Content Sessions

Check out the 42 individual sessions that make up #XYPNLIVE 2020

The 42 sessions at #XYPNLIVE are organized into six content tracks: Marketing & Sales, Compliance & Operations, Financial Planning, Financial Therapy, Practice Management, and Investment Solutions. Browse through all session or click a button below to jump to a specific content track. 
Marketing & Sales Sessions  Compliance & Operations Sessions Financial Planning Sessions

Financial Therapy Sessions

Want to learn more about a presenter? Simply click on their image. 

Check back each month for a new content track to be released. Session dates and times will be announced in June 2020.

Marketing & Sales Sessions

10 Marketing Hacks to Generate Inbound Leads Through Your Website

Presented by Taylor Schulte, CFP® | Content Level: Building

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Taylor Schulte

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.

TAKEAWAY 1 

How to optimize your website to turn cold web visitors into potential clients

TAKEAWAY 2 

Actionable tips for improving local and national search engine optimization (SEO)

TAKEAWAY 3 

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®

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.

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Your Book, Your Brand, Your Business

Presented by Jason Howell, CFP® | Content Level: Building

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Jason Howell

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.

TAKEAWAY 1 

Learn how a long-term project like a book helps build short-term social media content while you are writing!

TAKEAWAY 2 

Learn how writing a book is as easy as writing a 10-page paper

TAKEAWAY 3 

Learn how to use your local celebrity status to grow your firm's sales

Jason Howell

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.

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Getting Tons of Clients by Being Horrible at Sales

Presented by Allan Roth, CFP® | Content Level: Building

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Allan Roth

Despite being an introvert and self-proclaimed worst salesperson alive, Allan built a practice with a client waitlist for nearly a decade charging $450 an hour. Many of his methods can work for you as well, especially with the subscription model. To make your practice stand out, differentiate, differentiate, differentiate. How? Here's a sneak peak:

  • Require the potential client to fill out a profile before contacting you.
  • Have a free 20-minute call giving implementable advice even if they don't hire you.
  • During that call, critique the client's portfolio and strategies. It's okay to be tactless while also making fun of yourself.
  • Recommend solutions that work especially well under the hourly or subscription model.
  • Don't allow the client to accept an engagement during the initial call.
  • Write a simple advisory agreement that gives all the power to the client.
  • Use humor. Money and Investing may be serious but you don't always have to be./li>

Want more tips like these? Then don't miss this session.

TAKEAWAY 1 

Learn how to build a waitlist of clients

TAKEAWAY 2 

Potential clients are used to being sold and don't like it

TAKEAWAY 3 

Give away information that will help someone, whether they hire you or not

Allan Roth

Allan is the founder of Wealth Logic, LLC. An hourly based financial planning and investment advisory firm.

Allan takes pride in being mocked on a semi-regular basis by some financial professionals for his hourly fee model and its obvious inability to make him rich. He is also the author of How A Second Grader Beats Wall Street (Wiley & Sons in 2009 and 2011) and writes for AARP, Financial Planning Magazine and others. Allan has taught finance and behavioral finance at the University of Denver, Colorado College, and the University of Colorado. Despite the many credentials (CFP, CPA, MBA), Allan claims he can still keep investing simple. His professional goal is to never be confused with Jim Cramer.

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Fearless Sales: Let the Beast Live

Presented by BB Webb | Content Level: Implementing

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BB Webb

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.

TAKEAWAY 1

Know where you’re going and have a way to get there

TAKEAWAY 2

Create a repeatable process

TAKEAWAY 3

Forget perfection and ask for the sale

BB Webb

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!

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How To Hire Marketing Help: A Repeatable Process to Go From “I Need Help” to “This Is a Perfect Fit”

Presented by Carolyn Dalle-Molle | Content Level: Scaling

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Carolyn Dalle-Molle

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.

TAKEAWAY 1

Understand when it's the right time to hire marketing help

TAKEAWAY 2

Create a repeatable process for hiring marketers

TAKEAWAY 3

Learn strategies for sourcing and vetting marketing help to dramatically increase your chance of success

Carolyn Dalle-Molle

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.

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50 Top Marketing Hacks in 50 Minutes

Presented by Katie DeMars & Kelly Moorman | Content Level: Building, Implementing, or Scaling

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Katie DeMars
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Kelly Moorman

Are you looking for an idea to better market your firm? How about 50 of them? XYPN Marketeers Katie DeMars and Kelly Moorman combine their experience to bring you 50 marketing tips in 50 minutes (and may talk so fast in the process that you’ll think you’re at a rap battle).

Whether you’re just starting out or you have 50+ clients, you are guaranteed to leave this session with at least one (and hopefully many more!) idea you can implement in your firm today.

