IFB BC Fall Summit 2017October 12 2017

Marriott Vancouver Pinnacle Downtown, Vancouver, BC

9:00 a.m. -

10:00 a.m.

Pinnacle Ballroom II Pinnacle Ballroom III

10:15 a.m. -

11:05 a.m.

3 Ways Advisors are Robbing Themselves of Success.

Why Focusing on The Science of Trust-Building is The

Answer

Tyler Hoffman

(FPSC: Practice Management)

Fiera Capital Global Equity: A Quality Approach Stands

the Test of Time

Timothy A. G. Hylton, SSQ Financial Group

(FPSC: Pending)

11:05 a.m. -

11:20 a.m.

11:20 a.m. -

12:10 p.m.

GIC Laddering - Minimize the Risk, Maximize the Reward

Christina Maurice Fazio, Home Trust Company

(FPSC: Product)

Chronic Disease and the Simplified Issue Market

Doug Durnin, Canada Protection Plan

(FPSC: Product)

12:10 p.m.-

1:10p.m.

1:10 p.m. -

2:00 p.m.

Benefits Boot Camp

Harvinder Samra & David Roberts, Group Medical Services

(FPSC: Practice Management)

Savings and Investments

Jennifer Santos, La Capitale Insurance & Financial Services

(FPSC: Product)

2:15 p.m. -

3:05 p.m.

10 questions that will change your life and the

Retirement Income Alternative strategy

Don Hart, IDC Worldsource

(FPSC: Financial Planning)

International Insurance 101 (what to look for and what to

ask)

Mark Johns, Special Risk Insurance Managers Ltd.

FPSC: Practice Management

3:20 p.m. -

4:10 p.m.

The Power Of Recurring Monthly Revenue (RMR)

Marcin Drozdz, Intelife Income Trust

(FPSC: Practice Management)

Corporate Estate transfer and strategy

Patrick Cziolek, Canada Life

(FPSC: Financial Planning)

4:10 p.m. -

4:30 p.m.

4:30 p.m. -

5:30 p.m.

Pinnacle Ballroom II

Pinnacle Ballroom II

Lunch Break

Coffee Break

Cross-examination of the financial advisor – an insider’s perspective from the legal world

Eric Dolden & Tom Newnham, Dolden Wallace Folick LLP

(FPSC: Practice Management)

Succeeding at Succession

George Hartman, Market Logics Inc.

(FPSC: Practice Management)

Coffee Break

IFB 2017 BC Fall Summit Presentation Outlines 10 questions that will change your life and the Retirement Income Alternative strategy. Don Hart, IDC Worldsource FPSC: Financial Planning This presentation will explore the “ Three kinds of money “ and how to avoid potential losses and lost opportunity costs associated with those losses. This money once “found” can be re- deployed to accumulating wealth, reducing taxes and provide the opportunity to never run out of money in retirement. This concept is presented in a very easy to understand manner that you will be able to talk to your clients about the next day. Fiera Capital Global Equity: A Quality Approach Stands the Test of Time Timothy A. G. Hylton, SSQ Financial Group FPSC: Pending The presentation will highlight the investment approach of the Fiera Capital Global Equity team. The investment philosophy relies on thorough fundamental research to identify best of breed quality companies that boast superior growth potential and attractive valuations. The team searches for dominant companies that have a strong and sustainable competitive advantage, they buy only their best and highest conviction ideas, and hold them over a long-term horizon. Cross-examination of the financial advisor – an insider’s perspective from the legal world Eric Dolden & Tom Newnham, Dolden Wallace Folick LLP FPSC: Practice Management Most advisors seek to avoid claims and hope to never see the inside of a courtroom. So what happens when an advisor finds themselves in the “hot seat” and subjected to a rigorous cross-examination under oath? Join us for an insider’s perspective on what an advisor can expect during a lawsuit. Our panel of legal experts will stage a mock examination for discovery of a real-life financial advisor based on the facts from a recently decided case. Our panel will explain what was gained during the cross-examination and provide insight into the outcome of the case.

