DAY 1
Wednesday 25 June 2008
8:45am Registration and expo open
9.00am WORKSHOP 1: Make your brand simply the best
Brought to you by Wilson National, Australia's 1st Carbon Neutral Lender
This workshop demonstrates how you can stand by your brand and capitalise on the customers you already have.
- What is white labelling?
- Why white label and how can it benefit your business?
- How white labelling can give your business more control
- Introducing your own branded products without taking on additional costs
- Standing behind your brand: Safe guarding your brand and adding value to your customers.
- Extending white label products beyond home loans
- Capitalising on the customers you already have
- How Wilson National's carbon neutral products can give your brand a competitive edge.
Geoff Wilson, managing director, Wilson National
9.45am Forecasting economic trends and opportunities for 2008-09
- Economic outlook: leading economic indicators' influence on broker businesses
- Changing financial markets and today's economic environment
- Reporting on industry stats and understanding the impact of monetary policy, the consumer price index, interest rates, housing prices and inflation on your business
- Riding economic cycles and capitalising on opportunities for growth
- The ebb and flow of supply and demand
Michael Blythe, chief economist, Commonwealth Bank of Australia
10.30am Morning tea
11.00am Industry studies and statistics
- Strategic decision making in the current economic environment
- Best practices, industry specific economics and research findings
- Understanding market characteristics, industry sensitivities and success factors
- Reviewing the last rising rate market - what worked and didn't work
Jeff Oughton, head of Australian economics and industry analysis, National Australia Bank
11.45am Capitalising on recent market research
- Pinpointing today's target market: detailed data report
- Analysing your marketing strategy: does it apply to the market today?
- Detailing demographics, psychographics and capturing your market
- Evaluating the dynamics of consumer spending patterns and buying behaviour
- Synthesising market statistics for decision making
- Converting prospects into clients: statistics on the best
Martin North, managing consulting director and executive general manager, Fujitsu Consulting
12.30pm Lunch
1.30pm Secrets to success: Fireside chat with Australia's #1 commercial broker
Mark Turnbull settled an impressive $124.95 million of commercial property loans in 30 deals. Her his strategies and perspectives for doing deals in a down market.
Mark Turnbull, managing director, Horizon Financial
2.15pm Assessing the impact of the debt markets and the influence on investors globally
Pepper Homeloans steps up to speak about the impact of the debt market crisis on the Australian Lending Landscape.
Patrick Tuttle, director and chief executive officer, Pepper Homeloans
3.15pm Afternoon tea
3.45pm Defining ethical decision making in the mortgage industry
- Building competitive advantages by operating with integrity
- Communicating, loan tracking and the value of quality loans
- Examining the availability of viable solutions and funding sources
- Cutting edge and ethical decision making in the mortgage industry
Brett Morgan, executive director of intermediary mortgages, ING Direct
4.30pm WORKSHOP: Higher property prices - here to stay?
Brought to you by Defence Housing Australia
- Historical comparison of Australian housing prices
- Supply factors
- Demand factors
- Conclusions regarding contributing factors
- Investment property costs: DHA versus traditional agency
Chris Richardson, director, Access Economics
5.15pm Speed networking and drinks brought to you by Defence Housing Australia
Speed networking is the new, exciting and highly productive way to meet your fellow delegates and industry leaders - all in the one place! Maximise the value of your time at the Australian Brokers Forum and capitalise on this opportunity to meet more people in a one-hour session than you could anywhere else. Use this fun and fast-paced session to exchange business cards, set up meetings, and initiate profitable business relationships.
EXTRA WORKSHOP 11am - 12.30pm: Free referral secrets - How to survive and thrive in today's mortgage industry
Brought to you by Lending By Referral
- How to get free referrals away from the borrowing process
- How to average 1 free referral from each client you work with as they go through the borrowing process with you
- How to get your clients to recognise your true value as a consultant, so they feel compelled to tell their friends, family members and co-workers about you
- How to get connected with friends, family members and co-workers
Marc Jarman, director, Lending By Referral
DAY 2
Thursday 26 June 2008
8:45am Registration and expo open
9.00am WORKSHOP: Home Loan Shelter Appeal
Brought to you by MyShare - Making a world of difference
How your business can prosper by aligning with one of the world's most respected brands.
Company image: There are 14,000 brokers out there - how are you standing out?
- Point of difference
- Profile raising
- Brand alignment
Law of attraction: Attracting to create sustainability in your business
- Attract more clients
- Attract referral partners
- And even attract brokers
Chris Bockish, managing director, Myshare
9.45am What you need to know: AML, licensing, compliance, legislation and regulation
- Detailing resources from FBAA, and business support for brokers
- Operating a mortgage business over the long term: the broker's cost of writing fraudulent loans and choosing credit worthy clients
- Obtaining resources for expansion: licensing across product categories
Peter White, managing director, FBAA
10.30am Morning tea
11.00am Sustainability: Building a better future for the industry
- Sustainability of broker businesses and the broader industry
- Examining implications of the credit crunch
- Assessing broker remuneration
- Providing quality advice for customers
Matt Lawler, regional general manager, National Australia Bank
11.45am Looking ahead: The valuation industry within the lending industry
- The 'Flight to Quality' - achieving quality from your valuers
- Discussing AVMs, desktops and other estimation tools
- Valuation frameworks and policies- the good, the bad and the downright dangerous
- Understanding relationships between valuers and lenders
Brendon Hulcombe, chief executive officer, Herron Todd White
12.30pm Lunch
1.30 Presenting the funder's point of view
- Preparing for consumer trepidation and instilling consumer confidence: the lender's point of view
- Evaluating lender positioning strategies in today's market and the brokers' business
- Pinpointing opportunities for brokers to grow in today's market
- Discussing the economic environment and credit policies today
Mark Rice, managing director, GE Money
2.15pm Making regulation work for you
- Understanding the regulation supermarket - details that are affecting your business most in one of the most regulated industries in the world
- Reviewing updates on national finance broking legislation
- Discussing proposed Privacy Act changes
- Ensuring compliance and avoiding problems: what you should be doing now
Jon Denovan, partner, Gadens Lawyers
3.00pm Afternoon tea
3.30pm Panel discussion: Viewing dynamics between the broker-aggregator-lender-investor
- Scene from the inside: viewing the dynamics of interaction between key players in the market
- Obtaining feedback in real-time: asking and answering critical questions
- Working together and win-win business solutions
Non-bank lender: Patrick Tuttle, director and chief executive officer, Pepper Homeloans
Lawyer: Jon Denovan, partner, Gadens Lawyers
Bank lender: Matt Lawler, regional general manager, National Australia Bank
4.15pm WORKSHOP: How to make sales...in any 'external conditions'
Brought to you by St.George
High-achievers in business always proceed with the belief that competition will be strong and conditions will be weak, and so they learn how to control the flow of leads and convert leads into business. This session is about those lessons, featuring unique strategies, examples and tools to use in your business.
John Lees, sales and marketing expert, St.George
5.15pm Conference adjourns
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