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Presentations at the 2009 IFB Toronto Fall Summit Included:

Key Note Speaker: Dennis Moseley-Williams
Client-Centered Marketing RIBO Management
Presentation Part One
Presentation Part Two
Dennis Moseley-Williams is an internationally known consultant in the Financial Services industry in the areas of Practice Management, Business Development and Marketing. For 11 years his primary business goal and passion has been helping Entrepreneurs create the sustainable, predictable and duplicable businesses of their dreams. He is a recognized expert in the areas of increasing sales, managing client relationships and building great businesses.

Moseley-Williams now brings his knowledge, skill, style and message to the IFB Toronto Fall Summit! He has a unique, passionate and humorous style influenced by the lessons he learned working with top-flight advisors, and entrepreneurs. All the information Moseley-Williams will share is drawn from real life. His presentations is an event that you'll remember, learn from, and talk about.

His message, best described as 'client-centered marketing', is a proven system for attracting great clients and for building a great business-for life. He takes clients thorough the process of creating customized marketing plans that specifically address their business needs and are easily understood and implemented by all members of their team. Moseley-Williams's insightful and always humorous presentations teach the skills it takes to be successful in today's highly competitive world, and have established him as one of industry's most popular speakers

Make your Summit Experience Complete at the 'Evening of Laughs' Dinner with special guest comedian Scott Harris

When Tues. Nov. 3, 2009 7:00 p.m. Cost Only $43.95

Toronto Summit Presentation Outlines

Client-Centered Life Planning
Michael Curtis, Vision Systems
Life Planning: The creation of a satisfying and fulfilling vision of life, and the discovery of how to achieve that vision.

Retirement 101® - the Process
John Armstrong, CCH Canada Limited
"The question isn't at what age I want to retire, it's at what income." - George Foreman

Most of your clients are troubled by the same question. All they need to know is if they're going to be OK upon their retirement. Fortunately, accurate financial planning can ensure a secure and stress-free retirement; however, the planning needs to happen NOW! Income and tax modeling is tricky and complex. There are various options and aspects to consider such as one income source to many, opportunity to split income, CPP, OAS, pension tax credits, income from non-registered investments, and many others. Every option has risks and rewards and the key lies in making the right choices. Income and tax modeling is therefore quite challenging even for investment advisors, let alone for investors with little or no exposure to the finer nuances of financial planning. Since the decisions and recommendations from investment advisors affect the future financial well-being of the investor, it is critical to have a clear and concise model for this process.
With years of experience as a successful investment advisor, John Armstrong has developed a fast and simple method to accurately model a client's financial situation and enable an effective decision-making process. John will be demonstrating the Retirement 101® process with FP Solutions financial planning software. He will demonstrate how clients can create an income model that provides them with invaluable insights to make sound financial decisions. This income model will also serve as a roadmap during their transition to retirement.

Going a Step Beyond RIBO MANAGEMENT
Ian Wexler, Protect Insurance Agencies Inc., sponsored by Hunter McCorquodale
In today's world, to attract and keep clients you have to stand out from the crowd. It goes far beyond just selling products. It is the additional value added services you provide to your clients that make the difference. Dr. Ian Wexler has structured his insurance firm to stand out from the competition. He is the president and founder of Protect Insurance Agencies Inc. in Toronto, a "relationship based firm" that provides life and living benefit products to over 800 professionals and executives across Ontario. Dr. Wexler will provide insight on his firm's approach in offering exceptional client care including "one-on-one claims assistance" as well as how they deal with special risk situations.

Understanding Whole Life Insurance
Tom Belanger, Unity Life
The focus of the presentation will be on the key features and built-in guarantees in Whole Life insurance products and how to use them to personalize the coverage to specific client needs. Emphasis will be on understanding the individual components, including;

" Key features and benefits
" Guaranteed Cash Surrender Value
" Dividends and dividend options
" Paid Up Additions
" Non Forfeiture Values
" Blended Insurance Options -- how to customize a Whole Life product to the client's specific needs and budget.
Practical ideas will be presented on a variety of sales concepts for Whole Life Insurance and will include a discussion on how to market WL to diverse client segments.

