The New Mortgages Forum

“71% of all UAE investors will need a mortgage to finance their investments”

presents



“Don’t Be Left Behind As The Playing Field Changes... Stay Ahead” Don’t miss the opportunity to:

• Analyse changes to the Middle East mortgage market • Hedge your risks and understand the extent of your current exposure • Discover new windows of opportunity • Examine new and upcoming regulations and how they affect you • Review legal changes and what they mean for you • Dissect the role of insurance in your operations • Identify the benefits and pitfalls of mergers while exploring other options • Determine your approach to the next year…

S

PLU

Michael Milton Chief Executive Officer/ Founder Harborline Mortgage Inc. USA

Damian Hitchen Managing Director Gulf Lenders Network UAE

Sohail Zubairi Chief Executive Officer Dar Al Sharia Legal & Financial Consultancy LLC Dubai Islamic Bank UAE

Three In-Depth Workshops

A

Steve Morris, MBA Group Business Development Director EIMEA Region MetLife Insurance UK

B

Bassam Gabriel Assistant Vice President Emirates NBD Mortgages UAE

Chris Dommett Chief Executive Officer John Charcoal UAE

C

Barmak Besharaty Independent Consultant Former Managing Director Almas Capital UAE

Michael Vincent Chief Executive Officer/ Director ACRM Pvt Ltd. Australia

Forum Exhibitor

Organised by

CRI logo

www.iirme.com/mortgages

Risk Management As A Transparency Tool For The Mortgage Process

Compare And Contrast New Mortgage Models In Western Markets With Those In The UAE And Beyond Portfolio And Credit Management With Analytics And Basel II

should you do? What is changing in the Middle East mortgage market? What should you do? How can you address these recent challenges?What should you do? What is changing in the Middle East mortgage market? What should you do? How can you address these recent challenges? What will the new mortgages market look like? What is changing in the Middle East mortgage market? What should you do? How can you address these recent challenges? What will the new mortgages market look like? What is changing in the Middle East mortgage market? What should you do? How can you address these recent challenges? What will the new mortgages market look like? What is changing in the Middle East mortgage market? What should you do? How can you address these recent challenges? What will the new mortgages market look like? What should you do?

Register Now for the answers to these questions and more in February…

We, of course, have seen an enormous amount of demand for this event among those who are looking to not only stay afloat in today’s rapidly changing market but to also understand how business will be done in our new environment.

Don’t get left behind as the playing field changes. Stay ahead. Best regards,

By attending, you will be placing yourself at the forefront of the new mortgage market. You will be in a position to capture a larger chunk of the slimming market, while essentially leaving the weaker players to reduce in size.

Keith Parker Conference Manager New Mortgage Forum 2009 P.S. Take part in interactive workshops in the three days following this forum for in-depth strategic and operational knowledge!

Act now by registering for this forum by mail, fax, calling +971.4.335.2438 or going online to www.iirme.com/mortgages. See back page for more details.

P.P.S. Take advantage of early bird savings by booking now! See back page for details.

“

Very informative for me, as a real estate officer

”

Abdulaziz A Al Yousef, General Director Mohammed Abdulaziz Al Habib Real Estate Co., KSA

SPONSORSHIP AND EXHIBITION OPPORTUNITIES If your business could benefit from closer contact with key organisations in the home finance sector, this event will provide you with the right platform for building the right partnership to deliver success. Our flexible range of promotional opportunities will enable you to meet and influence the right people who have a proven interest in secondary mortgaging services and will help you achieve real business growth. All sponsorship and exhibition packages are flexible and can be specifically tailored to requirement.

