The 16 sessions at #XYPNLIVE(ish) are organized into four content tracks: Marketing & Sales, Compliance & Operations, Financial Planning, and Practice Management. Explore each track by clicking the button at right.
All sessions were carefully curated to help you achieve your business goals, but we recommend considering your phase in the firm journey when choosing which sessions to attend.
Want to learn more about a presenter? Simply click on their image.
Learn why a sales plan is imperative and how knowing the numbers you need to hit and understanding what kind of business you want to build will streamline your growth objectives and strategies. See >why fearlessly affirming a niche will create your best sales and marketing channels. Discover how implementing repeatable meeting and follow up processes is imperative for creating efficiency and effectiveness in converting leads to prospects and prospects to clients. Learn to ‘let the beast’—your process and personal signature as an advisor—LIVE!
In this session, BB will show you the power of embracing fearlessness within the sales process and trying new strategies to ‘win the client.' You'll walk away understanding how a ‘no’ can catapult you forward to greater sales success. Moreover, you'll learn how to forget perfection and get the sale.
Know where you’re going and have a way to get there
Create a repeatable process
Forget perfection and ask for the sale
XYPN Sales Coach BB Webb has a background in both the arts and as an entrepreneur. She first learned about sales while touring her one-woman play across country and later through successfully growing her award-winning Atlanta based special event venue, selling it 14 years later to make a move to Bozeman, Montana.
As XYPN’s Sales Coach, BB’s primary goal is to assist XYPN members in building great relationships, plans and processes for selling their services as Financial Advisors. With a focus on consultative selling, BB’s programs and resources are developed to guide members in creating their own systems and conversations for selling their unique services, fearlessly and with joy!×
The services of most advisors look the same to prospective clients. To attract clients, advisors need to demonstrate how they are different in a way that is valuable to their target market—a niche. In addition, almost all clients can benefit from an advisor who has a deeper understanding of their particular situation and to work with a specialist who can address their unique needs.
This course teaches CFP® Practitioners how to develop an understanding of the more detailed, subtle, and nuanced needs that go beyond the basics; how to strengthen their planning abilities for the group of clients they want to be better prepared to serve; and how to create a communication strategy that clearly conveys that difference.
How to create a value proposition that attracts clients
How to differentiate what you do from what other advisors do
What you need to include in your marketing to make your unique value clear
Stephen Wershing, CFP® is President of The Client Driven Practice, a firm that consults with financial advisors on how to create an experience clients naturally talk about. He helps them clarify their value, build their brand, and attract more referrals. He is also known for his work with client advisory boards. Wershing is cohost of the popular podcast Becoming Referable.
Bob Veres calls Steve “the best marketing mind in financial planning.” His book, Stop Asking for Referrals: A Revolutionary New Strategy for Building a Financial Service Business that Sells Itself, was published by McGraw Hill in 2012. Steve has authored articles or been quoted in many trade and popular publications including Journal of Financial Planning, Financial Advisor, Investment Advisor, InvestmentNews and USA Today. He authors a marketing column in the NAPFA Journal.
Steve started as a registered rep 30 years ago, becoming a fee-based advisor and later a broker/dealer executive. He was Chief Operating Officer of a national firm and subsequently President of a regional B/D before dedicating himself to coaching advisors full time in 2011. He is also partner in the Focused Advisor Network, a platform for independent advisors.×
Before the internet, generating leads required cold calling, shaking hands, and knocking on doors. Today, more and more consumers are using the internet to find a financial advisor. Taylor believes there is a giant opportunity for advisors to optimize their online presence to better connect with consumers in need of their expertise.
In this session, Taylor shares the 10 marketing hacks that generated 100+ organic, inbound leads through his firm's website in a single year. Advisors will walk away with actionable strategies—including hyper-local SEO strategies and tips for creating a good user experience with the help of automation and technology—to attract more clients online without breaking the bank.
