Executive Suites Hotel & Conference Centre
4201 Lougheed Hwy., Burnaby, BC
Prescription or Diagnosis: where is your focus?
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Tuesday April 16, 2024 - Panorama Room
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7:00 AM - 7:45 AM |
Registration in the Marquis Room |
7:45 AM - 8:00 AM
![](faculty/Faculty%20Pics/Mike.jpg)
Mike Englert
B. Ed., EPC
Founding Faculty Member, Compliance Officer CIEPS
Mike's Bio
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Opening Remarks
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8:00 AM - 9:00 AM
![](faculty/Peter%20Wouters.jpg)
Peter Wouters RFG, AIAA, ARP, TEP, FLMI,
RHU, CFP, CLU, CHFC, ACS, ALHC, CPCA, CHS, AFSI, EPC -
Founding Faculty Member & Faculty Chair CIEPS
Peter's Bio
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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
![](EPIC%202024/Simon%20Reilly.jpg)
Simon Reilly
Leading Advisor Inc.
Simon's Bio
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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. |
10:00 AM - 11:00 AM
![](EPIC%202024/Shirley%20Su.jpg)
Shirley Su
Director of Business Development, Western Canada
Assumption Life
Shirley's Bio
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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"
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11:00 AM - 12:00 PM
![](EPIC%202024/Lisa%20Elle.jpg)
Lisa Elle FCSI, CFP, CCS, RIS, CHS, CPCA,
EPC
Ellements Financial Group
Lisa's Bio
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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
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Buffet Lunch Provided |
1:00 PM - 2:00 PM
![](EPIC%202024/Kevin%20Brady.JPG)
Kevin Brady
Director Corporate Health at NFP Canada Corp. Founder &
Director, Advica Health
Kevin's Bio
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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.
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2:00
PM - 3:00 PM
![](EPIC%202024/Amanda%20Richards.jpg)
Amanda Richards BA, CPCA, EPC, Director of
Business Development and Community Integration Organization
Chartwell Retirement Residences
Amanada's Bio
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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
![](EPIC%202024/Jesse%20Vu.jpg)
Jesse Vu BSW, CHS, QAFP, EPC
Exceedia Consulting Ltd.
Jesse's Bio
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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
![](EPIC%202024/Jim%20Ruta.JPEG)
Jim Ruta BA., RHU., EPC
Founding Faculty Member CIEPS
Jim's Bio
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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
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Closing Remarks, Adjourn |
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