RM Nexus: Wealth Planning, Legacy & Protection

May 26, 2017
9:20am – 12:30pm followed by luncheon
The Westin Hotel, Singapore




RM Nexus functions are designed and built for senior Asia-based Relationship Managers. Hosted in an informal, collegial and convivial environment, the RM Nexus functions are the way CPD/CPT point collection should be done! A blend of social networking, exclusive experiences, experiential learning and interesting product knowledge. RMs sharing and learning from other RMs, to create a peer-driven networking function.

The RM Nexus function is a unique cross-bank gathering, driven by the RMs themselves, of 80+ senior RMs (per location) who are interested in understanding more about HNW Insurance and the changing needs of Asian clients. A Unique Function:

  • RM driven agenda, with RMs talking and sharing with fellow RMs
  • Industry wide function, with participating delegations from each private bank
  • All perspectives present: provider, broker, wealth planner and RM
  • Fun and informal learning environment for RMs
  • No conflicts of interest, or sacred cows, with Asian Private Banker as the independent host

The self-selected RMs who participate will all be interested in learning more about HNW Insurance and it’s increasing relevance and role in Asian client portfolios. Designed around the practical reality of an RM’s conversation with end clients, the day is designed by RMs for RMs to equip them with the knowledge, tips, hints, context and case studies on how to position HNW Insurance products with their end-clients.


9:00am – 9:50am Registration and Coffee
9:50am – 10:00am Opening speech by Sebastian Enberg
10:00am – 10:40am Leaders Conversation Panel 1

Time of uncertainty: the implications of CRS on Asia’s private banking industry.
A major source of uncertainty and anxiety for private bankers and their clients alike, the incoming Common Reporting Standard (CRS) regime promises to complicate and reshape the way a relationship manager plies his/her trade. As with FATCA, however, there is a lingering feeling that speculation currently overawes reality. This panel not only addresses common concerns shared by the private banking community and Asia’s HNWIs, but seeks to separate certainties from speculation. What material effect will CRS have on the everyday duties of relationship managers and what best practices can be applied across institutions to minimise risk? Is personal liability a reality for RMs? Are there tangible lessons to be learnt from early adopter jurisdictions that are already grappling with the realities of CRS? What are those “unknown unknowns” that private banks should be addressing but have thus far failed to acknowledge? And should anything be made of Taiwan’s decision to so far ‘sit out’ the regime? This in-depth discussion promises to provide substantive answers to some of the industry’s biggest questions in 2017.

Sebastian Enberg, Editor, Asian Private Banker

Conversation catalysts:
David Sussman, Managing Director, EFG Wealth Solutions
Gerald Pasquier, Consultant
Woon Shiu Lee, Managing Director, Head of Wealth Planning, Trust and Insurance, Bank of Singapore

10:40am – 11:20am Workshop 1

Succession Planning
One of the most complex and critical issues facing Asia’s HNW population is succession planning and, more specifically, how families should engage professionals to ensure that effective business succession plans are in place. Is there broad consensus on what best-practice succession planning looks like? How best can families partner with professionals to demarcate and preserve intangible assets? When is the ‘right’ time to plan for succession? What are the challenges wealth planners face in the region, and what opportunities remain overlooked or not yet fully-realised?

Sebastian Enberg, Editor, Asian Private Banker

Conversation catalysts:
David Varley, Chief High Net Worth Officer, Sunlife Hong Kong
Jim Kelso, Chief Executive Officer, Asia Pacific, IPG Financial Services
Thomas Young, Head of High Net Worth Business, Generali

11:20am – 11:50am Networking coffee
11:50am – 12:30pm Leaders Conversation Panel 2

Where do the opportunities lie in Asia’s largest intergenerational transfer of wealth?
There is no better time to be speaking about wealth planning. Not only is Asia undergoing a colossal intergenerational transfer of wealth, but regulatory complexities and market uncertainties have, over the past year, muted clients’ willingness to engage with the markets. Now more than ever, private banking is about finding solutions and not simply providing products. Accordingly, Asia’s private banks have seen marked increases in insurance-driven revenues and, by most accounts, HWNI insurance solution sales are set to increase in Hong Kong and Singapore throughout 2017 and beyond. Currently, penetration rates for insurance referrals hover around 5-10%, but research also suggests that the best opportunities lie either side of the core HNW segment (i.e. emerging HNWIs and UHNWIs). This panel addresses the evolution of Asia’s HNW insurance landscape, both in terms of client demand and product mix. Is the current market for HNW saturated and where do pockets of opportunity lie? Is universal life still the go-to solution and what are the structure’s inherent benefits and risks? What is the trend in terms of insurance product innovation? What trigger points should relationship managers be aware of when identifying a client’s need for insurance? And what regulatory changes are on the horizon that could impact the market for HNW insurance business?

Sebastian Enberg, Editor, Asian Private Banker

Conversation catalysts:
Alexander Tan, Executive Director, Wealth Management APAC, UBS Wealth Management
Henny Liow, Chief Trust Officer, DBS Private Bank
Lee Wong, Managing Director, Head of Wealth Planning for South East Asia, UBP
Nicholas Kourteff, Head Product Management Insurance Solutions APAC, Credit Suisse

12:30pm – 1:30pm Networking Luncheon



For further information, please contact: [email protected].