What Advisors Should Know About Policyholder Protection in the event of Insolvency
Gordon Dunning, Assuris
An educational session for financial advisors on how Assuris coverage protects their clients in the event their life insurance company becomes insolvent (www.assuris.ca) . Assuris is a not-for-profit organization funded by the life insurance industry that protects Canadian policyholders against loss of benefits should their life insurance company fail. Our role is to protect policyholders by minimizing loss of benefits and ensuring a quick transfer of their polices to a solvent company where their benefits will continue to be honoured.

Helping Your "Uninsurable" Clients
Michael Taylor, Hunter McCorquodale Inc.
Every year roughly 1 in 20 life insurance life insurance applications and more than 1 in 10 disability insurance applications in Canada are declined. As an advisor, you want to explore every possible option when this happens to one of your clients. Although not always well known, there are markets that can provide alternative solutions in the majority of these situations. This presentation will provide an overview of alternative or special risk insurance markets, including a new life product designed specifically for medical declines. Attendees will leave with a better understanding of what to do the next time a client's application for life or disability insurance is declined

Selling Outside The Box
Growing Your Business Through Simplified Living Benefits RIBO Personal Skills
Joseph Trozzo, Edge Benefits
If you are interested in learning how to effectively market living benefits to your clients then this is a seminar you won't want to miss. Join us to learn more about how Edge Benefits is breaking down the barriers in the traditional living benefit marketplace and helping advisors protect the entire lifestyle of their valued clients. At this seminar you will hear about our new and exciting Fractured Accident Benefit plan as well how Edge Benefits protects the lifestyles of Canadians, regardless of their insurable earnings. Let us show you, through real life case studies how you can grow your business through simplified living benefits.

Duty of Care RIBO TECHNICAL
Mark Sylvia, Echelon General Insurance Company
Once of the most significant issues facing a financial advisor is their duty of care to their customer. What is a duty of care? How does it apply to the sale of insurance and investment products? Have there been any legal cases dealing with the duty of care issue? Are there any checklists or procedures an advisor can use to make sure that their duty of care to their clients is maintained? Mark Sylvia, CEO of Echelon General Insurance Company, will review these important questions and recommend best practices to assist advisors.

Building Your Business RIBO MANAGEMENT
Matthew Asser , The Covenant Group sponsored by E-Z Data
This presentation starts by describing four major challenges in financial services distribution. Matthew Asser distinguishes between advisors who are Players, Producers and those who are merely Pretenders. He goes on to describe the four major systems that need to be in place in any business to maximize the business potential. Matthew then outlines the five performance drivers to a high-performing business. His presentation concludes by discussing the four dimensions of effectiveness for business owners and then asking a key question every successful business owner needs to answer.

Innovative Alternative to Insurance Investment Options
Christopher Ambridge, Provisus Wealth Management
For years, segregated funds have been the cornerstone of the insurance advisor's wealth management business. The benefits of segregated funds are well known. However, there are some attractive alternatives available to the insurance advisor that serves the client's need for downside protection and expands the roster of services on the shelf. Provisus Wealth Management has unveiled Actively Managed ETF Portfolios that allows the insurance industry to offer clients a more comprehensive suite of products than was previously available at a comparably favourable price. These portfolios serve clients needs by combining an absolute return philosophy with the benefits of active portfolio management and tax minimization.

Talking To The Elephant: How To Make More Bigger Sales By Enhancing The Emotional Well-Being Of Your Prospects
Bill Bishop, Bishop Information Group Inc.
Many financial advisors don't make enough big sales because they talk to their prospects primarily about financial goals, investment strategies, asset allocation and insurance products. But this financial focus doesn't work because most people don't make buying decisions rationally or intellectually; they make them emotionally. That's why many prospect meetings, which seem to go well on the surface, don't translate into new clients and new sales; because the advisor has not enhanced the emotional well-being of the prospect. During this presentation, branding and packaging coach Bill Bishop will explain proven techniques to connect with your prospects on a deep emotional level and make more sales as a result.

