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
2:30 MFAA 2010 National Convention Official Opening
Welcome Message: MC Jonathan Biggins
MFAA National President, Joe Sirianni
Bankwest, Principal Industry Partner, Mark Reid
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 break
Join us for a 15 minute refreshment break.
3:30 Industry Panel
Influential industry leaders will challenge current business conditions and why you need to change to continue to profit. It promises to be confronting and lively.
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
6:00 – 9:00 Welcome Reception
Studio 3, Crown Entertainment Complex
DAY 2: Thursday 20 May 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 Break in ExpoMart
Join us in the ExpoMart for a 45 min refreshment break.
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 Working Lunch in ExpoMart
Join us in the ExpoMart for lunch.
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 ExpoMart
Join us in the ExpoMart for a 45 min refreshment break.
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
7:00 – 12:00 Bankwest Gala Dinner
Ballroom, MCEC
DAY 2: Thursday 20 May 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 Tricks n Tips panel
Interactive discussion with successful brokers on how to build business
Panelists TBA
11:00 Refreshment Break in ExpoMart
Join us in the ExpoMart for a 45 min refreshment break.
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 ExpoMart
Join us in the ExpoMart for lunch.
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 ExpoMart
Join us in the ExpoMart for a 45 min refreshment break.
3:45 Getting and Keeping Your Credit Licence
Claire Wivell Plater, Gold Seal Risk Management Services
This practical presentation is for brokers who intend to seek a Credit Licensee under the National Consumer Credit Protection Act. It will cover how to prepare for licensing, how to apply for a Credit Licence and your ongoing obligations as the holder of a Credit License. It will cover all the new requirements for mortgage brokers including disclosure, training, monitoring and supervision, financial adequacy, compliance management, risk management and PI insurance.
Read about Claire Wivell Plater
4:45 Close
7:00 Bankwest Gala Dinner
Ballroom, MCEC
DAY 3: Friday 21 May
8:00 Recovery Breakfast in ExpoMart
Kick start your day at the Recovery Breakfast in the ExpoMart.
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 form 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 Economic Outlook & Industry Forecast
10:15 Coffee break
Join us in the ExpoMart for a 30 min coffee break.
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
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
12:45 Close of Convention Session
1:00 Lunch & Entertainment
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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