Benefits of sponsorship • Sponsorship builds relationships and develops brand identity. It will provide your organisation with the opportunity to enter into dialogue with your key target audience • Extensive pre-conference mailings will promote your organisation to the widest possible audience • Exhibitions are an ideal platform to profile your organisation and network with key potential or current clients

For further details please call Arshed Hussain at +971.407.2715 or email [email protected]

T: +971-4-3352437

F: +971-4-3352438

E: [email protected]

W: www.iirme.com/mortgages

Forum Day One

Sunday, 22 February 2009 8.30

Registration And Coffee

9.00

Chairman’s Opening Remarks: How Have Global Economic Changes Affected The Middle East Mortgage Market? Michael Vincent, Chief Executive Officer/ Director ACRM Pvt Ltd., Australia

What Is Happening In The Market? 9.15



Will The Demand For Mortgages Rise Or Fall And To What Degree? • Which  markets can we expect to rise and which to fall? •H  ow much of a change will this be? • How can you hedge your market approach to take into account these factors? Chris Dommett, Chief Executive Officer John Charcol, UAE



The Role Of Insurance In The Mortgage Market • Discover the role of insurance in risk management •R  eview the current challenges for both insurers and those being insured • Build a better game plan for working with insurers to ensure mutual benefit Steve Morris, MBA Group Business Development Director EIMEA Region MetLife Insurance, UK

10.45

Morning Refreshments And Networking Break

11.00



PANEL Changes To The Mortgage Funding Market A Legal View Of Changing Funding Options •W  hat has happened in the international markets to wholesale funding of mortgages? • T he warehouse and pipeline funding model: Is it over? •W  hat is the future for Gulf non-deposit taking mortgage institutions? • Islamic versus conventional: Similar issues in the change to funding model? •C  apital liquidity: Challenges and opportunities Christopher Walsh, Partner Clifford Chance LLP, UAE



Bassam Gabriel, Assistant Vice President Emirates NBD Mortgages, UAE

11.45

IIR Majlis – Structured Networking Session In this structured session you will have the opportunity to meet a number of people you haven’t met before. You will be able to exchange basic information and your business cards, making it easier for you to start a conversation with these people during other networking opportunities provided by the conference. You will be formed into pairs and have approximately one minute to introduce yourselves before moving on to a new person. Remember to bring plenty of business cards!

10.00

12.15

Lunch And Networking Break

What Should You Do? 13.15

14.00



The Progression of Credit Checking, An Utter Necessity, In The New Market • Credit checking has always been important, but now it is imperative – find out why • Can we compare the GCC with other international markets? Are we really that different? • Dissect unique challenges in the GCC • Develop the efficiency and accuracy of your credit checking initiatives • Lending Responsibilities Beyond Your Budget Plan Bassam Gabriel, Assistant Vice President Emirates NBD Mortgages, UAE Exploring The Amlak-Tamweel Case Study And The Possibility Of A Merger For You • How will Islamic home finance be carried out following an Amlak-Tamweel merger? • How will this large-scale merger affect competition and prices? • Is this an option you should consider if times get tough? Sohail Zubairi, Chief Executive Officer Dar Al Sharia Legal & Financial Consultancy LLC Dubai Islamic Bank, UAE

14.45 Afternoon Refreshments And Networking Break 15.00



Improving Distribution By Enhancing Your Mortgage Proposition • Comparing mortgage distribution regionally with other parts of the world • Strategies for improving your own distribution network and reaching the right people Upendra Balchandani Head - Sales & Business Development Emirates NBD Mortgages, UAE



What Are The Biggest Opportunities In Islamic Mortgaging? • Discovering the latest trends in Islamic mortgage product offerings • How large is the market and how should you be approaching it? • What are the unique challenges of the Islamic mortgage market? Timothy Floyd, Independent Consultant Managing Partner MMI Ltd., UAE

16.30

Chairperson’s Closing Remarks And End Of Forum Day One

15.45

T:T:+971-4-3352437 +971-4-3352437 F:F:+971-4-3352438 +971-4-3352438 E:E:[email protected] [email protected]

W: W:www.iirme.com/mortgages www.iirme.com/mortgages

Forum Day Two

Monday, 23 February 2009 Registration And Coffee 8.30

Registration And Coffee

9.00

Chairman’s Opening Remarks Michael Vincent, Chief Executive Officer/ Director ACRM Pvt Ltd., Australia

Opportunities For Growth In A Changing Market



PANEL How Can You Ensure Your Continued Growth? • What should mortgage professionals be considering to ensure protection from negative market conditions? • Explaining new considerations to be taken into account when creating a growth plan • Ensuring a positive company-wide market outlook Steve Morris, MBA Group Business Development Director EIMEA Region MetLife Insurance, UK



