*Open to Financial Transitionist Institute (FTI) attendees only.*
Welcome to SHIFT 2023! Please be sure to bring a photo ID to the registration desk to pick up your badge.
Welcome to SHIFT 2023! Please bring a photo ID to the registration desk to pick up your badge.
Private event open only to Financial Transitionist Institute attendees only.
Open at all attendees. Is your firm “fine” but you know it could be more? You worried about just making it, but now you see the next stage to creating a model that differentiates you from others in a human first way. In this workshop, we will work together to refine your business, be more efficient and most importantly allow you to focus on people and their humanity. We begin with the key elements needed to differentiate yourself and clarify your vision of who you love to work with. We’ll work through a client analysis exercise uncovering details and commonalities you may not have seen in the past. Then, we'll use that to create screening rubrics for your new clients. You’ll be introduced to incorporating the human element into your planning by utilizing resources from Money Quotient as well as the XYPN Financial Planning Process & Focus Framework. We’ll round it out by using technology for added efficiency to let you focus on humans first. You’ll learn best practices for creating workflows and automation that speed up your business. Join us for three hours designed to allow you to work with the very best clients for you in a way that honors you, your clients, and your team as humans.
This workshop is open to all women SHIFT attendees and is limited to a maximum of 20 participants. Pre-registration required (register for this workshop while you are registering for the event.) Want to create some mental space in your day? Gain control over managing your competing responsibilities? Learn techniques to practice empathy for wellbeing and influence, and increase your attention and capacity to be present as a leader? Join your fellow female attendees for this very special workshop.
Open to all attendees. Your clients have your full attention and expertise when their lives get disrupted. What about you when a major life event rearranges your life? We all have those critical times when life speeds up, we face new decisions, responsibilities, and norms. Life pivoting events, divorce, career change, retirement, widowhood, and sale of business are critical times when choices have consequences. It is not life as usual, something significant is happening. Join this workshop to experience how you make your best decisions under prolonged stress of change while adapting to a new chapter in life. The skills are universal, equally important for all kinds of clients and the entire range of personal events you will throughout your life. Materials included.
Open to all advisor attendees. There is a significant global interest in the advisor wellbeing topic. Advisors are struggling with how to best build their businesses and maintain work/life integration and harmony while the industry undergoes significant transformation. Let's talk about going from good to great in your practice and your life and how to succeed without sacrificing your contentment in life.
After lunch, enjoy time visiting with sponsors in the Exhibit Hall.
Despite what we think, not all advice delivery is engaging. Although advisors love analysis, it doesn't engage. Client value is measured by engagement. Advice engagement is about moving beyond traditional financial planning and focusing on consumer engagement, literacy, and empowerment.
The best advisers have learned to shift from advice-givers to thinking partners. How do they do it? Listeners of Brendan’s podcast, The Human Side of Money, know he’s been on a journey to understand this. He’s interviewed many of the top thought leaders, including numerous speakers at Shift. Brendan took 100+ hours of interviews from 50+ episodes and created a list of 10 ideas and insights every advisor needs to know. Ready to master the human side of advice? Start with Brendan’s top 10.
Understanding a client's developmental history unlocks many of the problematic money and relationship patterns they experience. Looking through the psychological lens of attachment theory attendees will be invited to consider how their client's attachment styles can help predict how they will navigate their love and money life.
What do building relationships, growing a business, and creating an online community all have in common? They all require a human connection. Sheryl and Nicole have both built thriving communities by leveraging technologies like social media and email. Many people attempt to do this in our industry, but few have come close to what these impressive industry experts have done. Join the discussion and learn what's worked, what hasn't, and how you can build your own community.
Learn about conflict theory and a conflict resolution framework to use when helping couples work through their disagreements about money. Particular attention will be given to communication skills and developing shared understanding and options during financial stressor events.
Do you want to deepen relationships with current clients and quickly win new business? Do you have your sights set on retaining assets across multiple generations? If you answered YES, this session is for you! Consumers today are not choosing advisors based primarily on credentials, experience, or rates of return; those are expected. Instead, they’re choosing with advisors based on how an advisor makes them FEEL. That’s why if you want an edge (especially with Boomer females, Millennials, and GZ), you’ll want to communicate in a way that demonstrates Emotional Intelligence (EQ). One powerful way to show EQ, is by leveraging a specific storytelling strategy- -your Personal Brand Why Story (PBWS). When you learn how package and share this story in a way that’s meaningful for your ideal clients, you’ll accelerate trust AND buy-in.
