GAM
Martin Huxley,INTL FCStone
Philipp Piaz, Finaport
Richard Harris, Port Shelter Investment Management
Rohit Bhuta, Crossinvest
Urs Brutsch, HP Wealth Management
Walter de Oude, Singapore Life
Will Lawton, Quo
We asked leading industry experts for their exclusive and incisive insights. Click on the links to view the individual videos:
Gary Dugan Purple Asset Management
Is the US market over heated? Are we heading to the next financial crisis in 2020?
Larry Hatheway GAM
Are there any thematic/more secular equity ideas that are poised to do well? Like the environment and climate change?
Can investors look to make money via a multi asset strategy as volatility / market uncertainty increases?
Richard Harris Port Shelter
Investment Management In comparison to ten years ago; What has changed? What has not changed?
What is the outlook for China in 2019? Good time to invest? What sectors are best?
Urs Brutsch HP Wealth Management
What have you learnt about this industry over the last 30 years?
Walter de Oude Singapore Life
How can you understand the insurance needs of HNW clients?
How important is service and flexibility in the HNW Insurance market?
Which are the hot HNW insurance products in the market and why?
EVENT CONTENT - Panel discussions
We held 5 interactive panel discussions throughout the day – which involved 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.
Independent Wealth Management – The Growth, Challenges and Changes Ahead
A decade ago, when some of the panellists formed their own independent firms, there was little understanding of the proposition they represented, and considerable resistance from the main protagonists in the industry. Ten or more years later, the number of independent firms has proliferated, they are working collaboratively with the incumbent players, for example, the top private banks, as well as with the regulators. And they have honed their skills, their products and their advisory expertise to their client base. The next phase of development is critical as they set their sights on the younger generations who are making and inheriting Asia’s vast private wealth.
Simon Lints Chief Executive Officer - Singapore. Schroders Wealth Management
Prof Gunter Dufey Professor Emeritus of Corporate Strategy, International Business and Finance, U of Michigan Ross
Jaydee Lin Chief Operating Officer & Managing Partner, Raffles Family Office
Shirley Crystal Chua Founder and Group CEO, Golden Equator Group
Anthonia Hui Chief Executive Officer, AL Wealth Partners
Philipp Piaz Partner, Finaport
Oliver Balmelli Deputy Chief Executive Officer and Head of Private Banking, EFG Bank
Delivering Investment Products and Advice to Clients – Time for a Re-think?
A group of experts gathered for the second panel discussion of the Hubbis Independent Wealth Management Forum to discuss the current issues facing independent wealth management organisations. Transparency is considered to be an important strategic consideration, although there were mixed views on the prevailing ethics in the industry, especially in relation to taking retrocessions. Embracing what technology can offer as well as ensuring performance is paramount and will help differentiate and increase the perceived value of the independent wealth management sector.
Damian Hitchen Chief Executive Officer, Middle East & Asia, Swissquote
Yai Sukonthabhund Partner and Chief Executive Officer, Crossbridge Capital
Rohit Bhuta Chief Executive Officer, Crossinvest
Alex Borissov Partner, Finaport
Rachel Chen Head of Digital Wealth (dollarDEX), Aviva
Will Lawton Global Head, Quo
Edwin Lee Chief Executive Officer, Covenant Capital
Sell and Protect: Insurance Opportunities for Wealth Advisers and their HNW Clients
A panel of insurance market experts gathered at the Hubbis Independent Wealth Management Forum to cogitate on the state of the life insurance market and its derivatives as it pertains to Asia’s HNWIs, their families and of course the distributors of the products. The key message from the panellists was that insurance solutions offer protection, savings, wealth enhancement potential, tax mitigation or deferral and the ability to assist in estate and legacy planning. Those advisers and asset managers attending the Forum, they said, would therefore be well advised to become ever more knowledgeable of the suite of solutions on offer in the region.