TAKEAWAY 1 

You don’t need to be a marketer to market your firm

TAKEAWAY 2 

Actionable marketing tactics you can start implementing in your firm today

TAKEAWAY 3

You don’t have to break the bank to get leads and clients

Katie DeMars

As XYPN’s Webmaster, Katie DeMars plays a major role in communicating XYPN’s value proposition to the world through digital mediums. Her career experiences span marketing and web roles giving her a unique perspective when approaching each project.

Katie is passionate about creating exceptional virtual experiences and is excited to share XYPN’s story through digital platforms.

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Kelly Moorman

As XYPN’s Senior Communications Manager/Editor-in-Chief, Kelly Moorman is tasked with communicating the Network's value proposition to the world. For years, Kelly has helped organizations tell their stories in ways that inspire others to listen and empower them to act. Her penchant for a well-crafted sentence, good grammar, and clever wordplay has earned her the moniker “Word Whiz” around the XYPN office. She’s thrilled to share XYPN’s story with you and the rest of the world.

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Differentiation is the Challenge – Niche is the Solution

Presented by Stephen Wershing, CFP® | Content Level: Implementing

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Stephen Wershing

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.

TAKEAWAY 1

How to create a value proposition that attracts clients

TAKEAWAY 2

How to differentiate what you do from what other advisors do

TAKEAWAY 3

What you need to include in your marketing to make your unique value clear

Stephen Wershing

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.

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Compliance & Operations Sessions

How to Set Up Your Firm's Operations and Technology for Success in Years 0-2

Presented by Arielle Minicozzi & Cameo Roberson | Content Level: Implementing

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Arielle Minicozzi
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Cameo Roberson

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.

TAKEAWAY 1

How to document your workflows and processes

TAKEAWAY 2

How to gather feedback from clients and use it to improve your processes

TAKEAWAY 3

How to maximize your marketing and technology budget

Arielle Minicozzi

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. ×

Cameo Roberson

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.

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The Rules of Growth - Positioning Your Compliance Program to Scale

Presented by Scott Gill | Content Level: Scaling

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Scott Gill

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.

TAKEAWAY 1

Documenting compliance and operations policies and procedures

TAKEAWAY 2

Effectively storing and organizing files

TAKEAWAY 3

Creating workflows and predefined checklists

Scott Gill

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. ×

5 Scalable Ways to Implement New Technology With Your Clients

Presented by Charesse Hagan | Content Level: Building

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Charesse Hagen

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.

TAKEAWAY 1

Develop resources to prepare your clients for the type of interfaces they will need to grow accustomed to

TAKEAWAY 2

List concrete deliverables that you can use to educate your clients on the client-facing technology the firm will use

TAKEAWAY 3

Implement a process that will maximize your time and provide your clients with quality, security, and peace of mind

Charesse Hagan

Charesse Hagan 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.

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Uncorking Your Cyber Security

Presented by Amy Irvine & Steve Ryder | Content Level: Building

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Amy Irvine
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Steve Ryder

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).

TAKEAWAY 1

Understanding OCIE Risk Alert 04/16/2019

TAKEAWAY 2

Developing a "Small Firm" Checklist

TAKEAWAY 3

How Your Policies and Cyber Security Interconnect

Amy Irvine

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.

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Steven Ryder

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.

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3 Keys to a Successful Regulatory Examination

Presented by Kingston Hollman | Content Level: Implementing

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Kingston Hollman

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.

TAKEAWAY 1

What to disclose

TAKEAWAY 2

Avoiding common deficiencies

TAKEAWAY 3

Supervision

Kingston Hollman

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.

As an XYPN Compliance Consultant Kingston prides himself on helping firms successfully implement their compliance programs. His expertise are but not limited to: (Form ADV-Part 1, part 2 “Brochure”, Privacy policy, Code of Ethics, WSP’s, Record Keeping, Net Worth, Bonding, IA/IAR initial registrations, U-4 filings, ADV updates/amendments, ADV-W’s, mock exams, and responding to notices, and deficiency letters).

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.

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The Ins and Outs of 1099s: Who Gets One, How They're Prepared, and Everything In Between

Presented by Hayley Stewart | Content Level: Preparing

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Hayley Stewart

In this session, FABC's Hayley Stewart will cover everything you need to know about 1099s. For starters, did you know the IRS added an additional 1099 form in 2020? Learn how the new form works, who should receive a 1099, how to prepare a 1099, and all the nuances (there are many) you'll run into along the way.

TAKEAWAY 1

Who receives 1099s

TAKEAWAY 2

How 1099s are prepared

TAKEAWAY 3

How to streamline your 1099 process

Hayley Stewart

Hayley is the Director of Bookkeeping at FA Bean Counters, LLC.

She graduated from Montana State University in 2012 with a degree in accounting and began her career with a small public accounting firm in Bozeman, MT working as office manager after a short time she began doing bookkeeping, payroll, and tax for a wide variety of business's.

When she's not helping out small business with bookkeeping, payroll, and tax needs you can find her outside adventuring in the mountains surrounding Bozeman.

