AFA NATIONAL ROADSHOW 2015

AFA NATIONAL

ROADSHOW 2015

INVITATION TO THE

EARN UP TO

5.5CPD

_POINTS

Dr David Lazenby

is a world leading performance

psychologist and expert in financial planning experience design

and finology, including helping financial advisers develop their

“bedside manner”.

His first major tour in Australia.

Brad Fox

AFA CEO

Welcome & Introduction

Connecting Knowledge with Performance

The AFA is extremely excited to present one of our finest professional development learning programmes we have created for the AFA National Practitioner Roadshow. We are delighted to work with

PortfolioConstruction Forum and Sunsuper to bring Dr David Lazenby to Australia from the US. Dr Lazenby will open up your thinking around the interaction between client behaviour and strategic financial advice. Finology offers advisers an opportunity to refine their competitive advantage versus the direct and indirect advice alternatives being presented to the community. We see finology

as having a strong alignment with our education philosophy of balancing academic rigour with practical application and

connecting knowledge with performance. To complement the finology workshop, we present three of our AFA Award winners sharing their insights into best practice on business and adviser performance.

This interactive learning programme promises to be a breath of fresh air against the

backdrop of change that advisers are currently facing. It will bring you back to what really matters – great advice for more Australians.

Hear from our AFA Award Winners:

Where & When

Price

WEEK 1, 21 - 23 JULY 2015

WEEK 2, 28 - 30 JULY 2015

HOBART 9.30AM - 3.35PM

*please note different session times

Tuesday 21 July 2015

Wrest Point Convention Centre

410 Sandy Bay Road, SANDY BAY TAS 7005

ADELAIDE

Wednesday 22 July 2015

Hotel Grand Chancellor

85 Hindley Street, Adelaide SA

PERTH

Thursday 23 July 2015

Crown Perth

Great Eastern Hwy, Burswood WA 6100

MELBOURNE

Tuesday 28 July 2015

“Sofitel” Melbourne on Collins

25 Collins Street, Melbourne VIC 3000

SYDNEY

Wednesday 29 July 2015

Doltone House, Piers 19-21 Upper Deck

26-32 Pirrama Rd, Pyrmont NSW 2009

BRISBANE

Thursday 30 July 2015

Hilton Brisbane

190 Elizabeth Street, Brisbane QLD 4001

AFA Members:

$140

AFA Non Members: $195

Table of 10:

$1,400

Morning Tea & Lunch provided

www.afa.asn.au

Kate McCallum

Eleanor Dartnall

Tapel Cafer

Register here

Register here

8.30am

Welcome & AFA strategy update

Great advice for more Australians

8.45am

PROFESSIONALISM

& LEADERSHIP

Making sense of an avalanche of change

Phil Anderson, Chief Operating Officer, AFA

Ü _Advocacy

Ü Life Insurance Review

Ü _{Education & Professional Standards}

9.15am

BUSINESS

_PERFORMANCE

Strategic Insurance Advice – Best Practice

9.45am

PROFESSIONALISM

_{& LEADERSHIP}

AFA Community

Brad Fox, Chief Executive Officer, AFA

Ü Positively changing consumer’s perceptions Ü _{Local charity special guest}

10.00am

Morning Tea

10.20am

BUSINESS

_PERFORMANCE

The business case for finology

Sunsuper

10.45am

ADVISER

_PERFORMANCE

Finology Forum: Conversational methods that

accelerate trust

Dr. David Lazenby, Chief Finology Officer,

PortfolioConstruction Forum

Brought to you by Sunsuper in assocation with the AFA.

12.40pm

Lunch Break

1.10pm

PROFESSIONALISM

& LEADERSHIP

Demystifying the education pathway

Excellence in Education Award

Nick Hakes, General Manager, Member Services & Campus AFA

Ü _{Adviser education pathways}

Ü State winners for the Excellence in Education Award

1.30pm

ADVISER

_PERFORMANCE

AFA Adviser Award Winners – Best practice in action

Ü Kate McCallum, Multiforte Financial Services - Female

Excellence in Advice Winner

Ü _{Eleanor Dartnall, Dartnall Advisers - Adviser of the Year}

2.25pm

Close - State Director

Programme Overview

The event will run from 8.30am - 2.25pm

MC Brad Fox, AFA CEO

Please see overleaf for full synopsis

www.afa.asn.au

Register here

Register here

Programme synopsis

Deborah Kent

AFA National President

Deborah Kent has been in the financial planning industry for over 25 years, giving advice to clients and guiding them on their financial pathway to meet their goals. Deborah is very passionate about the work she does and enjoys dealing with clients, creating the strategy and seeing the outcome of their work together. She is a regular commentator in all forms of media, having had a regular spot on ABC radio for many years, promoting financial advice to the public. She has won many awards during her career and was also a finalist in the AFA Female Excellence in Advice Award.

