• Analyzing the key difference between wealth acquirers and wealth inheritors in goal-setting in wealth planning
• Key differences between traditional destinations of wealth generation and the new and emerging locations such as China and India
• Different asset allocation strategies for investing for the present versus the next generation
• Key strategies for the private banking community in dealing with these challenges

• Evaluating and understanding the three broad profiles of modern HNW clients and their respective needs: the self directed, the participator and the delegator
• Understanding the correlation between the dimensions that banks use to classify their clients and their differing needs
• Matching the right relationship manager to meet the investment needs of the two types of investors: wealth accumulators and wealth preservers

• Why commercial real estate should be part of your total investment portfolio
• Achieving both capital gain and secure income
• Characteristics of HNWI in relation to real estate investment

• How will a HNW individual’s investing behaviour determine their asset allocation strategy?
• Analysing the hottest asset classes and integrating traditional and alternative asset classes into an existing portfolio
• Managing alternative investment portfolios
• How the investment criteria is different from HNWI and institutional investors

• Analysing the product strategies developed for the HNWs both globally and in Asia
• Localising the product and personalising the experience
• Creation of sophisticated investment vehicles and selecting the right investment criteria
• Examining the key aspects of a diverse portfolio and the ideal weightings for asset allocation

• Canada’s government managed, risk-free immigration scheme offers private bankers and their clients unique opportunities
• Alternative residency and citizenship as a tool for private wealth planning
• Program overview, the role of National Bank of Canada, and Canada’s advantages as an immigrant destination

• Understanding the local market as the key to grow the market and form the localized business
• Why would clients choose local banks as their preferred wealth advisor over the top international brands?
• Tapping into a market not easily assessed by the big players?
• Are local banks creating a better Needs-Based Service Model for HNW clients
• How can the industry meet the demands of the better educated and more demanding new generation

Welcome to the Terrapinn signature Speed Networking! Now you can meet the key players in your industry in a brief but fun environment!

• Increasing efficiency and scalability of advisory and wealth management services
• Consolidating information and processes across distributed wealth and asset structures
• Improving and sustaining speed and precision despite rising market complexity
• Successful practical approaches and customer case study

• Influencing more families in developing and implement their philanthropic objectives
• Encouraging the involvement of positioning philanthropy within the context of your overall financial plan
• Understanding the current and future estate tax liabilities from the impact on your charitable gift to eliminate the estate taxes

• How did the industry get to where it is?
• What has gone right, and what has gone wrong?
• Where can the industry go?
• What should the industry do about ensuring it continues the journey?
• Why should we care?

• Emerging trends in wealth management
• Transforming the operating model to enrich end client experience
• Achieving the role of a trusted adviser

• Addressing the shortage of talent within the wealth management industry and ensuring the growth of talent keeps up with the growth of the HNW individuals
• Identifying leadership and retaining talent in the industry
• Designing training modules that will lead to employee’s personal development
• Becoming the key employer and industry of choice through recruitment, professional development and retention

• Trends in philanthropy globally and learning points for the Asia region
• Evaluating the impact on how private bankers can emphasis the value of philanthropy to HNWs
• What are the key drivers for organized and systematic philanthropy
• Elaborating the legal and tax structures for philanthropy

• Family business and intergenerational wealth
• Trusts and foundations as vehicles in intergenerational wealth management
• Examining the jurisdiction of choice for trusts and foundations

• Objectives and goals of the endowment fund: an endowment approach
• Important philosophical tenets and governance issues
• Challenging principles in structuring the portfolio

• Trends and regulation in the United States, affecting US-Asia charitable giving
• The latest on the connections between wealth management and philanthropy
• News from the nonprofit sectors of China and India

• What is corporate philanthropy?
• Challenges and opportunities
• Case study: TSAO Foundation

• Overview of the market size, segmentation and growth potential in the Islamic Private Banking
• Building global strategy for Islamic wealth management through Shariah compliant products for Muslim HNWs
• Examining the advantages of investing into Asia and the opportunities for growth
• What are the challenges for fund managers on innovations?

• Building market entry solutions for India’s emerging wealth markets
• Ensuring a healthy private banking sector with an effective regulation and understanding of taxation requirements
• Meeting the diverse banking and investment needs of the NRI globally on returning investments back into India
• Addressing the concerns for shortage of private bankers to meet the growing HNWs in India

Masterclass objective
With increasing global complexities of products and services, accessability of multiple markets and globalisation of regional players, there is a vast array of fund management styles, investment strategies and options available. Technology is no longer playing the role of seamless execution but has moved into the role investment planning. This session will highlight the increasing role of Technology for portfolio management, market and fund manager selection.