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Protect Your Clients, Firm, and Family: How to Develop and Implement your Firm Continuity Plan

Presented by Travis Johnson & Malcolm Thomas | Content Level: Scaling

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Travis Johnson
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Malcolm Thomas

Do you know what happens to your clients and your firm if something unexpected happens to you? Would your family receive anything for the business you have built? During this session we will discuss how to best protect your clients, business, and family with a firm continuity plan. We will review the different options for identifying a continuity partner, how to structure the agreement, and if needed how to implement. A firm continuity plan is an important step creating a sustainable business that has value and will last beyond you.

TAKEAWAY 1

Best practices for identifying your continuity partner

TAKEAWAY 2

A template continuity agreement and options for how to structure the agreement

TAKEAWAY 3

Considerations for communicating the agreement with your clients and a checklist for implementation

Malcolm Thomas

As XYPN's Director of Advisor Success, Malcolm is tasked with doing just that—helping advisors succeed. After graduating from Gettysburg College with a B.A in Management, Malcolm jumped straight into the financial services industry and never looked back. With a drive to help shape the future of financial planning and a passion for bringing financial advice to the next generation of clients, he has a lot in common with the advisors in the Network.

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Travis Johnson

As Director of Compliance at XYPN Travis leads our team of compliance experts in the development and delivery of our compliance resources and offerings. Travis has helped many advisors develop and refine their compliance program from the time they register to when they begin scaling their firm and adding additional advisors.

Before joining XYPN four years ago Travis spent several years running portfolio management services and compliance oversight for a state and SEC registered firm.

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Financial Planning Sessions

Taking the Pain Out of Your Budgeting Conversations with Clients

Presented by Hannah Moore, CFP® | Content Level: Implementing

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Hannah Moore

 

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.

TAKEAWAY 1

How to have a values-based conversation with clients through budgeting

TAKEAWAY 2

Which tools you can use to blend values with budgets for stronger financial plan implementation

TAKEAWAY 3

How to assess a budget or cash flow statement to determine a client's values

Hannah Moore, CFP®

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.

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Intersection of Student Loans and Taxes: How to Complete a Tax Analysis for Student Loan Borrowers

Presented by Ben Martinek, CFP® & Erik Klumpp, CFP® | Content Level: Building

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Ben Martinek

 

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Erik Klumpp

 

According to the Department of Education, over 3M student loan borrowers owe more than 100K in student loan debt, with current trends indicating that this number could exceed 10M by the end of the 2020s. Millions of high-income earners need help in deciding which income-driven repayment plan to pursue and, just as importantly, deciding whether it's worth it to file married filing-separately on their annual tax returns.

Since most accountants know nothing about student loans and are almost always perplexed by the request to intentionally increase one's tax liability by filing separately, this session will walk participants step-by-step through the process of how to successfully analyze their client's student loans, revealing all of the nuances of the married-filing separate filing status and demonstrating why most married borrowers should file this way, even though it means their tax liability at the time of forgiveness (if not eligible for PSLF) is larger as a result.

TAKEAWAY 1

If a borrower is pursuing forgiveness, the best course of action is to reduce the student loan payment as much as possible, even though this may result in a higher tax liability when the debt is forgiven because student loan debt doesn't compound but investments do

TAKEAWAY 2

By crunching the numbers in the session, we'll show that married-filing separately most often incurs a higher tax liability but the reduction in student loan payments is almost always more

TAKEAWAY 3

Participants will learn how to determine how much their client should set aside for the upcoming "tax bomb" and in what account it should be saved for most impact since IRAs are practically disallowed for married-filing separate borrowers

Ben Martinek, CFP®

Ben Martinek, EA, CSLP®, CFP® is a co-founder of Student Loan Tax Experts™, a tax business specializing in the intricacies of student loan repayment plans and the ramifications those have on taxpayers. Along with his partner Erik Klumpp, Ben works with borrowers and financial advisors all across the country, proposing strategies for how to handle one's tax filing so a borrower can manage their debt in the most cost-effective way possible.

Ben has worked in financial services since 2012 and has helped dozens of young professionals make confident decisions with money through education and empowerment.

He lives in Bismarck, ND with his wife and two daughters, where they happily endure the cold winters!

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Erik Klumpp, CFP®

Erik O Klumpp, CFP®, EA is co-founder of Student Loan Tax Experts™, the nation's first tax firm specializing in the intricacies of student loan repayment plans, their impact on taxpayers, and the tax filings required for student loan borrowers. He and his partner, Ben Martinek, work with borrowers and financial advisors across the country, proposing strategies for how to handle one's tax filing so a borrower can manage their debt in the most all around cost-effective way possible (payment and tax-wise).

Erik owns an RIA, Chessie Advisors LLC and tax firm, Chessie Tax LLC which he started in 2014. He is also one of XYPN's first 30 members.

He resides in Rochester Hills, MI with his wife, two sons, and his Chesapeake Bay Retriever.

