Presentations

Presentations are listed in alphabetical order by speaker.

 

Get Out of Your Head
Kelly Adams, Harbor Light Planning

When: Saturday, November 5, 9:45 AM - 10:45 AM
Field of Study: Practice Management
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:
What do you do each day/week/month to get it all done and stay sane? Do you keep everything in your head? Have a desk full of sticky notes? Have tasks, ideas, follow-up everywhere? This session will start you on the path of getting everything out of your head (or off your desk) and will teach you how to begin to develop functional, workable and useful processes and workflows. You’ll gain efficiency in your days, provide better client service, and hopefully improve your work/life balance as a result. Bring some paper, a pen, perhaps a few sticky notes and let us turn our practices into lean mean efficient money making machines.

Learning Objectives:

  • Gain more time to work with clients.
  • Avoid the "oops I didn't get that done".
  • Improve your clients experience.

Back to Top  

____________

How to Add Value to Clients through Estate Planning Reviews
Mary Alpers, Alpers Financial Planning and Ed Fulbright, Fulbright Financial Consulting, PA

When: Saturday, November 5, 1:15 PM - 2:15 PM
Field of Study: Estate Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Estate Planning; 1 CFP CE - Estate Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:
An Estate Planning Review is more than making sure your clients have a will. As baby boomer wealth grows, particularly through inheritance, retirement savings, life insurance, home and business ownership, talking with clients about projected valuation, proactive tax strategies and protection of assets is increasingly important even with the generous estate tax limits. Property in multiple states, multiple marriages, stepchildren and grandchildren can add to the complexity. Using a client specific checklist for new and longtime clients can keep you asking the right questions at the right time.

Learning Objectives:

  • How to estimate future estate value.
  • Taxes:  what needs to be done and when.
  • Discussion of beneficiaries and potential inheritance conflicts among heirs
  • Why and when to contact an attorney, before and after a death

Back to Top  

____________

What the Liberal Arts and Social Sciences Have to Teach Us About Finance
William Bernstein, Efficient Frontier Advisors

When: Friday, November 4, 8:30 AM - 9:30 AM
Field of Study: General Financial Planning Principles
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Economic and Political Environment; 1 CFP CE - General Financial Planning Principles; 1 NASBA CPE - Specialized Knowledge

Abstract:

This talk emphasizes disparate themes from the liberal arts and social sciences that are highly relevant to finance:  the extreme difficulty of economic and financial forecasting, and in particular, how it influences media and the investment culture; the human tendency to overemphasize the importance of the peaks in our skill set, and how this leads to mathematical "over-modeling"; the relative underemphasis on economic history; the psychology and finance of the capital cycle; and some under-emphasized aspects of neuro-economics.

Learning Objectives:

  • How to evaluate "expert opinion."
  • What factors influence forecasting accuracy?
  • The dangers of relying too heavily on mathematical models in finance.

Back to Top  

____________

Deep Risk: A Historical, Non-Quantitative Approach
William Bernstein, Efficient Frontier Advisors

When: Friday, November 4, 10:00 AM - 11:00 AM
Field of Study: General Financial Planning Principles
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Insurance and Risk Management; 1 CFP CE - Risk Management and Insurance Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

The traditional quantitative approach to portfolio risk has serious limitations, and should be supplemented with a descriptive, longer-range view of market failure modes. Financial history shows that by far the biggest threat to any portfolio is chronic, severe hyperinflation, a risk that is not well captured by quantitative models. Portfolio protection in such an environment essentially becomes an insurance problem, which will be applied not only to inflation but to other threats as well.

Learning Objectives:

  • How to identify and insure against the long-term threats to your clients' consumption goals. 
  • Learn how to think qualitatively about the difference between long-term and short-term portfolio threats.
  • Appreciate the limitations of quantitative-based risk models.

Back to Top  

____________

Shedding Reality on Investment Risk
Irfan Bhabhrawala, Arbor Financial

When: Thursday, November 3, 5:45 PM - 6:45 PM (Workshop)
Field of Study: Risk Management
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Insurance and Risk Management; 1 CFP CE - Risk Management and Insurance Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

How much risk can a client afford to take? How much risk do they need to take? What is their risk tolerance? It can be challenging to tie these concepts together and move forward confidently knowing how aggressively a client should be invested in the market.

This presentation will show how using a tool called Riskalyze can help determine a client's risk tolerance and to communicate what could happen to a client portfolio in "normal" and "extreme" circumstances, and how it can also be a great complement to long range planning exercises. Irfan will share his approach on discussing risk with clients, demo the Riskalyze tool, and explain where he feels it adds value, and then open it up for discussion.  

Learning Objectives:

  • Explore an additional tool, Riskalyze, that can be used to understand a client's risk tolerance.
  • See how the Riskalyze tool can be used to communicate the risk of a client portfolio.
  • Explore ways to pull together the various concepts of risk - How much risk do I have to take to meet my goals? How much risk can I afford to take? What is my risk tolerance?

