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WORKSHOP GUIDE/DAY THREE

click on the session you want to see

WEDNESDAY/18 MARCH 2015

breakfast workshop/7.00am–8.15amHow you CAN make it count with CBA 1

Workshop Round ten/8.30am–9.30amAdvice process case study – part one 2

SMSFs – the twin peaks of risk and return 3

Panel of excellence – the business of delivering excellent client outcomes 4

Professional practices – the ATO risk guide. What does it all mean? 5

Workshop Round eleven/9.40am–10.40amAdvice process case study – part two 6

Exploring index funds and new strategies 7

Understanding the world of underwriting 8

Perfect match – how to successfully engage clients from day one 9

Successful succession planning 10

Workshop Round twelve/11.15am–12.15pmSMSF related party master class 11

Commercial property growth across Asia Pacific fuelled by rapid urbanisation and the accompanying increasing consumer demands of city dwellers 12

The art of insurance 13

LRBA – Past, present and future 14

Be alert not alarmed – the right way to do depreciation schedules 15

Small business CGT case studies 16

Make your diversified portfolio count – building optimal portfolios to capture global opportunities 17

Estate planning tips and traps 18

Making ethical decisions – how to identify and overcome the obstacles 19

The evolution of gearing strategies in Australia 20

What do clients really need? 21

What could your mortgage book be worth? How to value your own book or a prospect for purchase 22

Streamlining your client review process – efficient and effective use of the RoA 23

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breakfast workshop/7.00am–8.15am

How you CAN make it count with CBA ⬢ Banking and Finance Solutions

One of the key advantages of being a Count Member includes access to the unique banking benefits available through the CBA relationship. Hear more about these benefits and how CBA can help you to make it Count for your business, staff and clients through their broad range of services.

HALL MMFAA 1

(ESTIMATE)

2/ 2 3Back to contents

Workshop Round ten/8.30am–9.30am

Advice process case study – part one ⬢ Technical / Intermediate

This multidisciplinary case study based workshop looks at a range of strategies involving the use of an SMSF to maximize a high income client's retirement benefit. The session includes contributions from technical, compliance and research.

Learning outcomes:

• Define the steps of the advice process with a focus on Step 4 ‘Analyse and Assess’

• Identify possible strategies via a case study

• Evaluate technically complex structures

Speaker: Craig Day, FirstTech

Craig is the Executive Manager of the FirstTech team and has over 16 years experience in the financial services industry.

In his role Craig is responsible for providing specialist technical support to the Commonwealth Bank of Australia’s investment, superannuation and advice businesses and to act as a media spokesman for Colonial First State on superannuation and retirement planning issues.

Craig regularly presents at industry conferences and professional development events and is actively involved in providing ongoing specialist adviser education.

Craig holds a Bachelor of Science and a Diploma of Financial Planning and is a SMSF Association SMSF Specialist Adviser.

HALL MFP 1.25

3/ 2 3

Workshop Round ten/8.30am–9.30am

SMSFs – the twin peaks of risk and return ⬢ Research and Investments / Intermediate

Investment returns often overshadow risk in portfolio discussions. Matthew Lumsden, Vanguard’s National Sales Manager – Key Accounts, Platforms and Research will discuss the level of risk within average SMSF portfolios based on exclusive modelling done by Vanguard’s Investment Strategy Group. Vanguard has worked with research groups Investment Trends and Rice Warner to survey the sector and understand the behavioural drivers of SMSF trustees while helping to determine how advisers can best tailor their services to satisfy SMSF investor needs and also support their long-term retirement goals. This session will look at the key drivers of risk within SMSF portfolios and potential solutions that accountants and financial advisers can employ to lower portfolio risks for clients.

Learning outcomes:

• Appreciation and understanding of the risk within an average SMSF portfolio: Utilising side-by-side comparisons, we’ll gain a clear understanding of just how the average SMSF portfolio stacks up against professionally managed institutional portfolios and where the gaps and opportunities lie.

• How to construct more robust diversified and sustainable SMSF portfolios: Leveraging industry research and tapping into Vanguard’s global capital markets model, we look at a powerful framework to examine a broad range of portfolio options and, ultimately, to tailor investment solutions.

• Tailoring the value proposition: Investment Trends also looked at key reasons why investors set up an SMSF. The key drivers are control and costs. With this in mind SMSF trustees are unlikely to delegate the decision making without questions for their adviser. SMSF clients want to be deeply involved in the conversation and decision making, and hence are looking for an adviser’s input, research and validation. This presents a challenge for advisers to redefine and tailor their value proposition to meet the needs and expectations of the SMSF market.