Philip Ward, Chief Executive Officer Newly Launched Abu Dhabi-Based Home Loan Company, UAE



Barmak Besharaty Independent Consultant Former Managing Director Almas Capital, UAE

14.00



A Perfect Partnership Or An Uncomfortable One? How Will Developer-Lender Relationships Cope With The New Market Conditions? • What will new relationships, partnerships and contacts between developers and lenders look like in this new market? • Where are the biggest opportunities for growth through lender-developer agreements? • Looking back: How successful have these arrangements been in the Middle East? Damian Hitchen, Managing Director Gulf Lenders Network, UAE

14.45

Afternoon Refreshments And Networking Break

15.00

What Are The Biggest Opportunities In Islamic Mortgaging? • Discovering the latest trends in Islamic mortgage product offerings • How large is the market and how should you be approaching it? • What are the unique challenges of the Islamic mortgage market? Adnan Chilwan Executive Vice President & Chief of Retail & Business Banking Dubai Islamic Bank, UAE

13.30

What Will The New Mortgages Market Look Like? Dissect The Mortgage Approval Process And The Role Of Risk Within It • Bettering the process • Risk identification during approval • Risk mitigation and reduction strategies • What market segment is right for you? Michael Vincent, Chief Executive Officer/ Director ACRM Pvt Ltd., Australia

9.15





Thriving Not Surviving – Strategies For Progress In The Face Of Tightening Global Liquidity • What capital liquidity challenges are we facing? • Finding liquidity in an illiquid global market • Providing liquidity without overexposing yourself to unnecessary risk • Explore the trend of decreasing LTV ratios Michael Milton, Chief Executive Officer/ Founder Harborline Mortgage Inc., USA

10.45

Morning Refreshments And Networking Break

11.00

Where Did It All Go Wrong? New Risk Management Strategies For Mortgage Providers • Identifying and managing the key risks in your business • Hedging your risks, removing yourself from unnecessary risk and managing unavoidable risk • Discovering the safest market segments to be in right now Mahendra S. Mehta, Managing Director Neural Technologies & Software Pvt. Ltd., India

10.00





What Does The Current Regulatory Environment Look Like And What Changes Can We Expect? • Look in-depth at UAE mortgage law and pre-registration law • How will the new mortgage laws affect the UAE market and beyond? • The role of the credit bureau in the new mortgage market Lynette Brown, Partner Al Tamimi and Company, UAE

12.30

Lunch And Networking Break

11.45

“

”

15.45

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16.30

Chairperson’s Closing Remarks And End Of Forum

It was all quite clear!

Mizra Ali Hussain, Head of Mortgages Mashreq Bank, UAE

T: +971-4-3352437

F: +971-4-3352438

E: [email protected]

W: www.iirme.com/mortgages

Risk Management

As A Transparency Tool For The Mortgage Process

Workshop A

Tuesday, 24 February 2009 Registration Timing: Registration will commence at 8:00. The workshop will begin at 8:30 with refreshments being served at appropriate intervals. The workshop will conclude at 14:30, after which lunch will be served.

Introduction: Risk management is an essential and vital tool that every major player in the mortgaging industry should be able to use effectively. Especially now. As the market seems to be taking a turn for the worst, in order to survive while still remaining profitable and lending to inherently risky customers you must be able to manage your risk with transparency in mind. This interactive workshop will confirm to participants the value of correct and timely risk management in the mortgage process and lifecycle.



Key Workshop Highlights: • Scrutinise the role of risk management within the mortgage approval process • Confirm the value of the risk process as a decision tool • Examine the steps in the mortgage approval process that lead to a robust organisation • Identify and manage the gaps identified in the decision process • Utilise risk management as a tool against fraud and corruption • Undertake group learning activities and relevant  case studies

Michael Vincent: MEI (SwinUT), Grad Dip Banking & Finance(CIT), Dip Ex, Coy Dir Dip (UNE), CPRM, CMA, HonFRMIA, FFin, FAIEx, AFAIM, AIMM, GAICD.