Back to Top  

____________

Lessons of a Limitless Leader
Stephanie Bogan, Educe Inc.

When: Friday, November 4, 1:15 PM - 2:15 PM
Field of Study: Other: Leadership
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Strategic Thinking; 1 NASBA CPE - Personal Development

Abstract:

This gets-you-off-balance session will challenge your beliefs on leadership and success. Led by business expert, coach and author Stephanie Bogan, learn critical lessons gained along her journey from vision to start-up and sale to a Fortune 200 firm, and retirement in Costa Rica. In her “humor meets tell-it-like-it-is” brand of insights, Stephanie shares how her 20 years of experience working with top entrepreneurs and executives, and her time in Costa Rica studying key success habits, leadership principles, and behavioral and brain sciences, came together to ignite her message about the possibilities of limitless success, happiness and wealth - the pursuit of success that she calls “spark”.

Learning Objectives:

  • Identify key beliefs and behaviors that impact business, client and personal performance.
  • Evaluate top five behaviors that most influence business / service offerings.
  • Re-cast business limitations into limitless opportunities to drive increased revenue, service and profitability.

Back to Top  

____________

Helping Your Clients Navigate TIAA...
Meredith Briggs, Taconic Advisors

When: Thursday, November 3, 5:45 PM - 6:45 PM (Workshop)
Field of Study: Retirement Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit1 NAPFA CE - Retirement Planning; 1 CFP CE - Retirement Savings and Income Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

If you have ever met a client with accounts at TIAA-CREF (now "TIAA"), you've probably learned that there are lots of rules and paperwork that must be understood to navigate the system.  
In this session we will explore and help answer the following questions:
1. What is TIAA and why are they different from many other financial services companies?
2. How does TIAA Traditional work?
3. What steps should I take when evaluating TIAA accounts?
4. When is it NOT a good idea to rollover money from a TIAA account?

Learning Objectives:

At the conclusion of this session you should be more prepared to work with your clients that are TIAA participants and provide advice on the appropriate course of action for their accounts.

  • Learn about what makes TIAA accounts unique.
  • Understand TIAA Traditional (annuity).
  • Learn about how to evaluate TIAA accounts.
  • Learn about situations where rollovers are not advisable.

Back to Top  

____________

Stocks in the Worst Case - Time Segmentation and the Financial Plan
Brent Burns and Steve Huxley, Asset Dedication

When: Thursday, November 3, 1:00 PM - 2:00 PM
Field of Study: Investments
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Investments; 1 CFP CE - Investment Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

Based on the research from an upcoming Journal of Financial Planning article, the session looks at equity investments through the lens of the financial plan. Portfolio optimization strategies historically have sought to maximize risk-adjusted returns, or, in some cases, simply maximize expected returns and ignore risks. A third investment strategy, borrowed from classic decision theory, seems to better fit the financial planning process by seeking to do better when markets are at their worst, but at a time horizon that is relevant to the financial plan. Called the “Minimax” strategy, the approach makes time a factor by finding an allocation among equity asset classes that attempts to drawdown less in the worst markets at time horizons from one to forty years.  
 
The research reveals that there is no silver bullet. No single portfolio that works at all time horizons. In fact, the allocations for investors with short horizons look very different than those with long horizons. Essentially, there is an equity yield curve, similar to a bond yield curve, except that there is a unique mix of asset classes at each year on the horizon. Since it is poor market returns that put pressure on a financial plan, the Minimax approach seems to align more closely with the goals of a financial plan by seeking to drawdown less and/or recover sooner when clients actually need to spend their money.  

Learning Objectives:

  • Understand how time becomes a factor when seeking to minimize the worst case scenario.
  • Learn what the tradeoff is between maximizing average (expected) returns and minimizing the worst case scenario.
  • Discover how time segmentation leads to different allocations for portfolios based on different holding periods.

Back to Top  

____________

End of Life Planning - For Courageous Advisors Only
Steve Byrne, Final Roadmap

When: Thursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Your client is going to die. You know it and on some level they know it, they are coming to you to ensure their future is safe and their family is cared for after they are gone. Advisors make their clients’ lives better by securing their financial future. Comprehensive advisors know there are many other issues that can tear a family apart besides money.

End of life planning is your opportunity to create an intimate relationship with your clients by helping prevent problems for themselves and their loved ones that less caring advisors are afraid to or won’t confront. Final Roadmap is your business tool for the tough conversations that increase your value to your clients, their families and colleagues. It will enhance your ability to effectively help your clients plan for the future and differentiate your practice. Final Roadmap will also help facilitate conversations with widows, widowers and heirs creating opportunities to continue as the family advisor.

