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NOVEMBER 18 & 20, 2015
SYMPOSIUM
PROGRAM
Thanks to Our Gold Sponsor
Thank You to this Year’s CFP ® Professional
Symposium Sponsors
In October 2009, FPSC® hosted
a half-day event to articulate a
vision for Canada in the year 2020.
Here’s what we envisioned:
By the year 2020,
Canada will be
shaped by a
nation of people,
organizations
and a regulatory
environment that:
Goals of Financial
Planning Week
• Raise awareness of the importance of financial
planning and provoke a call to action to all
stakeholders for the benefit of all Canadians
• Encourage industry to promote the value of
financial planning to their clients
• Provide a platform for financial planning
professionals to discuss the necessity and
progress of a financial planning profession
• Encourage consumers to take positive
“planning” action
• Promote the benefits of financial planning
to Canadians, financial services providers
and regulators
• Promote the value of the CFP® designation to
the industry and public
Values financial planning.
Shares and assumes responsibility
to ensure the financial planning needs
of Canadians are well served.
Thank you for joining us today and
contributing your part to the realization
of the important Vision 2020 aspiration.
Has a viable financial planning profession
that ensures broad access to competent,
ethical financial planners, for those
who need professional advice.
Website:
fpsc.ca
Twitter: twitter.com/FPSC_Canada
Facebook: facebook.com/ FPSC.Canada
LinkedIn: linkedin.com/company/
Financial-Planning-Standards-Council
YouTube: youtube.com/user/FPVision2020
CFP®, CERTIFIED FINANCIAL PLANNER® and
are certification trademarks owned
outside the U.S. by Financial Planning Standards Board Ltd. (FPSB). Financial Planning Standards
Council is the marks licensing authority for the CFP marks in Canada, through agreement with
FPSB. All other ® are registered trademarks of FPSC, unless indicated.
© 2015 Financial Planning Standards Council. All rights reserved.
Cary List, CPA, CA, CFP®
President & CEO
Financial Planning
Standards Council
Letter from
the President
Welcome to the seventh annual FPSC
CFP® Professional Symposium.
We’re glad you’ve joined us for an exciting day of learning, sharing and connecting.
This year’s theme, Trust Matters, is a critical topic for personal and professional
development. Trust is the bedrock for building strong, sustainable relationships,
and fundamental to the financial planning profession. When relying on a CFP
professional, Canadians expect not only exceptional technical competence,
but also unquestionable honesty, integrity, loyalty and respect—factors that are
central in all relationships.
Today’s CFP Professional Symposium offers an opportunity to explore this
important topic with colleagues and experts, and I’m sure you’ll take away many
practical tools that you can put to use immediately. We’ll spend some time talking
about behavioural psychology, which will assist you in understanding how you
can help clients transition from thought to action; we’ll be offering solutions on
how to transition relationships from a transactional focus to ones with meaningful
and lasting connections; and we’ll explore aspects of your duty as a professional,
trusted advisor.
Today’s thought-provoking speakers will no doubt generate conversations that
go well beyond the end of the Symposium sessions, and that will help as you
continue to strengthen the bonds of trust in your own professional practice.
Enjoy your day!
Agenda
at a glance
TOPIC
brought to you by our
gold sponsorship partner
SPEAKER
TIME
Breakfast & Registration
8:30 – 9:00 am
Introduction & Welcome
9:00 – 9:15 am
Transitioning from a Sales
Focus to a Professional
Planning Practice
Phil Billingham, cfp
Consultant to Financial Planning Firms
9:15 – 10:20 am
Break
Sponsored by
10:20 – 10:30 am
Why Good Clients Ignore
Great Advice: Overcoming the
Implementation Impasse
Dr. Moira Somers, c psych
Clinical Neuropsychologist, Professor
and Financial Recovery Expert
10:30 – 11:35 am
Issues with Trusts
John Poyser ba, llb, tep
Wealth & Estate Lawyer
11:35 am – 12:40 pm
CIFPs Case
Competition Winners
Sponsored by
12:40 – 12:45 pm
Lunch
Sponsored by
12:45 – 1:30 pm
Making Memorable
Connections
Bob Gray
Memory Development Specialist
1:30 – 2:35 pm
Break
Sponsored by
2:35 – 2:50 pm
Scott Stratten
President of Un-Marketing
and Best-Selling Author
2:50 – 3:55 pm
Cary List, cfp
President & CEO, FPSC
3:55 – 4:00 pm
keynote:
Un-Marketing 101
Wrap Up
Transitioning from a
Sales Focus
9:15 AM – 10:20 AM
The Phil Billingham Partnership specializes in helping financial planning firms
transition from the ‘old’ model to the ‘new’ model, including transitioning from
a sales to relationship-focused organization with the adoption of a Financial
Planning Model.