Speaker: Matthew Lumsden, Vanguard

Matthew Lumsden is the National Sales Manager – Key Accounts, Platforms and Research at Vanguard Australia. In this role he is responsible for growing Vanguard’s sales distribution through major dealer group networks, platforms and managing research relationships.

Matthew has been with Vanguard since 2010, joining the London office as Senior Projects Counsel before moving to Hong Kong in April 2011 to help establish Vanguard’s presence in Hong Kong and led strategic planning, legal and compliance for Vanguard in Asia.

He has more than 10 years’ experience in the financial services industry, with global experience having worked in Hong Kong, Japan, the UK and Australia. Prior to joining Vanguard, Matthew worked for Lazard Asset Management as the Head of Project Management in London, and Head of Legal and Compliance in Tokyo.

Matthew qualified as a lawyer with Baker & McKenzie in Sydney and has a BA/LLB from Bond University and a Masters of Applied Finance and Investment from the Financial Services Institute of Australasia. Matthew speaks and reads Japanese. Back to contents

HALL MSMSF 0.75

4/ 2 3

Workshop Round ten/8.30am–9.30am

Panel of excellence – the business of delivering excellent client outcomes

⬢ Business Development / General

We have selected some of Count’s most entrepreneurial practices to share their business insights and to talk about:

• How to go about delivering excellent value to clients

• Keeping staff engaged and incentivised to deliver superior service

• Insights – some great business ideas

• Demystifying the advice maze for clients – keeping expectations simple and real

Learning outcomes:

• Advisers will gain useful ideas on setting and delivering client expectations

• Ways to keep your staff engaged and incentivised for superior performance

• Ideas to generate more referrals and grow your practice

• FP Business Models that deliver

Facilitator: Karl Skienars, Count Financial

Karl is BDM for QLD, Northern NSW and NT, having joined Count in 2012.

Prior to this appointment he was a Practice Development Manager for approximately five years and since 2000 has held varied roles from Paraplanner, Adviser and Research Manager across multiple licensees. Karl is passionate about the value of advice and financial literacy.

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HALL LNO CPD

5/ 2 3

Workshop Round ten/8.30am–9.30am

Professional practices – the ATO risk guide. What does it all mean? ⬢ Accounting / Advanced

In 2014 in Shanghai, Neil Jones delivered a session on the income of Professional Practices and the ATO concerns expressed in TA 2013/3. We now have the ATO Guide to assessing your Part IVA risk. What does the ATO guide mean for professionals? In this session we will explore the status of the Guide and what it means to be 'low risk' or 'high risk'. Understand the ATO risk factors and determine where you fit. What action should be taken if you assess the risk as high or low.

Learning outcomes:

• The specific taxation issues relating to Professionals

• Taxation issues relating to service entities used by Professionals

• Part IVA issues relating to Professionals

• Structuring options appropriate for Professionals

Speaker: Neil Jones, Tax Banter

Neil worked for 17 years with the Australian Taxation Office including many years in the Assessing, Audit and Advisory areas. Neil spent several years in the Large Case Audit program as both Senior Auditor and Case Manager and his final position at the ATO was Director, Large Business and International, Cheltenham Office with six LBI teams under his control.

Neil spent three years as a Manager and Senior Manager with KPMG’s Tax Division in Melbourne providing tax advice to a range of clients in the manufacturing industry with particular focus on International issues including transfer pricing. Neil spent nine years with Webb Martin as a presenter of enjoyable and up to date tax training across a broad spectrum of issues for clients.

Prior to forming TaxBanter, Neil’s previous position was as Director in the National Tax Technical Knowledge Centre where he was primarily involved in the training of all PwC staff including graduates, intermediates and partners covering both recent developments and core training programs.

As Director of TaxBanter, Neil has grown the business into the leading tax training organisation in Australia and continues to deliver enjoyable, practical sessions to a range of clients across the country.

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CITY ROOM 3GK 0.75PM 0.75(TASA 1)

6/ 2 3

Workshop Round eleven/9.40am–10.40am

Advice process case study – part two ⬢ Technical / Intermediate

Looking at retiree clients in their 70s with Centrelink, granny flat and home care issues.

Learning outcomes:

• Define the steps of the advice process with a focus on Step 4 ‘Analyse and Assess’

• Identify possible strategies via a case study

• Evaluate technically complex structures

Speaker: Kim Guest, FirstTech

Kim joined FirstTech, the Colonial First State technical team in May 2012. Prior to joining FirstTech, Kim was the Technical Services Manager at Count Financial.