Financial advisors are uniquely positioned to prevent families from the colossal messes left behind when the proper planning didn’t happen. Be there first instead of cleaning up the mess afterwards. Their family will thank you.

Back to Top  

____________

Five Absolutely Essential (and Two Remarkable) Insights Into the Tax Side of Your Business
Kelly Clark, Bradford and Company, Inc.

When: Thursday, November 3, 10:00 AM - 12:00 PM
Field of Study: Tax Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 2 NAPFA CE - Income Tax Planning; 2 CFP CE - Tax Planning; 2 NASBA CPE - Taxes; 2 IRS CE - Federal Tax Law Topics

Abstract:

Increase your income and lower you heart rate in this fun and entertaining tax-strategy session that will identify thousands of dollars in new tax deductions from money you already spend and activities you already do...while simultaneously learning the tax safety strategies that will keep you compliant with the IRS.

Topics will include:  safely expanding deductions on your vehicle(s), home, medical and entertainment. (This will include the biggest deduction you are missing and two mystery deductions you will love!)

Learning Objectives:

  • Pocket thousands and thousands in new deductions on your tax return while you also find investment and premium dollars for your self-employed and business owner clients.
  • Streamline the record keeping requirements on the tax side of your business; knowing the rules will free up your time so you can effectively handle more business.
  • Gain knowledge required to avoid the myths that impede productivity and then have a clear understanding of your role on the tax side of being in business. (This also gives insight into how to help our accountants help us.)
  • Create an environment of pro activity; know what you are doing before you do it and then maximize the benefit of doing it!

Back to Top  

____________

A New Approach to Retirement Income Planning
Michael Finke, The American College of Financial Services

When: Saturday, November 5, 8:30 AM - 9:30 AM
Field of Study: Retirement Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Retirement Planning and Employee Benefits; 1 CFP CE - Retirement Savings and Income Planning; 1 NASBA CPE - Specialized Knowledge; 1 IRS CE - Qualified Retirement Matters

Abstract:

Following a traditional 4% investment withdrawal strategy is risky in today's low asset return environment.  In this presentation, Michael will present new information on longevity statistics for wealthy couples, trends in spending through retirement including health care risks, survey results on what retirees want from a retirement income plan and how much risk they are willing to take, and strategies for creating an income plan that most efficiently meets a client's goals.  The presentation will discuss the tradeoffs of various planning strategies that can be used to discuss retirement income strategies with clients.

Learning Objectives:

  • Understand the risks involved in retirement income planning.
  • Recognize the tradeoffs of various products and strategies.
  • Understand how retiree preferences guide optimal retirement income planning.

Back to Top  

____________

The Newest Fundamental of Financial Fitness – Invest in Your Career
Karen Folk, Bluestem Financial Advisors and Frank Corrado, Blue Blaze Financial Advisors

When: Friday, November 4, 3:45 PM - 4:45 PM
Field of Study: General Financial Planning Principles
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Financial Planning Process; 1 CFP CE - General Financial Planning Principles; 1 NASBA CPE - Specialized Knowledge

Abstract:
This session builds on the ACP 5th Fundamental (Invest in Your Career) premise -- that investments in human capital can have a much greater impact on wealth accumulation and achieving financial independence than the impact capital markets have on Financial Investment Capital accumulation and growth.
I. The theory:  What is human capital and its impact and interaction with other financial life planning dynamics, i.e. general principles of the financial planning process.
II. The background:  How does the industry address/not address the concept of Human Capital? Opportunities for ACP and its members?
III. The application:  Cases and Resources. Examples from ACP advisors of situations where coaching on human capital investments made a difference for clients’ goal of achieving financial independence. Resources to be presented: websites, books, coaching and career development resources for planners and clients. 
IV.  The way forward open discussion:  how can we integrate human capital into our practices and the ACP system? Discussion to be continued in Under the Trees session. Discussion will include general financial planning principles such as cash flow management and financing strategies to accommodate investments in human capital. In addition, does delaying starting retirement savings in the early years to make investments in human capital that will increase lifetime earning power make sense for some clients as Michael Kitces has recently argued?

Learning Objectives:

  • What is human capital and its impact and interaction with other financial life planning dynamics? How do investments in human capital impact other financial planning goals, including cash flow, financing human capital investments, and retirement planning?  
  • How does the industry address the concept of Human Capital? Opportunities for ACP and its members?
  • Examples from ACP advisors of situations where coaching on human capital investments made a difference for clients, and coaching and career development resources for planners and clients. 
  • How can we integrate human capital into our practices and the ACP system? 

