Presentations

Solution Session - Evolution of an Advisory Practice
Mark Boothe, Scottrade Advisor Services

When: Thursday, November 5, 3:00 - 3:30 PM
Field of Study:
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: NA

Abstract:
The evolution of an advisory practice: going from a practice, to a business, to an enterprise.

Learning Objectives:

• Sales funnel management
• Using mind maps to uncover needs and articulate value
• Importance of delegation

Investment Strategies that Complement Social Security Optimization
Brent Burns & Steve Huxley, Asset Dedication

When: Thursday, November 5, 10:45 - 11:45 AM
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 - Administrative Practice

Abstract:
Social Security benefits are complicated. Optimizing your clients’ Social Security benefits can increase their lifetime benefits by 25%. Though optimization strategies can increase their income substantially, for many retirees, this means delaying benefits for up to eight years. Delayed claiming strategies put early pressure on your clients’ investment portfolio, therefore increasing the sequence risk caused by early market declines.

Learning Objectives:

• How to build a portfolio that can help clients span the income gap caused by delayed benefits claiming
• Why increasing fixed income allocation early in retirement can help reduce sequence risk during Social Security
• How to quantify the value added to a client’s lifetime financial plan by using optimization strategies

Solution Session - TAMP vs. Robo: An Outsourced Investment Smackdown
Brent Burns, Asset Dedication

When: Thursday, November 5, 2:15 - 2:45 PM
Field of Study: Investments
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: NA

Abstract:
As advisors now focus on delivering alpha, there has been significant growth in outsourced investment management, including back-office functions like rebalancing, reconciliation, reporting and billing. Turnkey Asset Management Platforms (TAMP) followed the growth of discount brokerages like Schwab and Fidelity in the early 1980s, as a way for independent advisors to offload time-consuming investment and administrative tasks, so they could focus on the broader financial plan. The recent rise of robo-advisors who provide low-cost automated portfolio management has been driven by technology. As robo-advisors move their offerings into the advisor space, the lines between robo and TAMP are becoming blurred. Learn the difference between a TAMP and a robo-advisor and determine if either would help make your practice more efficient and profitable.

Learning Objectives:

• Explore whether outsourcing investments works for your practice
• Understand the differences between the services provided by robo-advisors and turnkey investment platforms
• Evaluate the cost structure of both models

Case Studies in Estate Planning for Retirement Benefits: Practical Ideas for Real-Life Situations
Natalie Choate, Nutter McClennen & Fish

When: Friday, November 6, 10:00 - 11:00 AM
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 - Administrative Practice

Abstract:
What estate planning moves are best for the client whose major asset is an IRA or other retirement plan? This presentation explains the options available to integrate retirement benefits into the typical estate plan, including making use of the federal estate tax exemption and how to benefit a disabled beneficiary, minor children, or a second spouse.

Learning Objectives:

Learn how to integrate retirement benefits into the typical estate plan. What approaches are available for the client whose major asset is an IRA or other retirement plan and who wants to:

Use both spouses’ federal estate tax exemptions
Reduce estate taxes while deferring income taxes
Leave benefits in trust for spouse (the “QTIP trust” problem)
Leave benefits to multiple children with each using his/her own life expectancy
Leave benefits to a minor child or special-needs beneficiary

This presentation answers these questions, explaining the pros, cons and pitfalls of various approaches, including the conservative, the practical and the “cutting edge.”

Lifetime Distribution Strategies for Your Client’s Retirement Benefits
Natalie Choate, Nutter McClennen & Fish

When: Friday, November 6, 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 Planning; 1 NASBA CPE - Administrative Practice; 1 IRS CE - Federal Tax Related Matters

Abstract:
Help your clients make tax-smart decisions regarding their retirement plan distributions. Learn how to grab the special tax deals and avoid the penalties, including what to do when approaching retirement or age 70½; how to take distributions, required and otherwise; when, where, and how to “roll over”; and when the client should withdraw more than he has to.

