Sunday, October 11

8:15 AM - 9:30 AM

Multi-Generational Planning: Get the Kids Involved

Karen P. Schaeffer, CFP®

As planners, it is our responsibility to help prepare our clients for whatever life brings. To that end, many of our clients will likely face the time of life when they need to help (emotion¬ally, cognitively, physically and perhaps financially) of their children. Karen Schaeffer will share her experience and strategies for engaging the next generation while maintaining the dignity and financial stability of our clients as they age. Karen is a nationally recognized speaker on client issues and is a specialist in working with the senior community. Her en¬gaging and entertaining session is a "can’t miss" opportunity for clients in every stage of their business.
     CFP Board CE credit: 1.5
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11:00 AM - 12:00 PM

Calming Clients in a Volatile Market

U. Calvin Brown, MST,CFP®

When clients' emotions and account statements are being whipsawed by excessive market volatility, the one thing they need most from their advisor is communication. Many studies show that clients tend to make the wrong decisions at the wrong times, primarily based on emotion. Therefore, a significant part of an advisor's value comes from assisting clients in making good decisions. Learn how to take emotions out of decision making-to the extent possible-and provide emotional support through low-tech, high-tech and high-touch communication methods.
     Career Stage: All
     Competency: Relationship Skills, Communication Skills, Leadership Skills
     CFP Topic List: Investment Planning, Client Trust and Communication
     CFP Board CE credit: 1.0
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Monday, October 12

8:15 AM - 9:30 AM

Using Creative Presentations to Build Client Trust and Commitment

Elissa Buie, CFP®

Using the prevailing research in Client Trust and Commitment, Elissa will present creative Client Presentation ideas. The value of financial planning is difficult for Clients to evaluate. Consequently, Clients tend to evaluate planners on more tangible aspects of the relationship, such as communication. Studies show that effective communication leads to Client trust and commitment - a goal of all planners. How can your financial plans, your financial updates, your investment reports provide the necessary information and spark movement for the client by incorporating the technical and the life issues? How can you harness technology to enhance your client presentations? How can you build your client's trust in and commitment to you through the way you present your analysis and recommendations? Specific examples and ideas will be provided.
     Career Stage: All
     Competency:
     CFP Topic List:
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10:00 AM - 11:45 AM

Roadmap to Success: Speaking the Language of Trust

Bill Bachrach, CSP, CPAE

In this enlightening, compelling and fun presentation, Bill Bachrach teaches specific ways to "speak the language of trust." Learn about several trust-breaking gaffes advisors commonly make and how to avoid them. Advisors leave the session better able to inspire clients to hire them to create a financial plan, consolidate all their assets and financial affairs with them, ignore "financial pornography," act on their advice and provide referrals.
     Career Stage: All
     Competency: Business and Practice Management, Relationship Skills, Communication Skills
     CFP Topic List: Client Trust and Communication
     CFP Board CE credit: 2.0
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Tuesday, October 13

8:45 AM - 10:15 AM

Preparing Individuals and Families for Inherited Wealth

Courtney Pullen, MA, LPC

Most heirs are not emotionally prepared for inheritance-they may experience it as an emotional burden that establishes patterns of entitlement, guilt, denial and fear. Explore the psychological aspects of inheritance and learn how to talk to and prepare individuals and families for inherited wealth. Plus, take a look at the steps inheritors can take to secure their futures.
     Career Stage: All
     Competency: Business and Practice Management, Relationship Skills, Communication Skills, Leadership Skills
     CFP Topic List: General Principles of Financial Planning
     CFP Board CE credit: 1.5
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