Executive Suites Hotel & Conference Centre
4201 Lougheed Hwy., Burnaby, BC

Prescription or Diagnosis: where is your focus?

Tuesday April 16, 2024 - Panorama Room

7:00 AM - 7:45 AM Registration in the Marquis Room

7:45 AM - 8:00 AM

Mike Englert B. Ed., EPC

  Founding Faculty Member, Compliance Officer CIEPS

Mike's Bio





Opening Remarks

8:00 AM - 9:00 AM


Founding Faculty Member & Faculty Chair CIEPS

Peter's Bio

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.

9:00 AM - 10:00 AM

Simon Reilly
Leading Advisor Inc.

Simon's Bio

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's 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.

10:00 AM - 11:00 AM

Shirley Su
Director of Business Development, Western Canada

Assumption Life

Shirley's Bio

LIFE Beyond Diagnosis:
Insuring Canadian Seniors with Chronic Conditions

"In Canada, an often overlooked and distinctive market exists for ensuring financial security among seniors facing chronic health conditions. This demographic, regrettably underserved, presents a unique opportunity to address their specific needs and provide tailored solutions"

11:00 AM - 12:00 PM


Ellements Financial Group

Lisa's Bio

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.

12:00 PM - 1:00 PM
Buffet Lunch Provided

1:00 PM - 2:00 PM

Kevin Brady

Director Corporate Health at NFP Canada Corp. Founder & Director, Advica Health

Kevin's Bio

Leading Edge Solutions To Protect Your Biggest Asset - Your Health

Kevin Brady Director, Corporate Health at NFP Canada Corp.
Founder & Director, Advica 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.

:00 PM - 3:00 PM

Amanda Richards BA, CPCA, EPC, Director of Business Development and Community Integration Organization

Chartwell Retirement Residences

Amanada'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.

3:00 PM - 4:00 PM


Exceedia Consulting Ltd.

Jesse's Bio

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

:00 PM - 5:00 PM

Jim Ruta BA., RHU., EPC

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.

5:00 PM
Closing Remarks, Adjourn

Agenda subject to change

Canadian Initiative for Elder Planning Studies Inc.
203-4438 Ontario Street, Beamsville, ON L3J 0A4

Toll Free Phone 866 833-8606  Toll Free Fax 866 209-5111

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