Niagara Falls Conference 2021
|
Sunday June 6, 2021 - Grand Ballroom (Agenda Subject to
Change)
|
5:00 PM - 6:00 PM
|
Registration in Grand Ballroom |
6:00 PM - 6:10 PM
Mike Englert
B. Ed., EPC
Founding Faculty Member, Compliance Officer CIEPS
|
Opening Remarks & Introduction of Keynote Opening
Speakers
Mike Englert B. Ed., EPC, Compliance Officer,
Founding Faculty Member CIEPS
|
6:10 PM
-
7:10 PM
Opening Keynote Presenation
Romy Terkel M.Ed., M.A.
Memory Keeper
Romy's Bio
|
Do You See Me? The
Value of Connection When Working With
An Aging Population
Every person travels many journeys
to arrive at the present moment. How well do you know the
elders with whom you are working?
Topics will include:
1) The
importance of storytelling and reminiscence work
2) Dignity Therapy
3) Improving connection and communication with our elders
|
7:10 PM
- 8:30 PM
|
Reception (Finger Foods, Punch) - Grand Ballroom
|
8:30 PM
|
Adjourn & Enjoy Niagara Falls
|
Monday June 7, 2021 -
Grand Ballroom
|
7:00 AM - 8:45 AM
|
Breakfast at IHOP Restaurant / Registration in Grand
Ballroom
|
8:45 AM - 9:00 AM
|
Opening Remarks
Mr. Mike Englert B. ed., EPC
|
9:00 AM - 9:50 AM
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
|
The Value of Advice and You
This overview session on the value
of advice challenges several approaches and business
practices dealing with advisor value, providing insightful,
fact backed information on the value of advice and financial
advisors.
This
presentation will answer the following questions for you:
What are your clients'
expectations?
What are their experiences?
What is the gap between the two? Do
you really know?
How often do you measure it?
What are their needs for advice?
How do clients measure value?
Do you measure up?
What about the big picture, the
whole picture, the whole job?
|
10:00 AM - 10:50 AM
Dr. Raymond Rupert MD, MBA
Rupert Case Management
Raymond's Bio
|
Advising Families with An Elderly Member with
A Complex Health Matter
Dr. Rupert will discuss various ways on how you can provide
the proper advice that will bring value to your client,
customer or patient relationship.
The presentation will include a series of case studies
illustrating how an advisor can recognize and respond to
complex health matters impacting his/her client.
The case studies will include clients with chronic diseases,
cancer, forms of dementia, mental health and substance use
disorders. Capacity issues will be addressed.
The case studies will illustrate how the advisor can assist
in selecting the appropriate healthcare providers and then
working with healthcare providers and families to support
his/her client.
The case studies will also introduce the "cost and quality
of care review" for advisors who are concerned about
possible mismanagement or fraud by homecare and other care
providers.
|
11:00 - 12:00 PM
Mike Danks
CLU., AIIC, EPC
President, Boompreneurs
Mike's Bio
|
Is There Value-Added in the Advice That You are
Providing for Your Clients & Prospects?
I read somewhere that in the financial wealth industry,
studies estimate that financial advice can add
between 1.5% and 4% to account growth over extended periods
to time.
The concept of value-added selling has been a popular one
for several years.
The real issue, though, is that in today's marketplace where
so many products and services are viewed as a commodity, the
ability to add value to your product or service is an
absolute necessity. There is no doubt that in the absence of
value-added components virtually any product or service can
be driven down to the most bottom line - price.
In this presentation, we will address the following
and why it is important to provide 'value-added advice':
Financial Planning
Retirement Planning & Planning for Retirement Change
Are There Any Variables in Planning?
What Part Does Life Insurance Play in The Retirement
Process?
Why Is Being a Boompreneur So Important and Timely Today?
And Finally, What's in It for You?
A recent Sun Life survey conducted by IPSOS found:
3 out of 4 retirees are not happy with retirement.
23% of retirees describe their lifestyle as frugal and only
spend on essentials.
44% of Canadians expect to be still working at age 65. They
need the money! They don't work for enjoyment!
Retirees fear they will outlive their money.
Here is the REALITY:
Most people do not plan.
Most people do not save.
Most people have more month left than pay cheque.
Costs keep rising.
Many Canadians think the government will take care of them.
Interest rates are not going up.
Many retirees are supporting children and grandchildren.
How does the advice that you are giving your clients
and prospects compare to the Sun Life survey?
Are your clients happy with retirement?
Maybe it's time for more options:
How do you know?
Maybe it's time for more options:
Are you aligned with a number of charities that need help?
Are you introducing this to clients?
Are you selling your clients LTC?
Are you selling your clients permanent insurance?
Are you suggesting to your clients they look at becoming a
Boompreneur?
Do you:
Ask disturbing questions to get your clients and prospects
to think?
Bring them ideas?
Offer a template so they can start their planning process?
Keep them accountable, help them put the plan in writing?
Review their plans on an ongoing basis?