Mental Capacity in a Commercial Setting RIBO MGMT
Arthur Fish, Borden Ladner Gervais LLP
Arthur Fish is a partner in the Toronto office of Borden Ladner Gervais LLP, and the Manager of the Toronto Regional Wealth Management Practice Office. In this popular session, he'll discuss mental capacity issues in serving elderly clients and their attorneys for property. This is lively and interactive session that will provide new and thought-provoking insights into the complex business of relating to clients.

Securities Regulatory Changes - What's New for Advisors?
Rebecca Cowdery, Borden Ladner Gervais LLP
National Instrument 31-103 Registration Requirements and Exemptions was effective on September 28. This rule affects virtually everyone in the financial services sector in Canada and will impact advisors. Changes that have been discussed for close to 10 years are finally here. This presentation will focus on the impact of this rule on advisors active in the exempt market-place, insurance and mutual funds.

The Value Equation and You
Peter Wouters, Empire Life
Clients, companies and advisors have all suffered through the wild roller coaster ride over the last two years. It seemed that there was no safe haven for investments. Conventional approaches provided little protection from the market meltdown. Jaded clients no longer believe in the superiority of one investment advisor over another. What are today's clients looking for? What about the big picture, the whole picture, the whole job? This session will challenge conventional approaches to advice and the value proposition, providing hands-on, practical tips and traps on redefining wealth management, value-building strategies and sharing some lessons from Tom Sawyer

The "Right" Benefit Plan
Tammy Rahman and Joe O'Connor, Empire Life
In today's shifting economy, financial advisors need to determine how to find the right benefit plan for their clients. The range of products in benefit plan options continues to grow along with many choices in funding arrangements. Employers' objectives, knowledge and challenges surrounding benefits have changed. It used to be a lot easier to identify what an employer needs; now there is so much choice and such varying situations that there really is no such thing as a one size fits all… In this presentation, you will be provided with valuable information and tips on identifying the alternatives to find the best fit!

Living Benefits - The Achilles Heel of Your Practice
Larry Lawson, Ontario Blue Cross
This presentation will take an in depth look at the importance of Living Benefits. The industry shows that less than 10% of brokers are doing a thorough job reviewing living benefits with their clients. Thus, you are leaving yourself exposed to likely E&O claims in the future.This presentation will incorporate products and methods to raise your comfort level in this key area of your practice.

Selling to the Self-Employed and Small Business in Ontario RIBO Personal Skills
Max Mahardi, Ontario Blue Cross
Where are they? How many of them are there? What benefits are they looking for? How do you sell to an entrepreneur? These questions and many more will be answered in this presentation on selling to the self-employed and small business owners in Ontario. This is a huge market that continues to grow and expand especially in these economic times. You will be provided with valuable information and tips on how to sell to this market segment and an introduction to new Hybrid products now available.

Total Financial Planning - What we REALLY Do!
Al Kinch, Desjardins Financial Security
When we think of financial planning, do we take into consideration the various contingencies that can arise both during lifetime and at the time of death? How can we help preserve an estate for a family today and for the heirs in the future? A re-look at an old problem.

How To Climb to the Top with Coaching and Branding
Peter Seligman, Seligman & Associates Ltd. and Juli Leith and Fortunato Restagno, The Personal Coach
Learn from successful advisor Peter Seligman, President of Seligman & Associates Ltd., Toronto. Peter is an accomplished mountaineer, skier, cyclist and community supporter. He has also taken effective steps to summit his business and life through coaching and branding. Peter hired The Personal Coach to build a customized plan to grow his business and develop a unique brand. He will be joined by Juli Leith, Coach and Fortunato Restagno, Brand Specialist from The Personal Coach. Peter will describe the issues he was facing prior to hiring The Personal Coach, what has transpired up until today and what he plans for the future. If you're an advisor who is seriously looking for ways to take your business to the next level you will find this presentation valuable.