During the past fourteen years he has developed and conducted courses in risk management focusing on differentiating education and training by identifying the needs of the client base. His pioneering of formal integrated risk management education within Australia and internationally is the envy of risk management organisations and universities in Europe, the UK and North America, as well as other Australian Universities.  

Michael is a senior lecturer and was the foundation director of the Australasian Risk Management Unit at Monash University. He designed and wrote the course doctrine and outlines in the management of risk presently offered by Monash University in the Master of Risk Management degree.

Michael has been in the tertiary education sector for eighteen years and has taught in the areas of finance, trade and banking in addition to the risk area. Prior to this ground breaking work he spent twenty-two years in the banking and finance industry, ranging from bank branches to the international arena.



Michael Vincent Chief Executive Officer/Director ACRM Pvt Ltd., Singapore

T: +971-4-3352437

F: +971-4-3352438

E: [email protected]

W: www.iirme.com/mortgages

Compare And Contrast New Mortgage Models

In Western Markets With Those In The GCC And Beyond

Workshop B

Wednesday, 25 February 2009

Registration Timing: Registration will commence at 8:00. The workshop will begin at 8:30 with refreshments being served at appropriate intervals. The workshop will conclude at 14:30, after which lunch will be served.

Today, we face one of the most significant tests the mortgage industry has seen in recent history. However, we do not all face the same challenges. Markets across the world are reeling from financial crises yet each has taken their own unique approach to tackling their respective predicaments. Nonetheless, many approaches and proposals share similar characteristics, lauded by financial experts as universal models for recovery and protection. What is similar and what is different! Barmak Besharaty, our acclaimed workshop leader last seen at our Cityscape conference, leads this innovatively structured workshop. Barmak will lead you through the similarities and differences between western mortgage models, notably those in the US, and our models here in the GCC, with a focus on the UAE. You will cover commercial, residential and industrial models in-depth.



Barmak Besharaty Independent Consultant Former Managing Director Almas Capital, UAE

Barmak Besharaty has worked in the real estate lending field for over 20 years holding senior positions with banking institutions in the United States. He was primarily involved in residential and real estate lending in California. Barmak founded Almas

T: +971-4-3352437

F: +971-4-3352438

Finally, Barmak will show you how to use your newfound knowledge of our market to give you and your company a competitive advantage in the New Mortgage market of tomorrow…. Key Workshop Highlights: • Compare and contrast the US market with the UAE and GCC • Cover commercial, residential and industrial technicalities • Identify key differences in mortgage models around the world • Develop a competitive advantage with this new, keener knowledge of the market

“

Great initiative, looking forward to more of these in the future!

”

Pradeep Manjrekar, Relationship Officer Barclays Bank PLC, UAE

Capital in 2005 to assist real estate investors, property developers, and business owners obtain financing in the United Arab Emirates. Barmak holds a BS degree from the University of Massachusetts and an MBA degree from the prestigious Wharton Business School. He was the past chairman of Cityscape Abu Dhabi 2007. He is a published author and has been a guest speaker at a number of financial industry events.

E: [email protected]

W: www.iirme.com/mortgages

Portfolio And Credit Management

With Analytics And Basel ll

Workshop C

Thursday, 26 February 2009 Registration Timing: Registration will commence at 8:00. The workshop will begin at 8:30 with refreshments being served at appropriate intervals. The workshop will conclude at 14:30, after which lunch will be served.

Throughout this workshop, your expert workshop leader, Mehendra Mehta, will discuss a variety of portfolio management issues and concepts, such as the importance of capital in an environment of change, in terms of the credit risk management function and Basel II compliance. Data and portfolio models, leading to establishment of a credit portfolio management function will also be discussed. Finally, you will be able to holistically tie all of this knowledge into intelligent mortgage risk management.