Learning Objectives:

Help your clients make tax-smart decisions regarding their retirement plan distributions. Learn how to grab the special tax deals and avoid the penalties, including:

Three decisions at retirement (taking “LSD,” life insurance “roll out,” and defined benefit options)
Grandfather rules: Does your client have a pre-1987 403(b) balance or a TEFRA 242(b) election?
Ten things you must consider when a client is rolling money from one plan to another
What to do the year the client turns 70½ - and what to do the year before
The best way to take required and non-required distributions
Reasons to take out money BEFORE you have to
The Roth IRA conversion decision

ACP Bond Ladder Panel
Moderator: Frankie Corrado, Blue Blaze Financial Advisors
Panelists: Kathy Dollard, Nashoba Financial Planning, Doug DeGain, Douglas W. DeGain, CFP® & Chip Simon, Taconic Advisors

When: Friday, November 6, 2:45 - 3:45 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 Planning, 1 NASBA CPE – Administrative Practice

Abstract:
Helping clients plan for (and understand) where their cash flow will come from during retirement is an important aspect of the retirement planning process. ACP advisors have traditionally employed bond ladders for many clients as part of this process using Treasury Strips to help insure future cash flows. While the concept is simple, the implementation can be tricky as each client presents a unique set of circumstances. Our veteran panelists will share their thoughts and expertise regarding many of the questions you have probably faced when building bond ladders for your clients. From pricing due diligence and actual implementation to educating clients and overcoming any objections, this session will cover it all. We’ll even find out if they have considered alternative cash flow options such as that nine-letter word – annuities! The purpose of the panel is to give advisors with less experience using bond ladders greater insight into the process more experienced advisors use in building ladders. This is also an opportunity for more experienced advisors to hear greater detail regarding the process other advisors use in building bond ladders in order to see if there are improvements they can make to this process in their own practice.

Learning Objectives:

Get a refresher on how bond ladders are used as part of an overall cash flow strategy in an ACP practice.
Learn how to communicate the benefits and risks of a bond ladder to clients in a way that they can understand more easily
Learn how some advisors have handled unique bond ladder situations with their own clients
Learn best practices for building a bond ladder from our experienced panel of advisors as they answer a series of questions that will give insight into their own bond ladder implementation techniques

Efficient & Tax-Efficient Investment Management
Bill Cuthbertson, Fiscalis Advisory

Co-presenter: Sheryl Rowling, Total Rebalance Experts

When: Saturday, November 7, 9:45 - 10:45 AM
Field of Study: Investments
Program Level: Overview
Prerequisites and Advanced Preparation:
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Investments; 1 CFP CE - Investment Planning; 1 NASBA CPE - Administrative Practice

Abstract:
Explore the basics of creating and managing asset allocation models that consider tax efficiency and gain/loss harvesting opportunities. Learn key rebalancing metrics such as trade minimums, frequency, and other decision-making rationales with an eye toward improving overall client service and practice efficiency.

Learning Objectives:

• How to think about and create asset allocation models
• Learn key metrics to employ when making rebalancing decisions
• See how to manage and maintain client portfolios expertly and efficiently

Portfolio Construction Explained
Rick Ferri, Portfolio Solutions

When: Thursday, November 5, 9:00 - 10:00 AM
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 - Administrative Practice

Abstract:
It looks so simple on paper. A well-designed investment portfolio comprises a few select low-cost mutual funds to represent different asset classes, with perhaps some other investments added in. But what’s simple is not always easy. It all begins with a sound portfolio construction process. Developing this process can take years of research and analysis. This presentation is a compilation of my thoughts on the subject. I’ll discuss what makes a good asset class and what does not, and how to choose an appropriate investment to represent each asset class in a portfolio. Included in this process are discussions of unique risk, real return, liquidity, diversity, accessibility, fees, and correlation as a method for confirmation. I’ll also discuss the purpose for creating a long-term market forecast for each asset class and the methods used by researchers to accomplish this difficult and subjective task. It all comes together for our clients when we build durable portfolios they have confidence to maintain during all market conditions.

Learning Objectives:

Explore the five factors that make one asset class suitable for a portfolio and another unsuitable
Understand how the four risk factors of growth, inflation, liquidity, and volatility combine to form the expected return of each asset class
Identify which investment products best track the risk and expected return of an asset class
Learn why index funds and exchange-traded funds are good but not always the best way to capture an investment risk premium
Understand why it’s not wise to assume there will be a “portfolio benefit” from rebalancing when forecasting expected risk and return

Marketing Yourself Online as a Financial Planner
Cliff Goldstein, NerdWallet

When: Thursday, November 5, 1:00 - 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; No CFP Credit; 1 NASBA CPE - Marketing

Abstract:
The objective of this presentation is to help financial planners understand how to move beyond simply establishing an online presence and instead learn how to demonstrate their expertise online and validate it with social proof in order to establish themselves as an authority and expert of the needs of their target clients.

