The major educational objectives of the business sessions at Success Forum 2003 are:

• To improve your sales and marketing skills

• To enhance your technical knowledge and product application

• To help you understand and think about your business and its future challenges

• To motivate you to better performance

• To provide a big picture and relate it to your own personal and business goals

• To challenge and extend you

Important:  Although the business programme includes risk and investment streams, there are sessions in each stream which may be relevant to you whatever your business focus.

RISK

This stream will give a general overview of risk issues and practices.  Some sessions may also be useful as refreshers for those specialising in other risk areas.

• How to develop business insurance practice.

•-- Disability income, where it fits in your business, the aspects to take into account when deciding the type of cover to recommend.

•-- Risk advisers present their fact finder and give a brief run down on how they use it.

•-- Health insurance, the how and why.  Important statistics and trends of the health field.

•-- Why we should always be driving to improve our processes.

•-- Direct sales and improving selling skills.  

•-- a personal and moving experience of a claim following the death of a spouse

Presenters include:  
Roger Brooksbank of the Waikato Business School and author of Hot Marketing Cool Profits.  

Geoff Bailey, Tower Health and Life.

Paul Carrick, Andrew Hay, Richard Pykett on needs analysis.

Richard Latta  
       Alan Mearns
       Ian Brown

Kate Hartley

ADVANCED RISK

This stream will focus on some for the more complex issues facing risk advisers:

•- Issues and methods of Succession Planning in business.

• The role of the Insurance Ombudsman: some case studies.

•-- Compliance issues for Risk Advisers.

•-- Trans Tasman morbidity trends and their impact on Income Protection.

•-- Succeeding in the Business Insurance Market.

•-- ‘Where will the Risk Market be in five years?’

Presenters include:

Tim Nethercote and Grant Holley, compliance experts.

Russell Collins, following on from his Keynote: Communicating for Success.

Allan Mearns, business consultant.  

Peter Ramjan, consultant to the Insurance Industry

Brian Lenehan, John Feyter, Actuaries, Promina 
Lionel Hinton, Office of the Savings & Insurance Ombudsman

Cecila Farrow - Success Planning Workshop

INVESTMENT

This stream will focus on some of the wide range of investment options and their particular application.

•-- Making sure your clients get the right savings and investment products; the characteristics of different types of managed funds.

•-- Managed Funds research and application.

•-- Pros and cons of forestry investment. 

•-- Investment styles and matching clients’ profiles to appropriate styles at various stages of the market cycle.

•-- Socially Responsible Investing –untapped business opportunity?

• Panel of experienced CFPs talk about servicing clients in tough times.

• A fund manager’s view of the latest world investment scene and outlook.

Presenters include:  
CFPs Fiona Judd, Neville Caird, Brett Bell-Booth
Brigette Leckie, Head of Investment Markets Research, Perpetual Investments Australia
Don Phillips, General Manager of Morningstar, Chicago.

Peter Clark, CEO of P.F.Olsen Forestry Consultants in Rotorua.

Norman Stacey, Director, Diversified Investment Strategies, Investment Analyst.

Dr Rodger Spiller CFP, NZ Council for Sustainable Development.
Rod College, Manager Investment Marketing, Promina

ADVANCED INVESTMENT

This stream will focus on some of the more technical aspects of the investment process including:

•-- Asset allocation – art or science?  The rationale and systematic process, being a key issue to be considered when offering advice to clients.

•-- Risk Profiling.

•-- Hedge Funds.

• Tax issues facing Advisers and Fund Managers.

• One session has been set aside for a current ‘Hot Topic’.

•-- Hyper-competition – an in depth study of the Australian advisory industry and its relevance to us.

Presenters include:

Donal Curtin, Managing Director, Economics NZ Ltd.

Geoff Davey, CEO and Co-founder of ProQuest, Australia.

John Shewan, tax expert from PriceWaterhouse Coopers.

Justin Brooks, Credit Suisse Asset Management, Australia.  
Craig Stobo, BT Funds Management
Bruce Garrett, Alliance Capital Management
Glen Poswell, Hedge Fund Workshop

PRACTICE MANAGEMENT / BUSINESS DEVELOPMENT

This stream will focus on some of the important considerations for our future success (or survival).  Topics include:

•-- Interactive practical sessions assisting in the development of winning proposals and action plans.

•-- Thought provoking views on the outlook for financial planning practitioners.

• The important issues of sound practice management, including planning of sales and marketing, business development, financial management (and taxation issues), business structures and succession planning.

•-- Adding value clients will pay for.

•-- Technology, what’s new and what’s coming.

• How to fuel your body to achieve peak performance and prevent rust spots, leaks, bulges and breakdowns.

Presenters include:

Martin Grunstein, developing on from his Keynote presentation.

Brent Proctor, CFP, PriceWaterhouseCoopers, Auckland.

Merv Chan, Adviserlink.

Vivienne Dykes, Nutritionist and Registered Dietician.
John Mendzela, developing on from his Keynote presentation.
Philip Macalister, Editor Good Returns & Asset Magazine

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