If you love what you do you will never work a day in
your life. (Napoleon Hill).
|
12:00 NOON - 1:00 PM
|
Buffet Lunch Provided - Grand Ballroom |
1:00
PM - 1:50 PM
Dr. Lorna Mirham MD, FRCPC
North York General Hospital
Lorna's Bio
|
The Pathology of Cancer &
the Impact it Has on Providing the Proper
Advice
Cancer is the leading cause of
death among Canadians. For many clients diagnosed or have a
history of cancer, it can be difficult making the right
financial decision that fits their needs.
For an advisor, understanding the
complex nature of the disease will better equip you to
provide compassionate service, determine suitability, and
offer personalized solutions to your clients.
This presentation takes an in-depth
look at how cancer develops, types of tumours, staging and
grading of different cancers, and more.
With this insight, advisors will
have the proper context and background to recommend the best
financial solution for their clients.
|
2:00 PM - 2:50 PM
Donna Ritch RN, EPC, CEIPS
Faculty Member
Change of Season
Donna's Bio
|
Walking Alongside Your Client
|
This presentation is meant to empower the
participant to provide the very best service by
identifying true client need.
Walking alongside your
client will cover:
How social marketing can influence clients and
community behavior and choices, with stories from
the field
How to help your client discern the value of
research-based facts versus popular thinking How to
assist clients in identifying credible professionals
How to ask questions that help the client identify
their best course of action
How to listen between the words about true client
need
|
|
2:50 PM
-
3:00 PM
|
Coffee Break |
3:00
PM - 3:50 PM
Mike Englert B. Ed., EPC
Founding Faculty Member,
Compliance Officer - CIEPS
Mike's Bio |
The "Enlightened" Consumer
Once upon a time, financial service
representatives were just "smiling and dialing" salespeople.
Thankfully, this is no longer the case! Today's financial
service representatives are trusted professionals charged
with looking after the "financial health" of their clients
in a holistic fashion - not unlike the way that physicians
look after all aspects of a person's "physical health".
Under the circumstances it is not surprising to find today's
financial service representatives doing a lot more than just
selling. Most are "adding value" on a wide variety of
fronts, including: Tax preparation and planning Debt
management and credit counselling Asset preservation and
decumulation strategies Estate and legacy planning
But in their efforts to look after
the "financial health" of their clients, most financial
service representatives have overlooked a critical element:
consumer spending.
Like it or not, how wisely or
foolishly your clients spend their money will have an
enormous impact on their overall financial health.
This presentation will focus on the
things you can do to help your clients become more
"enlightened" consumers.
Helping your clients make better
consumer choices is a great way for you to: 1) add value; 2)
stand apart from the crowd; and 3) improve everyoness
financial well being.
And doing good has its own rewards
- the money that your clients save by being better consumers
can, in turn, be used to fund the insurance and investment
products that you sell.
What goes around comes around ...
and everybody wins!
|
4:00 PM
- 4:50 PM
Maureen Tabuchi LL.B.,
MTax
Tabuchi Law
Maureen's Bio
|
We Don' t Bite: How to Work with Estate Planning
Lawyers to Provide Maximum Value-Added Advice
Maureen is a strong advocate of 'Best Practices' when
interacting with Seniors.
Did you know that 48% of Seniors DO NOT HAVE A WILL? The
highest value you can give to your senior clients is to make
sure they have the perfect estate plan for them.
Upon meeting with your client regularly as scheduled you
find they still are in that 48%.
You:
A) Remind them, once again, that estate planning plays an
integral part of their wealth strategy and they should get
that done ASAP.
B) Discuss with them lawyer referrals and with their
permission make an introduction to an experienced estate
planning lawyer.
C) Assist them in completing a will intake information form,
expertly canvassing with them some of their specific needs
and goals. The form will then be sent to the lawyer of their
choice - amongst a short list of estate planning lawyer that
you have previously screened and met with.
Which of these do you do? What is the % amongst your clients
that do not have up-to-date wills? If you are not doing
Option C above and if your % of clients that do not have an
up-to-date will is anything above 0%, you are missing out on
an opportunity to add true value to your clients.
You are the first responder! You know the client best - not
the estate planning lawyer that meets with them once or
twice... Between the two of us, we can provide a synergistic
service that is far better than if we did not work
together.
In this presentation, Maureen will discuss the reasons why
you are in the best position to add value to the client!
1. Clients trust you to refer them to a lawyer whom you have
vetted and will provide an amazing experience.
2. You already have the information that a lawyer will need
to get things started. By reducing the amount of times that
clients need to gather the same information, you are
reducing stress on them and increasing the likelihood that
they will get it done.
3. Many wills, although completed, have errors in them or do
not reflect the client's current situation. Regular reviews
of their wills can avoid this.
4. You need to sound the alarm bells if you find out your
client is recently separated, common law, part of a blended
family, or has disabled children. These people are at
special risk where the repercussions of dying without an
up-to-date estate plan would be exceptionally disastrous.
