Date: 10 May 2013
Time: 1 – 6pm
Venue: SMU
Size: 20 to 30 participants (maximum size is limited)
Fee: SGD150 (AVPN member & conference attendee rate)/ SGD300 (standard)
– Price of ticket includes networking lunch before the workshop.
– Priority registration for AVPN Practicing Members!
Workshop Leader:
Mykolas Rambus, CEO, Wealth-X
About workshop
The 3 hour workshop will help attendees learn to maximize prospecting efforts in the ultra-high-net-worth markets.
- Research-based methodologies that foster loyalty with the financial elite and build strategic alliances with their key influencers.
- Qualitative and quantitative insights from 20+ years of research with the ultra-affluent population and their most trusted advisors.
- Best practices on identifying, reaching and cultivating high-end prospects through their social and professional networks.
- Walk away with 3-5 new qualified UHNW prospects, how to connect with them and the strategy for becoming their trusted advisor.
What You Will Learn
Attendees should expect to learn the following:
- Learn how to build a “Future Client List” by uncovering qualified prospects in the social networks of your existing clients or relationships.
- Get hands-on instruction on how to read and analyze the Wealth-X client dossier.
- Understand the implications of specific information (i.e., business background, source of wealth, estimated net worth, memberships, known associates, political and philanthropic tendencies) and how it can be immediately leveraged to grow your business.
- Learn how to leverage your client’s or prospect’s core passions to develop unique marketing events that will be easy for them to invite potential referrals.
- Think about your clients and prospects holistically to establish points of connection that will facilitate initial conversations and meetings.
- Learn how to build trust through crisp and focused questions derived from deep prospect intelligence.
- Use publicly-available data to determine the best methods of reaching and interacting with your top prospects while identifying their potential needs, concerns and service preferences.
- Assess each prospect’s network of personal and professional associates to uncover shared contacts and interests.
- Build client-specific marketing plans that will increase your effectiveness with prospects and influencers. Apply the Wealth-X methodology and other established business development processes to engender a more systematic and disciplined approach to building an UHNW pipeline.
Who should attend
- Social Enterprises, foundations, NPOs and even philanthropic fund managers who are seeking direct revenue sources and long-term relationships with High Net-Worth Individuals that are interested in philanthropy and social investing.
Programme
| Time | Description |
| 1 – 2 pm | Networking Lunch for all workshop attendees |
| 2.15 – 4pm | Workshop starts – Introduction & OverviewGlobal and Asia Ultra Wealth TrendsProfile of Asian UHNWI Investors and PhilanthropistsWhy Major Donors GiveForum Discussion: How do you identify UHNW prospectsBest Practices in Prospect Research |
| 4 – 4.30pm | Networking break |
| 4.30 – 6pm | Best Practices in Prospect CultivationMarketing practices that build a connectionForum Discussion: How do you win UHNW clients?Wrap up |
| 6pm | Workshop ends |
Background on Workshop Leader
Mykolas D. Rambus is the Chief Executive Officer of Wealth-X, the leading provider of qualified prospects and intelligence on ultra high net worth (UHNW) individuals. Wealth-X provides its clients with qualified prospects and intelligence on UHNWIs, along with the privately held-companies they control. Wealth-X works with 8 of the top 10 global private banks, leading educational institutions, not-for-profits and luxury brands. Our online business development database represents $10.7 trillion of the world’s net wealth.
Mr. Rambus was previously an executive at Forbes Media where he was responsible for strategic initiatives critical to business growth. Prior to joining Forbes, Mr. Rambus was Partner with KAHLEPartners, the Washington, DC-based firm, where he directed sales and business development activities.
Mr. Rambus began his career at LOBBY7, a telecommunications software company, as its Chief Executive Officer and served as a CIO at W. P. Carey, a NYSE-listed Real Estate Investment Trust.
Mr. Rambus is a frequent commentator on wealth management issues in various publications including The Wall Street Journal, Financial Times and the New York Times. He has been a keynote speaker at numerous wealth management events.
His alma mater is the Massachusetts Institute of Technology, where he concentrated on Operations Research and Information Technology.
