Full Program
MC: Jonathan Biggins
Following great feedback from our 2008 convention we have asked Jonathan Biggins to once again ‘take the helm’ at this year’s event. As a corporate MC and speaker, Jonathan has hosted two televised AFI Awards, eight APRA Awards, three Helpmann Awards as well as a host of product launches, charity events and national and international conferences. Jonathan has earned his reputation as a witty and engaging host.
DAY 1: Wednesday 19 May
8:30 Registration Opens
8:30 ExpoMart Opens |
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10:30 – 12.30 NCCP Interactive Workshop |
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ExpoMart Theatrette
Gadens Lawyers & MFAA National Board Member, Partner: Jon Denovan
Governance & Compliance Director, MFAA: Calvert Duffy
All you’ll ever need to know about the Commonwealth regulation of credit but were too afraid to ask.
This interactive session which opens 10.30-12.30pm Wednesday, 19 May, is open for anyone with a convention pass, including ExpoMart Trade Visitors. Come and go as it suits you. Have your questions answered and learn from other people’s experiences.
This is probably the only opportunity you’ll get to ask a lawyer who doesn’t speak ‘legalese’ all the time!
2:30 MFAA 2010 National Convention Official Opening
Welcome Message: MC Jonathan Biggins
MFAA National President: Joe Sirianni
Bankwest – Principal Industry Partner, Head of Broker Sales: Aaron Milburn
2.45 MFAA Update
Phil Naylor, CEO, MFAA
In an important year when changes in industry regulations will bring in a new era in professionalism MFAA CEO Phil Naylor will update members on the National Consumer Credit Protection Act and its impact on our members and the MFAA’s strategic initiatives to make MFAA members the most sought after professionals in the industry.
3:15 Refreshment BreakJoin us for a 15 minute refreshment break. |
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3:30 Industry Panel
In a New Era of Professionalism, what is Professionalism? Does it mean different things to different people – consumers, lenders, regulators, other professions? Is it important for those groups that MFAA are professional and are seen by them as professional?
How do we know when we are professional… Is there a ceiling?
The Panel of Julie Berry, Chair FPA, Hali Strandlund, Chair, CAAMP, Gerard Fitzpatrick, Senior Executive Leader – Credit, ASIC and Sarah Brennan, Brennan Partners will discuss and debate these questions and more in challenging MFAA members to strive towards professionalism.
Hali Strandlund
Hali Strandlund is Chair of the Canadian Association of Accredited Mortgage Professionals and the President Fisgard Capital Corporation, one of Canada’s largest private Mortgage Investment Corporations. She was born and raised in Victoria, British Columbia and has been licensed Mortgage Broker since 1989.
Her responsibilities at Fisgard include business development, residential and commercial mortgage underwriting, investor and borrower relations, risk assessment, and project and performance draws inspections. She is Fisgard’s corporate liaison with the mortgage brokerage community and conventional lending institutions.
Gerard Fitzpatrick
Gerard has experience in a variety of regulatory, policy and advocacy roles. Most recently, he was General Manager, Policy & Government Relations with the Financial Planning Association of Australia, dealing with a range of issues including credit and margin lending. Prior to Gerard’s move to Australia in 2007, he was Secretary General to the Institutional Money Market Funds Association and International Policy Adviser for the Investment Management Association in London.
Previously Gerard undertook a range of supervisory and regulatory roles with the Bank of England and the UK Financial Services Authority, including extensive international work, particularly through IOSCO and European fora.
Julie Berry
Julie Berry is the current Chair of the Financial Planning Association, a position she assumed at the Annual General Meeting in November 2007, having been an elected Board director since 2003.
Julie has been a financial adviser for over 20 years. She is currently the Managing Director of Berry Financial Services Pty Ltd in Port Macquarie, on the New South Wales Mid North Coast and an Authorised Representative of Comcorp Financial Advice.
In her professional life, Julie’s success is built on long term relationships with her clients and providing them with quality advice and personal service.