Family Investment Program
Jean-Luc Major, AXA Assurances Inc.
Learn about an interesting use of a joint last-to-die universal life policy insuring parents in their early 60s, with both the parents and their adult children as co-owners. The parents will benefit from a short term 5 year investment, providing a pre-tax rate of return around 8%, while their adult children will benefit from a well planned estate preservation strategy with long term (25 years) pre-tax returns of over 10%.

The Dynamics of Demographics: The Rifle Approach to Prospecting RIBO Management
John Dargie, Canada Loyal Financial
For new brokers, or those looking to upgrade their market, the independent brokerage business can be both attractive as well as challenging. How does a broker establish a market, and more importantly, what are the habits of a successful broker? John Dargie, long-time IFB member, personal producer, and Life Member of MDRT, has over 30 years of industry experience, 20 of which have been as an independent broker. If you are looking for a step-by-step solution to the prospecting puzzle and for sales solutions, join John for this session. For the dedicated broker, this process has a proven track record.

Underwriting Trends
Kevin Powell, Equitable Life of Canada
This presentation will include a discussion of current trends in underwriting. Kevin will review a number of risk factors that can lead adverse decisions. This will include a review of cardiovascular risk factors, diabetes, obesity, liver enzymes, family history and cancer. In addition an update of foreign travel will be included. Kevin will also provide some underwriting tips to help get your cases through the underwriting process more quickly.

Taxation of Guaranteed Investment Funds
George C. Iovankas, Desjardins Financial Security
George has been focusing on business development and relationship management for over 20 years. His in-depth knowledge of the financial services industry allows him to offer product and concept education tailored for the financial advisor. He draws on his many years of experience to address the needs of financial advisors and their clients with respect to estate planning and wealth management solutions. In this presentation he will show you how to better understand the allocation rules of Guaranteed Investment Funds and the taxation of contract guarantees.

Control the Cash Flow, Control the Plan
David Barker, Manulife Bank
David Barker shares insights into how cash flow drives a client's financial strategies and why it is important for advisors to address it. Learn why successful advisors of the future will be those who can optimize the cash flow of their clients to help them achieve their goals and dreams.

Breakthrough! – How To Breakthrough “The Plateauing Out Syndrome”! RIBO Personal Skills
Simon Reilly, Leading Advisor

•  Have you managed to maintain the same levels of production in “The New Normal”?
•  Are you struggling to figure out how to "grow" your business in real terms?

“The Plateauing Out Syndrome” was coined by the members of The Million Dollar Round Table. With the advent of “The New Normal” contributing to clients taking longer and longer to make decisions, Breaking Through “The Plateau” seems more daunting than ever.

For some, the pace of business isn’t what it used to be contributing to thoughts like, “is this all there is?”, and “what am I doing this for?”, and “what is the use?”.

“When there is no understanding, there is judgment. When there is judgment, there can be no understanding or inspiration”.

Join Simon Reilly to Understand How To & What To Do to Breakthrough “The Plateauing Out Syndrome”.

There Is Nothing New! - How To Use Old Ideas In "The New Normal" RIBO Management
Simon Reilly, Leading Advisor Inc.

- There's nothing new out there - except the internet
- All the old ideas about time management and personal effectiveness
- All the old ideas about business development
- All the old ideas about marketing and selling …

Are Still Great Ideas!!

But how do you adapt them to the 21st Century, real-time news and information, instant global communication, and the rise of "FREE"? In this session, Simon will help you to re-learn the good old basics like Time Management that was fathered by Alec MacKenzie's "The Time Trap", 30 years ago before technology was invented. Since then, the landscape of Time Management has changed with the advent of the Blackberry, iPhone, Mac and PC. Join Simon Reilly to learn How To Use Old Ideas In "The New Normal" and Breakthrough "The Time Trap".