She now devotes most of her time to the AFA, an association very close to her heart.

She is currently the National President and previously held the positions of Treasurer and NSW State Director. She was also the inaugural National Chair of AFA Inspire, a community of practice she was instrumental in launching in 2012. Deborah has a strong commitment in her role as AFA President to lifting the profile of advice, ensuring that more Australians understand and value the role that an adviser plays in the future.

The AFA has a vision of great advice for more Australians and that the road ahead is filled with new opportunities for financial advisers and their clients. In this strategy update Deb will outline the vision and key objectives of the AFA, refocusing the advice community on the quality of financial advice and the behavioural aspects of great client communications. Knowledge connects great adviser and business

performance.

Phil Anderson is the Chief Operating Officer with the Association of Financial Advisers. Phil joined the AFA in 2011 having previously been with Colonial First State, where he was the Head of Risk Management & Compliance for the CFS Advice business. Phil has been in the financial services industry for 20 years, having also worked with AMP, MLC and Perpetual. Phil has worked closely with the advice businesses at both CFS and MLC.

At the AFA, Phil has responsibility for policy, technology, finance and board support. Phil has been integrally involved in the development of the AFA’s advocacy platform and has been responsible for numerous submissions to a range of Government and parliamentary entities. Phil is a CPA and has a Bachelor and Masters of Commerce along with the Diploma of Financial Services.

The Government is set to make pivotal decisions this year on issues central to the future of the financial advice profession. These include education and professional standards and the future of the advised life insurance market.

The debate has evolved significantly and quickly in a short period and it is essential that the impacts are understood. Phil will address the key changes and the implications for you and your business.

Phil Anderson

AFA Chief Operating Officer

Tapel Cafer

Complete Financial Balance –

Practice of the Year

Complete Financial Balance Pty Ltd offers a comprehensive “Lifestyle Planning Approach” providing flexible and innovative solutions for its business and personal clients. Tapel has worked in the financial services industry since 2000. Tapel works with both individual and business clients to provide specialised advice in areas including: risk insurance, superannuation, business succession planning, key person insurance, managed and geared investments, and retirement planning. Tapel works in partnership with his clients to help them achieve financial security and manage their wealth. Tapel is committed to building long-term relationships with clients by providing them with the best professional advice and personal ongoing service.

From humble beginnings to award winning practice! Great strategic advice is only one component of a successful advice business. How you engage your clients and educate them is also important to long-term success and business performance. Hear Tapel share his insights into building a winning team that have common business values. Tapel will share his perspectives on the changing advice landscape and how Complete Financial Balance is ahead of the curve on ASIC’s 413 insurance review.

WINNER 2014

AFA Practice of the Year

Dr David Lazenby

Chief Finology Officer

PortfolioConstruction Forum

Dr David Lazenby is a licensed psychologist with a PhD in counselling and performance psychology. He is a leading expert in financial planning experience design, taking psychology from academic theory to the real world to help wealth professionals develop their “bedside manner”, human relations skills, systems thinking and scenario planning techniques and tools.  For over 30 years, he has guided Fortune 100 executives, global financial services firms, financial planning start-ups, professional athletes and US Navy SEALs and pilots. He has consulted to the US Federal Reserve and sits on three family firms’ investment committees that oversee US$8bn in investments.  In 2015, Dr Lazenby joined PortfolioConstruction Forum as Chief Finology Officer, with the brief of

overseeing PortfolioConstruction Forum’s finology curriculum.

Finology is the emerging (and

converging) research field covering the study of minds, customs and

behaviours with respect to money. It incorporates behavioural finance, and much, much more. Finology is the “soft” flip side of the coin to the “hard” technical portfolio construction knowledge and skills.  Although everyone calls them soft skills, they’re actually the hardest skills to master. In his workshop, David will explore the individual money constructs that influence our brains “anticipatory” nature about money. By the end of this session, you’ll understand the

“Fuzziness of Logic” and be able to apply a whole-brained-approach to improving client outcomes, as well as six basic response skills that

psychologists – and financial advisers – must master.

Programme synopsis

Nick Hakes

General Manager

Member Services & Campus AFA

Nick Hakes is the General Manager, Member Services & Campus AFA. He is responsible for the design, build and implementation of the AFA’s professional development curriculum and membership strategy. Over the last three years he has been responsible for the growth of the AFA’s Fellow Chartered Financial Practitioner designation and is a member of the International Certification & Standards Board of the Asia Pacific Financial Services Association. Nick works with the AFA community of partners, licensees, advisers and members to promote the investment in education as the foundation for a sustainable and profitable advice profession. Nick holds a FChFP, B. Com, B.A in Chinese, and an ADFP. He is contemplating taking the plunge on an MBA.