Growth is the #1 problem for most advisors. No one wakes up with a financial planning problem, but every human has financial questions they want the answer to. Join Reese Harper, CEO of Elements, and learn how to quickly alleviate the financial pain people have in their life so they quickly see your value and want to become a client.
Many life events are so disruptive that clients struggle to make wise decisions. When life happens, emotions are high, and uncertainty gives way to feeling overwhelmed. Clients may not want to make any decisions during these times. Or, they may want to do something they would later regret. Join Susan as she explains how to help clients navigate major life events. In this workshop-style session, you’ll learn a process to help your clients isolate the few decisions that are time-sensitive and most pressing.
As advisors adopt more integrative approaches to wealth planning, it becomes important for them to begin incorporating factors related to client health and wellbeing into their practice management. Indeed, health and wealth are closely interrelated and serve as natural complements. Jess and Phil discuss emergent issues amid this broader scope of life planning, exploring issues at the nexus of health and wealth.
The shape of the inter-person relationship & client-planner relationship is dynamic and more human. Integrating Financial Psychology (FinPsy) fosters communication and connection, which helps establish trust. FinPsy creates an environment of empathy and understanding for the human discovery process that unlocks conversations that inform the financial planning journey across the continuum. You can find out where FinPsy fits along the FinPlan process, the tools to activate, and how FinPsy benefits the inter-person and person-planner during challenging periods and promotes aspirational attitudes and outcomes.
Join Amy in exploring belief systems engrained in the profession, adopted by financial planners, or fed to consumers that have influenced traditional business models and, consequently, many ineffective client experiences that we see today. Gain insight about potential paradigm shifts that can help you to break out of old habits and increase the effectiveness and success of work with clients.
Connecting with a new prospect can be done in many ways, and arguably going deep too fast is not the best way. In this presentation advisors will have the opportunity to consider other ways to connect emotionally and motivate prospects to move forward without the need for deep psychological and emotional questions that can actually demotivate a prospect.
How can you motivate clients to take action by helping them create clear life visions? How can you steer the conversations to build natural connections? Danika and Diana will guide you with practical and specific ways to have more productive client and prospect conversations, leading to deeper trust and better client relationships.
Open to all attendees and attendee guests. Badges required for entry.
Please bring a photo ID for badge pickup or reprint.
Enjoy a post-breakfast coffee to rev up your day and chat with sponsors.
This is an age-old question for financial advisors. Some lead with investment discussions, often because that's what people ask about first. Some are "planning first" and require in-depth financial planning before discussing portfolio management. Yet others require significant amounts of data before they'll even have a conversation. Have you ever wondered if traditional approaches were somehow flawed, regardless of whether you lead with investments or planning? The future of advice is human-first financial guidance. Join industry experts as they discuss how shifting your approach is the key to growing your business.
Offering human-first financial guidance starts with your business. Successful advisors foster an employee-first culture, use client behavioral tools, and leverage technology and support services. Join Mark and Penny as they share the what and how of building a human-first financial planning practice.
Did you miss Ed Coambs or Sarah Asebedo s sessions yesterday? Attend this session to hear the Spark Notes version
Attitudes. Personality. Beliefs. Values. What do all these seemingly similar terms mean when it comes to understanding our clients? In this session, you’ll learn about different client characteristics and their impact on financial outcomes. You’ll leave this session with a game plan for determining which characteristics your firm should be capturing and how to measure each.
The notion of “human-centric” or “human-first” financial advice has gone from barely-mentioned to seemingly omnipresent. There is no doubt an important movement taking place that is coming to terms with what this notion even means. But until we crystallize definitions around human-centric planning, applied behavioral finance, and the like, the movement will be hamstrung. This talk will present a unique, shareable, and scalable framework for organizing and illuminating the six core features of human-centric advice. Advisors can use this framework to empower their own professional development, firm-wide team building, and client engagement.