How to optimize your website to turn cold web visitors into potential clients
Actionable tips for improving local and national search engine optimization (SEO)
The top tech tools needed to streamline your sales process and create a good user experience while still maintaining a personal touch
Taylor Schulte, CFP® is the founder of Define Financial, a fee-only RIA in San Diego, CA. He is also the co-founder of the Advisor Growth Community (AGC), a private online community for financial advisors dedicated to growing alongside their peers. Schulte has been recognized as a Top 40 Advisor Under 40 by InvestmentNews and a Young Advisor to Watch by FA Magazine. He regularly contributes to Kiplinger.com and hosts an industry podcast called Experiments in Advisor Marketing.
When he’s not in the office, you can find him traveling with his wife and two sons, searching for the next best carne asada burrito, or trying to master Adam Scott’s golf swing.×
Hiring marketing help—whether a freelancer, agency or full-time employee—is scary. You want to find the right fit, but how do you hire for a role you only sort of understand yourself? This is where a good process can make all the difference.
Attend this session to steal Carolyn Dalle-Molle’s repeatable process for hiring marketers. You’ll learn specific strategies for getting and vetting options in a way that dramatically increases your chance of success.
Understand when it's the right time to hire marketing help
Create a repeatable process for hiring marketers
Learn strategies for sourcing and vetting marketing help to dramatically increase your chance of success
Carolyn Dalle-Molle is a professional marketer with a decade of frontline experience helping small businesses reach their growth goals. Her approach to marketing is both creative and analytical; helping entrepreneurs achieve a creative flow that’s unique and exciting, while using tracking and metrics to learn what actually works for their business.
Based in Boston, she's honored to work with XY Planning Network members from coast to coast. Outside of work, she enjoys volunteering with elderly, making videos, and traveling with family.×
Regulatory examinations—sure, it's not the most fun topic out there, but it's arguably one of the most important. In this session, XYPN Compliance Consultant, Kingston Hollman, will help you understand the "why" behind regulatory examinations by honing in on the three most important areas of compliance.
What to disclose
Avoiding common deficiencies
As a former Regulator Kingston routinely examined state registered IA’s, closely working with firms helping them comply with business conduct, compliance with rules, statutes, sales, and business practices.
Prior to becoming a compliance professional Kingston ran a state registered IA firm where he combined his industry experience, and technical knowledge to help clients after working for two nationally recognized broker dealers.×
Kendra joined the XYPN team in March 2019 as a Compliance Specialist. To-date, she has registered nearly 100 firms in 30+ states. She holds a bachelor’s degree from Montana State University and attended Graduate School of Banking in Colorado. Kendra is also a CrossFit coach, avid snowboarder and hard-core dirt-biker.×
Identify, Access, and Protect Your Clients Data
When it comes to Cyber Security are you lost where to start? We will review risk, walk through some examples, start to build a spreadsheet to identify your risks, the access points, some action steps to protect your company, and procedures you should build (including a data incident plan).
Understanding OCIE Risk Alert 04/16/2019
Developing a "Small Firm" Checklist
How Your Policies and Cyber Security Interconnect
Uncorking Amy Irvine!
If any of you have ever met Amy, you know she is passionate about three things. Family, Finances, and WINE! This comes through in all that she does and all that she is. When asked to describe herself she first and foremost states, “I am a wife, a daughter, and hopefully a good friend, who happens to also be a financial planner.”
Amy holds a Master’s Degree in financial planning and is a Certified Financial Planner™, Enrolled Agent, Certified College Financial Consultant, and a Financial Wellness Coach with over 25 years of financial planning and industry experience. She is the Founder and owner of Rooted Planning Group, (Formerly known as Irvine Wealth Planning Strategies LLC), which started in 2016 and has grown to include 4 planners and 2 part-time staff members. Uniquely, at the age of 44, she decided to not only start her only company, but to act on what she defined as her perfect life and she splits her time between Parrish, Florida and Jasper, New York.
On her website it states, “I love what I do, but I also very much enjoy warmth, good conversation, wine tastings, and volunteering. New York is extraordinary in the summer and fall, but so is Florida in the winter.”