Back to Top  

____________

Incorporating an Advance Financial Directive into the ACP Planning Process – Solution Session
Frances Goldman, Frango Financial LLC

When: Friday, November 4, 7:45 AM (Breakfast)
Field of Study: Estate Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:
As clients age, some may display a decline in their mental abilities. At the 2015 ACP conference, Bert Whitehead and others presented a session addressing cognitive decline and introducing their tools to use with clients. The Board asked the System Committee to address this issue and develop materials for ACP. This session will present the Advance Financial Directive developed for use in ACP practices, how to incorporate it into the planning process for both new and current clients, and early implementation experiences.

Learning Objectives:

Back to Top  

____________

What Value? A Reflection of the Value Premium This Past Decade
Joel Hefner, Dimensional Fund Advisors

When: Friday, November 4, 11:00 AM - 12:00 PM
Field of Study: Investment Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Investments; 1 CFP CE - Investment Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

Joel Hefner will share how he communicates the value premium with clients, particularly over the last 10 years and what we should expect going forward. He will also address the recent rise in smart beta strategies, low volatility strategies and what advisors should look for when selecting a strategy designed to target the different dimensions of expected returns.

Joel will also cover the probabilities of not realizing premiums over a decade and how to set client expectations around premiums. Additionally, recent performance of Emerging Markets and China, how to think about these segments in client allocations.

Learning Objectives:

  • Understand the statistics of how long it could take for an expected premium to show up.
  • Develop a deeper understanding of historical performance.
  • Help set expectations with clients around the frequency and severity of positive and negative premiums.

Back to Top  

____________

Pricing and Modeling Reverse Mortgages in Financial Planning Programs
Reverse Mortgage Funding

Tim Jackson, Reverse Mortgage Funding

When: Thursday, November 3, 2:30-3:00 PM, 3:10-3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Join Tim Jackson, Senior Educator for RMF’s Financial Advisor Channel, as he uses RMF’s point-of-sale illustration tool to show you the monies available to your clients with an FHA-insured reverse mortgage (Home Equity Conversion Mortgage or HECM).

Tim will also use the MoneyGuidePro planning program to illustrate how HECMs may help senior clients: (1) pay less taxes by reducing IRA withdrawals, (2) establish a standby equity line for deferred income-tax free funds or as a hedge for clients self-insuring for LTC risk, (3) eliminate mortgage payments while possibly providing a new income stream, and (4) add additional dollars to client retirements accounts when they downsize!

Back to Top  

____________

The “New” Case for Low-Cost Reverse Mortgages
Tim Jackson, Reverse Mortgage Funding

When: Friday, November 4, 10:00 AM - 11:00 AM
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Retirement Planning and Employee Benefits; 1 CFP CE - Retirement Savings and Income Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

Leading retirement researchers, such as Harold Evensky and Wade Pfau, recommend that all financial advisors take a fresh look at the new reverse mortgage because of lower costs, increased protections for consumers and improved regulatory standards.

Your clients age 62 or older may now be able to establish a credit line for as low as $125 in most states. Furthermore, the line of credit available to your clients will grow even if the value of their home depreciates!  

Join Tim Jackson, Senior Educator for RMF’s Financial Advisor Channel, as he outlines the pros and cons of FHA-insured reverse mortgages (Home Equity Conversion Mortgages or HECMs) and what its $105 billion in FHA-insurance means to your clients. Tim will share the four most common uses of HECMs amongst financial planners, which include additional tax-free income, managing health care risk, eliminating mortgage payments and financing the purchase of “rightsized” homes.  

Back to Top  

____________

Trump Your Income Woes No Matter Who You Vote For
Nick Johnson and Clint Hinman, AmeriFunds

When: Thursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Whether equity markets correlate with the party affiliation and agenda of the next President of the United States or not, your client will certainly ask you what they can depend on for income from their retirement account over the next four to eight years. The best solution for uncertainty is diversification and a common sense strategy to protect principal while generating monthly income at levels not found in traditional asset classes. 

Learning Objectives:

  • How to generate monthly cash flow for individuals preparing for, or already in, retirement
  • Where to find consistent income with low volatility
  • Why non-correlating fixed income is essential in today’s unpredictable market environment

Back to Top  

____________

Build a $1,000,000 Firm
Jacob Kuebler, Bluestem Financial Advisors, LLC

When: Saturday, November 5, 2:30 PM - 3:30 PM
Field of Study: Practice Management
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:
Struggling to take your practice to the next level? Join us as we share Bluestem's Strategic Planning Process. Learn how to create a vision of your ideal firm, extract clear priorities, and create actionable steps you can take to make your vision a reality.

Learning Objectives:

  • How to develop an annual timeline of intentional strategic planning.
  • How to create a plan from your vision.
  • How to hold you and your staff accountable to your plan.

