Programme List - Professional Adviser 360 2019 North



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Show Description


Chairman's introduction and welcome


Opening keynote address: Considering Capacity for Loss

There are common misunderstandings about the FCA's approach to regulation in general, and capacity for loss in particular. This session will highlight some of these misunderstandings and show how they can be a barrier to firms processes and achieving good outcomes for clients. An example of this is poor practices around assessing a client's capacity for loss. Attitude to risk is subjective and is about the client's feelings; capacity for loss is objective and about numbers, based on taking real numbers around a client's financial situation, and testing them against their ability to withstand falls in the value of their investments. This keynote address will consider how advisers should assess and document their clients' capacity for loss, and how to integrate it into the process of building an overall investment recommendation.

Rory Percival, Consultant and former FCA Technical Specialist


Panel: Trials, technology and future challenges - what next for platforms?

Platforms have transformed the investment landscape in the past 15 years, simplifying administration, increasing efficiencies and offering ever wider investment choice. But the market faces headwinds in the form of further regulation, re-platforming challenges, the growth of low-cost products, and demand for continued service enhancements. In this session our panellists will consider the future of the platform market, and discuss the technical and regulatory challenges ahead, including lessons learned from recent experiences, and the verdict of the FCA's Investment Platform Market Study.

Bella Caridade-Ferreira, CEO, Fundscape
Alastair Conway, CEO, James Hay
Mark Polson, Founder and Principal, the lang cat
Chair: Tom Ellis, News Editor, Professional Adviser


Refreshments and Networking Break in Exhibition Hub

You and Your Business

STREAM CHAIR: Lee Robertson


Advising on defined benefit transfers

Final salary transfers remain a topical issue in the market and the FCA has introduced a variety of new rules surrounding how advisers should consider these cases. This is a high risk area of business. Despite the obvious attractions which a transfer offers, many people are likely to be better staying put. However, there are situations where a transfer will be appropriate advice, so it's important each case is judged on its own individual merits. In this session we will

  • Consider the latest FCA position and what it means to advisers and clients
  • Evaluate the potential benefits and risks of any transfer, and the reasons why people may want to transfer or stay put
  • Consider how advisers can be safely involved in this market, and what a good process may look like
  • Consider if there are any solutions which may reduce the risks involved in transferring, such as partial transfers, or using guaranteed income as part of any solution
Andrew Tully, Technical Director, Canada Life

Why sustainable investing makes business sense

Social, environmental and sustainability challenges are emerging as key issues for the millennial generation, so it's no surprise they are helping to drive the rapid growth in sustainable investing. Significantly, research shows that 86% of millennial investors are interested in sustainable investing, and they are almost twice as likely to invest in companies or funds that target specific social or environmental outcomes. As sustainability themed investments can demonstrate competitive long term performance compared to traditional assets we'll discuss why it makes business sense for advisers to include sustainability in their investment offerings and become better informed on this fast growing investment approach.


Annuities - back on the financial menu?

Annuity rates have risen 19% since 2016 while the value of the average managed pension fund has grown by 15% in the same period. The latest figures suggest 85% of the UK's active pension scheme members in the UK are in DC schemes, many of whom will want and need the security of a guaranteed income. This session will consider:

  • Consolidation and beyond: an overview of a much-altered market
  • Considerations when advising
  • Partial annuitisation - the role in sustainable income



Lunch and networking break in Exhibition Hub


Panel: Senior Managers & Certification Regime - Are you ready?

The FCA's push to strengthen market integrity and protect consumers ramps up with introduction of The Senior Managers & Certification Regime (SM&CR) in December. It's one of the biggest pieces of regulation in decades, and firms need to act now if they are to meet the certification requirements to map out exactly who takes responsibility for what, and create a culture of personal accountability. In this session our expert speakers will consider the implications for adviser businesses, and what preparations they need to put in place.

Simply Biz

Industry Issue: Professional Indemnity Insurance

Professional indemnity (PI) insurance is an increasingly thorny and costly issue for advisers. Recent FCA figures revealed that smaller firms are paying proportionally higher PI fees than advice giants, and advisers across the board are struggling to find the cover they need to be able to offer pension transfer advice. In this session we'll look at the practical issues facing insurers - including the doubling of the compensation award limit by the Financial Ombudsman Service, and ask what adviser firms can do to ensure they are positioned to access the best value insurance cover.


Panel: The opportunities for equity release

The equity release market continues to grow despite a challenging environment. The Equity Release Councils' figures showing a 24% increase in the third quartile of 2018 compared with 2017. There's no sign of a slowdown ahead: 2.6 million interest-only mortgages are due for repayment within the next 30 years with up to half estimated to be facing a shortfall. With 7 out of 10 of these borrowers over the age of 45, equity release products will likely be the solution for many. Our panellists will crunch the numbers, consider the opportunities for advisers, and discuss best practice when advising on equity release.

