Overcoming Your Reluctance to Ask for Referrals

The investment trust industry is changing: Routes to market are becoming more effective, and platforms more receptive; charging structures are improving; discount mechanisms are modernising; and the structures of trusts themselves are changing. We talk about some of the innovations in the sector, analyse new launches and show how it is meeting the needs of investors.

Panel:
- Cherry Reynard (moderator)
- Hugo Thorman, Ascentric
- James Saunders Watson, J.P. Morgan
- Annabel Brodie-Smith, The AIC

The cornerstone to building a strong differentiated value proposition is the very beginning. The relationship is constructed from the first communication.

It’s the structure and process of client engagement that is critical.
This is the second of a two part webinar, ‘OPTIMUM ADVICE – The Client Engagement Conversation’, that will take you through how you can establish a robust, equitable and profitable client relationship, based on a partnership with a prospective client, setting out to achieve their own personal goals and outcomes.

It will enable you to:
• differentiate yourself
• present a robust value proposition
• charge fees for the work you do
• develop long term comprehensive client relationships
• engage new clients and uncover new opportunities with existing clients
• triple your revenue

Michael Kitces shares his success factors on building an audience and connection through Twitter.

John Greenwood, Chief Economist from Invesco Ltd. will provide his insights on the overwhelming theme in the major developed economies of balance sheet repair. He will also share his views on the global economy for the remainder of 2013 and answer questions from the intermediary community put to him by Paul Burden, Independent Financial Journalist.

Ever wondered why clients are not more excited about what you can do for them? It may have to do with the package of services you are offering and a failure to hit their most important issues. Tune in to find out how to design service packages that will really resonate with your client base.

The cornerstone to building a strong differentiated value proposition is the very beginning. The relationship is constructed from the first communication.

It’s the structure and process of client engagement that is critical.
This is the first of a two part webinar, ‘OPTIMUM ADVICE – The Client Engagement Conversation’, that will take you through how you can establish a robust, equitable and profitable client relationship, based on a partnership with a prospective client, setting out to achieve their own personal goals and outcomes.

It will enable you to:
• differentiate yourself
• present a robust value proposition
• charge fees for the work you do
• develop long term comprehensive client relationships
• engage new clients and uncover new opportunities with existing clients
• triple your revenue

OPTIMUM ADVICE provides advisers with a proven structure, methodology and process around the development, delivery and implementation of financial advice. It encompasses the entire spectrum of a clients financial life and is applicable both to new and existing clients.

Discover how Optimum Advice can create better client outcomes, increased per client revenue, more diverse business revenue and result in an improved value of your business.

This session will include the FSA/FCA requirements on risk - risk capacity, risk attitude and risks a client may need to take, diversification and correlation using closed-ended funds and options for investors in different times of life, such as the accumulation of wealth prior to retirement.

The regulator requires you to demonstrate an ability to apply the investment advice process. This session covers asset allocation:

• Alignment with client risk profile and requirements
• Diversification and correlation benefits
• Accumulation and decumulation

The case for using online marketing, in particular social media has been well and truly made.

As Nick Cann, IFP CEO explained at the recent IFP social media event “Financial Services businesses should ignore social media at their peril” - there really are no more excuse for financial advisers not to be engaging their clients online.

Yet for many this is area of mass confusion, and given the stakes, it remains something advisers would rather ignore, than embrace for fear of failure

This webinar allows you to learn a lot more about how it can be easy to do and to ask questions, no matter how basic, without any risk of feeling foolish. Not only can you ask us anonymously, but you can be sure that if you don’t know something, there are many other advisers just as curious as to what to do next.

Joining Derek Bradley, CEO of Panacea Adviser, are two people that are no strangers to the subject, Bridget Greenwood from Financial Social Media UK and Simon Ryan from Social Advisors. All three will be on hand to answer every ‘how to’ question you can imagine about social media and digital marketing.

We promise to answer every question; even if we don’t have time during the webinar. We’ll write to you afterwards with our expert’s opinion.

In our first live panel debate of 2013, Simon Laing, Head of US Equities, Martin Walker, UK Equities Fund Manager and Adrian Bignell, European Equities Fund Manager will answer key questions from the intermediary community, put to them by Paul Burden, Independent Financial Journalist.

Investment trust managers tend to have a longer tenure than unit trust managers and this session looks to highlight the value of experience and longevity. Drawing out a number of the longest-serving managers in the industry and we ask them to share:

• Their accumulated wisdom on investment markets
• How their style and process have changed and adapted through different investment cycles
• Whether history does repeat itself, or merely rhyme?
• What have been the hardest markets to negotiate?

Graham Jones give advice on knowing how you want to use social media and what your objectives are before jumping in. How can you make people sit up a listen on the internet?

Brett Davidson discusses how businesses should use social media to communicate with their clients and prospects. He also discusses the balance between product push and sharing thought leadership in building online relationships.

Peter Toogood, Director of Investment Services and Gill Hutchison, Head of Investment Consultancy, present an update on Morningstar OBSR’s Global Investment Strategy report which will include the following areas:

· Review of global economic conditions
· Market review covering fixed interest, equities, commodities and property
· Outlook and asset allocation preferences