In 2018, she decided it was time to take the stigma out of finances by combining her passion for finances and wine. She started a podcast called “Wine and Dime,” which highlights a different wine and financial topic each week, and she released her book combining those same two passions, titled, “Uncork Your Finances.” She is also one of the co-founders of the Southern Tier Women’s Financial Conference – a day of collaboration and financial education, which will be hosting it’s seventh year.×
Steven Ryder is the President and Founder of True North Networks, Inc. True North is an employee owned company and a leading national provider of managed hosting, technology and security services within the financial services industry. In 2015, True North launched SecureWorkplace®, a suite of cybersecurity services designed to reduce the likelihood of a successful cyber-attack on their clients.
Prior to starting True North, Mr. Ryder worked in the financial services industry serving as Vice President of two banks, managing relationships with Fannie Mae’s largest New England clients, and was the CFO of the largest real estate company in New Hampshire. Steven speaks at varies venues throughout the country each year on cybersecurity.×
Technology always has a learning curve. Whenever you are looking to add new technology into your business, evaluating your client's learning curve will be important for a smooth transition. You'll also need to think about how you will teach them to use technology in a way that won't eat into your time. How can you train clients to use new technology in a scaleable way? I've put together 5 actionable resources that you can instantly integrate into your practice.
Develop resources to prepare their clients for the type of interfaces they will need to grow accustomed to
List concrete deliverables that they can use to educate their clients on the client-facing technology the firm will use
Implement a process that will maximize their time and provide their clients with quality, security, and peace of mind
Charesse Spiller is an operations consultant who works exclusively with financial planners. Charesse proactively engages with each firm to analyze their current processes, create new systems, and implement them so they can seamlessly scale their business.
Her experience working with multiple firms across the United States has shown her the ins-and-outs of what makes a financial planning firm successful while drawing key knowledge from three core areas: the financial planning process, the client experience, and technology integrations.
In a short time span, Charesse has been invited and spoken at both the FPA and TD Ameritrade National LINC conferences and has been featured on various FPA Activate and TD Ameritrade publications.×
One of the most difficult challenges for growing firms is knowing how and when to delegate tasks to employees, third-party providers, and business partners. The sciences of compliance and operations are so closely related, that it is nearly impossible to effectively operate one, without regard for the other. The hectic nature of day-to-day life as an entrepreneur makes it easy to allow preparing for the future to slip through the cracks. Come to this session so that we can discuss small steps that you can take to prepare to delegate compliance and operations tasks to your next new hire or third-party outsourced provider.
Documenting compliance and operations policies and procedures
Effectively storing and organizing files
Creating workflows and predefined checklists
Scott is a formerly licensed Securities Principal with experience in both RIA and broker-dealer compliance. He began his financial services career in 2006 as a Registered Representative with E*Trade Financial in Alpharetta, GA. He has also worked with J.P. Morgan Private Banking in Chicago, IL and with Wells Fargo Advisors in Chapel Hill, NC.
Scott’s most recent role before joining Team XYPN was as Compliance Officer of Carolinas Investment Consulting in Charlotte, NC. He’s a graduate of The University of North Carolina at Chapel Hill and formerly held FINRA Series 7, 63, 65, 24, 4 and 53 Licenses.
Scott lives in Charlotte, NC with his wife Meredith, and their two sons Tyson and Jackson and daughter Eva. ×
Transitioning to an RIA or launching a new firm begins with the dream. Once the ideal practice is imagined it is time to create the business that supports that dream. The clients you love must be offered the appropriate fee structure and engagement offerings work together. Two out of three just won’t get you where you want to go.
In this session attendees will learn the pros and cons of the various fee options available, the engagement styles they work well with, and which clients are best served through different fee choices.
This is the perfect session for those transitioning to fee-only, breaking away from AUM or looking to add engagements for a younger client base.
This session will provide audience members with clears views on a variety of fee structures, with pros and cons of implementing each as well as pointers on combining a variety of offerings to create the client base they prefer.