Kim has over 16 years’ experience in the financial planning industry, holding several roles including Technical Analyst, Business Analyst and Paraplanner. Kim also has significant experience with Centrelink and aged care having worked as a Financial Information Service Officer and Policy Officer in the Financial Industry Network Support Unit of Centrelink.

Kim provides technical information and strategy advice on a range of areas specialising in social security, aged care and superannuation.

Kim holds a Bachelor of Economics and a Diploma of Financial Planning.

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HALL MFP 0.5,S 0.5,

S/S 0.25

7/ 2 3

Workshop Round eleven/9.40am–10.40am

Exploring index funds and new strategies ⬢ Research and Investments / Intermediate

Index funds have continued to gain interest from investors looking for simple, transparent and cost efficient solutions. Launching in 2008, Realindex Investments currently manage over $9.6 billion across Australian, global and emerging market equities. In this session, Andrew Francis, Chief Executive, will explore the different index strategies available to investors. He will also look at new strategies emerging, including fundamental indexing which may provide additional value to your clients’ portfolios whilst still maintaining the benefits of index funds.

Learning outcomes:

• Indexing’s rich history

• How lower costs, diversification, and lower turnover can all play an important role as an anchor to a portfolio

• How the choice of index can make a meaningful return difference over the long term

Speaker: Andrew Francis, Chief Executive Officer, Realindex

In his role, Andrew leads the investment management business which is a wholly owned division of the Colonial First State group. Andrew has more than 16 years’ experience in consulting, funds management and investment banking.

Prior to joining Realindex in late 2008, Andrew held various positions with Perpetual Investments and Mercer Investment Consulting and has experience in a number of relationship management, consulting and investment management roles.

Andrew has a Bachelor of Accounting and Finance and a Graduate Diploma in Finance.

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HALL LFP 0.75SEC 0.5

8/ 2 3

Workshop Round eleven/9.40am–10.40am

Understanding the world of underwriting ⬢ Wealth Protection and Estate Planning / Intermediate

Join Wendy Kirby, Asteron Life’s South Australian and Victorian State Underwriting Manager, as she walks you through and helps explain the World of Underwriting. She will discuss and talk about why we underwrite, the need for financial evidence and common medical conditions. This will enable you to gain an insight into the function of loadings and exclusions and explore the options and opportunities available to your clients.

Learning outcomes:

• Understanding why the underwriter needs financial evidence and clarification around what this

• Understanding pre-assessments – helping the client get the right cover

• Understanding the need for exclusions and loadings

• Understanding how we can make underwriting simple

Speaker: Wendy Kirby, Asteron Life

Wendy Kirby is the SA/NT & VIC/TAS State Underwriting Manager at Asteron. She joined Asteron in 1999.

Wendy has more than 25 years experience in the Insurance Industry both in Australia and the UK including over 13 years in Underwriting. During the 15 years Wendy has worked at Asteron she has successfully mentored and developed a team of underwriters in SA and built strong relationships within the industry.

Wendy is a Senior Associate with ANZIIF and has been actively involved with SA ALUCA for many years, currently in the role of Vice President.

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CITY ROOM 1LI 1.5

9/ 2 3

Workshop Round eleven/9.40am–10.40am

Perfect match – how to successfully engage clients from day one ⬢ Marketing and Social Media / Intermediate

Engaging with new clients can be a competitive business – somewhat akin to the dating game. Clients will be assessing the market for the perfect match – someone who understands their needs, communicates clearly, is responsive and who will be there for the long haul. The key to engaging successfully lies in putting your best foot forward from the very first encounter.

This session will share the results of a recent shadow shopping exercise where we assessed how aligned and non aligned advisers performed during the first stages of engagement – from initial introductions through to the first meeting. Walk away from this session with new ideas on how you can make your first impression count.

Learning outcomes:

• Competitor insights and benchmarking

• Improve client engagement and communication

• Access to support resources to help you engage effectively

Speaker: Anna Gardiner, Count Financial

Anna joined CBA Wealth Management Advice as National Manager – Advice Marketing in July 2012. She is responsible for all marketing activity relating to the Count Financial brand including identifying, developing and implementing a strategic marketing plan that meets the business objectives. The purpose of the Count marketing team is to deliver value added support to Count’s Member network by making marketing easier to implement and supporting client conversations on the value of advice. Prior to working with Count, Anna has worked in senior marketing roles at Professional Investment Services (PIS) and MLC. She holds a Bachelor of Business BBA with a Marketing and Economics.

