Conference Agenda
Track Sessions
Monday, November 16, 2009
Monday, November 16, 2009
8:00 AM - 9:00 AM
Continental Breakfast
Sponsored by:
9:00 AM - 9:05 AM
Conference Chair's Welcome Address
Marion Asnes
Editor in Chief
Financial Planning Magazine
9:05 AM - 10:00 AM
Keynote Address: Irrational Behavior Costs Investors So Much Money
This leading behavioral finance and economics expert will demonstrate why instinctual decision-making can be so costly, and shows how to avoid disastrous subjective biases in your own financial decision-making.
Forum Keynote:
David E. Adler
Behavioral Finance Expert & Author
SNAP JUDGMENT: When to Trust Your Instincts, When to Ignore Them, and How to Avoid Making Big Mistakes With Your Money
10:00AM - 11:00AM Breakout Sessions
10:00 AM - 11:00 AM
Healthcare & Aging
The Emotional Impact of Needing Care
Both Acute Care and Long Term Care can create a crisis in retirement planning. If your clients don't have acute care covered first, forget about long term care needs because they'll either be broke or worse- dead! Too many times, your clients will turn to the government for answers on medicare instead of you. Learn how you can turn the tables on clients who may not be adequately protected.
- Running out of money - running out of choices for emergency healthcare
- Addressing the impact of Medicare, Medicaid, Social Security and what acute and long term care options are available
- Learn how to be a consumer advocate for a client needing long term care in a variety of settings
- Help clients wade through confusing choices without drowning as their advisor
Chris Cooper, CFP®
Owner & Founder
Chris Cooper & Company, Inc.
Owner & Founder
ElderCare Advocates, Inc.
Marlene Lund, CLTC, CSA
President
Lund Insurance Agency, Inc.
10:00 AM - 11:00 AM
Practice Management
Creating a Retirement-Focused Practice
Learn how you can help clients think about retirement in both financial and non financial ways. Defining a successful retirement may have more to do with "frame-of-mind" than "money in the bank."
- The "go go", "slow go", and "no go" years
- What's different about retiree's risks and behavior when it comes to income planning?
- Working with clients to understand what's on the table and off the table when closing potential gaps between retirement resources and expenses
- How do you keep your practice growing while your clients spend down their assets but need more of your time?
Kevin S. Seibert CFP, CEBS, CRC
Managing Director
InFRE Retirement Resource Center
11:00 AM - 11:20 AM
Morning Networking Break
Sponsored by:
11:20AM - 12:30PM Breakout Sessions
11:20 AM - 12:30 PM
Healthcare & Aging
Panel Discussion: How Do You Get Healthcare for Clients Who Lost Their Job But Aren't 65 Yet?
As a Financial Planner, you need to empower your clients through a network of resources.
- Prepare for insurability issues before the need arises
- Mitigate health problems that may affect insurability
- Follow tips on obtaining health insurance for clients who are deemed uninsurable
- Keep Clients motivated to make good decisions when they are overwhelmed and out of choices
Panelists:
Chris Cooper, CFP®
Owner & Founder
Chris Cooper & Company, Inc.
Owner & Founder
ElderCare Advocates, Inc.
Carolyn McClanahan, M.D., CFP®
Founder
Life Planning Partners, Inc.
Karen Schaeffer, CPA, CFP®
Co-Founder
Schaeffer Financial LLC
Moderator:
Sean Walters, CAE
Deputy Executive Director
Investment Management Consultants Association (IMCA)
11:20 AM - 12:30 PM
Compliance & Regulation
Do YOU comply?
Learn about recent enforcement initiatives in the US.
- NASAA rules on Senior investment designations
- Why marketing to the elderly should be considered "high-risk"
- Recent push for enhanced penalties by states on financial abuse against seniors
- Compliance Pitfalls
- Impact of proposed federal legislation
- Equity indexed annuities--What's their future?
Steve Irwin
Commissioner
Pennsylvania Securities Commission
Brian Rubin
Partner
Sutherland
12:30 PM - 1:45 PM
Luncheon
Fasten Your Financial Seatbelt: What Surviving an Airline Crash Taught Me about Retirement Planning.
Hear how this financial planner was inspired by what he experienced as a crew member aboard the world's first fatal jumbo jet crash. Scott is credited with saving the lives of a dozen passengers in 1974. Explore the psychology driving the behavior of people who lose their wealth and undermine their financial security by failing to plan for disaster.
Thomas Scott, CFP®, CFS, FPA
Founder
Scott Wealth Management Group
Sponsored by:
1:45PM - 2:45PM Breakout Sessions
1:45 PM - 2:45 PM
Practice Management
Panel Discussion: Boost Business by Creating a Network of Experts On Aging Clients
Building one's practice depends on referrals, not just "to" the advisor, but often "from" the advisor/planner to a professional outside the planner's expertise. This is commonly the case with clients who have needs related to their health and problems specific to disabilities and aging. Clients often want more than financial advice and building a network to offer services to aging investors will strengthen client loyalty.
- It's more than just money that goes into client satisfaction
- What areas can an advisor help aging clients most? Referrals to doctors, home assistance, local retirement facilities and events, etc...
- Learn how a practice can best prepare clients for a lifestyle transition that increases loyalty, retention and wallet share.
Panelists:
John Koehler, CFP®, ChFC, CRPS, CLU
Vice President
The Retirement & Wealth Strategies Group
Skip Massengill
Senior Vice President
RW Baird & Co.
Keith Weber CFP®, CPRC
Owner & Founder
Weber Consulting Group
Moderator:
Skip Schweiss
President
TD Ameritrade Trust Company
1:45 PM - 2:45 PM
Practice Management
Retirement Wealth Management Tools
When it comes to retirement-aged clientele you need to make sure you've properly planned for a multitude of variables that can negatively impact your business and your client's wealth:
- How much asset protection is necessary?