Attendees will understand the pros and cons of managing assets, including tax preparation or tax planning, and other engagement variations will help participants gain a clearer view on the possibilities for their own perfect business structure.
After attending this session attendees will understand the importance of creating a fee structure that coordinates with the clients they wish to engage and the style of planning they wish to deliver.
Arlene Moss Is the Coaching Program Manager, AKA Head Cheerleader, at XYPN. Arlene began working with fee-only financial advisors over ten years ago.
She thrives on meeting clients where they are and working with a select group of planners to create businesses they dream of. Providing members with one-on-one and small group coaching makes every day a new adventure!
When not motivating clients you can find Arlene on her road bike, or trying to master the art of tandem bike riding without destroying her marriage. In the winter months she tries to get to the ski slopes as much as possible, hunting hidden bits of fresh powder amid the trees of Breckenridge.×
We've all been there—having the dreaded budgeting conversations with our clients, not quite sure how to actually have an impact. After years of struggling, Hannah stopped having budgeting meetings altogether but knew there had to be a better way. Inspired by her clients, Hannah developed a new way to work with clients and their budgets that has allowed her clients to visually see where each dollar was going, far beyond the spreadsheet. No longer was Hannah trying to convince her clients to take action, clients were discovering the actions they wanted to take—and were having fun while doing it!
In this interactive session, participants will walk through sample budgets to determine values and how to best support a client with re-aligning their budget based on their values. Planners will leave the session and immediately start having deeper, more meaningful budget conversations with their clients.
How to have a values-based conversation with clients through budgeting
Which tools you can use to blend values with budgets for stronger financial plan implementation
How to assess a budget or cash flow statement to determine a client's values
Hannah Moore, CFP®, is a number-loving creative, owner of financial planning firm Guiding Wealth, and creator of the BudgetingBlocks™. She is always looking to improve the ways that people experience and engage with their money.
On top of her financial planning work and pushing to change the way people budget, Hannah also consults with FPA on new planner initiatives.
As a financial planner, she is dedicated to helping clients understand their money in a new way. She's also committed to supporting the next generation of planners to ensure the profession moves forward to meet the needs of a new generation.×
As an advisor, your ability to form lasting relationships with your clients hinges largely on your ability to communicate with them effectively, authentically, and in a way that resonates. This is no different when it comes to serving diverse populations.
In this session, XYPN advisors and Diversity Committee members Miguel Gomez, River Nice, and Shehara Wooten share how they successfully work with diverse populations, highlighting common mistakes, unique planning considerations, and the key tenets of authentic communication.
Identify common errors when dealing with specific demographics
How to tailor a service offering to specific demographics
How to bring an authentic self to a new relationship with demographic
Miguel Gomez is a first-generation immigrant to the US. His official title is "Financial Advisor - Hispanic Investors", at Lauterbach Financial Advisors, a fee-only advisory firm in El Paso, Texas that he joined in 2009. As such, he mostly works with immigrants and with executives and business owners that have interests in both sides of the border (Mexico-US) by helping them make prudent financial decisions to achieve their goals.
Since 2014, Miguel translates money and investing for everyday people all over the US and Latin America through his podcast, "Dinero en Español".
Miguel lives in El Paso with his wife, 2 kids and 3 Scottish Terriers and has a growing collection of pre-1900 books.×
River Nice is the owner and financial planner of Be Intentional Financial, a remote financial planning firm based out of Philadelphia, PA, that primarily serves individuals and families in the LGBTQ community.
After the 2016 US presidential election, River looked for a need that existed in the LGBTQ community that they could fill, and found that not a lot of folks in the community felt confident in budgeting, paying down debt, or working toward their financial goals. They started working in financial services in July 2017, and launched Be Intentional Financial in July 2019. River is the current Vice President of the XYPN Diversity Comm×
With over 15 years experience in the financial services industry, Shehara L. Wooten, CFP® is the founder of Your Story Financial, LLC, a virtual fiduciary boutique firm. She graduated with a B.S. in Electrical and Computer Engineering. In 2004, she changed careers to pursue her purpose of helping clients achieve financial success and never looked back!