Masterclass outlineModels for portfolio asset allocation 
Models to select portfolio managers 
Creating a multi manager portfolio and effective tracking
Portfolio risk metrics

Who should attend?

• Heads of Private Banks
• Heads of Wealth Management Firms
• Family Offices
• Trust Administrators
• Wealth Managers
• Fund Managers
• Asset Consultants
• Multi Manager Consultants
• Heads of Technology

About the masterclass leader:
Arpit Agarwal is amongst the first few who launched the business of Private Banking in India as early as 1993. During the last 14 years, he has conceptualized, launched and successfully built sizeable Private Banking businesses for DSP Merrill Lynch, BNP Paribas and ICICI Bank Ltd. in India and has hands on experience with high net worth Indian Resident and Non-Resident clients across the world.
He is now the MD & Group CEO of the Financial Services business of Dawnay Day AV in India. Dawnay Day AV is a specialized financial services provider, formed through a joint venture between Dawnay Day International (DDI) and Alok Vajpeyi.

Masterclass objective:

• Plan a better client/market strategy
• Effectively acquire new and profitable clients
• Employ segmentation strategies to maximize the potential of your
  customer base
• Refine your soft skills and be able to better build rapport and trust
  with your clients

What makes WM different?a. Defining HNWI Retail Banking, Wealth  Management, and Private Banking – why they are different.
b. The relationship component – why it’s so important 
c. The psychology of High Net Worth ‘investors’ – what’s important, what’s not

Segmenting the clients
Segmentation Exercise I: In teams of 3-4 people, each group will classify key customer segments and their needs within the local market
Segmentation Exercise II: Risk Profiling: Continuing the exercise, groups will determine for the key segments, the typical risk behaviour and likely asset mix to correspond.

Advanced Client Handling Skills
a. Selling skills for HNWI’s
b. Psychological and Behavioral Profiling of WM clients

Segmentation Exercise III: Solution Offering: Continuing the deep dive technique, groups will determine for the key segments and needs, both a product mix, and sales proposition

About the masterclass leader:
Mr. Michael Armstrong runs his own financial services
and is also an Industry Advisor to the American Academy of Financial Management (AAFM). His experience covers all aspects of financial services including, wealth management, product development, distribution, marketing and operations, working with global financial services firms including Citibank and HSBC. At HSBC Mr. Armstrong was responsible for development of alternative distribution channels
including internet and self-service devices. Prior to this he was responsible for all consumer finance products in the Asia Pacific region.

• Understand the most critical practices used by leading family offices
• View profiles for different types of family offices and how they measure success
• Learn how office staff allocate their time
• Gain new insights on the cost of managing family wealth

• Who should have a family office?
• The importance of governance and communication strategies within the office
• Understanding the working relationship between the financial professionals and family members

• Building strong and good fundamentals to create family office
• How can family dynamics and governance influence on the various aspects of wealth management decisions
• Understanding where a private bank can work with family offices to add value

• Where are the investment opportunities from the family office perspective?
• Selecting the right asset protection vehicle to grow and protect wealth
• Matching superior investment with risk-adjusted returns for family offices
• Assessing the risk appetites of HNWIs through the maturity of the family office

• Why commercial real estate should be part of your total investment portfolio
• Achieving both capital gain and secure income
• Characteristics of HNWI in relation to real estate investment

• Perverse perspectives: Investment horizons too long and family legacy horizons too short
• To be or not to be (a Family Office)
• Building a Passion / Values / Collaboration model for family sustainability

• Should family members consider exit strategies of their business to set up a family office to gain capital appreciation?
• What are the pros and cons of family involvement in a family office compared to a family business
• What are the general family attitudes towards family business, and are family offices better investment options?

• How can family offices provide endless opportunities through long-standing relationship
• Seeking advice through banks on setting trusts for asset protection
• Building a lucrative business structure through premium services

• Business & Family Factors
• What is a Family Office
• Why have a Family Office
• Goals of a Family Office

• Seeking appropriate liability insurance for HNW families on administrative operations
• Understanding the implications of the choices of wealth transfer for you and your family
• Ensuring successful succession of wealth after the 2nd generation