Chris Flowers, Head of Distribution, Pure Retirement
Alice Watson, Head of Marketing and Communications, Canada Life Home Finance
Stuart Wilson, Corporate Marketing Manager, More 2 Life
Guest Chair: Jim Boyd, CEO, Equity Release Council

You and Your Clients

STREAM CHAIR: Philip Martin


SIPPs in the spotlight

Against a backdrop of a slowing pensions transfer market, poor SIPP headlines and increasing regulatory focus, the importance of being a robust and financially strong SIPP provider has never been greater. In this session Dave gives an overview of the SIPP market, and addresses the recent FCA interventions and Dear CEO letters, uncovering what this means for advisers as well as exploring the importance of good due diligence and what that entails. Appropriate due diligence, when done correctly provides advisers with the confidence and ability to access a whole spectrum of investments and advantages from the right SIPP providers for the right clients allowing freedom and flexibility.


Talking point: More planning, less advice

The standard opening question for advisers meeting a client for the first time has typically been what the client does for a living. But for many clients grappling to understand their choices, a better starting point might be why: Why do they work? Do they love it or hate it? Asking why opens up a different conversation about what they want to do with their life, and how they might be empowered to plan for, and achieve their aims.

Jacqueline Lockie, Head of Financial Planning, CISI

Panel: Retirement income dissected

Astute financial planning is critical to make the most of the flexibility offered by the introduction of pension freedoms nearly four years ago. Retirement income needs will depend on the type of life people hope to lead once they give up work, and the amount needed will depend on individual lifestyle, aspirations, health and life stage. In this session we will consider the variety of options on offer, and look at how advisers can create the best tailored solution possible to meet individual client's needs.


Lunch and networking break in Exhibition Hub


Is it getting late early?

Whilst the heatwave of last summer is a distant memory, winter has now come to an end. The days are indeed getting lighter again, but can we get another summer like 2018? We can ask the same questions about equity markets as we move later in the cycle. The markets have been buoyant this year but the fear is still that darkness will eventually set in and the sun will go down. To some extent it reminds us of the memorable quote from the great former baseball player and coach - Yogi Berra, "It's getting late early". As volatility in markets increases, investors are constantly asking what they can do within portfolios to navigate the risks they are posed with.
We tackle this and a number of challenges that advisers and investors currently face in 2019.

Justin Onuekwusi, Head of Retail Multi-Asset Funds, Legal & General Investment Management

Intergenerational wealth transfer - considerations for your clients and business

It's predicted that trillions of pounds of assets will be passed down between generations in the next 20 years. This session will consider what that will look like, and how advisers can:

  • Support their clients with potentially difficult conversations surrounding inheritance planning and the transfer of wealth
  • Maximise the opportunity and retention of the next generation of clients and their needs
  • Identify the impact this might have on their business
  • How it relates to their own succession plans and investment solutions
Gillian Hepburn, Intermediary Solutions Director, Schroders

Panel: Decumulation Discussed

Pension freedoms has opened up a dizzying array of options when retirees gain access to their pension pots, from remaining fully invested or opting for drawdown to full or partial encashment and annuitisation - or a combination of any of these. Volatility, inflation, longevity and sequencing risk can all have devastating effects on portfolios, so it is vitally important that advisers understand the different risks investing for income brings. This session will highlight key considerations and strategies for decumulation.

Marcel Bradshaw, Head of UK Retail, Orbis Investments


Refreshments and networking break


Session: Driving business opportunity by building public trust

The Retail Distribution Review (RDR) has done much to force reform and ultimately accelerate the evolution of the advice industry into a profession. Demand for advice is set to continue over the next few years but more can be done to build confidence and trust to encourage engagement. Addressing perceived and real trust issues will drive significant business opportunity for the sector and by demonstrating expertise, integrity and client centricity are key ingredients for trust, but what else? This practical session will give key pointers on how adviser firms of all sizes can work towards creating a culture of trust and drive greater opportunity.

  • Putting the customer first
  • How to rebuild trust in a world of PPI and mis-selling
  • Ditching the jargon
  • Why being united and balanced will drive greater trust


Panel: Using tech to serve your clients

Technology is the starting point for virtually every potential advice client, from a random internet search or a specific look at a recommended advice firm. But technology also offers advisers a wealth of cost and time-efficient opportunities to communicate with and service clients' needs using the channels they prefer (and expect). In this session our expert panel will discuss why tech is an essential part of future-proofing your business, and appropriate solutions for adviser firms of all sizes.

Max Maxwell, Head of Business Development, Iress


Closing Keynote: to be announced


Chairman’s closing remarks – close of conference

*Please note, programme is subject to change