Phil has been an active writer, trainer and consultant since joining the financial
services profession as an adviser in 1982. He has offered presentations at
conferences in the UK, Ireland, Hungary, France, United States, South Africa
and Canada. Phil is an Associate of the Chartered Insurance Institute (ACII),
a Fellow of the Personal Finance Society, a Certified Financial Planner®
professional, and a Chartered Financial Planner.
Phil Billingham,
cfp
Consultant to Financial
Planning Firms
sponsored by
Why Good Clients
Ignore Great Advice
10:30 AM – 11:35 AM
Dr. Moira Somers
Clinical Neuropsychologist,
Professor and Financial
Recovery Expert
sponsored by
The human brain is one of the most amazing, elegant, vulnerable, and error-prone
things in the universe. Add money to the mix, and things really get interesting!
That’s where Dr. Moira Somers works — at the intersection of money and
mind. She will be tackling some of the difficult questions that many professional
planners face on a day-to-day basis. Why is it so hard for people to change,
even when they really want to? How do feelings and beliefs hinder or help that
change, particularly when it comes to the domain of money? What can be done
to enhance successful outcomes?
Dr. Somers is a clinical neuropsychologist, professor and financial recovery expert.
She is on the faculty of the Sudden Money Institute, where she trains advisors
(many of whom are CFP professionals) on the psychological factors at play during
major life transitions.
Issues with Trusts
11: 35 AM –12:40 PM
Many older clients go through a stage where they suffer from diminishing
capacity. How long can you serve as their advisor before it is unsafe for them
(and you) to do so?
Learn strategies that are available to support them. The strategies change when a
predatory child is injected into the mix. The legal and practical situation also changes
when the client moves past the often invisible barrier between diminishing capacity
and loss of capacity. Alternate decision makers (such as attorneys under power of
attorney documents) step in and have to live under special rules. Learn those rules to
better serve the person who steps in to speak for your client, and to protect yourself
and the client if the person turns out to be the predator.
John Poyser, ba, llb, tep
Wealth & Estate Lawyer
sponsored by
John is a partner with the law firm Tradition Law LLP, Estates and Trusts in Winnipeg
and principal of The Wealth & Estate Law Group in Calgary. He helps clients in
Manitoba, Ontario, Alberta and British Columbia pass wealth from one generation to
the next while minimizing taxes and structuring special arrangements to improve the
lives of beneficiaries.
Making Memorable
Connections
1: 30 PM – 2:35 PM
Bob Gray
Memory Development
Specialist
sponsored by
Always thought you had a bad memory? Let Bob Gray ‘Change your Mind’. Guinness
World Record holder Bob Gray will prove there is no such thing as a bad memory—
just an untrained one.
Bob will show you how to engage left and right hemispheres of the brain for full brain
potential, allowing more efficiency and effectiveness in the workplace. He will share
the powerful memory systems known as The Chain—the foundation of all memory
systems—and introduce you to the power of creative visualization. Mastering
The Chain will enable the memorization of information such as speeches and
presentations, names and faces, to-do lists and more.
keynote speaker:
Un-Marketing 101
2:50 PM – 3:55 PM
Scott Stratten
President of Un-Marketing
and Best-Selling Author
For generations, marketing has been hypocritical. We’ve been taught to market to
others using tools that we ourselves hate, like cold-calling, flyers, ads and so on. So
why do we still keep trying the same stale marketing moves?