Julie’s commitment to the FPA is a long-standing one. She was Chair of the Mid North Coast Chapter for eight years, and the recipient of a Distinguished Service Award in 2000. Julie has been an FPA Board member since 2003, having served as Deputy Chair in 2007.
Sarah Brennan
Sarah Brennan has worked in executive and non executive senior management and director roles in major financial services firms for more than twenty years. As founder and Managing Partner of Brennan Partners, Sarah has worked with many small, medium and large financial services businesses in Australia and Asia.
Additionally, as the Senior Principal in Brennan Partners’ wholly owned Comparator Business Benchmarking, Sarah has extensive knowledge on the operations and business models across a range of financial services businesses.
4:15 Success in Sales: Under the Microscope
Neil Rackham
Drawing on the results of years of intense research around the globe working alongside some of the world’s best sales forces Neil Rackham, “the professor of professional selling”, will energize and equip you to succeed in today’s ever-changing and increasingly complicated marketplace.
In a dynamic and interactive session you will learn:
- How the world of selling is changing
- What it means when customers buy value, not products or services
- The new ways to measure sales success
- The most common faults of experienced salespeople and how to correct them
- How to set sales call objectives that really work
- The art of asking powerful questions that change the way customers think
- Understanding the customer decision process
- Uncovering the hidden issues that delay the decision process and lose you business
5:15 End of Session
5.15 Registration Closes
5:15 ExpoMart Closes |
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6:00 – 9:00 Welcome Reception
Studio 3, Crown Entertainment Complex
DAY 2: Thursday 20 May
8:30 Registration Opens
8:30 ExpoMart Opens |
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STREAM ONE
9:00 Staying Switched on, How The Best Get Better
Andrew May
What defines great achievers in business, sport, entertainment and life is their ability to sustain performance. It’s not about only having a good month, or a good quarter, or even just a good year and then dropping back again. It’s about consistently turning up and delivering time and time again. There is a process and set of behaviours that high achievers and the world’s best teams follow day in and day out.
- Learn the latest applications of Positive Psychology and how peak performers play to their strengths and tend to focus on what’s right, rather than what’s wrong.
- Understand ‘esrever gnireenigne’ (reverse engineering) and how to start with the end in mind.
- How to quickly adapt and learn from mistakes and not get stuck in the ‘performance dip’.
- Why ‘happy discontentment’ is an essential component displayed by all top performers and how it is different from perfectionism.
- 3 keys to building a great support team that allows you to do what you do best.
10:00 What’s the BIG Idea for Your Business
Yvonne Adele
In this fun and practical think tank, Yvonne will facilitate a powerful idea-sparking process, using your actual *business challenges to help you generate actionable ideas. You are then lead through a practical system for evaluating the best ideas and creating a one-page implementation process to ensure your ideas are swiftly brought to life back at the office.
By learning how to brainstorm alone and then ‘pair and share’, you can come up with practical solutions to your business challenges. Ongoing post-convention support will be available via Yvonne’s website with step by step coaching in the brainstorming process. Everyone has the ability to create clever ideas which convert business challenges into ripe opportunities. In just minutes, you can learn techniques that will stay with you for life.
11:00 Refreshment BreakJoin us in the ExpoMart for a 45 min refreshment break. |
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11:45 The Power of Passion
Justin Langer
Justin’s success is the result of hard work and a strong determined will. His sincerity, strength of purpose, humour and broad appeal is on show in ‘The Power of Passion’, where Justin builds a bridge between the business world and the world of competitive sport, paralleling the highs and lows, the fears that must be overcome, and the largely unseen preparation and teamwork required for success.
12:45 Lunch in ExpoMartJoin us in the ExpoMart for lunch. |
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2:00 How to Remain Ethical and Solvent in a Changing World
Robin Napper
The global economic meltdown of 2008 has brought the financial world under the microscope like never before. The complex dealings of multi-national companies and banks mask the individuals who are making crucial decisions. This was dramatically highlighted in December 2008 by the downfall of former NASDAQ chairman Bernard L Madoff. This one individual was able to defraud hundreds of people out of billions of dollars over a 30 year period. So where did that leave the sole traders caught up in this tsunami of corruption? Simple – swept aside in a tidal wave of bankruptcy that spread around the world.