Corporate Estate transfer and strategy Patrick Cziolek, Canada Life FPSC: Financial Planning Corporations can use life insurance to preserve their capital and enhance their net estate values, all while taking advantage of tax-free growth. Plus, there’s the opportunity to access cash value in the policy should the company need it. Succeeding at Succession George Hartman, Market Logics Inc. FPSC: Practice Management You will transition from your financial advisory practice one day. The question is will you be in control of your exit — or will you let fate and circumstance determine what happens to the business you have spent your life building? Succession is a process — not an event. As such, it requires a disciplined approach to maximizing the value of your business, selecting the best option exit, choosing the right successor, and planning an orderly transition. This session will help advisors evolve from knowing what to do to create a successful succession plan to knowing how to implement it. It will also explore what advisors must do to assure their personal retirement lifestyle and create the legacy they deserve. International Insurance 101 (what to look for and what to ask) Mark Johns, Special Risk Insurance Managers Ltd. FPSC: Practice Management Do you have a client(s) with employees posted outside the country? Are you pulling your hair trying to wade through the minefield of different markets who profess to provide a product? Do you see odd exclusions in quotes, contracts and wonder what is normal? Mark Johns, Vice President of Special Risk Insurance Managers Ltd. will highlight what to look for and what to ask when looking into coverage for your clients who may have expatriate or rotational workers. You may not become an expert after this session but you will have a better understanding of what to consider.

GIC Laddering - Minimize the risk, Maximize the reward Christina Maurice Fazio, Home Trust Company FPSC: Product Maximize your GIC returns while protecting your clients against interest rate fluctuations by using the proven strategy of GIC laddering. This investment strategy will allow you to efficiently maximize the performance of your GIC portfolio while minimizing the risk. In addition, GIC laddering provides your clients with convenient access to a portion of their GIC portfolio every year.

Benefits Boot Camp Harvinder Samra & David Roberts, Group Medical Services FPSC: Practice Management, 1.0 Advisors who are presenting life, health and dental group benefits in front of clients need to understand the just the components of a plan, but how those plan features work. While it’s sometimes tempting to do a strict ‘apples to apples’ comparison of plans, the lowest rate isn’t always the best option for the client. This Boot Camp provides the basics for those considering adding group benefits to their product offerings. It also looks at the impact of digital disruptors on the financial services world, and how that impacts group benefits.

The Power Of Recurring Monthly Revenue (RMR) Marcin Drozdz, Intelife Income Trust FPSC: Practice Management

Marcin began his professional career rising through the ranks in the private capital markets in Canada. He has since worked with several companies that have collectively raised over $100MM dollars in private equity funding; These companies include a commercial real estate acquisitions firm and an asset backed lending group. In 2016, he Co-Founded Intelife Capital LP; a company that focuses on acquiring Recurring Monthly Revenue contracts “RMR” primarily in the Security & Home Automation Industry. Marcin will discuss the proliferation of the recurring revenue economy and help you discover the potential your own business has to create new revenue streams.

3 Ways Advisors are Robbing Themselves of Success. Why Focusing on The Science of Trust-Building is The Answer Tyler Hoffman FPSC: Practice Management

When it comes to prospecting, sales and referrals, the speed at which these arrive is related to how fast trust is built and conveyed. This talk will present the 3 dimensions to building trust which is based on the research from Reina, a trust building consultancy. Real world examples of poor attempts to build trust and fantabulous examples of great trust building will be shown so participants can leave with precise actions as to what does and does not work when it comes to prospecting and gaining referrals.

The 3 Key Learnings:

1. The Reina model of trust-building and its’ three dimensions

2. High and low trust building behaviours using social media

3. How to leverage trust using systems

Savings and Investments Jennifer Santos, La Capitale Insurance & Financial Services FPSC: Product When determining which investment option is best suited for a client's needs, there are many options available. The most challenging question is, "Which option is most suitable for my client?" When an advisor looks at all the offerings available and all the different vehicles within our industry, how do you determine which option is best? Should you go with TFSA and/or RRSP? Should your client invest in GICs? Mutual Funds? Segregated Funds? Matching a clients needs with industry products can be confusing especially with so many different choices out there. Let's get back to the basics, highlight the differences, and demystify the selection process. Chronic Disease and the Simplified Issue Market Doug Durnin, Canada Protection Plan FPSC: Product

More and more people today are living productive lives while living with a chronic ailment or disease that prevents them from acquiring personal coverage in the Standard Issue market. Canada Protection Plan provides coverage for all Canadians regardless of their current or past health conditions.