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Retirement Plans: Exponential AUM Growth Machine and Incredible Value-Add for Business-Owner Clients

Presented by Daniel Hannoush, CFP® & Sean Plunkett | Content Level: Building

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Dnaiel Hannoush

 

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Sean Plunkett

 

Snowball AUM growth and one of the best ways to serve your business-owner clients. Help them attract + retain top talent, save for the future, and save on taxes. As clients make more money, taxes will be one of their biggest expenses and they will phase-out of tax deductions. An excellent way to save money tax-efficiently is to set up a retirement plan. We have a 71-year-old client putting away $700k+ every year (PRE-TAX) just for themselves, not to mention the investment in their team!

Even if a prospect has an advisor, you can still serve them by setting up a retirement plan as this is a specialized skill-set, one that not every advisor takes the time to learn. Don't miss this session to learn the ins/outs of various retirement plans, how this can help you attract new clients, serve existing clients better, and build an AUM growth machine.

TAKEAWAY 1

Learn the ins and outs of various retirement plans from SEP IRA's to Profit Sharing 401k's to Cash-Balance Pensions

TAKEAWAY 2

Attract new business-owner clients and serve existing ones better

TAKEAWAY 3

Build an AUM Growth Machine

Daniel Hannoush, CFP®

Daniel Hannoush, MS, CFP® is the co-founder of One & Done Financial, a growing 8+ person team aiming to be a $1B AUM firm. One & Done's mission is grow wealth to empower purposeful living + giving. Daniel started out as a Chemical Engineer working in food manufacturing before getting his Masters in Wealth Management and starting a firm from scratch. Since 2017, One & Done has added 260+ retirement plans (~ 5/month), serving 300+ clients primarily in the Chick-fil-A community.

Daniel and his wife of 9 years, Ashley, welcomed their 3rd child in Feb. 2020. When not building his business, you can find him on the basketball court, ski slopes, making music, or grilling on his big green egg.

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Sean Plunkett

Sean Plunkett is the Associate Advisor of Retirement Plan Solutions at One & Done Financial. Before changing careers in 2019, he worked for almost a decade within the interconnected world of Chick-fil-A.

Sean is currently completing the CFP education requirement at the University of Georgia and plans to sit for the exam in March 2021.

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Implementing the XYPN Financial Planning Process: Setting Expectations and Creating Consistency in Your Practice

Presented by Emily Purdon, CFP® & Russ Ford| Content Level: Implementing

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Emily Purdon

 

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Russ Ford

Why should you adopt XYPN's financial planning process? XYPN's Financial Planning & Process coach, Emily Purdon, and XYPN member, Russ Ford, have a solid answer for you! They will explore the financial planning process timeline as one method to build a more client-centric service model. Russ has been working on a process timeline for his firm Wayfinder Financial over the past year. Together, they will review how he successfully leveraged and customized XYPN’s process.

After this session, you will leave feeling prepared to structure your initial client experience in a new and exciting way. Additional benefits of attending this session will likely be felt throughout your practice; such as, building relevant workflows in your CRM and developing appropriate client deliverables.

TAKEAWAY 1

Adopting XYPN’s turnkey financial planning process

TAKEAWAY 2

Establishing and branding a financial planning process timeline

TAKEAWAY 3

Providing value beyond the initial financial plan

Emily Purdon, CFP®

Emily joined XYPN as the Financial Planning & Process Coach in June. After three years as a financial planner at a large fee-only RIA in McLean, VA, she was excited to support the Advisor Success team.

She expects to earn her M.S. in Advanced Personal Financial Planning from Kansas State University (KSU) in May 2020. She completed KSU’s Financial Therapy Graduate Certificate program in May. And, she completed Wharton's Executive Education Program in Client Psychology this April. Emily graduated from the Financial Planning Association's Residency Program in 2017.

She is completing her second term on the Financial Planning Association National Capital Area Board as the NexGen Director. Additionally, Emily serves on Virginia Tech’s Pamplin College of Business Recent Alumni Board as the Outreach Chair.

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Russ Ford

After working for six years at an insurance-based broker/dealer, Russ launched Wayfinder Financial in August 2019, an independent, fee-only RIA based in Indianapolis. It took a few short months of onboarding clients for Russ to realize the truth behind the quote, “If you can’t describe what you are doing as a process, you don’t know what you’re doing.” Since then, he has developed routine and systematic processes in order to provide deeper service to his clients, and is excited to help other advisors do the same.

Russ grew up in Cleveland, Ohio, graduated from Valparaiso University in 2013, and while still running his practice, he is currently taking courses toward the goal of obtaining his CFP® certification in the near future.

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Getting to Know Clients Through a Tax Return

Presented by Richard C. Salmen, CFP® & Linda Y. Leitz, CFP® | Content Level: Building

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Richard Salmen

 

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Linda Leitz

 

Tax returns have a plethora of information - if you know what to look for. As a CFP® you've learned concepts around tax planning. This helps you know your client better and find information they might not realize you need. Looking at a stand-alone tax return, looking at several historical tax returns, and seeing questions to ask while reviewing a tax return with a client—or prospect—is explored.