- What's better for your practice- commission or fee-based pricing?
Gavin Morrissey, JD
Director of Advanced Planning
Commonwealth Financial Network, LLC
2:45PM - 3:45PM Breakout Sessions
2:45 PM - 3:45 PM
Practice Management
Looking at Social Security Through the Retirees Lens
What is it about collecting a Social Security Check that suddenly alters a person's thinking? The changes can be so significant that a client's entire investment philosophy suddenly switches resulting in either an opportunity for Financial Planners or lost business.
Knowing how to strategize like the country's top advisers can help retain transitioning clients and develop sustainable streams of new business from those who swiftly decide to leave the planner they've always used. Capitalize and protect business you've spent years building up by knowing the following:
- When Social Security starts patience often stops- Learn how to prepare for the retiree attitude change
- Facts and statistics regarding financial decision-making, retirement lifestyle and advisor consolidation
- How to serve retiree needs effectively and build raving fans
- How to develop a referral stream of retirees that will keep you busy forever
- Improving client loyalty and the value of your business
John Napolitano
Chairman & CEO
U.S. Wealth Management
2:45 PM - 3:45 PM
Healthcare & Aging
Money or Happiness- Which is More Important to Your Aging Clients?
Some of the poorest families may be wealthier than some of the most financially privileged. That's because happiness comes from the choices made, and not necessarily by the size of one's bank account. As a financial planner, you must manage your client's money in ways that support and reflect their core values and beliefs.
- Behavior, beliefs and fears about money ultimately shape the impact money has on one's life.
- Everyone has the potential to have a healthy productive relationship with money, it's your job to guide clients down the right path.
- Learn how you can help clients establish a new reference point for making financial and life decisions.
Susan Bradley
Founder
Sudden Money Institute
3:45 PM - 4:05 PM
Afternoon Break
Sponsored by:
4:05 PM - 5:25 PM
What are the Best Financial Planners Doing that You're Not?
Hear the latest "Best Practitioners Study" statistics which reveal client support goes beyond investment concerns. Today, financial planners who are the most successful incorporate the core issues that concern clients most:
- Managing risks of longer lives
- Health care finances
- Elder care
- How a boomer spends his/her time once leaving the workforce
Dennis Gallant
President
GDC Research
Howard Schneider
President
Practical Perspectives
5:25 PM - 5:30 PM
Closing Remarks/Summary of Day/Preview Day Two
5:30 PM - 6:30 PM
Cocktail Reception
Sponsored by:
Tuesday, November 17, 2009
7:30 AM - 8:30 AM
Continental Breakfast
Sponsored by:
8:30 AM - 8:45 AM
Conference Chair Remarks/Announce agenda
8:45 AM - 9:45 AM
Day Two/Keynote Address:
Financial Regulation of the Future and Protecting Senior Finances
Author, Robert Pozen, of: "Too Big to Save? How to Fix the U.S. Financial System" describes what he believes financial regulation will look like one year from now. He'll discuss solutions for ongoing problems left by the financial crisis and how that affects retirees today. Hear his advice on arming yourself for the coming battle over Social Security and his ideas about how to close the system's long-term deficit. A must-attend for financial planners and advisors!
Robert Pozen
Chairman
MFS Investment Management
9:45 AM - 10:45 AM Breakout Sessions
9:45 AM - 10:45 AM
Practice Management
Estate Planning Panic Button
As an advisor/financial planner, estate planning is a key element of your practice. However, this is an area where planners often get off track. When it comes to retirement-aged clientele who may be in a state of panic as their health declines, you need to make sure you've properly planned for a multitude of variables that can negatively impact your business and your client's wealth:
- Good to go? Are your clients legal documents in order---and ready to implement?
- One size fits none . Why you always need to customize.
- End headaches of direct property ownership with real estate strategies
- Transfer appreciated real estate to the next generation to defer capital gain taxes
Barbara Cane, Esq.
Of Counsel
Cane, Boniface & Meyers, P.C.
Glenn Mueller, PhD
Real Estate Investment Strategist
Divend Capital Group
9:45 AM - 10:45 AM
Healthcare & Aging
Can We Talk? Critical Behavioral Conversations With Boomers
So much of this past year has been focused on investment expectations, but there's still plenty of other areas that need attention. How can your staff best prepare clients for the necessary discussions with parents, financial support of adult children, and realistic work expectations.
- Utilizing behavior biases in retirement communications
- Role playing with your staff to produce better discussions with retirees
- Gathering wisdom and beginning dialogue around sensitive boomer issues.
Deena Katz, CFP®
Associate Professor, Personal Financial Planning Division
Texas Tech University
Founding Partner of Evenksy & Katz
Evenksy & Katz
10:45 AM - 11:00 AM
Morning Networking Break
Sponsored by:
11:00 AM - 12:00 PM
Final Session / General Session
Panel Discussion: The Battle Royale Over Standards of Service
Leading watchdog organizations discuss standards of practice for financial planners and advisors. These critical issues must be implemented into every planning practice in order to not only comply, but to succeed in the marketplace. A must-attend final session!
Moderator:
Harold Evensky, CFP®
President
Evensky & Katz
Panelists:
Marilyn Capelli Dimitroff, CFP®
2009, Chair, CFP Board of Directors
CFP Board of Standards, Inc.
President
Capelli Financial Services, Inc.
Ivan Knauer
Partner, Commercial Litigation Practice Group
Pepper Hamilton LLP
Don Trone
CEO
Strategic Ethos
President
Foundation for Fiduciary Studies