So how do you protect yourself from the future Madoffs of the world? Client confidence is essential yet asking too many probing questions could be considered rude and un-ethical. Nobody wants to lose genuine customers, but where are the boundaries, and who sets them? Robin Napper has dealt with many complex criminal and ethical situations in his law enforcement career. He will discuss some of these cases and the important lessons that can be drawn from them. Human nature and criminality tend to replicate themselves through the generations, so to spot the warning signs early can prevent or minimize economic disaster in the future.
3:00 Refreshment Break in ExpoMartJoin us for a 15 minute refreshment break. |
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3:45 The 3rd Space – Managing how you show up
Dr Adam Fraser
As a broker your day consists of moving from one role to the next. First you’re in the office doing the ‘detail’ work but then you need to meet clients, and often that takes you out ‘on the road’ before returning to follow-up on your customer’s requests and then finally a few ‘cold calls’ to chase up those ‘leads’. At the end of the day the most important transition of all, and the one we often fail at, takes us back to our family and friends.
Each ‘role’ that we play in a given day may need us to be charming, conciliatory, assertive, engaging, positive, empathetic, respectful, happy or loving – and in any combination! It’s difficult to leave one ‘role’ behind and show up prepared for the next yet how you ‘show up’ to each new role determines your success. Specifically what thoughts, emotions and physiology you bring to each activity determines how you will perform. In this session you will learn how to use your ‘3rd space’ to show up in the right state each time.
4:45 Close
5.00 Registration Closes
5:00 ExpoMart Closes |
7:00 Bankwest Gala DinnerGrand Banquet Room, MCEC |
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STREAM TWO
9:00 Buying and Selling a Business – The Good, The Bad and The Ugly
Bob Neill, National Manager Advisor Business Centre, MLC Advice Solutions
If you are contemplating buying or selling a business there a number of things that you have to consider.
During his session Bob will provide insight into matters such as;
- How to position your business for sale
- What makes one business worth more than another
- What are the key terms and conditions that I need to consider as part of the agreement
- What does the sale process look like
- What do I need to look at in Due Diligence
" Having been a corporate adviser for 15 years specialising in the Financial services sector – Learn from my bruises, don’t incur your own "
10:00 Tips and Tricks from Successful Brokers
To be successful requires deliberate action on behalf of any business owner. They understand what their clients’ desire at an emotional level and tailor their business outcomes to parallel and meet these personal wishes.
With the aid and support of a panel of selected successful brokers, Micheal Eddy will question and probe the intimacy of their businesses. He will be looking for answers to questions as to how they structured their unique selling proposition, to their consideration of social media, such as Facebook, LinkedIn, wiki’s, bogs and tweets, in marketing their business and delivering their service to new clients and referrers.
Successful brokers understand the intimate workings of their business, including the encroachment of licensing and compliance and knowing how to enjoin other businesses for mutual advantage and profits.
Help explore how your peers have structured their business.
Anthony D’Alessandro, Required Finance
Anthony is the Director and Founding Member of Required Finance Pty Ltd. Required is a fully Integrated Financial Services Company which specialises in Mortgages, Financial Planning, Risk Insurance and Superannuation Advice.
Anthony has over 20 years experience in the banking & financial services industry having built up a business which now has in excess of 8,000 clients and employs a staff of 12.
Anthony is also a shareholder and director of National Mortgage Brokers which is regarded as one of Australia’s leading Mortgage Aggregators.
He is the Licensee for his business’s Australian Financial Services Licence which is held in the name of Wealth Protection Advice Group Pty Ltd. Anthony is a member of the Financial Planning Association of Australia (FPA), The Mortgage & Finance Association of Australia (MFAA) and the Finance Brokers Association of Australia (FBAA).
Required has been assisting clients with their financial needs since 1991. The company offers a highly professional and personalised service and in this regard have been rewarded by winning several awards including the Australian Achiever Award for Service Excellence in the category of Finance & Insurance.