Back to Top  

____________

Reviewing Tax Returns:  Finding Where the Errors Lurk
Wendy Marsden, ProsperiTea Planning

When: Saturday, November 5, 1:15 PM - 2:15 PM
Field of Study: Tax Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Income Tax Planning; 1 CFP CE - Tax Planning; 1 NASBA CPE - Specialized Knowledge; 1 IRS CE - Federal Tax Law Topics

Abstract:
Preparing a tax return is only half the work. The real skill lies in reviewing it for errors. This presentation  will discuss tips and tricks for catching errors on tax returns prepared either by yourself or others, with an emphasis on finding what's missing that ought to be there. We will review high-value deductions and tax credits as part of this presentation. A handout will be included that provides a practice management tool for integrating review procedures through-out the tax preparation process.

Learning Objectives:

  • Review a return from source documents to ensure arithmetic accuracy.
  • Check for high-value deductions and credits that may be missing.
  • Learn techniques to integrate review procedures into your existing tax practice.

Back to Top  

____________

Creating Your Ideal Financial Advisory Firm:  How to Be Tax-focused and Comprehensive Without Keeping it All In-house

Judy McNary and David Gardner, Confluence Financial Advisors

When: Friday, November 4, 2:30 PM - 3:30 PM
Field of Study: Practice Management
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:
The ACP system offers a great foundation for establishing a comprehensive, fee-only financial planning firm and, for many, the system is a perfect fit. As entrepreneurs we should create firms that fulfill our needs and goals. This session will provide an in-depth look at how an assessment of a firm’s strengths, talents, and interests may determine that modifying the core system can lead to an optimal solution for some ACP members.  It provides a look at an ACP practice that has deviated from the core system in several key areas. Dave Gardner and Judy McNary merged their solo practices to form Confluence Financial Advisors in January 2016. The firm embraces the fee-only philosophy and values of ACP but has chosen to outsource tax preparation, to incorporate Monte Carlo analysis, and to calculate client fees using a modification of the flat retainer that is comprised of a separate financial planning fee and a fixed annual Assets Under Management fee (AUM). Gardner and McNary will share their rationale for these decisions plus other variations, as well as the pros and cons of choosing to do so. The presentation is designed to allow time to engage fellow ACP members in a discussion of the merits of these and other variations that might help others create practices that are optimized for their own talents and interests, growth and profit needs, and other factors.

Learning Objectives:

  • Learn the trade-offs associated with outsourcing tax preparation.
  • Learn the trade-offs associated with different types of fee calculation.
  • Learn how to assess your firm and determine if these types of changes might be appropriate for your situation.

Back to Top  

____________

Putting the 'S' in SPARC:  Expressing Your Value to Clients and Prospects in Dollars
Bridget Sullivan Mermel, Sullivan Mermel, Inc.

When: Friday, November 4, 2:30 PM - 3:30 PM
Field of Study: Marketing
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management, 1 NASBA CPE - Specialized Knowledge

Abstract:
After Bridget lost both a long term client and a prospective client because they thought they could do her  work themselves, she had to rethink how she talked about value to clients and prospects. Telling clients how much they have saved during a client meeting is a basic element of an ACP practice. But how is it done? This session expands on Bridget's session of the same name presented at the ACP Retreat, and hopefully includes new jokes.

Learning Objectives:

Participants will learn why some people have difficulty touting their value. The session will then focus on specific industry research and ACP tools to use in each ACP meeting to express their value in dollars. 

  • Learn why some people have trouble expressing their value.
  • Review research and tools to quantify your value to existing clients.
  • Review research and tools to quantify value to prospective clients.

Back to Top  

____________

DOL's New Rules:  Cutting through the Noise, What is Required of the ACP Advisor?

Lori Neidel, Law Office of Lori J. Neidel

When: Saturday, November 5, 9:45 AM - 10:45 AM
Field of Study:
Professional Conduct and Regulation
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 CFP CE - Professional Conduct and Regulation; 1 NASBA CPE - Specialized Knowledge; 1 IRS CE - Qualified Retirement Matters

Abstract:
What does all the recent regulatory changes enacted by the Department of Labor's fiduciary rules actually mean for the typical ACP advisor? This presentation will cut through the uproar to understand what is needed for the level fee fiduciary that is the typical ACP advisor. The presentation will educate the advisor of the new rules' implication to them and present ways to satisfy these new obligations.

Learning Objectives:

  • Educate the advisor on the new DOL rules overall.
  • Educate the advisor as to their own obligations under the rules.
  • Provide the advisor with ways as to how to satisfy these new obligations. 

Back to Top  

____________

Having the Charitable Conversation with Clients
Ken Nopar, American Endowment Foundation (AEF)

When: Friday, November 4, 3:45 PM - 4:45 PM
Field of Study: Tax Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Income Tax Planning; 1 CFP CE - Tax Planning; 1 NASBA CPE - Taxes; 1 IRS CE - Federal Tax Law Topics

Abstract:

Financial Planners are in an excellent position to initiate the charitable conversation with their clients. This presentation will help planners understand which types of clients they need to engage in the discussion, how this benefits the clients and planners, how to have the conversation and which questions to ask, benefits of having a charitable vehicle, differences between donor-advised funds and private foundations, and resources available to further help the clients and planners.