New education and professional standards are being mandated by licensees and advisers now have a choice of education pathways available to them. Ultimately the aim of

education should be more than the acquisition of knowledge and skills; it is how the knowledge and skills are practically applied which truly matters. Nick will demystify the education pathways available for existing advisers and demonstrate how knowledge connects performance.

In her role as National Manager, Retail Distribution and Advice, Anne is responsible for growing Sunsuper’s marketshare via financial advisers. Anne is also responsible for Sunsuper’s salaried comprehensive advice team and the National Advice Panel which services Sunsuper’s 1.2m members.

Before joining Sunsuper, Anne was the Chief Commercial Officer at the AFA. Prior to the AFA, Anne was owner and Director of Pinnacle Practice and My Dealer Group. From 1998 – 2008 Anne worked in Business Development & Practice Management roles at BT Financial Group and ING Australia.

Anne holds a BA, Adv Dip FP, ASFA Cert Superannuation and has undertaken the MGSM Executive Leadership Program. In this session, Anne will put forward the business case that as an emerging profession we must erase the hard drive of the traditional approach to the financial advice process and develop a new way to communicate with our clients. This new approach is based on the science of psychology and is known as finology.

Sunsuper has undertaken proprietary research to support this hypothesis and prove that a client conversation embedded with the learnings of finology demonstrably helps cement the client / adviser relationship in deep understanding, trust, and engagement. This outcome will help us achieve the ultimate goal of more Australian’s understanding and respecting the power of quality financial advice which we know can materially change peoples lives for the better.

Anne Fuchs

National Manager

Programme synopsis

Eleanor Dartnall

Dartnall Advisers -

Adviser of the Year

After a long career at Perpetual, in 2006 Eleanor decided to establish her own financial planning business with a goal to achieve a ‘model’ approach to advising. Starting with no clients or referral sources this was a difficult time and, without the financial support of husband John, Dartnall Advisers would not have advanced in the way she desired; Eleanor’s service goal was a high contact provider of financial and estate planning advice for retirees in the Southern Highlands and Sydney CBD.

Aligned with this ‘high end’ approach came the need to establish an office that portrayed her service and we achieved this, today her offices are a ‘destination’ and reflect what she delivers.

Eleanor was a finalist in the AFA Female Excellence in Education Award in 2013 and in 2014 was awarded the prestigious AFA Adviser of the Year.

Client on-boarding experience:

engage, educate and empower

While I have always taught my clients the basics of investing, it is only over the past 24 months I have developed a more rigorous approach to client education. The results have been transformational for our clients and our business. Our focus with bringing new clients on-board now involves financial building blocks which set the

foundation for improved financial literacy for our clients and the next level in engagement, education and empowerment.

WINNER 2014

Brad commenced as the CEO of the AFA in Jan 2013. Previous to this Brad was a practice owner and adviser and spent 5 years as an AFA Board Member including 2 years as the AFA President and was the inaugural chair of the GenXt initiative. He has demonstrated his leadership skills consistently since winning the AFA Rising Star Award in 2008 and brings both passion and foresight to the advice landscape. Brad attended the Stanford Graduate School of Business Executive Education Strategic Leadership Program in 2012, holds the FChFP and a B.Bus (Econ & Fin).

Brad Fox

AFA Chief Executive Officer

Master of Ceremonies

Kate McCallum

Multiforte Financial Services -

Female Excellence in Advice Winner

Kate is a Director of Multiforte and a financial services professional with 25 years experience. She has an extensive knowledge of investment, superannuation and financial advice, having held

executive roles with leading international and Australian financial services organisations including Westpac/BT Financial Group, State Street, and Commonwealth Bank. Kate is a conference speaker and a regular contributor to the money sections of the

Sydney Morning Herald and Australian Financial Review.

Kate holds post-graduate qualifications in Commerce; Applied Finance &

Investment; and Financial Planning. She is Vice-President of the UNSW School of Business Alumni Advisory Board, and a FINSIA NSW Council Member. Kate is an avid reader, and enjoys walking, yoga, sailing and skiing. She is currently trying to learn jazz piano and blues guitar. Kate was awarded the AFA Female Excellence

in Advice Award in October 2014 for

demonstrating professional excellence and leadership within the financial advice profession.

Rich and rewarding: Rethinking

client relationships

Most advisers would love to work with a community of clients who are raving fans. Yet, it seems, many are unsure what to do to achieve this.

AFA Female Excellence in Advice Award winner, Kate McCallum, proposes that if we want rich and rewarding client relationships, we need to re-think our mindset and re-shape our approach.

Kate will share her refreshing, and sometimes challenging, take on the future of advisory relationships and how her clients became fans.

AFA National Roadshow 2015 |

Page 7

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