Anthony’s passion and drive for providing excellent service has enabled Required to forge lasting relationships with it’s clients thus ensuring a continual flow of business.
Read about Anthony D’Alessandro
Barry Oxley, Lending Specialists
Barry Oxley is passionate about the mortgage broking industry. This stems from his initial involvement with a major bank for nearly 30 years and extends through to his career change into the mortgage broking field in 1998.
With his extensive experience in both the sourcing and building of businesses and relationships, together with his credit analysis expertise, Barry has become a highly respected member of the mortgage broking industry.
Barry is the longest serving broker (and also holds an Ambassador position) with PLAN Australia and he and his mortgage broking companies are multiple industry award winners.
Cathy Anderson, Smartline Blackwood
Cathy Anderson is committed to creating the best business possible, achieving financial security for herself and her team at Smartline Blackwood. She wants the business to continue to be recognised and well respected in the industry.
Smartline Blackwood has been built on her 15 years in banking and 11 years in the mortgage broking industry with considerable continual training and education.
Cathy and her team have earned accolades and awards for their commitment to setting more than 1,600 families on the path to achieving their financial goals, including being named MFAA 2009 Winner 2-5 Loan Writers, MFAA 2009 Operator of the Year, Smartline’s Franchise of the Year nationally in 2008 and 2009 and, most recently, a finalist in the 2009 Telstra Women’s Business Awards.
Chelsea Bouma, Mortgage 500
In 2009 Chelsea received the MFAA Achievement Award in recognition of her business phenomenal growth through innovation and acute attention to market needs. Chelsea provides complimentary seminars to the community and local businesses, promoting understanding and education about the mortgage industry.
Since winning the award Chelsea has broadened her role within the industry to assist Mortgage Consultants/business owners achieve greater success and satisfaction working in a dynamic team with Mortgage 500. Mortgage 500 assists successful business owners in the industry by providing coaching, tracking support and training creating a culture of support, excitement and growth.
Chelsea embraces her own development and commitment to improve with weekly business coaching sessions. As well as master minding with other leaders in the mortgage industry, to keep acquiring resources and knowledge to expand her business.Read about Chelsea Bouma
11:00 Refreshment BreakJoin us in the ExpoMart for a 45 min refreshment break. |
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11:45 Marketing to Women
Amanda Stevens
The number of women planning to purchase property on their own has more than doubled in the last two years, yet many mortgage providers and brokers still failing to understand why women ‘buy’. In this session you’ll hear from Australia’s leading authority on selling and marketing to women. Blending some of the most basic scientific facts about what drives us with modern social trend research Amanda makes predictions, presents strategies and delivers powerful take-away content.
This session will give you all the tools you need for a step-by-step process to attracting, retaining and maximising a loyal female customer base. Using case studies and examples specific to the property and mortgage industry, Amanda draws on her experience helping one of Australia’s leading mortgage brands to become the number one choice of non-bank lender for Australian women. She separates the fact from the fiction and reveals the good, the bad and the ugly side of marketing with readily applied, practical ideas for growing your market share.
12:45 Lunch in ExpoMartJoin us in the ExpoMart for lunch. |
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2:00 Marketing Through Social Networks
Iggy Pintado
As a business, you want to promote yourself, meet prospects, make contacts, build relationships, generate opportunities and close sales. All of these take time, something usually in short supply. In recent years there has been significant progress in making this more effective and efficient. Online networking is the ability to identify, develop and manage social and business connections via the internet, giving you access that is unavailable with traditional networking. Online networks link business professionals, providing unmatched flexibility to enable participants to make connections, share information and post inquiries at any time, from any place, across the country and across the world. It is THE business application that allows businesses to get – and stay – connected to their prospects, customers and partners. This session explores and explains how you can derive business value by marketing through social networks.
3:00 Refreshment Break in ExpoMartJoin us in the ExpoMart for a 45 min refreshment break. |
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3:45 To Licence or Not To Licence – That is the Question
Claire Wivell Plater, Gold Seal Risk Management Services
This presentation explores the pros and cons of holding your own Credit Licence and will look at:
- The responsibilities and obligations of Credit Licensees;
- How to prepare for and apply for a Credit Licence;
- Guidance on deciding whether a Licence is the right step for you.