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HALL NPD 0.75

10/ 2 3

Workshop Round eleven/9.40am–10.40am

Successful succession planning ⬢ Accounting / Advanced

Nothing succeeds like a well developed and carefully contemplated succession plan. A great number of business owners and investors in Australia will be looking to exit over the coming 5 years. This will result in a massive transfer of wealth. This session will deal with some of the tax and non-tax issues associated with several exit strategies either planned or not planned. Do you know what will happen when the time comes to bring play to a close? When stumps are drawn, what will be the score at the end of the day’s play? This session will focus on the need for a plan and to discuss the tax issues of a well thought out exit strategy.

Learning outcomes:

• Voluntary exit from a business by selling to an unrelated party

• Taxation implications of selling a business

• Buy-sell agreements

• Management buy-outs

• Entity restructuring

• Share buy-backs

• Redemption of units

• Structuring using trusts

• Deceased estates (including life interests)

• Testamentary trusts

• Child maintenance trusts

• Special disability trusts

Speaker: Neil Jones, Tax Banter

Neil worked for 17 years with the Australian Taxation Office including many years in the Assessing, Audit and Advisory areas. Neil spent several years in the Large Case Audit program as both Senior Auditor and Case Manager and his final position at the ATO was Director, Large Business and International, Cheltenham Office with six LBI teams under his control.

Neil spent three years as a Manager and Senior Manager with KPMG’s Tax Division in Melbourne providing tax advice to a range of clients in the manufacturing industry with particular focus on International issues including transfer pricing. Neil spent nine years with Webb Martin as a presenter of enjoyable and up to date tax training across a broad spectrum of issues for clients. Prior to forming TaxBanter, Neil’s previous position was as Director in the National Tax Technical Knowledge Centre where he was primarily involved in the training of all PwC staff including graduates, intermediates and partners covering both recent developments and core training programs. As Director of TaxBanter, Neil has grown the business into the leading tax training organisation in Australia and continues to deliver enjoyable, practical sessions to a range of clients across the country.

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CITY ROOM 3FP 1.5

(TASA 1)

11/ 2 3

Workshop Round twelve/11.15am–12.15pm

SMSF related party master class ⬢ Technical / Advanced

This session looks at the definition of related parties in relation to an SMSF and explores when different types of entities are captured.

Learning outcomes:

• Explain the definition of a related party

• Identify different types of related party transactions

• Describe how the law applies to restrict related party transactions

• Outline how anti-avoidance provisions apply to prevent schemes and arrangements

Speaker: Craig Day, FirstTech

Craig is the Executive Manager of the FirstTech team and has over 16 years experience in the financial services industry.

In his role Craig is responsible for providing specialist technical support to the Commonwealth Bank of Australia’s investment, superannuation and advice businesses and to act as a media spokesman for Colonial First State on superannuation and retirement planning issues.

Craig regularly presents at industry conferences and professional development events and is actively involved in providing ongoing specialist adviser education.

Craig holds a Bachelor of Science and a Diploma of Financial Planning and is a SMSF Association SMSF Specialist Adviser.

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HALL MSMSF 1

12/ 2 3

Workshop Round twelve/11.15am–12.15pm

Commercial property growth across Asia Pacific fuelled by rapid urbanisation and the accompanying increasing consumer demands of city dwellers

⬢ Research and Investments / Intermediate

Australia is an integral member of the Asia Pacific, the world’s most populous region. More people live within the region than outside the region. Urbanisation across the region is a compelling story. An unprecedented number of people have moved to cities and will continue to do so over the coming decade (est 40m per annum).

The region accounts for more than one-third of the world economic output with forecast growth roughly twice that of the rest of the world over the decade. However, it is the multiplier effect of urbanisation (not just GDP growth) that will create the huge volume of commercial property opportunities in office, retail and industrial. How is this going to occur? What are the factors that will underpin this phenomena?

Securitised commercial property (REITs) across the region are growing steadily towards US$300bn market cap. How do risks compare to other regions? Does growth equate to investment opportunity for Australian investors? If so, how do Australian investors access the opportunity?

Learning outcomes:

• Gain an understanding of the key Asia Pacific REIT markets including what is driving the region’s rapid growth, corporate governance and the outlook for these key markets

• Detailed stock stories to assist in developing an understanding of the key Asia Pacific markets

• What are the key indicators and risks that exist in Asia Pacific REIT markets today?

• Learn why an Asia Pacific regional approach might be a relevant strategy for property allocations in investor portfolios

• How does APN create portfolios to meet investors objectives in alignment with its investment philosophy?

Speaker: Pete Morrissey, APN Property Group

Pete joined APN in 2006 and is a Fund Manager in our Real Estate Securities business. With more than 15 years financial markets experience, Pete brings a unique knowledge set having completed Masters level academic research papers on both commercial real estate cycles and global property securities.

