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Prescription or Diagnosis: Where is your Focus? |
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Thursday November 14, 2024 - Grand Ballroom |
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| 7:00 AM - 7:45 PM | Breakfast and Registration in Grand Ballroom |
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7:45 AM - 8:00 AM
Mike Englert
B. Ed., EPC |
Opening Remarks & Introduction of Keynote Opening Speaker |
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8:00 AM - 9:00 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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9:00 AM - 10:30 AM  Jim Kibble BBA, CPA, CA, TEP, CEA Ontario Estate Consulting Solutions Inc. |
"Aunt Millie and Uncle Bob" Jim Kibble is the founder of ONTARIO ESTATE CONSULTING SOLUTIONS INC. (www.ontarioestateconsulting.ca). Jim is a chartered accountant who specializes in fee-only estate planning for about 100 clients each year across Ontario and beyond. Over 20,000 people have heard Jim present his interactive case study workshop on "Aunt Millie and Uncle Bob"; and the benefits they lost because they only had one will per person rather than two wills per person. Come prepared to learn a lot and to laugh a lot as well. |
10:30 AM - 11:30 AM Simon Reilly Leading Advisor Inc. Simon's Bio |
The Ultimate Fact Finder: Helping Clients Buy Life
Insurance Without Shame of Selling Have you ever wondered why many financial advisors struggle to sell life insurance despite knowing its importance? How often do you find yourself avoiding the topic because it feels uncomfortable or pushy? If you've felt this way, you're not alone. Many advisors experience the "Shame of Selling." But what if you could transform these conversations into opportunities for genuine connection and value? Start with the Client's "Life Insurance WHY": Begin by exploring the emotional reasons behind a client's need for life insurance. Ask questions like "Who do you love?" or "How do you want to be remembered?" to help them connect emotionally with its purpose. Use both logical (10%) and emotional (90%) questions to understand their motivations. Clients Buy Emotions, Not Logic: Clients make purchasing decisions based on emotions and justify them with logic. Tap into their emotions by asking, "What is important to you?" or "How do you want your family to be supported in difficult times?" This will help them see life insurance as an integral part of their financial plan. Overcoming the Shame of Selling: The "Shame of Selling" comes from fears of being pushy, lack of product knowledge, cultural reluctance to discuss death, or past negative experiences. Signs of this shame include avoidance, negative self-talk, and reluctance to close sales. Reframe Selling as Helping: Shift your mindset from "selling" to "helping." Life insurance provides peace of mind and financial stability. Focus on the "Honor of Helping" clients secure their future, emphasizing that you are offering a vital service. Merge & Upgrade the Process: Incorporate emotional exploration into the fact-finding process. Present life insurance clearly: "Life insurance ensures that life can continue as you want it to for those you love." Eliminating Shame Through Forgiveness: Forgive yourself for past negative beliefs. Replace them with positive affirmations, practice self-compassion, and engage in ongoing training to build confidence. By combining these strategies, you transform life insurance from a product being "sold" to a service provided out of genuine care. Simon Reilly, of Leading Advisor, is an Advocis, EPIC, FPA, GAMA LAMP, MDRT, NAIFA, Pro-Seminars, TEDx, and WIFS Speaker, expert Business Coach, and Values and Behavioral Analyst with over thirty years of experience working with financial advisors to meet and exceed their goals. |
11:30
AM - 12:30 PM Grant Hooper Business Development Manager in Peel & Toronto Grant's Bio |
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. |
| 12:30 PM - 1:00 PM | Buffet Lunch Provided - Windsor Ballroom |
1:00 PM - 2:00 PM Bev Evans, CFP, TEP, CIP, EPC Retired Wealth Advisor, Portfolio Manager, CIEPS Faculty Member Bev's Bio |
Structure Sets You Free How do you ensure you stay on track as you navigate your client needs over the course of a busy year? Can you maintain balance with your personal life and demands? Are you able to keep your stress level manageable while delivering great client outcomes and maintaining meaningful relationships? Bev shares practical tools, techniques and best practices gleaned from over thirty years in wealth management. You'll come away understanding the value of a consistent, process-driven approach and an appreciation of why structure sets you free. |
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2:00 PM - 3:00 PM  Kevin Brady Managing Partner, NFP Canada, Chairman and Founder Advica Health Kevin's Bio |
Leading Edge Solutions To Protect Your Biggest Asset
- Your Health In this talk I share my own personal story on how I overcame life threatening health issues as well as the Top 10 Leading-Edge, Little-Known solutions to protect you and your family's health. In this part of the presentation, I share the latest testing available for cancers heart, inflammation, etc. that are readily available today. When the advisor knows this information, they will be in a better position to properly advise their clients and prospects as to any additional insurance products that are required to properly cover then down the road. |
3:00 PM - 4:00 PM Jennifer Koshul, EPC Director of Business Development Ontario Assumption Life Jennifer's Bio |
Death And Taxes: Positioning Simplified Issue Beyond
Funeral Expenses Estate planning specialists have long relied on life insurance to address end-of-life financial responsibilities and tax considerations for their clients. While the concept is crucial, its implementation becomes significantly more challenging when clients pose higher insurance risks. Simplified Issue life insurance products offer comprehensive estate planning solutions for Canadians with chronic illnesses. By positioning Simplified Issue for more than just funeral expenses, advisors can empower seniors to embrace their futures with confidence and peace of mind, ensuring a smooth final transition without undue financial strain. |
4:00 PM - 5:00 PM Jim Ruta BA., RHU., EPC, FDFA Founding Faculty Member CIEPS Jim's Bio |
Delivering Emergency Financial Advice Ever been to the Emergency Room and seen how they work? Amazing really - and when you present with a life-changing medical condition there is little time to do a full review of your medical history and the problem is handled quickly and professionally. Later, when the emergency is over, there is time to go back and do the full medical review. A financial situation can be the same. Some of our prospect's present with what could be life-changing financial conditions that require immediate emergency attention because time is of the essence when it comes to insurance. Top professionals handle these emergency concerns first and then do additional reviews when the emergency has been alleviated. It makes perfect sense - to the prospect! Jim Ruta, FDFA will explain what he calls essential financial security and how sometimes you must deliver emergency financial advice to keep the prospect's best interest at heart. He'll explain what and how so you can triage your prospects most effectively and do the most professional job. |
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5:00 PM - 5:15 PM |
Closing Remarks, Adjourn |