Learning Objectives:

I will cover the basics of online marketing, pulling on NerdWallet's wealth of experience in the consumer-facing online marketing space. We'll cover a wide range of topics including:

What is marketing, and why is it worth your time?
What is online marketing, and how can you get started?
What does successful online marketing look like in practice?

Advisors will come out of this session with specific strategies for how to:

Establish a wide web presence by giving consumers somewhere to find them online and meeting prospects where they are beginning their search
Demonstrate their expertise by providing tangible proof of their capabilities and distributing their content broadly
Validate their expertise with social proof to elicit consumer trust

Telling Your Investment Story with the Matrix Book
Joel Hefner, Dimensional Fund Advisors

When: Friday, November 6, 8:30 - 9:30 AM
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 - Administrative Practice

Abstract:
There are many ways to convey your investment message. Joel Hefner, a vice president at Dimensional Fund Advisors, will share how he communicates different investment concepts using a powerful book of data called the Matrix Book. Joel will show how to take a left-brain data book and turn this into numerous right brain stories. This presentation will cover:

The capital markets in context
Setting client expectations around performance
The pros and cons of owning equities
The challenges of relying on too much fixed income
Why diversification works

Learning Objectives:

Attendees will:

Receive a copy of the 2015 Matrix Book
Learn how to read this book and use it effectively in client meetings
Develop a deeper understanding of historical performance
Help set expectations with clients around the frequency and severity of difficult market periods

Using Economic Indicators in Portfolio Management
Robert Hughes, American Institute for Economic Research

When: Friday, November 6, 1:30 - 2:30 PM
Field of Study: Investments
Program Level: Overview
Prerequisites and Advanced Preparation:
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Investments; 1 CFP CE - Investment Planning; 1 NASBA CPE - Administrative Practice

Abstract:
Our work shows that rebalancing various types of portfolios based on rules using economic indicators has provided excess returns in the historical period examined. In this presentation, I review the potential role of economic indicators in portfolio management. Specifically, I examine economic indicators related to business cycles, inflation, and Fed policy. Next, I compare the historical performance of passively managed model portfolios to portfolios that rebalance using rules based on economic indicators. Then I compare the historical relative performance of various asset class indexes and subcomponent indexes under different economic conditions, and finally I examine the potential for using rules based on economic indicators to adjust portfolio allocations.

Learning Objectives:

Introduction to economic indicators and the business cycle
Learn about asset class performance over a business cycle
Learn how to use economic indicators in portfolio management

Solution Session - Using AIER’s Business Cycle Model in Portfolio Management
Robert Hughes, American Institute for Economic Research

When: Thursday, November 5, 3:00 - 3:30 PM
Field of Study:
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
NA

Abstract:
This presentation will provide a background on business cycles and the business cycle model developed at AIER. The potential role of economic indicators and AIER’s business cycle model in portfolio management will be reviewed, as well as a comparison of the historical performance of passively-managed model portfolios to portfolios that rebalance using rules based on economic indicators.

Learning Objectives:

Introduction to economic indicators and the business cycle.
Learn about the business cycle model developed at AIER.
Learn how to use economic indicators and the business cycle model in portfolio management.

Growing Your Firm with a Leadership Pipeline
Jacob Kuebler, Bluestem Financial Advisors
Co-presenter: Karen Folk, Bluestem Financial Advisors

When: Saturday, November 7, 11:30 AM - 12:30 PM
Field of Study: Business Planning & Strategy
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Marketing and Practice Management; No CFP Credit; 1 NASBA CPE - Marketing

Abstract:
One of the largest problems facing ACP firms is staffing and talent management. It is holding many back from either growing their business or successfully executing a succession plan. Bluestem has identified this as its top priority in growing our own firm. We would like to share the system we have developed to train and grow the next generation of advisors and leaders within our firm. Based on best practices from Angie Herbers and Cheryl Holland's Abacus Planning Group, it is built on the idea that great staff is grown and cultivated, not hired.