Mark Smallwood Wealth Structuring and Client Advisor
Walter de Oude Founder & Chief Executive Officer, Singapore Life
Marcus Hinkley Head of Private Client Services - Asia, Hawksford
David Varley Chief High Net Worth Officer, Sun Life Hong Kong, Sun Life Financial
Navigating Choppy and Uncertain Markets in 2019
A ‘Magnificent Seven’ of panellists at the fourth discussion of the Hubbis Independent Wealth Management Forum surveyed the prevailing themes and trends facing investors in the current unsettled conditions by looking to the past, where history has a tendency to repeat itself, and also to the future, where a social conscience is likely to reap rewards. If lessons are learned from what has happened before in times of volatility and uncertainty, there is hope for investors to weather the storms.
Deep Singh Head of Investments, EFA Group
Gary Dugan Chief Executive Officer, Purple Asset Management
Gary Tiernan Head of Investments, Crossinvest
Richard Harris Chief Executive Officer, Founder, Port Shelter Investment Management
Arnulfo de Pala Chief Investment Officer, TriLake Partners
Bryan Goh Executive Director, Chief Investment Officer, Bordier & Cie
Interesting and Relevant Investment Ideas for Asia’s HNW Investors in Today’s Market Environment
A panel of experts offered delegates at the Hubbis Independent Wealth Management Forum a host of investment ideas, ranging from gold to wine, to multi-asset strategies, to commercial real estate, to Chinese ETFs and plenty more. Although mainstream financial markets began 2019 in a more robust mood than the problematic 2018, there is plenty of caution around and many mainstream valuations, for example, US equities, are generally strained.
Alain Groshens Co-Founder & Chief Executive Officer, SystematicEdge
Leonard Chinchay VP of Client Relations, Prodigy Network
Sam Mudie Singapore General Manager, Cult Wines
George Nast Chief Strategist, RealFuel, InvestaCrowd
Tony Wong Head of Wealth Solutions, Sales & Product Strategy, CSOP Asset Management
Christophe Numa Director, Bunker Gold & Silver
Mehak Dua Business Development, GMO
EVENT CONTENT - Presentations & Workshops
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.
AIAM Singapore’s President Philipp Piaz Gives Rallying Call to the Independents
Philipp Piaz, President of the Association of Independent Asset Managers Singapore, gave a keynote address at the Hubbis Independent Wealth Management Forum in Singapore to update delegates on the latest developments affecting the private wealth management market. He ran through the key developments in 2018 and anticipated how AIAM will help independent firms in 2019 and beyond. He urged members to become even more involved and exhorted the non-members amongst the event delegates to reach out to the AIAM.
Henley & Partners Extols the Virtues of Alternative Residence and Citizenship
Hubbis conducted a head-to-head interview with Dominic Volek, Managing Partner and Head of Southeast Asia at Henley & Partners during the Independent Wealth Management Forum in Singapore. Henley’s long history in the specialised field of global citizenship and residence planning spans the private practice, which focuses on the needs of high net worth (HNW) and ultra-HNW clients, and their families, seeking secondary residence or citizenship through investment. And it also spans the government sector, where Henley works with countries to design and promote their individual programmes.
The HNW Insurance Market has Changed – How Do You Win?
David Varley, Chief High Net Worth Officer at Sun Life Hong Kong, Sun Life Financial, told the audience what has been happening in the HNW insurance market, and explained how, in his view, brokers, bankers and external asset managers can adapt their strategies to take advantages of the many opportunities. He also highlighted the key trends in the HNW market, and explained why more bankers and financial advisers should be interested in HNW insurance.
INTL FCStone Explains Why Asia’s HNWIs should Buy Gold, and Why Now
Martin Huxley, Global Head of Precious Metals at INTL FCStone, based in Singapore, believes high-net-worth individuals (HNWIs) should always hold some physical gold as part of a diversified portfolio. Gold, he reports, offers a deep and liquid market and gold has performed remarkably well compared with mainstream financial assets for many decades. He told the audience at the Hubbis Independent Wealth Management Forum how their clients can access gold investment products.
Leonteq Surveys Three Smart Investment Products for The Current Market Conditions
Peter Muehlsiegl, Director, Sales Structured Solutions, Leonteq Securities, addressed the delegates at the Hubbis Independent Wealth Management Forum to offer them some trading ideas that the firm considers an ideal fit for the prevailing financial markets environment.