TAKEAWAY 1

Get to know your client while displaying technical knowledge

TAKEAWAY 2

Incorporating tax knowledge into your practice elevates your financial planning services

TAKEAWAY 3

Deepen client relationships with additional knowledge

Richard Salmen, CFP®

Richard is an experienced fee-only financial planner and servant leader. He guides a team that helps hundreds of families across the United States fulfill their dream of reaching financial freedom. His passion for leadership lead to a term on the FPA National Board where he eventually served as President and to a term on the CFP Board where he served as Chair. Since Richard lives their message of "Planning For Some Serious Freedom" he spends a few days per month enjoying his side gig as a professional pilot flying Cessna Citation business jets.

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Linda Leitz, CFP®

Linda Leitz is drawn to financial planning because of the impact it has on people's lives. Numbers are important, but it's the interpersonal aspects of financial planning she finds most compelling. In addition to being a CFP®, Linda is an Enrolled Agent with the IRS and has a PhD in Personal Financial Planning.

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Making Philanthropy a Part of Your Financial Planning Practice

Presented by Juan Ros, CFP® | Content Level: Scaling

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Juan Ros

 

As the financial services industry prepares for a massive generational transfer of wealth over the next decade, many advisory firms are recognizing philanthropy as an increasingly important aspect of their current and future clients' lives. For many firms, philanthropy is already a major area of opportunity: according to U.S. Trust, less than half of high-net-worth clients are satisfied with the philanthropic discussions they've had with their advisors. In the same study, more than three-fourths of advisors reported they have noticed a positive impact to their bottom line after having philanthropic discussions.

Juan Ros, CFP®, AEP®, CSPG, CEPA, Financial Advisor with Forum Financial Management and faculty member with the American Institute for Philanthropic Studies, will provide advisors with a tangible action plan they can use to incorporate philanthropic planning into their advisory practice, attract more next-generation clients to their business, and empower existing clients to make the most of their planned giving efforts.

TAKEAWAY 1

Develop a value proposition and retool your business model and client experience to position your advisory firm to be competitive within the philanthropic planning space

TAKEAWAY 2

Understand key trends in the philanthropic planning space, and identify the specific services, strategies, and specializations necessary to foster a strong philanthropic planning business

TAKEAWAY 3

Learn from real case studies of like-minded firms to see philanthropic planning in action and discover tactics and key learnings to apply to your own practice

Juan Ros, CFP®

Juan Ros, CFP®, AEP®, CSPG, CEPA joined Forum Financial Management, LP in November 2018 as a Financial Advisor. Juan was a Partner and Vice President at Lamia Financial Group, Inc., which joined with Forum in January 2019. Juan has held gift planning and major gift positions at the Ronald Reagan Presidential Foundation, Occidental College and the ALS Association.

He is an active member of ProVisors, the Financial Planning Association, The Exchange Los Angeles, and is a member and past president of the Los Angeles Council of Charitable Gift Planners. Juan also serves on the faculty of the American Institute for Philanthropic Studies. He is a frequent contributor and member of the editorial board for Planned Giving Today.

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SECURE Act: The Good, The Bad, & The Ugly

Presented by Tom Allen | Content Level: Building

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Tom Allen

 

With the recent passing of the SECURE Act, many financial advisors are wondering how its provisions will not only impact their clients but also their advisory business. In this session, Tom Allen will delve into the background of the legislation through the lens of the lobbyists who pushed for and speak to the major provisions. MEPs, tax credits, no more stretch IRAs, increased late penalties, plan set-up deadlines, flexible safe harbor provisions, and annuity contract portability will all be discussed from an independent point of view.

Advisors will walk away with an unbiased representation of the facts and key takeaways to help their clients establish a company-sponsored retirement plan with best practices in mind.

TAKEAWAY 1

Major provisions came from the lobbying effort of insurance companies

TAKEAWAY 2

There are lower barriers to entry to establish a qualified retirement plan

TAKEAWAY 3

MEPs don't necessarily make sense for ALL of your clients. There is a tradeoff that needs to be considered

Tom Allen

Tom is the South Regional Director of Retirement Plan Consultants. His primary role is assisting fee-only advisor grow and scale their retirement plan practice.

Prior to joining RPC, Tom spent 5 years at a large RIA in Irvine, CA in multiple roles including sales, marketing, operations, management, and trading. He is a published author on topics ranging from investing to qualified retirement plans and everything in between. Tom’s first day in the financial services industry was September 16, 2008, the same day that Lehman Brothers declared bankruptcy. The unique circumstances surrounding global markets at that time helped mold Tom’s viewpoint on the importance of engaging clients with the fiduciary standard of care that is necessary for creating successful financial outcomes for individuals and institutions.

He lives in Houston with his wife and three dogs and is a fitness enthusiast.