Learning Objectives:

Identify the importance of having a well-defined training program and career path
Outline a training system designed to envelop new employees into firm culture
Outline a career path based on developing strong leaders, with expectations and metrics for each stage

Understanding and Working with High-Risk Investors
Jim Lear, Guideway Financial Sciences, LLC

When: Friday, November 6, 2:45 - 3:45 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 - Administrative Practice

Abstract:
High risk investors exhibit specific behaviors that often appear to be self-destructive. They may seek to time or "beat the market," have interest in high-risk options, or exhibit behaviors similar to gamblers. This presentation will discuss a theoretical foundation of high-risk investments and gambling, and provide the rational basis for such behavior. This foundation will help advisors understand the source of the desire to gamble and how to better relate to clients who show such tendencies. The presentation will also describe optimal investment strategies for the high-risk investor. Ironically, in some very rare instances, gambling and even lotteries are the best investments for a small segment of the population. Finally, the presentation will provide techniques to talk the investor down from the ledge of gambling through rigorous goal setting and investment layering. The attendee should understand mean-variance optimization (i.e. mean return, standard deviation of returns, and the efficient frontier).

Learning Objectives:

Learn how to identify high-risk investors
Understand the rational basis for gambling
Learn how to identify when high-risk investments are inappropriate
Understand how to talk a client away from the ledge of improper investments
Learn the appropriate investments for those investors for whom high-risk investing is appropriate

Serving Retiring Baby Boomers: The Gray Pig Moving Through the Python
Linda Leitz, It's Not Just Money

When: Saturday, November 7, 8:30 - 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; 1 CFP CE - Retirement Planning; 1 NASBA CPE - Administrative Practice

Abstract:
Increasing numbers of Baby Boomers retire every day, thus they are no longer the largest number represented in the workforce. This demographic portion has shaped the focus of our profession for decades. Members of this generation have been largely defined by their careers and are living longer than ever, so they need to make sure their money lasts. How can we help Baby Boomers feel comfortable with this transition, including the many who may not be ready for retirement? How will their investment strategies impact their estate planning, and how can we educate families on all the facets of succession planning for future generations? In this presentation, we will take a look at all of these issues to help address the ongoing changes with these clients.

Learning Objectives:

This presentation will convey and educate on:

The impact of Baby Boomers entering retirement in larger numbers
Life planning aspects planners can apply
Career and cash flow issues to address
Estate planning needed for this aging generation
Wealth transfer to the heirs of Baby Boomers

Skills addressed relative to CFP® education topics:

Retirement planning
Communications
Estate planning

Fear Is a Beast That Feeds on Attention: Allaying Retirement Fears with Annuities
Jill MacNeil & Jerry Skapyak, Low Load Insurance Services, Inc.

When: Friday, November 6, 1:30 - 2:30 PM
Field of Study: Insurance
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Insurance and Risk Management; 1 CFP CE - Insurance Planning; 1 NASBA CPE - Administrative Practice

Abstract:
Just like the 4-year-old who’s afraid of the toilet, the 6-year-old who can't sleep without a nightlight, and the 16-year-old who’s afraid of spiders, your clients may fear outliving their assets, especially in today’s spastic market. But fears grow only if you give in to them. Parents use soothing strategies to help their kids overcome these childhood fears. Advisors need techniques and information to safeguard clients’ income security and wealth preservation, and to clear up false beliefs. After all, the more they know, the less they’ll worry.

Learning Objectives:

• What to do with clients’ existing annuities
• Comparing the benefits of fixed, immediate, deferred income, and hybrid annuities
• Which clients should consider them and why
• Options with an inherited annuity

Solution Session - Beyond the What & How: Knowing the WHY of Fee-Only Financial and Insurance Advisors
Jill MacNeil & Jerry Skapyak, Low Load Insurance Services, Inc.

When: Thursday, November 5, 2:15 - 2:45 PM
Field of Study: Insurance
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: NA

Abstract:
Most people know the WHAT of their business. They even know the HOW. But the WHY is the least understood and the most important to convey. And there are good examples out there of companies and people who know their WHY and communicate it quite effectively. We encounter observational learning all the time, but often don’t recognize it. This session will follow one well-known company that has perfected the art of the WHY, and blown away others in its market. And we’ll take a good look at the FOFA (fee-only financial advisor) and the insurance advisor: why tailored solutions trump robo-advice, why transparency matters, and why “tell and sell” is so yesterday.