Learning Objectives:

  • Understand how to have the charitable conversation.   
  • Learn differences between donor-advised funds and private foundations and when to use each.
  • Learn how the charitable conversation can be good for business and beneficial to advisors and clients.
  • (If needed) Learn about recent trends in charitable giving.

Back to Top  

____________

Matching the Right Student to the Right College
Robert Roy Reed, Partnership Financial LLC

When: Workshop
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Accounting, Cash Flow Mgmt. & Budgeting; 1 CFP CE - Education Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:
Parents and planners spend too much time thinking about how to pay for college instead of identifying the kind of school best suited for their student. Yet the kind of college chosen affects not only what parents pay but—much more important—their child’s experience and chance for success. The best college saving plan is a waste if a student drops out because they were miserable at the school. The issue is not how smart a student is or how much college the parents can afford. The critical concern is finding the kind of school which offers the student her best chance for success. This workshop gives planners the tools they need to help parents and children make an informed college choice.


Learning Objectives:

  • Identify different college types and the differing demands (not simply intellectual) each requires of students.
  • Demonstrate how to match a student with the college offering the best chance for student growth (being challenged) and success (graduating).

Back to Top  

____________

Starting with Why: Applying Simon Sinek's TED Talk to Your Marketing Message
Ken Robinson, Practical Financial Planning

When: Saturday, November 5, 9:45 AM - 10:45 AM
Field of Study: Marketing
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
Prior to the breakout session, participants are strongly encouraged to view Sinek’s TED talk by clicking here.
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:

Most of us market our practices by telling people what we do, so they can decide if they want it. Simon Sinek argues that we’re better off to explain why we do what we do, allowing the right clients to decide that they believe what we believe. This breakout session examines the principles from Sinek’s groundbreaking TED talk (“How Great Leaders Inspire Action”) and applies them to your firm’s marketing message. The session includes a before-and-after look at an advisor website to demonstrate how to promote your service, once you realize that “people don’t buy what you do, they buy why you do it." (Prior to the breakout session, participants are strongly encouraged to view Sinek’s TED talk by clicking here.

Learning Objectives:

  • Understand the concept and benefit to your practice of developing your marketing message by beginning not with what you do but why you do it.
  • Discuss how this approach allows you to differentiate yourself from others in financial services (who your potential clients may perceive as competitors).
  • Write a first draft of a "why" statement that you can use in marketing to potential and existing clients.

Back to Top  

____________

Best of ACP:  Marketing to Clients and Prospects
John Scherer, Trinity Financial Planning, LLC

When: Saturday, November 5, 1:15 PM - 2:15 PM
Field of Study: Marketing
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:
Building on two sessions from the ACP Retreat in May 2016, this will be a facilitated discussion for sharing best practices and ideas for marketing to prospects, converting prospects into clients, and marketing (reinforcing) value provided to current clients. Key points will be reviewed and new ideas introduced. It will be a collaborative session with attendees encouraged to join in the discussion, as we explore specific marketing ideas you will be able to take home and implement.

Learning Objectives:

  • Learn marketing techniques which have been successful for ACP peers in cultivating new prospective clients.
  • Learn techniques which have been successful for ACP peers in reinforcing value provided to current clients.
  • Learn sales techniques and ideas which have been successful for ACP peers in converting prospects to clients.

Back to Top  

____________

What Drives Lawsuits Against Your RIA and How to Protect Yourself and Your Firm
Greg Severinghaus, Markel Cambridge Alliance

When: Thursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

With almost 30 years of data and experience to draw upon, this session will discuss sources of lawsuits and claims against investment advisors and financial planners. It will also cover what is and isn’t commonly covered in an insurance policy covering your advisory firm.  

Back to Top  

____________

Help Your Clients by Getting Rid of the Bond Ladder
Chip Simon, Taconic Advisors, Inc.

When: Saturday, November 5, 11:15 AM - 12:15 PM
Field of Study: Retirement Planning
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Retirement Planning; 1 CFP CE - Retirement Savings and Income Planning; 1 NASBA CPE - Specialized Knowledge; 1 IRS CE - Qualified Retirement Matters

Abstract:
The Bond Ladder is a core tool, strategy, belief system, and practice differentiator for ACP practices. But maybe, just maybe, we're missing the boat. Come see why you can finally stop talking about the bond ladder ..and put a big smile on your clients' faces as they transition into retirement.

Learning Objectives:

  • Review bond ladder within ACP planning landscape.
  • Challenge assumptions.
  • Improve client communication techniques.