Warning: Are You Putting Your Time & Business at Risk?
Smart Computing for the Financial Professional RIBO Personal Skills
Larry Keating, CEO of No Panic Computing,  former Founding Chairman of the Ministers’ Technology Advisory Group for the Province of Ontario,  former member of the Chair’s Advisory Council on e-Government for the Province of Ontario.
The laptop has quickly become the ‘must use’ core business tool of financial professionals.  It is used for presentations, proposals, client records, CRM software, newsletters, company bookkeeping, records, tax files and a thousand other critical needs.  Essentially our entire business is contained on our laptops yet in many ways we leave our laptops at risk and by so doing, put our businesses, our clients privacy and our reputations in jeopardy.  In fact, the internet world has become a dangerous place for computing.  Threats abound from viruses, spyware, adware, worms, trojans, phishing attacks, rootkits and other malware to loss, theft, hardware failures, software bugs and simple human error.  The truth is that independent financial professionals need the same IT standards and safeguards that big companies use, yet most are left to their own devices and waste time and money with do-it-yourself solutions.  Larry will make simple the need and understanding of secure data backup, the internet, anti-malware software, passwords, biometrics, encryption and other elements of smart computing in this ‘must attend’ workshop tailored to the computing needs of financial professionals.

"Cut benefit costs ... or up sell"  Which road are you on?
Robert Crowder, The Benefits Trust
Employee benefit clients are often looking to cut benefit costs at renewal time.  Frequent plan marketing's and endless combinations of alternatives cost you money and may confuse your client.  This is what you must do in order to preserve your block of business...or is it?  Come to this dynamic session to learn about a different road map that will help your clients spend more on their benefit plans and increase the profitability of your benefits block.  This is a must attend session for those who are looking for a new long term direction with employee benefit clients and wanting to keep the circling vultures out who are preying on your clients with false short term promises.

Living Benefits- Protect your clients during their working years and beyond
Kevin Flintoff, Manulife Living Benefits
Introducing Manulife's NEW Disability to Long Term Care program. One product, two solutions

With Change Comes Great Opportunity. Are You Ready?
Learn how the securities regulation changes can help you grow your business
Mark Garrett, Right Side Capital Corp.
At times of significant change, opportunities present themselves. Those who are prepared will be in the driver’s seat and will take advantage of those opportunities. On September 28, the Securities Commission made a profound change to the registration categories through National Instrument 31-103. These changes offer you significant opportunities to grow your business and better service the emerging needs of your clients. Join Mark Garrett, President of Right Side Capital Corp. and member of the Board of Directors of the Exempt Market Dealers Associations of Canada as he speaks from experience about the opportunities ahead and shares practical strategies you can leverage immediately to differentiate your financial practice and improve your bottom line.

Do You Market Like It's 1999?
Promod Sharma, Industrial Alliance
Change with the times.  You know plenty about products and sales strategies. What about this real challenge: how do you entice prospects to pick you over your competitors? How do you stay in touch before and after a sale? How do you create a powerful first impression without needing to be there? Discover simple, inexpensive ways to market better. Explore a market yearning for your help ... if you stand out. Discover what works in this timely new presentation from a marketing actuary with the passion for simple. Copy the concrete real-life examples to stop marketing like it's 1999. Or 1989.

Guaranteed income at any age
Michael Banfield, Canada Life
Guaranteed minimum withdrawal benefits (GMWBs) have repeatedly made headlines since they were launched in Canada three years ago. These products represent risk to insurance companies , forcing several to make changes , and have also forced some to raise capital , establish reserves , and/or record quarterly losses. It takes careful product design , a rational level of pricing , financial strength and stability , and access to expertise to properly introduce and manage more sophisticated guarantee offerings within a segregated fund policy. This presentation will discuss the need for sustainable guaranteed income for life , as well as discuss the past , present and future of these products.