With some time in the profession, she recognized there was a limit to who she could help and discovered there was another way. By becoming a fee-only CERTIFIED FINANCIAL PLANNER™ professional, she helps gainfully employed women and STEM professionals who hadn’t quite accumulated the assets required to work with a traditional financial professional access solid financial planning.×
Aging, illness, death—they are all inevitable and you need to prepare your clients. And wouldn't it be nice if you could use those preparations to connect to the client's trusted circle and adult children?
Learn to help clients stay in control of their lives and leave a legacy behind while increasing the chances of keeping their assets under your management. Protect your firm and your clients with a complete array of financial and non-financial documents (including several that few people know exist). Gain techniques to connect deeply to the next generation and position yourself as the go-to advisor for the entire family. Take away procedures you can implement immediately that set you apart from the very first meeting with prospects. Be proactive. Be protected. Prepare now.
Learn the necessary documents to get in before a life-changing transition takes place, and how to use them to connect to the rest of the family. For example, living and ethical wills, health-related documents and proxies, legal documents, HIPAA considerations, and Revised Uniform Fiduciary Access to Digital Assets Act (RUFADAA)
Learn available resources and protocols, such as legacy instruments, digital lock-box services, diminishing capacity letters, and Personal Property Memorandum
Learn specific actions to take in order to determine which documents to use for client intake and annual review, meeting the family and trusted circle of the client, to store in one accessible place, and more
Amy Florian, CEO of Corgenius, teaches professionals to build strong relationships with clients through all the losses and transitions of life.
She is author of over 150 articles and the award-winning books “No Longer Awkward: Communicating with Clients through the Toughest Times of Life” and “A Friend Indeed: Help Those You Love When They Grieve”. She is the recipient of numerous awards for her ground-breaking work, and has been quoted or featured throughout the financial trade press, including the Wall Street Journal, CNBC, and many others.
Amy holds a Master’s Degree and is a Fellow in Thanatology. She taught graduate programs for 10 years, has worked with over 2,000 grieving people, and consults with firms, corporations, and individuals internationally.×
In the first two years of a firm's operations funds and time can be tight. There are a million things to do and no one telling you what order to do them in. How do you get the most efficiency for the time, money, and effort you spend? This presentation will help you get started by showing you how to document your processes, gather actionable feedback from your clients which you can use to improve them, and help you decide when and how much to invest in technology.
How to document your workflows and processes
How to gather feedback from clients and use it to improve your processes
How to maximize your marketing and technology budget
Arielle Minicozzi is a woman who wears many hats. Before she started Sphynx Financial Planning in 2017 she was an art major in college and then a loan officer for six years.
While setting up her own business workflows and technology she realized other advisors could benefit from the same systems and tools. She began a side hustle consulting other advisors that has since evolved into her main venture.
Arielle has a passion for helping her financial planning clients achieve financial stability and for helping other advisors serve more clients. ×
After 15+ years of proven success in increasing efficiency & productivity for registered investment advisers in various phases of business growth, Cameo launched Atlas Park Consulting with the intent of sharing the extensive practice management knowledge acquired during her career.
As Founder and Chief Systems Strategist, her solutions are designed to help financial advisors build the infrastructure needed to maintain service continuity, optimize operations & find the right balance between exceptional client experiences & business efficiency. The Virtual COO platform creates targeted solutions for advisors in; strategic planning & development, business coaching, operations management and techniques in building a better advisory firm.×
We all have experienced it. Many best-selling books have not been written because of it. Countless businesses were not started because of it. Many people have not realized their full potential because they continue to listen to it. It's our worse critic, our most savage competitor, and the source of all "what-if's" that will probably come back to haunt us. It's a sleepless dragon, but it can also be a guiding voice.
In this session, Miguel will share what he has learned on how to deal with imposter syndrome and how doing so has allowed him to do things that he once thought impossible so that maybe you too can tame that sleepless dragon.