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Financial Therapy Sessions

Positive Psychology: Offering Solutions for the Next Generation of Opportunities in Wealth Management

Presented by Louis Wray | Content Level: Building

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Louis Wray

 

Today's financial landscape is experiencing a renaissance affecting both the client and advisor. Competition from computer-aided processes and artificial intelligence challenges long-standing business models. And yet, the service model used to combat these changing industry forces has remained largely the same. There exists a significant opportunity for financial professionals to adjust and take on the challenges brought on by these shifts in the industry by introducing the science of positive psychology into the service model.

Positive psychology is a science that focuses on what is right with an individual, not what is wrong. It studies such things as well-being and the role values and strengths play in creating a good life. Learn how applying tools and processes rooted in this science can help you and your client achieve more relevant success with investing and spending money.

TAKEAWAY 1

A light discussion on the primary tenants of positive psychology

TAKEAWAY 2

How important tools like the well-being index, and strengths and values survey can be utilized in the advisor's practice

TAKEAWAY 3

How this science can be pulled together with a structure that provides real results in the financial planning process

Louis Wray

Louis Wray, founder of Investing You, pioneered a forward-thinking approach for helping financial professionals better align money around client life goals, ultimately creating better outcomes for the person and stronger loyalty toward the advisor. Louis has over 30 years of experience as a financial professional, both as an individual advisor and as an executive for a large investment firm. It was in this capacity that his passions turned more toward the application of money for creating a better life experience for investors, and the community around them.

He graduated from the prestigious Masters in Applied Positive Psychology program at the University of Pennsylvania. Louis’ entire application of this program was centered around the connection between money and happiness, in particular retirement well-being. He has since expanded his interest to include all life stages and the role money plays in creating optimal well-being throughout one’s life.

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Defining Your Role as a Financial Planner in the Evolving Landscape of Financial Therapy

Presented by Josh Harris CFP®, Katherine Berg, Nicholas Stanley CFP®, Eden Burr, Dr. Megan McCoy | Content Level: Scaling

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Josh Harris
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Katherine Berg
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Nicolas Stanley

The field of financial planning is evolving to meet the growing needs of today's clients, including an increased awareness of the need for enhanced communication techniques, the impact of relationship dynamics on money habits, and the impact that our held values and beliefs have on how we use our money.

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Eden Burr

 

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Megan McCoy

 

This presentation will explore the lines between financial planning, financial therapy, and being a therapeutically-informed financial planner. Practitioners will learn how to self-assess their own competence when working with clients in emotionally charged situations, family conflict, and/or resistance to change, as well as when and how to refer to mental health and financial therapy professionals. Presenters will provide two assessments to aid in this process.

The presentation will end with a case illustration, demonstrating how financial planners could begin using these assessments in their practice.

TAKEAWAY 1

Differentiating financial planning, financial therapy, and therapeutically-informed financial planning and how the approaches can be beneficial to clients

TAKEAWAY 2

How to assess your scope of competence when working with clients in emotionally charged situations, family conflict, and/or resistance to change

TAKEAWAY 3

When and how to refer to and collaborate with mental health and financial therapy professionals

Josh Harris, CFP®

Josh Harris joined the Clemson faculty in January 2016. He comes to Clemson from working in Financial Services and Planning with PNC Bank. Currently Josh is a Certified Financial Planner (TM)and an Accredited Financial Counselor in good standing. He is a member of the National and South Carolina chapters of the Financial Planning Association, Financial Therapy Association & Association for Financial Counseling and Planning Education.

In addition to his professional associations, Josh sits on the United Way of Pickens County Financial Capability Committee, sits on the Board of Directors for the SC Financial Planners Association, and on the Board of Directors of the Financial Therapy Association. He is currently a doctoral student at Kansas State University, with research focus areas in Financial Socialization, Financial Therapy, and Professional Ethics.

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Katherine Berg

Katherine Berg is a graduate student at Kansas State University studying Personal Financial Planning with an emphasis in Financial Therapy. She is especially interested in financial socialization and how childhood experiences shape lifelong money beliefs as well as understanding and utilizing the stages of change to benefit emotional and resistant clients. Katherine is a member of the Financial Therapy Association. She is looking forward to beginning her career as a therapeutically-informed financial planner after graduation.

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Nicolas Stanley, CFP®

Nicolas Stanley currently studies at Kansas State University in the Master’s in Personal Financial Program and as an incoming doctoral student. He counts planning technology, planning practice management and behavioral finance among his research interests. Nicolas also works as a financial planning specialist at Merrill in New York City.

Prior to joining Merrill, he was employed at UBS as a financial planning practitioner for four years. Nicolas later started an online, subscription-based RIA called Protege Wealth Planning, as a member of the XY Planning Network. He currently holds professional designations in many planning areas—these designations include: CERTIFIED FINANCIAL PLANNER, Chartered Financial Consultant®, Certified Divorce Financial Analyst®, Chartered Life Underwriter®, Enrolled Agent and Certified Investment Management Analyst®.