Learning Objectives:

After attending this solutions session, advisors will:
• Go beyond the what and how to understand the why of their business and the insurance business
• Know the difference between needs-based solutions and robo advice
• Recognize the importance of one-stop shopping for their clients
• Realize that insurance policy service doesn’t end when their clients get their policies

Cybersecurity Obligations
Lori Neidel, Law Office of Lori J. Neidel

When: Thursday, November 5, 1 - 2 PM
Field of Study: Professional Conduct and Fiduciary Responsibility
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Technology; 1 CFP CE - Professional Conduct and Fiduciary Responsibility; 1 NASBA CPE - Computer Science

Abstract:
Both the SEC and state regulatory authorities have identified the cybersecurity of Registered Investment Advisors as an important issue. Advisors increasingly use technology to conduct their business activities and need to protect confidential and sensitive information related to these activities from third parties, including information concerning advisory clients. This presentation will highlight the importance of the issue and discuss a number of measures that advisors may wish to consider when addressing cybersecurity risks. The presentation will be based on the SEC's April 2015 Guidance Update on cybersecurity and other recent regulatory guidance on the topic.

Learning Objectives:

Educate advisors on their regulatory obligations regarding cybersecurity
Provide advisors with the safeguards regulators expect them to have in protecting clients' non-public information
Provide sample policies and procedures to adopt for cybersecurity

Solution Session - Building Your Business Through Humanizing Technology
Jeff Quigley, MoneyGuidePro

When: Thursday, November 5, 3:00 - 3:30 PM
Field of Study:
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: NA

Abstract:
The session will cover how technology can be used to engage clients and grow your practice.

Learning Objectives:

• Identify additional revenue opportunities.
• Leverage collaborative planning.
• Differentiate your practice in commoditized industry.

Design for Action: Putting Your Online Presence to Work
Ryan Russell, Twenty Over Ten

When: Friday, November 6, 1:30 - 2:30 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; No CFP Credit; 1 NASBA CPE - Marketing

Abstract:
Your online presence is an extension of you, your business, and your brand. It is where current and potential clients learn about you and engage with your business outside of normal meetings and business hours. Unlike you, your online presence is also available and accessible 24/7 from various devices, but does it communicate well on your behalf? Have you strategically developed your online presence to serve you well? Are you being perceived as you intended to be?

• Establishing your authentic voice and unique brand — and how to tell if you’re succeeding with the five-second test
• New frontiers — mobile-responsive design and accessibility
• Your call to action — and why you should consider having at least one on your website if you are prospecting
• The power and value of original content — and easy ways to get started that are not time-consuming

Learning Objectives:

• Best practices for marketing yourself online
• Establishing an authentic voice for your business
• Writing content for the web that captivates, including how to create a strong call to action

Solution Session - Creating Tailored, Mobile-Responsive Websites for Financial Advisors: Your Vision, Our Creation.
Ryan Russell, Twenty Over Ten

When: Thursday, November 5, 2:15 - 2:45 PM
Field of Study:
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: NA

Abstract:
Join Ryan Russell, co-founder of Twenty Over Ten, to learn how their intuitive platform will allow you to create and manage a mobile-responsive website, specifically tailored for financial advisors.

Learning Objectives:

• Designing your website to meet today's search engine standards
• The importance of mobile-responsive design
• How to integrate an effective call-to-action

Selling in an Anti-Selling Culture
Ross Schmidt, Aspen Wealth Planners

When: Friday, November 6, 2:45 - 3:45 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; No CFP Credit; 1 NASBA CPE - Marketing

Abstract:
Let’s talk about….shhhh…. selling. Ross Schmidt has been in sales for most of his adult life, starting even before fee-only planning was an industry concept. Come and learn why “sell” doesn’t have to be a scary four-letter word but instead a replicable, successful, and maybe even enjoyable process. Augment your selling skills through dialogue techniques, active listening, confidence in yourself and the service you provide.