Once you understand why Imposter Syndrom exists, you start to see it in another way
Imposter syndrome can be used as a force for good (or not)
It's not wise to give a megaphone to Imposter Syndrome, and it's not wise to silence it either
Angela Moore, CFP®, and Michelle Smalenberger are two firm owners who have successfully merged their firms with another. In this session, they will take you through their experiences with the merger process—from pre-merger discussions to merger closing date to one-year post-merger. Angela and Michelle will share the lessons they learned including their advice for what worked and what they would change.
If you've ever considered merging with another firm, you won't want to miss this session to gain the clarity you need on whether it's worth continuing down the merger path. If you find yourself in the middle of merger talks, this session will provide you with things to think about in the days ahead—from signing the dotted line and beyond.
The most important questions to be asking/considering
How partnering can help grow your business and offer greater flexibility
Expectations of a merger
Angela Moore, MSPFP, CFP®, MPAS®, CRPC®, CFEI Angela Moore is the founder of Modern Money Advisor, a virtual financial planning, coaching, and education practice based in Miami, FL and Phoenix, AZ. Angela launched her firm in December of 2017 and after the first year, she partnered and merged with Arielle Minicozzi of Sphynx Financial. Together, they have been able to leverage each other's strengths and skills and build a highly automated financial planning firm for young professionals.
Angela has over 15 years of experience in the financial industry and currently serves as an Executive Board Member of the Financial Planning Association of Miami. Angela was honored by Brickell Magazine as one of Miami’s Top 20 Professionals Under 40 in 2018. She holds a Master’s degree in Financial Planning from the College for Financial Planning and a Bachelors in Business Administration from Howard University with a concentration in Accounting.×
Michelle has a passion for helping others develop a path to financial success! She has seen in her own life the power of having a financial plan while making slight changes from time to time.
Michelle graduated from Kansas State University's financial planning program. After spending 13 years with a firm post graduation she and her husband decided to launch their own firm. Now a few years later they have partnered with others in merging three firms together, into one.
Michelle enjoys helping people see what is possible and creating a plan to make that happen.×
You're not sure if writing a book makes sense. You want sales, not "marketing." You create "content" now and none of it is working. You are posting on social media, writing blogs, and you even started (or thought about starting) a podcast. None of it seems to get you sales. Why would writing a book, the most daunting content creation exercise in modern history, actually work?
In this session, Jason will tell you why. More importantly, he'll show you how. You'll learn how to not only write a book, but also how to repurpose your writing to create social media content, define your target market, reinforce your niche, and uncover your brand. And after that, you're set to sell.
Learn how a long-term project like a book helps build short-term social media content while you are writing!
Learn how writing a book is as easy as writing a 10-page paper
Learn how to use your local celebrity status to grow your firm's sales
Jason Howell is a CERTIFIED FINANCIAL PLANNER™ professional, author of “Joy of Financial Planning,” Instructor of Personal Finance at American University, President and founder of Jason Howell Company.
Jason is a veteran XYPN member (#60) having started his membership and his firm in August of 2015. This is his third business and fourth career. From mowing lawns in his early teens, to starting an accounting and software firm for musicians post-college (George Mason University), to running as an Independent for U.S. Congress in 2012, Jason has consistently tried to disrupt old industries (even when he was ahead of his time). His mission is to bring the best of ultra-high net worth family financial planning to this generation’s mass affluent.×
Cady North, CFP® formed her bicoastal financial planning firm, North Financial Advisors in 2015 and has offices in Washington, DC, and San Diego, CA. Prior to that, she spent more than a decade advising high-level executives of Fortune 500 companies while working for industry giants such as Bloomberg and Financial Executives International. As leader of her firm, her work is focused on helping women act on their biggest dreams and build resilience for the future. She also wrote a book on this topic called "The Resiliency Effect," publishing in December 2020, and co-hosts a weekly podcast called, Corporate Hostage, No More!×