Back to Top  

____________

Innovative Systems and Solutions, Inspired by Advisors
Jerry Skapyak and Jill MacNeil, LLiS

WhenThursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Advisors have been the core of LLIS’s business model from day one. While the insurance industry isn’t known for its cutting-edge technology, LLIS is, and it’s in response to advisor suggestions and requests. Why don’t fee-only financial advisors (FOFAs) need to be insurance experts? Because they have a trusted resource to turn to for the insurance portion of their clients’ comprehensive financial plans. As the advisor’s advisor®, teamLLIS serves FOFAs and their clients with a high touch, high tech approach no other insurance agency provides: 
AIM: Application Information Message
APE: Advance Premium E-mail
NOTE: Notification of Term Expiration
And coming soon: 
a seamless, secure, automated quote to application process, and 
24/7 secure advisor access to clients’ insurance application processes and policies (applicable portions only)

Learning Objectives:

After attending this solutions session, advisors will:
Learn how LLIS’s 20+ member Team Behind Your Team allows FOFAs to concentrate on growing clients’ wealth, not insurance industry shifts.
Understand how a team of dedicated subject matter experts can streamline your clients’ insurance selection process. 
See how LLIS’s proprietary technology is improving your clients' experience (and yours) and keeping you informed.

Back to Top  

____________

Wise Advice About Wealth Preservation to Take Clients into Retirement
Jerry Skapyak and Jill MacNeil, LLiS

When: Friday, November 4, 10:00 AM - 11:00 AM
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit:1 NAPFA CE - Insurance and Risk Management; 1 CFP CE - Risk Management and Insurance Planning; 1 NASBA CPE - Specialized Knowledge

Abstract:

Insurance is not a one-size-fits-all product. From male to female, Gen X to boomer, business owner, we all have individual needs for protection and planning. But with the right tools and resources, you can help tailor solutions to fit all of your clients.

Learning Objectives:

  • From layering Term Insurance policies for the most efficient coverage to conversions when your client continues to need coverage
  • Disability Insurance (Is coverage enough if your client has Group DI? New DI programs for young professional that cover student loans to retirement protection)
  • Long Term Care Insurance 
    o Designing LTCi policies to keep up with cost of care increases
    o Adding spousal policies for cost savings
  • Hybrids
    o The flexibility of Hybrid Life/LTCi policies
    o Comparing traditional LTCi to Hybrid LTCi policies

Back to Top  

____________

The Economy:  A Tour of the Horizon
Jon Talton, TheSeattle Times

When: Friday, November 4, 2:30 PM - 3:30 PM
Field of Study: General Financial Planning Principles
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Economic and Political Environment; 1 CFP CE - General Financial Planning Principles; 1 NASBA CPE - Specialized Knowledge

Abstract:

Seattle Times Economics Columnist Jon Talton will speak on the major trends, issues, and challenges facing the economy seven years after the Great Recession. 
1. How is the economy doing, good bad and ugly, and why has this recovery been so slow.
2. The economy and the election. How much are economic issues playing into the election?
3. Is neoliberalism dead? From bipartisan opposition to TPP and distaste for Wall Street to rising income inequality, does this model need tweaks or to be discarded?
4. The sharp division between winner and loser cities and metro areas. What Seattle has to teach.
5. What are the big issues ahead: a new wave of advanced automation, robotics and artificial intelligence; the lack of job creation from tech and finance; Robert Gordon's theory of headwinds from no new breakthroughs; continued secular stagnation, and uncertainty in China.

Learning Objectives:

  • Gain a 30,000-foot view of the state of the economy, strengths and weaknesses.
  • Examine the challenges we face in the near- and longer-term.
  • Check out how the economy is playing in the election.

Back to Top  

____________

The New Profession
Bob Veres, Inside Information

When: Thursday, November 3, 8:30 AM - 9:30 AM
Field of Study: Other: Future of Financial Planning Profession
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit1 NAPFA CE - Financial Planning Process; 1 NASBA CPE - Specialized Knowledge

Abstract:

We are giving birth to an entirely new profession, perhaps the first major one in more than a century. What will that look like in terms of standards of care, standards of practice, compensation structure, and the organizations that provide financial planning services? Let Bob Veres take you on a tour of the (near) future, a world that ACP professionals are positioned to thrive in.

Learning Objectives:

  • Why future financial planners will almost have to specialize in a niche clientele, and how to create one (or more) for your business.
  • The components of excellent client service: making the intangible measurable.
  • The impact of a new generation of technology on the profession’s businesses and business practices.

Back to Top  

____________

Seed to Flower Analysis of Cultivating Perennial Ideal Clients, "From Prospect to Referring Client"
Robert Walsh, Lighthouse Financial Advisors

When: Thursday, November 3, 1:00 PM - 2:00 PM
Field of Study: Marketing
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; 1 NASBA CPE - Specialized Knowledge

Abstract:
Are you having difficulty finding ideal clients?  This presentation will focus on the characteristics of the perfect client, training them to be ideal and turning them into your Marketing Department. Topics include how to be a better listener, how to close at the Financial Review and realizing we are in the customer service business. The tools discussed will help you transform each interaction into an opportunity.