5. Many of the client's assets will not even pass in the
will! So without close scrutiny of the beneficiary
designations, and mis-matched tax liabilities, a client's
seemingly simple estate could be thwarted very easily.
In this presentation, you will get a simple blueprint to
ensure that all of your clients have perfect estate plans
and how you and the estate planning lawyer can collaborate
to achieve this.
No one likes to think about death, but failure to have
up-to-date estate plan can result in significant financial
devastation and family disharmony.
|
4:50 PM
|
Closing Remarks, Adjourn & Enjoy Niagara Falls
|
Tuesday June 8, 2021 - Grand Ballroom
|
7:00 AM - 8:45 AM
|
Breakfast at IHOP Restaurant / Registration in Grand
Ballroom
|
8:45 AM - 9:00 AM
|
Opening Remarks - Mike Englert B. Ed., EPC |
9:00 AM - 9:50 AM
Kevin Brady - Managing
Partner
NFP Canada, Charimand and Founder, Advica Health, Kevin
Brady Health
Kevin's Bio
|
Exciting Times in Healthcare as
You Navigate the Complex Health System
The Healthcare system has become so
complex that even people who work in it every day often
struggle to navigate it. So, for members of the public - who
often encounter the system at a time of crisis - it can be
hopelessly confusing and frustrating.
Having the right information and
services at the right time helps you achieve your best
health. Learn how to evaluate health information, know your
rights, advocate for your need, and help improve the health
system.
Kevin Brady will outline all the
new services and capabilities that people can take advantage
of right now in Navigating the Health system. This would
include:
Virtual Healthcare
Health Navigation
Second Opinion
Medical Concierge
Stem Cell therapy
Pharmacogenics
Kevin will discuss the above, and
how it pertains to the insurance and health industry, and
the effects that it can have on either private or corporate
employee benefit plan costs.
After this presentation you will be
in a better position to offer additional value-added advice
for your clients, prospects and customers by:
Showing them that education is key
and,
Showing them how and where to ask for help.
|
10:00 AM - 10:50 AM
Jennifer Cook B.
Sc., EPC
Jennifer's Bio
Jennifer Cook & Associates
|
How to Differentiate
Yourself from the Competition and Maximize
Client/Customer Experience
|
The definition of
'Differentiate Yourself' is to do something very
well or in a way that deserves special recognition
and people recognize you and will do business with
you or use the services that you offer.
It's difficult for
financial advisors to differentiate themselves.
Whether you're a financial planner or insurance
advisor, what you offer has a lot in common with
your peers' offerings. Saying that your service and
offerings are exceptional won't convince prospects
of that fact.
Advantages that might have
set you apart 10 years ago, no longer work, no
matter what spin you put on them.
You must dig deeper.
Instead, business professionals need to find or
create real differences they can leverage in any
market.
In this presentation,
Jennifer will show us how to differentiate yourself
from your competition and captivate your clients and
customers.
Create a powerful brand,
Build a champion team,
Network for success,
Craft a strategy for success,
Maximize client/customer engagement,
Keep the dream alive and growing,
Build a legacy.
So, how can you stand out?
Consider the above in order to discover how
professionals can differentiate themselves by
working to present a positive and unique service
offering
|
|
11:00 AM - 11:50 AM
Bev Evans CFP, TEP, CIP, EPC,
Bev's BIO
CIEPS Faculty Member
|
Measuring the Value of Advice and Effective
Communication
The goal of this presentation is to highlight the
impact and importance of the 'soft skills' advisors
must employ when advising Seniors and their
families. Skills such as listening, storytelling,
patience and empathy will be discussed in keeping
with the client's agenda. Remember, it's not about
YOU, it's about THEM!
Bev will take a deep dive into a recent study that
measures the value of financial advice on multiple
levels. She will also touch on the fact that issues
around advising Seniors has become a priority for
the regulators eg IIROC, MDFA, and the various
Provincial Insurance regulators.
Many of the Senior-related complaints that these
regulators receive are in the areas of KYC,
suitability, and abuse of POAs. Advising Seniors
requires an awareness of this heightened scrutiny
and attention to your responsibility for your
client.
|
|
12:00 AM -12:50 AM
Jim Ruta
BA., RHU., EPC
Jim's Bio
Founding Faculty
Member CIEPS
|
How to Give Advice - That's Valued
Even if you have all the answers in the world, if you can't
get clients to appreciate it, it won't matter, and you won't
make a difference.
There is a lot of talk about the value of professional
advice to advantage clients. But there is a lot less talk
about how to deliver advice that's valued.
This presentation, from Canada's leading tactical coach in
the life insurance industry, Jim Ruta, will show you how you
can render advice that resonates with the people you work
with and that they will act on immediately. And that's
regardless of what field of advice you are in.
If you need people to take your advice, you'll want to pay
close attention to this session.
|
12:50 PM
|
Closing Remarks, Adjourn & Enjoy Niagara Falls
|
SPONSORS
Vince Savoia,
Elder Planning Counselor
Mortgage Agent,
M19000168
|
|