Prior to joining APN, Pete was a senior analyst at Lonsec and has international financial markets experience from the UK with businesses such as Nomura, ING Barings and Lloyds Banking Group.

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CITY ROOM 1MI 0.75

13/ 2 3

Workshop Round twelve/11.15am–12.15pm

The art of insurance ⬢ Wealth Protection and Estate Planning / General

The art of insurance presentation reviews the implications of holding insurance inside or outside of super. During this session we focus on taxation implications of restrictions of life insurance, TPD insurance and income protection insurance when placed inside super. We also review the rules associated with recommending insurance in a SMSF, including discussing the requirement to review insurance. We wrap up with a case study based approach to discussing key person insurance.

Learning outcomes:

• Understand the implications of holding insurance inside or outside of superannuation.

• Identify the components of a superannuation benefit payment

• Calculate the tax payable on superannuation death and disability benefit payments

• Understand and identify the financial planning strategies for super benefit payments

• Identify the impact of having income protection policies inside superannuation

• Identify and understand issues involved for insurance within SMSFs

• Understand the taxation and ownership of insurance for key person purposes

Speaker: Matt Hughes, ANZ Wealth

Matt Hughes is a Technical Services Manager with ANZ Wealth and provides technical advice to financial planners for areas including superannuation, retirement incomes, life insurance, aged care & social security.

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HALL NFP 0.25LI 0.25

14/ 2 3

Workshop Round twelve/11.15am–12.15pm

LRBA – past, present and future ⬢ Professional Standards / Intermediate-Advanced

In recent years, SMSFs have been permitted to borrow via limited recourse borrowing (LRB) arrangements. But for how much longer?

This session will focus on the current issues and how to best streamline the delivery of LRBA advice. What are the consequences for clients of not adequately considering the current issues along with the future uncertainty?

Learning outcomes:

• Examine the key legislative and advice requirements for LRB arrangements

• Demonstrate when and how LRBA advice can be provided for a SMSF client

• Understand the importance and key practical issues to the LBRA Certificate

• Apply the WealthNet Toolkit resources to client scenario’s

• Discuss the possible implications of the Financial System Enquiry on LRBA advice

Speakers: Greg Fleming & Ebru Kotwal, Count Financial

Greg Fleming – Senior Manager Advice, Count Financial

Greg Fleming is a Certified Financial Planner with 25 years of experience working in financial services. He began his career running the super funds of some of Australia’s largest corporations and then began providing financial advice to the members as a financial planner. He worked at Macquarie bank and over 12 years held a variety of management and advisory roles including running a portfolio of SMSF‘s. Since leaving a direct advisory role Greg has worked behind the scenes providing technical support, coaching and training to financial planners. He worked at AMP as a Planner Development Coach and a SMSF specialist. He joined Count at the beginning of 2014 as a Senior Advice Managed focusing on SMSF advice.

Ebru Kotwal – Senior Manager Policy and Compliance, Count Financial

Ebru joined Count Financial in October 2014 with many years of experience in financial services. She previously worked at Perpetual Limited as a Manager Advice Delivery where she was able to work directly with the business and financial planners in the advice process. She has held roles ranging from senior paraplanning, project management and advice delivery. Ebru has a Advanced Diploma of Financial Services, a Bachelor of Economics, and a Lean Six Sigma Green Belt.

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HALL LSMSF 1.25

15/ 2 3

Workshop Round twelve/11.15am–12.15pm

Be alert not alarmed – the right way to do depreciation schedules ⬢ Accounting / General

Despite the new Tax Agent regime, some providers are taking more shortcuts with Depreciation Schedules. And with your clients. There are also some aggressive strategies being pushed, which the ATO would not be happy with. It’s good to be alert, but not alarmed about them. We will also reprise some keys dates and rules and look at the best way for your client to claim improvements to their properties – it’s all in the timing. We will also, very briefly, introduce our new Depreciation Calculator that members can park on their websites.

Learning outcomes:

• Key dates

• Aggressive strategies to avoid

• The ATO's understanding of repairs and Special Levy treatment

Speaker: Scott Brundsen, Depreciator

Scott is a property investor with a background in marketing. He was part of the team that took a traditional quantity surveying firm and transformed it into a company that only does Depreciation Schedules. This is our eleventh year with Count and we have done thousands and thousands of Schedules for the clients of Count members.

