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Prescription or Diagnosis: where is your focus? |
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Thursday April 18, 2024 - Marquis Room |
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| 8:00 AM - 8:45 AM | Registration & Continental Breakfast |
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8:45 AM - 9:00 AM
Mike Englert
B. Ed., EPC |
Official Welcome |
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9:00 AM - 10:00 AM  Peter Wouters RFG, AIAA, ARP, TEP, FLMI, RHU, CFP, CLU, CHFC, ACS, ALHC, CPCA, CHS, AFSI, EPC - Founding Faculty Member & Faculty Chair CIEPS |
Prescription or Diagnosis: Where is your focus?
What has made you successful so far? In part, it is your stored knowledge accumulated over the years and applied to your work. Experience has increasingly counted for more. It's given you an edge and speed to respond. Our rapidly changing world brings ever evolving standards, expectations and values. Crystallized thinking and intelligence meets fluid intelligence in an environment where new applied learning is key to success. Fluid intelligence involves the ability to reason and think flexibly, something that becomes more challenging for clients and advisors alike as we age. Here is a check on responsive, engaging best practices when dealing with an aging population and their families. |
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10:00 AM - 11:00 AM  Simon Reilly Leading Advisor Inc. |
The Ultimate Deep-Dive Values Discovery Process and
Examination Before Discovery Most fact-finders fail because the fact-finder, both process and advisor delivering the fact finder, are all about the facts and not about both the facts and feelings that must be discovered and understood at both the advisor and prospect/client level to help prospects/clients discover and invest in what they truly want. Join Simon Reilly to learn the following vital understandings to help you implement The Ultimate Deep-Dive Values Discovery Process to help prospects/clients achieve the solutions they want seamlessly. 1. Discover your Value Proposition 2. Examination Before Discovery - The difference between a consultant and a salesperson 3. The Ultimate Deep-Dive Values Discovery Process and Questions 4. The True Values Of Today's Successful Consultants Are you in consulting or sales? * Salespeople who move too quickly into the salesperson's perceived solution to what the prospects/clients need are often ill-prepared and unconfident. * Some salespeople fear going into a deep-dive discovery process that addresses facts and feelings. * Without facts and feelings, it appears more straightforward for the salesperson to pitch the solution. * The salesperson wants to get the sale and run, often blaming the prospect/client for not buying the salesperson's ill-conceived solution. * Salespeople need to do their work on themselves to do their own deep dive discovery process, including facts and feelings. Let's face it: we are all aging, and your prospects/clients have seen every sales pitch known to humankind. A sales pitch is revolting, especially when the sales pitch has more to do with a salesperson's needs than with the prospects/clients' wants and values. Prospects/clients don't know what they want, and it is the values-based consultant's responsibility to help the prospect/client discover what they want so the prospect/client can decide on an interactive solution that the prospect/client will be happy with. Prospects/clients will appreciate the consultant providing discovery questions to help them understand what they truly want. Whether in consulting or sales, The Ultimate Deep-Dive Values Discovery Process and Examination Before Discovery Presentation is for you to dive deeper into understanding yourself and your prospects/clients to help everyone achieve what they want. Simon Reilly, of Leading Advisor, is an Advocis, FPA, GAMA LAMP, MDRT, NAIFA, Pro-Seminars, TEDx, and WIFS Speaker and expert Business Coach and Values and Behavioral Analyst. |
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11:00 AM - 12:00 PM  Lisa Elle FCSI, CFP, CCS, RIS, CHS, CPCA, EPC Ellements Financial Group |
Elevating Your Financial Practice Beyond Numbers:
The Power of Holistic Financial Planning Financial Planners, Financial Advisors and Financial Professionals will benefit from this session as it will delve into the transformative impact of adopting a holistic approach to financial planning, emphasizing the interconnected nature of various financial elements utilizing the concept of the Wealth Trifecta. Discover how integrating investment strategies, risk management, tax planning, and estate planning can not only enhance client outcomes but also elevate the overall effectiveness of your financial practice and exponentially increase your revenue. Gain valuable insights into fostering long-term client relationships and set up your financial practice to achieve sustainable success by embracing a comprehensive, client- centric financial planning model. |
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12:00 PM - 1:00 PM |
Buffet Lunch Provided |
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1:00 PM - 2:00 PM  Rod Burylo CIM, FCSI Equate Asset Management |
Diagnosing the Risks and Rewards of Private
Securities Rod Burylo will provide insight into the nature of private securities and their potential risks and rewards, especially for seniors. Students will learn how to identify private securities in their client's portfolio, how to source private investments with confidence, and how to help investors determine if such investments are suitable. Burylo will discuss current approaches to the inclusion of private securities in investment portfolios and provide tips on how advisors can help protect their clients from con-artists and investment scams. |
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2:00 PM - 3:00 PM  Amanda Richards BA, CPCA, EPC, Director of Business Development and Community Integration Organization Chartwell Retirement Residences |
Enhancing Communication and Building Trust with
Senior Clients In this insightful presentation, professionals working with senior clients will discover invaluable strategies to enhance communication and cultivate trusting relationships. Recognizing the unique needs and challenges faced by seniors, the session explores the art of clear and empathetic communication. Attendees will gain practical insights into adapting language, leveraging non-verbal cues, and patiently addressing cognitive and physical barriers. Cultural sensitivity and the importance of tailoring communication to individual preferences will be emphasized, empowering professionals to create inclusive and personalized interactions. From handling difficult conversations with empathy to incorporating technology judiciously, this presentation equips participants with a holistic toolkit for effective engagement. Through real-life case studies and interactive discussions, professionals will leave with the skills to navigate the complexities of working with senior clients, fostering meaningful connections and providing enhanced, person-centered care. |
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3:00 PM - 4:00 PM .  Jesse Vu BSW, EPC, CHS, QAFP Exceedia Consulting Ltd. |
How To Use Goals-Based Financial Planning And
Behavioural Nudges To Improve Financial Success
During this presentation, Jesse will cover the following: What is Goals-Based Financial Planning? * Goals based planning can lead to an increase in client wealth * Clients have motivation and satisfaction instead of arbitrary benchmarks * Use a curated list of common objectives and ask them to rank priorities What is a nudge? *Examples of nudges *Psychology of nudging * Negative nudges * How to use a nudge How to develop financial plans and nudges for elder clients *Case study example |
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4:00 PM - 5:00 PM .  Iqbal Amiri EPC, Author, Expert Columnist at CXO Outlook President & CEO at AMIRI Wealth Management Inc. Iqbal |
Overcoming Adversity And Thriving In Chaos
Life will bring unique challenges to everyone; some will come naturally, and some man made, that is given. How we respond to these challenges determine our quality of life, success in business and happiness & inner peace. My life's story is not too different from yours in a broader sense. I hope my experiences will provide hope, courage and purpose. |
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5:00 PM |
Closing Remarks, Adjourn |