Key Workshop Highlights: • Understand the conditions you are up against • Develop a keen and in-depth understanding of negative market changes globally • Explore the reasons why these changes took place • Develop a plan to protect you, your company and your employees from being adversely affected by a market slowdown • Tackle the implications of a global market change on the Middle East market • Discover how this affects you and your company



Mahendra S. Mehta Managing Director Neural Technologies & Software Pvt. Ltd., India

Dr. Mahendra Mehta has over 15 years experience in investment banking, treasury management, exposure management and other related areas in financial science. He has worked extensively in areas of risk management,

T: +971-4-3352437

F: +971-4-3352438

At the end of the workshop you will be able to: • Peer into the evolution of credit portfolio management, including different philosophies: buy and hold, probabilistic, and modern portfolio theory • Explore Basel II and its implications on credit risk management • Apply portfolio segmentation and risk diversification • Dissect the metrics of risk for the credit portfolio, including expected loss, portfolio loss distribution, and economic capital. • Use credit derivatives and apply them to portfolio management • Manage the credit portfolio with emphasis on concentration limits, portfolio shaping and hedging, securitisations and account management • Integrate credit portfolio models, including analytic models

portfolio optimisation and analysis and various types of derivative pricing models at Citibank. He also worked as Head of Derivatives at Samba: Saudi Arabia American Bank in Saudi Arabia. He now has his own company, NeuralTechSoft, which is involved in development of risk management systems, training and related consultancy.

E: [email protected]

W: www.iirme.com/mortgages

IIR Middle East certified by

FIVE WAYS TO REGISTER 971-4-3352438

971-4-3352437

[email protected]

GCS/IIR Holdings Ltd. P.O Box 13977 Muharraq, State of Bahrain

IIR Holdings Ltd. P.O Box 21743 Dubai, UAE

www.iirme.com/mortgages A0988

Please  the sessions you wish to attend:  Two-Day Forum

Early Bird Discounts The New Mortagages Forum

Price before 14 December 2008

Price between 14 December 2008 and 4 January 2009

Price after 4 January 2009

Entire Event

US$ 4,195 SAVE US$ 2,190

US$ 4,445 SAVE US$ 1,940

US$ 4,695 SAVE US$ 1,690

Two-Day Forum and 2 Workshops

US$ 3,785 SAVE US$ 1,345

US$ 3,985 SAVE US$ 1,145

US$ 4,185 SAVE US$ 945

Two-Day Forum and 1 Workshop

US$ 3,155 SAVE US$ 720

US$ 3,305 SAVE US$ 570

US$ 3,455 SAVE US$ 420

Two-DayForum

US$ 2,420 SAVE US$ 200

US$ 2,520 SAVE US$ 100

US$ 2,620

US$ 1,155 SAVE US$ 100

US$ 1,205 SAVE US$ 50

US$ 1,255

22 – 23 February 2009

 Workshop A

24 February 2009

 Workshop B

25 February 2009

 Workshop C

26 February 2009

SIGNIFICANT GROUP DISCOUNTS AVAILABLE! Contact Details: Tel: +971-4-3352483 Email: [email protected]

Any One-Day Forum Workshop

PERSONAL DETAILS: Title

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2nd Delegate 3rd Delegate 4th Delegate To assist us with future correspondence, please supply the following details: Head of Department Training Manager Booking Contact

Company: ................................................................................................................................................................................................................................................................................................................................. Address (if different from label above): ..................................................................................................................................................................................................................................................................................... Postcode: ..................................... Country:............................................................ Tel: .......................................................... Fax: ...................................................... Mobile: ....................................................................... No. of employees on your site: 1000+



500-999  250-499 

50-249  0-49 

Nature of your company’s business: ....................................................................... Payments A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. You can pay by company cheques or bankers draft in Dirhams or US$. Please note that all US$ cheques and drafts should be drawn on a New York bank and an extra amount of US$ 6 per payment should be added to cover bank clearing charges.

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Cancellation If you are unable to attend, a substitute delegate will be welcome in your place. If this is not suitable, a US$ 200 service charge will be payable. Registrations cancelled less than seven days before the event must be paid in full.

Event Venue: Mövenpick Hotel, Dubai, UAE Tel: +971-4-3366000

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Accommodation Details We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the IIR Hospitality Desk for assistance on: Tel: +971-4-4072693 Fax: +971-4-4072517 Email: [email protected]

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Avoid Visa Delays - Book Now Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process. Due to unforeseen circumstances, the programme may change and IIR reserves the right to alter the venue and/or speakers.

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