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CITY ROOM 3FP 0.75

(TASA 1)

16/ 2 3

Workshop Round Thirteen/12.25pm–1.25pm

Small business CGT case studies ⬢ Technical / Advanced

This session looks at a range of case studies and explores strategies to allow clients to qualify.

Learning outcomes:

• An overview of the application of the CGT small business concessions eligibility and application rules

• A case study of the small business entity test and maximum net asset value test

• Applying the concessions to a sale of partnership assets

• Applying the small business concessions to maximise contributions to superannuation

Speaker: Jordan George, SMSF Association

Jordan George is Senior Manager Technical & Policy at the SMSF Association. Jordan is a key member of SMSF Association’s technical team. He is responsible for managing SMSF Association’s submissions to government and regulators on new policy and legislative measures, and is a main contributor to SMSF Association’s advocacy and technical work.

Prior to joining SMSF Association, Jordan spent four years in Canberra at the Australian Treasury where he worked on business tax policy issues, primarily on capital gains tax and also small business and tax administration issues.

As such, Jordan brings to SMSF Association first-hand experience in developing tax policy and legislation, and advising government and Ministers on budget, policy, and regulatory issues.

Jordan has a Masters of Taxation at the University of New South Wales, in which he graduated first in his class, an Honours degree in Economics and a Law degree from Adelaide University, along with a Graduate Diploma in Legal Practice from the Australian National University.

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HALL MS 1.25

17/ 2 3

Workshop Round Thirteen/12.25pm–1.25pm

Make your diversified portfolio count – building optimal portfolios to capture global opportunities

⬢ Research and Investments / General-Intermediate

The economic climate since the GFC has been challenging for investors and policy makers across the globe. Over the last several years investing across broad asset classes has been rewarding, however we believe investors will need to make their portfolios work harder in the years ahead.

This session will examine the current economic climate through the lens of a multi-asset manager. We will discuss the outlook for broad asset classes, how we use enhanced portfolio construction techniques to capture opportunities, all within a comprehensive risk management framework. To hear how multi-asset strategies can be utilised to ‘Make it Count’ towards an investor’s financial goals, please come and join us at this session.

Learning outcomes:

• Receive the latest investment views from the world’s largest investment manager.

• Learn enhanced techniques for portfolio construction and an insight into the theory behind these techniques.

• Get an insight into how investment managers convert market views into implementable portfolios in a structured way

• Learn how multi asset managers utilise sophisticated risk management techniques to stress test portfolios

Speaker: David Griffith, BlackRock

David Griffith, CFA, Director, is a Senior Investment Strategist in BlackRock's Multi-Asset Strategies Group based in Sydney. David is responsible for investment strategy for BlackRock Australia's range of Multi Asset portfolio's including diversified asset allocation strategies, global macro and multi-strategy hedge funds.

Mr Griffith's service with the firm dates back to 2006, including his years with Barclays Global Investors (BGI), which merged with BlackRock in 2009. At BGI, he was a senior investment strategist in the Global Markets Strategies Group based in London. Prior to joining BGI, he was a Director and senior research analyst at Principal Global Investors, where he was responsible for the implementation of portfolio strategy, optimisation, risk analysis and portfolio construction. He was also responsible for product design and client advisory on the implementation of currency investment strategies. Previously, Mr Griffith served as Vice President in the Global Bond and Currency team at BT Funds Management in Sydney. Mr Griffith joined the investment industry in April 1997.

Mr Griffith earned a bachelor of commerce degree from Macquarie University, is a CFA Charterholder and member of the CFA Institute.

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CITY ROOM 1FP 1

18/ 2 3

Workshop Round Thirteen/12.25pm–1.25pm

Estate planning tips and traps ⬢ Wealth Protection and Estate Planning / Intermediate

The golden rule of estate planning is to pay the right amount to the right person at the right time. In this presentation TAL outlines basic risk planning and life insurance solutions to enable advisers and clients to follow this golden rule. The presentation illustrates the application of these principles via a case study which will focus on how insurance can be used to deliver a value-added outcome for clients. Outcomes considered in this presentation will include using life insurance to fund pensions, testamentary trusts and estate equalisation strategies. These measures will give clients the comfort that that heirs will receive their fair share of any inheritance and the family’s wealth is preserved for the next generation.

Learning outcomes:

• An understanding of the course and scope of the estate planning engagement

• An appreciation of estate planning methodology including the creation of an estate planning diagnostic or fact find, family tree and structure

• Identification of estate planning risks

• Insurance outside superannuation and an overview of life insurance in superannuation

Speaker: David Glen, TAL

David Glen is National Technical Manager for TAL and responsible for providing advice on the tax and regulatory treatment of its products and technical support for its advisers.