Wealth Preservation and Objective Advice: The Foundations of Wealth Management
Roughly a decade since managing partner Urs Brutsch founded the independent asset management firm HP Wealth Management, the firm has established itself as one of Singapore's standout independent advisory firms. He spoke with Hubbis CEO and founder Michael Stanhope at the Independent Wealth Management Forum to illuminate the delegates on how he thinks the industry has evolved, and to convey his vision of wealth management in 2019 and beyond. HP Wealth Management today offers discretionary and advisory portfolio management to Asia's high net worth individuals and since 2012 also to family offices. Brutsch has been in wealth management for roughly three decades, all in Singapore, an ideal location for his firm today as the nation’s leaders and regulators have been so determined and innovative in building the country’s financial and wealth services infrastructure and reputation.
Is there Anywhere to Invest Safely and Profitably in 2019?
Andrew Hendry, since April last year Head of Distribution for Asia Pacific at Aberdeen Standard Investments (ASI), is looking forward into 2019 with the 2017 merger of Standard Life and Aberdeen Asset Management now firmly embedded. He gave a presentation to delegates at the Hubbis Independent Wealth Management Forum to cast his eye over the world of investments and to explain that although 2018 was a difficult year for global investments, there are opportunities for high-net-worth investors that should not be ignored.
Luxembourg Private Label Funds: An Ideal Avenue for Asia’s HNWI Portfolios
Eduard von Kymmel, CEO of VP Fund Solutions (Luxembourg), told delegates at the Hubbis Independent Wealth Management Forum why they should think about offering their clients some of the private label funds his firm can provide or create through Luxembourg. Not only do such funds represent excellent vehicles for a wide variety of assets, but they offer discretion, can be created swiftly, offer ISIN-compliance, and are cost-efficient. They free up the initiators to concentrate on what they do best – fund management and distribution for example - while outsourcing the more pedestrian administrative services to experts such as VP Fund Solutions operating within a highly regulated and well-respected jurisdiction such as Luxembourg.
Hatheway’s Way: New Portfolio Paradigms for a Post-Peak World
Larry Hatheway, Group Head of GAM Investment Solutions and Group Chief Economist, has a world of knowledge at his finger-tips. In just 10 minutes, he managed to compress fascinating insights into the world economy overlaid with advice on how weaker earnings and elevated stock and bond valuations warrant new approaches to multi-asset portfolio construction. Is the classic 60:40 ‘balanced’ portfolio still fit for purpose? No, a new 30/30/40 post-peak, multi-asset, multi-strategy model beckons.
Global Residence and Citizenship Options for Asia’s Wealthy
Scott Moore, Country Head for the Philippines based in Singapore at investment migration firm Henley & Partners, sees bountiful prospects for Asia’s HNWIs to choose from a suite of alternative overseas residence and citizenship options. Daphne Chandra, Country Head for Indonesia also joined the talk to highlight some of the best opportunities at the Hubbis Independent Wealth Management Forum in Singapore.
Emerging Markets in Asia: Unearthing the Hidden Gems in China and ASEAN
David Lai, Partner & Co-Chief Investment Officer of Premia Partners believes there is a universe of opportunity for discerning investors in the Chinese and ASEAN financial markets. He gave both a presentation and a Workshop at the Hubbis Independent Wealth Management Forum to explain why he sees opportunity and how investors can unearth some of the best investment routes available in those markets through Premia’s existing and planned ETF strategies.
Swissquote’s Platform offers Asia’s Independent Firms a Wealth of Opportunity
Damian Hitchen, CEO for the Middle East & Asia at Swissquote presented a fascinating Workshop at the Hubbis Independent Wealth Management Forum to explain how his firm partners with both major and smaller financial institutions and wealth management firms to offer them B2B solutions that significantly upscale their capabilities, their client service and therefore their revenue streams.
Being Human: Wise and Successful Advisers in the Era of AI and Big Tech
David MacDonald, Head of Learning for Hubbis, believes that wealth management advisers can futureproof themselves by forward planning and making sure that they will be complemented by, and complementary to, artificial intelligence. Without a structured, forward-focused plan, he advised, the future is more random. But if advisers can look ahead to a career in which they are engaged with their clients, in which they have genuine empathy, and where they can sell not by being insistent but by encouraging clients to make their own decisions, in all likelihood, they will enjoy a fulfilling career in this industry.