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"Still Using Yesterday's Approaches For Today's World?" |
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Tuesday April 29, 2025 - Panorama Room |
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| 7:30 AM - 8:15 AM | Registration & Continental Breakfast |
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8:15 AM - 8:30 AM
Mike Englert
B. Ed., EPC
CIEPS |
Opening Remarks |
8:30 AM - 9:30 AM Peter Wouters RFG, AIAA, ARP, TEP, FLMI, RHU, CFP, CLU, CHFC, ACS, ALHC, CPCA, CHS, AFSI, EPC - Founding Faculty Member & Faculty Chair CIEPS |
"Still Using Yesterday's Approaches For Today's
World?" Yesterday's approaches to marketing and selling your services and products may still be working for you. How sustainable is that in today and tomorrow's world? What are customers and clients saying? How much do you listen, respond and adapt to their priorities, expectations and experiences? Does it make much difference considering you are comfortable and thinking about retiring? Where does that place your business if you intend to monetize your practice? Learn about the challenges, changes and choices available. Walk away with some actionable ideas to refine, redo and reinforce your practice. |
9:30 AM - 10:30 AM Simon Reilly Expert Speaker, Author & Business Coach Leading Advisor |
The Ultimate Guide to Create Relationships with The
Adult Children of your HNW Clients A significant percentage of financial advisors do not have a meaningful relationship with their clients' adult children. "Advisers risk client loss over intergenerational strategy failures." - Professional Adviser - August 2023 Why are these results happening? * 66% of adult children fire their parents' financial advisor after they inherit their parents' wealth * 88% of those who chose not to work with their parents' advisor never even considered doing so * 75% of investors say their adult children have never met their advisors * 50% worry that their children will lose the wealth their family built * 20% agree that their adult children are well prepared to handle family wealth * 70% of wealthy families lose their wealth by the 2nd generation * Tomorrow is too late - 60% of affluent investors met their first financial advisor before age 45, and one-third before age 35. What You'll Learn in This Presentation 1. A step-by-step process to help your HNW clients understand the value of multigenerational risk management and investment planning, leading to introductions to their adult children. 2. A proven approach to elegantly introduce yourself to the adult children of your HNW clients. 3. How to create an intergenerational value proposition for brochures, direct mail letters/postcards, email campaigns, websites, public speaking, and prospect/client meetings. Join Simon Reilly of Leading Advisor - an expert speaker, author, and business coach with 30 years of experience working in-person and virtually with financial advisors. Simon is an Advocis, FPA, GAMA, MDRT, NAIFA, NAILBA, Pro-Seminars, TEDx, and WIFS Speaker. Learn how to create a clear, concise, and profitable plan to retain your clients by building strong relationships with their adult children. |
10:30 AM - 11:30 AM Amanada Richards Senior Director, Sales Strategy Chartwell Retirement Residences |
"Retirement Realities Reimagined: Aligning Financial
Plans with Modern Senior Living Options" Are you using yesterday's approaches to plan for today's retiree? Join us for this forward-thinking session that equips financial planners with the insights and strategies needed to address the evolving priorities of Canadian retirees. Today's senior living landscape has shifted dramatically - from reactive care models to vibrant, wellness-focused communities that prioritize lifestyle and independence. This presentation will: * Highlight the key changes in senior living and the factors driving retirees' preferences. * Provide actionable tools and strategies to integrate modern senior living options into holistic retirement plans * Explore partnership opportunities with senior living providers to add value and differentiate your practice. By attending, you'll gain the knowledge and tools to better serve your clients' financial and lifestyle goals, retain their trust, and stand out in a competitive field. Don't miss this chance to future-proof your practice and align with today's retirement realities. |
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11:30 AM - 12:30 PM  Greg Stanley CFP, CSEC - CEO & Founder Home n Work Mortgages Greg's Bio &  Matthew Hines CRMS, CSEC HomeEquityFreedom.ca Matthew's Bio |
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12:30 PM - 1:15 PM |
Buffet Lunch Provided |