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Eden Burr

Eben Burr is the Managing Director at Toews as well as a lecturer and coach of Applied Behavioral Finance. As part of the Toews Managing Investor Behavior program he trains advisors to integrate relational, cognitive, and emotional elements with personal finance to build better plans and stronger bonds. Eben advocates bringing behavioral psychology, introspection, and empathy into portfolio construction, planning, and communication. He lives in Manhattan with his wife, son, and lots of guitars.

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Dr. Megan McCoy

Megan McCoy, Ph.D., LMFT, CFT-I™ is a Professor of Practice at Kansas State University and the Director of the Personal Financial Planning Master’s Program. Her research has been published in The Journal of Financial Therapy, The Annuals of Business Review, The Journal of Financial Planning, The Journal of Family Economic Issues, The American Journal of Family Therapy, Journal of Systemic Therapies, Journal of Couple and Family Therapy, and the Journal of Sex and Marital Therapy to name a few.

Dr. McCoy serves as Secretary for the board of Financial Therapy. She is the Associate Editor of Profiles and Book Reviews for the Journal of Financial Therapy. She has recently served as the guest editor for the special issue of the Journal of Contemporary Family Therapy that focused on financial therapy.

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What Financial Therapy Taught Us: When a Financial Planner and Therapist Work Together

Presented by Ed Coambs, CFP® & Tara Unverzagt, CFP® | Content Level: Building

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Ed Coambs

 

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Tara Unverzagt

 

Working with clients can be confusing and overwhelming. It doesn't have to be. When financial therapy is used to make sense of clients' thoughts, behaviors, emotions and relationship dynamics new pathways forward in financial planning are discovered.

During this session a seasoned financial planner (Tara) and marriage and family therapist (Ed) focused on financial therapy will share their story of working together. Tara and Ed will engage financial planners in the story of how they identified potential relational, cultural, and family of origin issues that were blocking the progress of a couple in financial planning.

During this session, financial planners will be challenged to think about their own relationship with clients and how underlying psychological and relational elements may be impairing the progress of financial planning. Planners at any stage of business development will benefit from learning how to collaborate with a therapist for their own and clients' benefit.

TAKEAWAY 1

Discover the psychological realities of your clients to reduce your own stress and anxiety

TAKEAWAY 2

Working with a therapist doesn't have to be scary or overwhelming, it can be fun and encouraging

TAKEAWAY 3

Learning how to meet clients where they are psychologically and relationally will help them move forward in the financial planning process

Ed Coambs, CFP®

Edward O. Coambs is one of the nation's first Certified Financial Therapists. Coambs earned two master's degrees, a M.B.A, and M.A. in addition to the CFP® and CFT-I™ certificates. He is currently a Ph.D. student at Kansas State University. His research interests include; complex trauma, affect regulation, money disorders, family systems therapy, and spirituality in financial decision making. In addition to being a Ph.D. student, Coambs runs Carolinas Couples Counseling, a therapy center dedicated to healing and treatment of couples facing the dynamic intersection of marital distress and financial distress. Clients encompass people who have experienced a wide range of traumas that may include physical, emotional, sexual and relational abuse and/or neglect.

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Tara Unversagt, CFP®

Tara Unverzagt, CFP®, MBA , IRS RTRP/CTEC RTRP, first explored financial planning as a young girl growing up with a mom who became a financial planner in the 1970s before the career even existed. Today, she runs her own firm, South Bay Financial Partners.

Tara follows her mother in breaking new ground by helping expand the future of financial advice with the Financial Therapy Association. She deals not just with the numbers but also the fear, shame, anxiety behind the numbers that prevent you from being your best.

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Preparing Your Clients (and Their Families) for Whatever Life Brings

Presented by Amy Florian | Content Level: Building

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Amy Florian

 

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.

TAKEAWAY 1

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)

TAKEAWAY 2

Learn available resources and protocols, such as legacy instruments, digital lock-box services, diminishing capacity letters, and Personal Property Memorandum

TAKEAWAY 3

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

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.

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Helping Clients Change When They Don't Seem to Want To

Presented by Derek Hagen, CFP® | Content Level: Building

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Derek Hagen

Have you ever had a client who never seemed to follow your advice? Have you exhausted all your options - showed them the data, the charts, the graphs? You've warned them. You've tried persuading them. You used interactive visuals. Nothing seemed to work and now you think you might have to fire them.

If you've experienced this, you know it can be frustrating. In this session, you'll learn why your clients act like this—they pay you and don't follow your advice. Using tools from financial psychology, neuroscience, motivational interviewing, and behavioral finance, we will talk about the stages of change clients go through, how their brains respond to stress (and how just being in your office is stressful), and how to help them find their own motivation to change. You don't have to fire them—you just need a new set of tools to help them change their behavior.