Stress Testing your Retirement Income Portfolio
Discover how to build your business and strengthen client relationships with Product Allocation.                            
Omesh Varma, District Vice President, Manulife Investments
Product Allocation is the right conversation for the times.  Come and learn how this innovative approach to retirement income planning will improve your clients' retirement income sustainability.  Building on Asset Allocation, Product Allocation provides a real measure of your client's current retirement income plan and offers actionable steps to improve the chances that their retirement income will last their lifetime.  See how incorporating this new approach into your practice and investment recommendations can help you consolidate client assets, deepen client relationships and increase the value of your book of mutual fund and investment business.

Portfolio Seminar
Tony De Thomasis, De Thomas Financial Corp. Sponsored by PIE Investment Corp.
Learn about a way to invest that is used by all Canadian pension plans but only 5% of all Canadian investors. You’ll find out:

• How to beat 90% of all money managers
• How to have over 35 asset classes and fund styles in just ten mutual fund holdings
• How to offer efficient rebalancing and save taxes on a corporate class structure
• How to lower investor fees but get paid more for your work

Accelerate Your Income With RESP’s
Karine Mackenzie, Heritage Education Funds
Find out why you should be marketing RESP’s and learn some tips on how to help your clients find the money to start one. Discover how RESP’s will help you build relationships with young families and open doors to other financial products you are marketing to them in this presentation.

Animal spirits and the modern investment professional”
Heather Fenton, Invesco Trimark
Investment professionals tend to think the realities of behavioral finance are the sole domain of their clients, but they too are moved by the same animal spirits – the psychological factors that motivate investment decisions.  Irrational and inescapably part of human nature, these animal spirits operate throughout the financial markets.  Learn how an awareness of your clients’ behavior – and yours – can help you strengthen and grow your business.

LONG TERM CARE: Everyone Is A Potential Client      
Karen Henderson, Long Term Care Planning Network
Imagine….
·     Retaining clients with a locked-in level of trust because you’ve helped them at their deepest point of need
·     Gaining a marketing advantage because you understand the best way to reach new clients now and for years to come
·     Being a leader on the forefront of a solution that will affect the entire nation
·     Creating a steady stream of additional revenue because of the pervasive need
·     Enhancing your professional integrity by expanding your personal touch not only to your clients, but to their entire families as well

How can you achieve these goals? Attend this session about long term care planning, the next untapped specialty area for professional advisors.

Long term care planning is simply an enhancement of what you’re already doing —providing peace of mind in the areas of your clients’ lives that matter most. It’s not rocket science; it’s common sense. And it’s something that must be a part of every client’s financial/retirement plan.

The ETF and Index Fund Solution for Life Agents and MFDA Planners
Preet Banerjee, Pro-Financial Asset Management
Are you tired of having conversations with clients about ETFs that you can’t provide? Do you want to provide the benefits of ETFs, but get paid for your time? Then it’s time to learn exactly what it is people *actually* want as opposed to what they *think* they want. They think they want an ETF, but what they are looking for is indexation. Indexation is now available through mutual funds, segregated funds and now GMWBs with commissions of up to 6% up front or trailing commissions of 1.15%, with lower than average MERs. Also, learn about the one serious flaw with market-capitalization based index products and how avoid it altogether.

Professional Liability Insurance for the Financial Advisor RIBO Management
Roberta Tasson, The Magnes Group
Having lived through a 'hard' E&O market in the first half of this decade, awareness has been heightened among the financial services community about the need to manage risk and practice defensively. Brokers need to know what they can do as individuals to reduce their exposure and operate with less risk and how to protect themselves from risk. By educating it's plan members, IFB has successfully kept claims down and reduced premiums in its E&O program. In addition to risk management, we will discuss industry trends and where this market is headed in the future.

Plus presentations still to come from the Financial Services Commission of Ontario...and more!