Learning Objectives:

  • Turn tax season into a marketing opportunity.
  • Top notch client service means focusing on the little things that clients appreciate most.
  • Training clients to your financial planning model defines the relationship and allows clients to better explain what we do.

Back to Top  

____________

Seven Symptoms of Financial Dysfunction

Bert Whitehead, Cambridge Connection, Inc.

When: Friday, November 4, 3:45 PM - 4:45 PM
Field of Study: General Financial Planning Principles
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE - Financial Planning Process; 1 CFP CE - General Financial Planning Principles; 1 NASBA CPE - Specialized Knowledge

Abstract:
Help your clients achieve their financial goals by understanding the Seven Symptoms of Financial Dysfunction. Learn to recognize common clues and warning signs from clients and examine possible remedies. This is an updated version of the presentation originally delivered and well received in 1999 at the NAPFA National Conference by ACP Founder, Bert Whitehead.

Learning Objectives:

  • Learn how the effects of financial dysfunction can undermine your client’s financial goals.
  • Analyze common symptoms and appropriate remedies.
  • Understand your role as an advisor when clients display financial dysfunction symptoms.
  • Learn how addressing financial dysfunction blends into the fiduciary responsibility.

Back to Top  

____________

Bert Whitehead's Patented Tax Loss Harvesting Strategy

Bert Whitehead, Cambridge Connection, Inc. and Steve Huxley, Asset Dedication

When: Thursday, November 3, 5:45 PM - 6:45 PM
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: 1 NAPFA CE – Income Tax Planning; 1 CFP CE – Tax Planning; 1 NASBA CPE – Taxes; 1 IRS CE – Federal Tax Law 
Topics

Abstract:
Most financial planners understand the principles of tax loss harvesting. But putting it into practice can be time consuming and stressful. Bert figured out a simple and inexpensive strategy that he has been implementing for years that takes away the headaches and worry that you are doing it right. Visit the website (www.cambridgeindexstrategy.com) and come to learn how it works.

Learning Objectives:

  • See the fundamentals of harvesting using Bert’s strategy.
  • Compare the different outcomes when harvesting is used and when it is overlooked.
  • Learn about Donor Advised Funds and how they can help your philanthropic clients reduce their tax burden.

Back to Top  

____________

Experience Matters: Leveraging Technology to Succeed as Client Expectations Change 
Lindsay Wright and Brittany von Czoernig, eMoney Advisor

When: Thursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Client expectations are shifting. Sharing-economy innovators like Uber, Airbnb, and Spotify have disrupted dozens of industries. But by setting the customer experience bar so high, they've indirectly disrupted consumer expectations in every industry, including financial advice. Today more than ever before, the Experience Matters. 

Join eMoney Advisor and discuss how wealth-planning technology solutions can enhance the digital experience, so both advisors and investors alike are positioned to succeed.

Back to Top  

____________

Outsourcing Investments - Working with Asset Dedication
Dan Yeoman, Asset Dedication

When: Thursday, November 3, 2:30 PM - 3:00 PM and 3:10 PM - 3:40 PM (Solution Session)
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:

Asset Dedication provides outsourced investment management, back office, and reporting to financial planning practices. Explore how outsourcing these functions can help you provide better service to your clients, grow your practice, and spend more time on the important parts of your business. Leverage Asset Dedications technology and trading expertise to provide a more consistent investment process, manage cash and rebalancing, and take advantage of better tax management of your clients' portfolios.

Learning Objectives:

  • Examine the time and service level benefits that outsourcing investments can provide your practice.
  • See how technology can improve your clients' experience and free up your time.
  • Determine if you are missing out on important portfolio management best practices.

Back to Top  

____________

Analogies, Jokes, and Stories:  Share Your Best
Panel

When: Saturday, November 5, 11:15 AM - 12:15 PM
Field of Study: 
Program Level: 
Overview
Prerequisites and Advanced Preparation: 
NA
Delivery Method:
 Group-Live
Credit: NA

Abstract:
Academic research, spreadsheets, and charts don’t always convey concepts effectively with clients. Sometimes it calls for the use of a story, analogy, or even a joke. These tools can be highly effective when communicating with clients. Come prepared to share your best analogies, jokes, and stories that you most often use with clients, and let’s build each other’s repertoire during this lively session.

Back to Top  

____________

                 

*Schedule and sessions subject to change.

Continuing Education Credits Available:  

  • NAPFA CE - 30
  • CFP Board CE - 21
  • NASBA CPE - 30
  • IRS CE - 8

 

SPONSORS

PLATINUM




GOLD


Scottrade Advisor Services

 


SILVER