Learning Objectives:

Participants will learn:

How to ask good questions to establish trust and credibility
That listening during a preliminary and presentation meeting is better than talking
How to "close" a prospect and gain a new client

Cybersecurity
Dan Skiles, Shareholders Service Group

When: Thursday, November 5, 10:45 - 11:45 AM
Field of Study: Technology
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: 1 NAPFA CE - Technology; No CFP Credit; 1 NASBA CPE - Computer Science

Abstract:
There is a lot for advisors to consider as it relates to cybersecurity and information protection. This includes areas such as how you know if a WiFi connection is secure, how fraudsters try to compromise your processes, and what the best practices are for training your staff in order to protect your clients and ultimately your firm. Furthermore, your client’s personal information is potentially easily available to anyone via the Internet. Why should this be of concern? There are a number of obvious reasons, including preventing identify theft, fraud, and other ways thieves can use this information for their gain. Less obvious reasons relate to ways that con artists can use bits and pieces of personal information about you to impersonate you over the phone, in emails, or even in good old-fashioned letters. Although it is very challenging to remove ALL of your personal information from public Internet sites, this session will cover relatively simple steps that you and your clients can take to at least minimize the amount of information available.

Learning Objectives:

How do you know if a WiFi connection is secure?
Cybersecurity best practices for training your staff in order to protect your clients and ultimately your firm
Simple steps you and your clients can take to at least minimize the amount of personal information available via the Internet

Picking Bert's Brain
Bert Whitehead, Cambridge Connection
Moderator: Ken Robinson, Practical Financial Planning

When: Saturday, November 7, 2 - 3 PM
Field of Study: NA
Program Level: NA
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit: No CE Credit

Abstract:
Bert Whitehead will answer questions from ACP conference attendees, drawing on his years of experience and extensive expertise.

Learning Objectives:

Questions may include the following:

What was the most successful marketing program you have used? - (Gold conferences and Silver events)
How do you set the pay scales for new people? – (the progression plan we have used for 15 years for staff)
What succession plan strategies have you tried, and what hasn't worked and what has been working for you?
What are the two toughest changes you made in your practice that brought the largest payoff? - (paid first appointments and having paraplanners sit in on all appointments)
Why do you think ACP doesn’t get the attention Garrett does, and what should we do about it? - (simplify our proposition and hire a publicist who knows our industry, such as Marie Swift and Ben Lewis)
What have you found to be the most ideal office layout and why? - (dining room table + small, efficient workspaces for staff)
Explain why you adopted the fiduciary ethics standard that is the strictest in the industry? - (high-ground marketing)
How and why did you expand your firm to four locations, and does it work? - (Detroit, Tucson, San Francisco, Orlando)
How do you get the best value for the client in each appointment, and how do you communicate it to the client?

These are keys to my success, and I have noticed that other members who have used these creative approaches have also found them to be key components in structuring their practices.

Dealing with Cognitive Decline in Clients
Bert Whitehead, Cambridge Connection
Co-presenter: Dr. Mary Ann Hamlin

When: Saturday, November 7, 9:45 - 10:45 AM
Field of Study: Financial Planning
Program Level: Overview
Prerequisites and Advanced Preparation: NA
Delivery Method: Group-Live
Credit:1 NAPFA CE - Financial Planning Process; 1 CFP CE - General Principles of Financial Planning; 1 NASBA CPE - Administrative Practice

Abstract:
Problems managing money are often the first signs of a person's declining cognitive abilities. Early symptoms include failure to deposit checks, misplacing or losing cash, not reconciling checkbooks, succumbing to phone scams, theft paranoia that may lead to devastating fraud, and financial elder abuse by relatives. These are some issues advisors must learn to identify and handle with adult children of aging parents or elderly clients themselves. Bert Whitehead recognized that denial is a primary obstacle in meeting this challenge head-on and that keeping within the bounds of confidentiality is critical for a financial advisor. He has teamed up to address this issue with an experienced Dr. Mary Ann Hamlin. They have outlined a step-by-step plan to address this issue, starting with developing a non-threatening behavioral baseline using a simple survey. Input from professionals as well as family can provide a safe place to open the conversation about this sensitive area. The three-part method integrates identification, monitoring and gradually making accommodations. Financial advisors are often in the best position to orchestrate a comprehensive approach and may be ethically required to address this issue. This simple tool is designed to be used in financial planning practices to effectively work with these issues.

Learning objectives:

How to develop a step-by-step plan to address declining cognitive abilities in aging parents or elderly clients
How to develop a non-threatening behavioral baseline using a simple survey
How to identify, monitor and gradually make accommodations

Subject to change

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