He has over twenty years’ experience in the provision of tax and strategic advice to the financial services industry in Australasia and Asia; firstly as a tax partner of a large accounting firm and more recently as tax counsel for various insurance companies. David is a qualified solicitor, chartered accountant and also holds a post graduate diploma in taxation law.

He is an active participant in the initiatives of the Financial Services Council in order to improve the efficiency of the financial services industry in Australia. He is a member of the Financial Services Council Tax Expert Group and is also the chair of its Life Insurance Tax Working Group.

He holds an IFSA Industry Excellence Award for his contribution to the Australian Financial Services Industry.

David has been a regular presenter at industry and financial planning dealer groups conferences and PD Days. He has also worked closely with advisers to help deliver client presentations and to build centres of influence and referral partners for advisers.

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HALL NFP 1

19/ 2 3

Workshop Round Thirteen/12.25pm–1.25pm

Making ethical decisions – how to identify and overcome the obstacles ⬢ Accounting / Intermediate

Most unethical actions at work are done by people who think they are good and want to do the right thing. This workshop uses behavioural insights to explore the obstacles to ethical behaviour and develops tactics to deal with them.

The workshop will address issues such as:

• What creates ethical blind-spots which make good people behave unethically at work?

• How do conflicts of interest affect what we do and why? What can we do about them?

• How do biases such as selective perception, confirmation and overconfidence affect us?

• How do the social and organisational pressures work?

• What can we do to create a work environment that helps people behave ethically?

Learning outcomes:

• Appreciate the insights gained from behavioural ethics in understanding ethical decisions and behaviour

• Explore how certain biases such as selective perception, confirmation and overconfidence affect ethical decisions

• Understand how conflicts of interest affect our actions

• Review the accounting ethical and professional standards and appreciate their role in professional accountants’ ethical behaviour

• Develop tactics for improving ethical behaviour for ourselves and others

Speaker: Dr Eva Tsahuridu, CPA Australia

Eva Tsahuridu is CPA Australia’s Manager of Accounting Policy and the Professional Standards and Governance Policy Adviser. She oversees the accounting policy team and is responsible for policy, research, guidance and resource development in professional and ethical standards and governance. She participates in a number of forums on ethics and governance and represents CPA Australia at the ASX Corporate Governance Council. She contributes to CPA Australia’s publications INTHEBLACK and INPRACTICE and to academic journals as a member of editorial boards and as a reviewer. Before she joined CPA Australia, Eva was an academic in Australian and European universities. Eva published extensively in the areas of business ethics, whistleblowing and governance in international journals, presented her work in international conferences. Eva holds a Ph.D. in business ethics, an MBA, and a BBus (Accounting).

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CITY ROOM 3E 1

(TASA 1)

20/ 2 3

Workshop Round fourteen/1.35pm–2.35pm

The evolution of gearing strategies in Australia ⬢ Technical / Intermediate

This workshop will examine how leveraged investment strategies have evolved in Australia and what solutions are currently available to Australian investors. We will introduce the concept of protected leveraged investments and discuss the availability of SMSFs to employ geared strategies. We will analyse different structures that are available for both your individual and SMSF clients and explore why these might be suitable investment strategies for you to consider in the current market environment.

Learning outcomes:

• Understand the evolution of geared strategies post the GFC and how protection can be offered

• Build awareness regarding current geared structures and the tax treatment of these

• Be able to compare instalment receipts with instalment warrants

• Understand the key benefits and risks of gearing both inside and outside of super

Speaker: Sarah Graff, Macquarie

Sarah has been with Macquarie for four years and is responsible for the distribution of structured and alternative investments throughout Victoria, South Australia and Tasmania. Prior to working out of the Melbourne office, Sarah has been based in Sydney and was also responsible for the ACT.

Completing a Bachelor of Business at UTS – Sarah has experience within the industry, previously working for a large private advice firm based in Sydney.

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HALL MMI 0.25

21/ 2 3

Workshop Round fourteen/1.35pm–2.35pm

What do clients really need? ⬢ Research and Investments / General

Investors typically seek capital preservation and a reasonable return. However over the last 20 years the majority of the funds management industry has been more focused on returns relative to an index rather than absolute returns.

This situation developed because of the extended bull market from 1992–2006, the development of index benchmarking to assess investment managers and the misperception of investment risk. A generation of investors were educated that over the long term assets always went up so time in the market was important and if you could beat the market you were doing well.

The investment environment has changed and many investors have not met their primary investment objectives.