TAKEAWAY 1

Understand how your clients' brains are predisposed to not respond to facts, information, and data

TAKEAWAY 2

Learn how to recognize whether your clients are ready to change and how to work with their resistance

TAKEAWAY 3

Learn how to help your clients succeed by helping them uncover their own motivation to make positive changes through active listening

Derek Hagen, CFP®

Derek Hagen, CFP®, FBS®, CFA is a financial therapist and financial behavior expert and founder of Money Health Solutions. Derek supports financial health by helping clients who feel stuck by helping them understand their financial beliefs and behaviors. He writes and speaks about the psychology of money using simple drawings and personal stories. His blog, Money Health, helps readers improve their relationship with money. Derek's passion is to simplify money matters and ease financial worry.

Derek earned a Graduate Certificate in financial psychology and behavioral finance from Creighton University and a Bachelor of Arts in economics from Minnesota State University Moorhead. He holds the CERTIFIED FINANCIAL PLANNER™, Certified Financial Behavior Specialist®️, and Chartered Financial Analyst designations.

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The Family Factor: How Understanding Family Systems will Help with the Generational Transfer in Family-Owned Businesses

Presented by Dr. Travis Parry | Content Level: Implementing

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Travis Parry

 

Family businesses are the backbone of the American economy, yet only a small percentage of these firms transfer to the next generation. While 40% of owners are set to retire in the next few years, less than half have found a successor.

Financial advisors are in a great position to help these businesses make it to the next generation, however, most are not trained to understand the complexity of family dynamics. Financial advisors will learn how to guide family-business owner clients through this time of need with the right kinds of tools that will not only help the business but improve the family at the same time.

TAKEAWAY 1

The family systems approach to solving generational transfer

TAKEAWAY 2

The basic concepts of family systems to use in advising your clients

TAKEAWAY 3

How family systems will improve generational transfer for family-owned businesses

Dr. Travis Parry

Dr. Travis G. Parry began his professional career as a financial advisor in 2002. After a series of life-changing events, he invested in his education and earned several degrees in behavioral science to better understand human behavior.

He coaches financial advisors to help them be more productive so they can make more time for family and live their life on purpose.

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The Pause... The Secret to Great Listening

Presented by George Kinder, Scott Frank CFP®, & Cristina Livadary CFP® | Content Level: Scaling

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George Kinder
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Cristina Livadary
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Scott Frank

Learn the foundational listening skill that Kinder teaches in the EVOKE® Life Planning process--the pause. Kinder and fellow Registered Life Planners® will lead an interactive session where participants experience and practice the pause in an initial client interview.

Learn how to engage with empathy, inspiration, and emotional intelligence while experiencing the emotions that naturally arise in conversations for both the advisor and their client. This mindful, wise, and challenging skill can immediately be implemented into your practice and your personal life leading to more authentic and trustworthy relationships.

TAKEAWAY 1

Demonstrate the foundational listening skill required to engage with empathy, inspiration, and emotional intelligence during client meetings

TAKEAWAY 2

Identify the phases of initial client meetings that develop authentic and trustworthy relationships

TAKEAWAY 3

Apply both active and inner listening skills throughout a client engagement

George Kinder

Internationally recognized as the father of the Life Planning movement, George Kinder revolutionized financial advice for over 30 years by training over 3,000 professionals in 30 countries in the field of Financial Life Planning.

He founded the Kinder Institute of Life Planning in 2003 after 30 years as a practicing financial planner and tax advisor. He has written six books, including three books on money, The Seven Stages of Money Maturity, Lighting the Torch, and Life Planning for You, which are considered by many to be the seminal works in the burgeoning field of Financial Life Planning.

In his new book, A Golden Civilization and a Map of Mindfulness, Kinder draws on 50 years as a mindfulness practitioner, 30 years as a mindfulness teacher, and his experience training financial advisors globally to challenge the basic concepts of economics, our understanding of democracy, of space-time, and our own hearts. His objective is to bring greater levels of freedom everywhere.

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Scott Frank, CFP®

Scott is the Founder of Stone Steps Financial, a financial life planning firm based in Encinitas, CA. Scott is passionate about helping clients align their money with their life.

Before he applies his technical expertise as a CFP professional and CFA charterholder, he has deep discussions with clients through the EVOKE Process to help clients determine what matters to them most. With this lens, Scott works with clients to build and implement a financial life plan.

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Cristina Livadary, CFP®

Cristina is a Certified Financial Planner® and Registered Life Planner®. Formerly she led sales and consulting efforts as a Regional Director for Russell Investments. In this role she worked in both Southern California and Hawaii, consulting for and working with over 10,000 financial advisors.

After years of experience in the industry she grew dissatisfied with the wide disparities in knowledge, empathy, and skill within the advisor population. Today, she believes that even greater success can be achieved by solving issues holistically - with individuals and their families.

Cristina designed her own life plan and has transitioned to her dream career as a financial life planner who does everything in her power to positively impact the lives of her clients.

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