Sunday, October 10
8:15 AM - 9:30 AM
Values-Based Financial PlanningTM; the Art of Creating an Inspiring Financial Plan
Bill Bachrach, CSP, CPAE
Learn five key points of the Values-Based Financial Planning System: (1) How to create a fully interactive and visually compelling client experience, (2) How to give advice that is values-aligned, (3) How to inspire people to follow through, implement and stick with their plans, through good times and bad, based on their values, (4) How and why a true, values-based process creates a high-trust client relationship and (5) Why trust is NOT an objective but a byproduct of having an excellent client-centered process, being highly competent and having the right "way of being."
Career Stage: All
Competency: Business and Practice Management, Relationship Skills, Communication Skills
CFP Topic List: Client Trust & Communication
CFP Board CE credit: 1.5 (pending approval)
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11:00 AM - 12:00 PM
Powerful Communication Skills: Asking the Right Questions and Listening to the Answers
Shari Harley, MA
Clients provide us with clear feedback-they hire us, or they don't. They return our calls, or they don't. They refer others to us, or they don't. Unfortunately, however, when clients are dissatisfied, they don't tell us. Instead, they vote with their feet. Clients leave and we never know why. Get to the heart of why clients hire you, why they fire you and what they need. Learn to establish and maintain powerful client relationships, understand your reputation with clients and prospects, become more knowledgeable about your clients' needs and eliminate behaviors that diminish your success.
Career Stage: All
Competency: Relationship Skills, Sales and Marketing, Communication Skills
CFP Topic List: N/A
CFP Board CE credit: 1.0 (pending approval)
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Monday, October 11
8:15 AM - 9:30 AM
Managing Financial Transitions: Trust and Communication Become More Complicated with Clients Facing Major Life Events
Susan Bradley, CFP®
Major life events - whether expected or unexpected, welcome or regrettable - mark the beginning of transitions from one stage of life to another. The time between stages brings your clients unanticipated confusion, isolation and stress. While death, divorce, inheritance and retirement are common client experiences to a financial planner, to the client they are pivotal life events. See how your clients' need to make financial and life decisions that shape their future is complicated by physical, psychological and sociological realities of life transitions.
Career Stage: All
Competency: Business and Practice Management, Relationship Skills, Sales and Marketing, Communication Skills, Critical Thinking, Leadership Skills
CFP Topic List: General Principles of Financial Planning, Retirement Planning, Estate Planning
CFP Board CE credit: 1.5 (pending approval)
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10:00 AM - 11:45 AM
Long Distance Clients: How to Keep the Relationships Alive
Jean Sinclair, MBA, MSBA, CFP®, and Kacy Gott, CFP®, CPA
Learn about communication skills and technologies that can help you serve your relationships with geographically distant-and not-so-distant-clients. Increase client retention, save time and costs, and expand your markets with these skills.
Career Stage: All
Competency: Business and Practice Management, Relationship Skills, Communication Skills
CFP Topic List: Client Trust & Communication
CFP Board CE credit: 2.0 (pending approval)
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Tuesday, October 12
8:15 AM - 10:15 AM
Enhancing the Planning Experience by Collaborating with a Financial Therapist
Cicily Carson Maton, CFP®
Discover research on how our brains work and how we learn and use information-as well as studies on the influence of early learning and subconscious belief systems-that can help planners improve their clients' probability of financial success. By collaborating with a financial therapist, you can deal with problem financial behaviors such as overspending or hoarding, and more importantly, create more open communication and trust along with more timely follow-through, which leads to better results.
Career Stage: All
Competency: Relationship Skills, Communication Skills
CFP Topic List: General Principles of Financial Planning, Client Trust & Communication
CFP Board CE credit: 1.5 (pending approval)
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10:30 AM - 11:45 AM
Re-energize and Renew Your Relationships With High-Impact Client Review Meetings
Edward A. Jacobson, PhD
This powerful, practical session shows a detailed framework for High-Impact Client Review Meetings, including four phases - Kickoff, Quantitative, Qualitative and Wrap-up - each with its own unique purposes, steps, and tools. The centerpiece is the Life Abundance Portfolio, which measures the individual's abundance in seven areas. The client completes the Portfolio in each review meeting, permitting period-by-period comparisons and discussion of changes in specific scores. Attendees complete their own Portfolio, engage in conversations about highest scores and learn how to productively discuss the client's Portfolio. Apply the roadmap in your very next client review meeting!
Career Stage: All
Competency: Relationship Skills, Communication Skills, Leadership Skills
CFP Topic List: Client Trust & Communication
CFP Board CE credit: 1.5 (pending approval)
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