Read about Claire Wivell Plater
4:45 Close
5:00 Registration Closes |
5:00 ExpoMart Closes
7:00 Bankwest Gala DinnerGrand Banquet Room, MCEC |
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DAY 3: Friday 21 May
8:00 Registration Opens
8:00 ExpoMart Opens |
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8:00 Recovery Breakfast in ExpoMart |
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9:00 Jonathan Biggins Welcome
9:05 Unearthing the Myths Around Cost of Funds
John Flavell, General Manager Distribution, NAB Broker
The unprecedented level of volatility during this Global Financial Crisis has decoupled the rate of the Standard Variable Home Loan from that of the cash rate.
In this current and unpredictable market it is important to analyse the factors that will determine the interest rates in the future, and discuss:
- How margins on Customer Deposits, Term Wholesale Funding and Short Term Wholesale Funding contribute to the overall cost of funds,
- The key questions that brokers will be facing from their customers around Cost of Funds.
- The potential for establishing a Cost of Funds Index for both the consumer and the broking industry
“In uncertain times people seek advice and guidance from trusted professionals, this is the real opportunity for mortgage brokers. Understanding the complexities of the market and being able to speak with confidence to customers around the implications of the changing credit landscape is something that brokers can do to deliver real value and advice and by doing so differentiate themselves in a cluttered market”
9:35 Two Speed: Australia & the World
Craig James, Chief Economist, Commonwealth Securities
Both the Australian and Global Economies are likely to two speed in nature over the next year. Resources states are likely to do better in Australia while developing nations will out-perform overseas. The implications of these changes could prove far reaching, especially for interest rate settings, the demand for labour and resources.
10:15 Refreshment BreakJoin us in the ExpoMart for a 30 min coffee break. |
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10:45 Predictably Irrational
Dan Ariely
In a thought-provoking session Dan Ariely demonstrates how people actually act in the marketplace as opposed to how they should or would perform if they were completely rational. Dan’s area of expertise is behavioural economics, where seemingly ordinary daily tasks such as buying (or not), saving (or not) and even ordering food in restaurants are subjected to his interesting and amusing experiments. Come to what promises to be a hugely entertaining session and learn about some profound ideas that fly in the face of common wisdom in a session that’s guaranteed to leave you wondering.
11:45 Making a Difference |
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Sir Bob Geldof
Special guest Sir Bob Geldof addresses our ability as both individuals and business people to bring positive change to our own lives, our employees and, ultimately, our businesses. An acclaimed humanitarian and successful entrepreneur, his ability to focus on an issue and work tirelessly toward achieving results, whether measured in action, money or impact speaks volumes. He will inspire you to meet the challenges ahead in your work and life through recognising opportunity, setting clear paths and objectives and embracing commitment.
As one of the most sought after speakers in the world today, Sir Bob is probably better known than most international politicians and almost certainly more liked. He is recognized from the Bushmen of the Kalahari through to the corporate giants of the City of London and Wall Street. His speeches are intuitive, individual, intellectual, informed and incredibly memorable.
“by far the most incredible presenter we have had"
HSBC
“nothing less than absolutely outstanding”
Standard Bank of South Africa
“truly inspired and challenged the audience”
ING Group N.V
“the best speaker we have ever had”
Insurance Institute of Ireland
“an outstanding speaker”
Lloyds of London
“inspiring, thought-provoking and challenging . . . the best keynote we have ever had"
Accenture
12.30 Registration Closes
12:30 ExpoMart Closes |
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12:45 Close of Convention Session
1:00 Comedy Finale LunchGrand Banquet Room, MCEC |
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3:00 Close of Convention
Industry Partners
Contact Us
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Sponsorship
Paula Kennerson
E: paula@mfaa.com.au
P: 02 8905 1304 -
ExpoMart
Paula Higginson
E: phigginson@mfaa.com.au
P: 02 8905 1320 -
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