1:15 PM - 2:15 PM Rhona Konnelly, CLU, CPCA, EPC Marketing Director & Faculty Member CIEPS Rhona |
"Future-Proofing Your Practice: Empowering Advisors to Serve
the Modern Insurance Client" In today's rapidly evolving financial landscape, relying on outdated methods to serve in- force insurance clients is a recipe for irrelevance. As the industry faces challenges like digital transformation, policyholder confusion, and a growing population of neglected in-force clients, Advisors must adopt new tools and strategies to meet modern demands. This session will provide actionable insights on: * Leveraging technology and best practices to deliver exceptional ongoing service. * Understanding the evolving needs of policyholders, particularly the aging population, and how to adapt communication and servicing approaches. * Demonstrating the value of regular policy reviews to uncover hidden opportunities and ensure client satisfaction. * Why modernizing your client servicing model isn't just good business - it's essential for building trust and retaining relevance in tomorrow's market. Leave equipped with the tools, mindset, and strategies to future-proof your practice and thrive in an era of unprecedented change. Together, we can move from being transactional Advisors to trusted lifetime partners. |
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2:15
PM - 3:15 PM
Mike Englert
B. Ed., EPC
CIEPS |
"The Lies We Told Ourselves (and everybody else)!" Back in the day, the financial services industry provided a lot of bad, self-serving advice, including: * There's no bad time to buy Equities * Everybody needs life insurance * It's never too early to start an RRSP * Whole Life is better than Term Thankfully few producers put much stock in yesterday's nonsense. In this presentation we'll compare yesterday's approaches to the more enlightened, customer friendly alternatives. |
3:15 PM - 4:15 PM Becky Wong, B.Comm. (Hons), CFP, FMA, FLMI, ACS, HIAA, EPC Faculty Member CIEPS Becky's Bio |
"Can Yesterday's Approaches Effectively Work And
Function In 2025 And Beyond?" How do advisors effectively nurture a long-term relationship with their clients under the lens of continuous change and evolution? We must acknowledge and embrace the fact that change is a non-stop steamroller that has and will continue to significantly impact on previous methods and practices; but we must also acknowledge that yesterday's methods and practices may still hold great value now and into the future, and should, therefore, not be abandoned for change's sake. If true, this fact then calls to mind that old - but true - idiom: "Don't throw the baby out with the bathwater" If we want to be effective with the maintenance and development of our client base, we need to effectively and sensibly merge both paths. |
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4:15 PM - 5:15 PM  Jim Ruta BA, RHU, EPC, FDFA - Founding Faculty Member CIEPS Jim's Bio
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"The End of Presentations - What today's
consumer needs from their advisors" Doesn't mistrust, skepticism, and cynicism affect every new advisor relationship today? Don't the people we approach believe that we're not telling the truth; doubt the legitimacy of our claims, and are always self-dealing? And doesn't that mean that unless we can break through that wall, we will never build a new relationship and make a sale? Evolving sales presentations and overwhelming social media promotion have created the problem. Self-important sales approach statements create mistrust; our benefit claims set up disbelief and doubt - and aren't we trying to make a sale so we can make a living? It's the perfect storm to kill deals of any kind for any profession. Now, if there were a way to get past all that negativity and open a positive new relationship, would that be worth knowing? Of course it would. There is a solution. Stop making "Presentations" and start creating "Revelations". Revelations help you overcome the 21 st Century skeptical client with a new way to communicate your value and solutions to your prospects. The Revelations will change how you persuade anyone to do anything and will have a particularly impressive impact on your business. Industry thought leader, Jim Ruta FDFS has been researching and refining this unique concept for more than 10 years and will show you how, regardless of what business you are in, you can feel more professional and get better results. This simple mind switch uses what you are doing today to eliminate mistrust, skepticism, and cynicism at the same time. You'll be appreciated more and do better in the process. He's looking forward to seeing you at EPIC 2025. |
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5:15 PM |
Closing Remarks, Adjourn |