In this presentation Rhett Kessler will discuss why he believes that a new approach is needed to manage an equities portfolio that focuses on what investors really need, namely preservation of capital (in real Australian dollars) and a reasonable return (the risk free rate plus an appropriate risk premium for investing in equities).

Rhett will outline that there are a number of critical components needed to be able to implement an absolute return investment approach to managing an equities portfolio including:

• Different criteria for stock selection

• An index unaware mandateFlexible investment approach that allows cash to be held if suitable investments cannot be identified

• Alignment between clients’ and fund manager’s interests

• A constraint on capacity to ensure that performance objectives can continue to be met

Learning outcomes:

• Current key market themes and risks

• The 3 key stock selection factors that Pengana uses to assess companies

• What Pengana believes is the difference between investment risk and business risk and why tracking error is not a good measure of investment risk

• Why Pengana believes that an absolute return performance objective is more appropriate for clients than a return objective that is relative to an equity index

Speaker: Rhett Kessler, Pengana

Rhett joined Pengana in October 2007. He was previously at IAG Asset Management (IAGAM) for eight years. In addition to his role as Head of Research at IAGAM, he played an active role as a Joint Portfolio Manager for various wholesale funds totalling $3.3 billion. In 2005, he successfully launched and ran the IAGAM Absolute Return Fund. Prior to this he was a rated media analyst for UBS Australia for two years.

Before emigrating from South Africa in 1996, Rhett successfully managed wholesale and retail equity portfolios as Deputy General Manager of Investment for Liberty Asset Management. Rhett holds bachelor degrees in Commerce and Accounting from the University of Witwatersrand, is a Chartered Accountant (SA) and a Chartered Financial Analyst. Back to contents

CITY ROOM 1MI 1

22/ 2 3

Workshop Round fourteen/1.35pm–2.35pm

What could your mortgage book be worth? How to value your own book or a prospect for purchase

⬢ Banking and Finance Solutions / Intermediate

Jeff Zulman, a leading Merger and Acquisition (M&A) specialist – focussed on mortgage and financial intermediaries trail books and businesses – will present a step-by-step guide on how mortgage trail book value is determined.

He will take you through an overview of how a valuer might approach valuing a book followed by detail on each major component that contributes to the determination of a valuation range.

The content will be invaluable if you are looking to buy or sell a trail book or just curious to learn how much value you have created and how much more could be done to build your business.

Armed with this knowledge, he will provide you complimentary access to an online valuation tool and you can put the theory to work in the privacy of your own office, secure in the knowledge that your information is completely confidential.

Learning outcomes:

• Identify and understand the key variables that determine the value of a mortgage book

• Learn what common errors to avoid when acquiring a mortgage book

• Gain access to a confidential indicative calculator to determine your own value range

Speaker: Jeff Zulman, Book Buyers Brokerage Services Australasia

Jeff Zulman is one of Australia’s leading M&A specialists with a focus on the mortgage brokerage and financial intermediary industries. He is able to share deep, market knowledge with insight gained from over 25 years in executive roles at Goldman Sachs on Wall Street and in London and from managing financial institutions in Sydney. He also knows – from first hand experience – what it takes to start, manage, successfully buy and sell businesses, as he has done with several of his own.

As the founder and Managing Director of Book Buyers Brokerage (BBBSA), he offers finance, brokerage and consulting to financial intermediaries. BBBSA can offer finance where banks can’t or won’t.

He is a sought after writer, commentator and speaker for the finance industry and an awards judge. Jeff writes articles for trade magazine titles, has had many speaking engagements and hosted many webinars with the MFAA and Kaplan Educational Institute.

Jeff studied at the University of Witwatersrand, South Africa, read law at Oxford University, England and studied Tax Law at Sydney University.

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CITY ROOM 3NO CPD

23/ 2 3

Workshop Round fourteen/1.35pm–2.35pm

Streamlining your client review process – efficient and effective use of the RoA

⬢ Professional Standards / General

This workshop will focus on the RoA requirements and use to assist you in identifying how you can improve your client’s review experience and potentially reduce your time spent on documentation.

Learning outcomes:

• Review the RoA Process

• Practical application of when to use what advice document

• Be able to identify in what situations an RoA is required

Speaker: Ebru Kotwal, Count Financial

Ebru joined Count Financial in October 2014 with many years’ experience in financial services. She previously worked at Perpetual Limited as a Manager Advice Delivery where she was able to work directly with the business and financial planners in the advice process. She has held roles ranging from senior paraplanning, project management and advice delivery. Ebru has a Advanced Diploma of Financial Services, a Bachelor of Economics, and a Lean Six Sigma Green Belt.

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HALL NE 1

20095/1214