Scott Stratten shows how to unlearn the old ways and consistently attract and
engage the right customers. You’ll stop merely pushing out your message and
praying that it sticks somewhere. Potential and current customers want to be listened
to, validated, and have a platform to be heard—especially online.
brought to you by our
gold sponsorship partner
Scott defines marketing as all points of engagement between a company and its
customers, not just a single boxed-in activity. Traditional marketing methods are
leading to diminishing returns and disaffected customers, he says. The answer? Stop
marketing, start UnMarketing! This session will show you:
 How to cultivate a strong relationship with your customers and make
yourself the logical choice for their needs.
 How to create a mindset and systems to roll out a new, 21st century
marketing approach.
 How to use a Pull & Stay method (pulling your market towards you and
staying/engaging with them, leading them to naturally choose you for their
needs), rather than Push & Pray.
HollisWealth is a proud sponsor
of Financial Planning Week.
Your
business is
built on trust.
So is ours.
At HollisWealth, we believe the only
way to build trust is to earn it. We
strive to do this every day by offering
our advisors ongoing support to help
them develop stronger, sustainable
relationships. It’s an approach
that fosters trust and deeper
relationships for everyone.
To learn more,
visit holliswealth.com
HollisWealth is a trade name of Scotia Capital Inc., HollisWealth Advisory Services Inc. and HollisWealth Insurance Agency Ltd. Brokerage services
provided by HollisWealth are provided through HollisWealth, a division of Scotia Capital Inc. (a member of the Canadian Investor Protection Fund and
the Investment Industry Regulatory Organization of Canada). Mutual Fund products provided by HollisWealth are provided through HollisWealth Advisory
Services Inc. (a member of the Mutual Fund Dealers Association of Canada and the MFDA Investor Protection Corporation). Insurance products provided
by HollisWealth are provided through HollisWealth Insurance Agency Ltd.
TM
Investing in your future
TD Bank Group’s success in the Canadian financial sector is based on the calibre of the
people who work here. Join the TD team as a TD Wealth Financial Planner and you’ll
have access to extensive training and support, and an investment process designed to
help you and your clients to succeed together.
One of Canada’s Best
Employers, 8 years in a row1
One of Canada’s Top 100
Employers, 9 years in a row2
Discover the opportunities: jobs.td.com
TD Bank Group recognized by Aon Hewitt, 2008-2015. 2 TD Bank Group recognized by Mediacorp, 2007-2015. TD Wealth Financial Planning is a division of TD Waterhouse Canada
Inc., a subsidiary of the Toronto-Dominion Bank. TD Waterhouse Canada Inc. – Member of the Canadian Investor Protection Fund. The TD Bank Group means The Toronto-Dominion
Bank and its affiliates, who provide deposit, investment, loan, securities, trust, insurance and other products or services. ® The TD logo and other trade-marks are the property of
The Toronto-Dominion Bank.
1
Together,
we can help
Canadians
plan for a
better future.
We’re looking for professionals like
you to join our award-winning team.
Join our team today, visit bmo.com/careers
Best Wealth Management Bank
in Canada, 2015
– International Finance Magazine
Best Full Service Investment Advisory Canada
for the second consecutive year, 2014-2015
– Global Banking and Finance Review
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Digital Platform in Canada, 2015
– Global Banking and Finance Review
BMO Wealth Management is the brand name for a business group consisting of Bank of Montreal and certain of its affiliates, including BMO Nesbitt Burns Inc., in providing wealth management products
and services. ‘BMO Nesbitt Burns’ is a registered trade-mark of BMO Nesbitt Burns Inc., a wholly-owned subsidiary of Bank of Montreal. ®/TM Registered trade-marks of Bank of Montreal, used under licence.
BMO Nesbitt Burns Inc. is a Member – Canadian Investor Protection Fund. Member of the Investment Industry Regulatory Organization of Canada.
If you are already a client of BMO Nesbitt Burns, please contact your Investment Advisor for more information.
IE and FI
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