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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:

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. 

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

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


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