Did you miss Preston Cherry or Meghaan Lurtz sessions yesterday? Attend this session to hear the Spark Notes versions.
When a client loses their spouse or partner there are two major impacts: emotional and financial. The emotional impact will never go away but does get a bit easier over time. The financial impact of death or divorce, if not addressed, only worsens. Join Kathi and Sheryl as they discuss how advisors can best prepare their clients for this eventuality and support the surviving individual through the transition period immediately after loss and beyond. Topics covered will include best practices around how to discuss the inevitable with empathy, planning that addresses longevity and survivorship, and developing communication skills to support clients experiencing grief/loss (grief literacy).
How do money memories shape feelings, thoughts, and interactions with money? Jamie’s new book gives you the tools to explore relationships with money, examine family legacies with money, and understand how both of those shape a client's path forward. Help your clients define what freedom means to them and help them understand that while their meaning and purpose are the fuel that propels them forward, a financial plan is how you design the path to get them there.
Join Altruist’s founder and CEO, Jason Wenk, for an honest, entertaining conversation about the challenges and benefits of establishing an enduring culture at your firm. Jason will share how he chose Altruist’s core values of Kindness, Brilliance, and Grit, how he’s instilled those values into critical company processes like hiring and performance reviews, and how a genuine commitment to company values creates an environment where people are motivated to outperform. Culture touches every aspect of your business – attracting and retaining great talent, creating exceptional client experiences, scaling your operations, change management, etc. Whether you aspire to build a 5 person company or a 500 person company, you don’t want to miss a conversation that is guaranteed to be detailed, actionable, and specifically crafted for growth-minded leaders.
Direct indexing is revolutionizing portfolio management, increasingly becoming the preferred solution for investors seeking better portfolio customization and after-tax returns. Tax loss harvesting is a key feature of direct indexing and has seen an evolution of approaches. Highly appreciated assets, elevated market volatility, and potential legislation changes make now a good time to consider using direct indexing for tax loss harvesting. In this due diligence session, hear insights from Robert Holderith, Head of PGIM Custom Harvest, on what direct indexing and tax loss harvesting are and how to incorporate them into client portfolios.
Imagine if you could measure and communicate the impact you have on clients’ well-being. CFP Board is conducting a first of it’s kind, longitudinal experimental study on the effect financial planning has on our clients. Harnessing the knowledge of world-class researchers, this study is a powerful step forward in the evolution of the profession.
Presented by Advice Tech. When should you add new technology or workflows? Before answering these questions, advisors need to define the client experience. What are you trying to do for your clients? What information do you want to capture and discuss? Once that's clarified, you can work backward and decide what processes to keep, replace, or add. Join Alison, Mark, and Corey as lay out a framework for making decisions.
The language of financial planning may mean different things to different people. Advisors use words like values, goals, and retirement planning. These words may resonate with some people, but not all. A standard, goals-based strategy may help some while hindering others. Fortunately, there is a way to connect with both groups of people. Join Tim as he shares how to utilize goals for better—but not for worse—to support financial objectives with purpose and translate intention into action.
Have you had clients who never seem to follow your advice and recommendations? Nothing seems to work, and now you think you might have to fire them. Learn why your clients act like this - paying you for your advice only to ignore it. Using tools from financial psychology, neuroscience, motivational interviewing, and behavioral finance, you’ll learn about the stages of change clients go through, how their brains respond to stress (including how just being in your office is stressful), and how to help them find their own motivation to change.
Consider how the force of the Millennial generation — now the biggest generation in the American workforce —is shifting the sales and marketing landscape for financial service organizations and the professionals that work for them. Layer in COVID-related workplace disruptions to American’s purchasing process. And then toss in the limited attention and live-theatre aspects of our minute-by-minute, social-media driven lives. Shifts are transforming sales in areas large and small, in many ways for the better, and likely forever. To maintain relevance, your marketing must change as well. Shifts create opportunities for growth. Professionals who embrace these challenges and adapt their practices will broaden their reach, deepen their mission and scale for success beyond geographical boundaries. Just as you stay abreast of marketplace changes as they relate to investment and retirement solutions that serve your clients’ changing needs, you must create a team with the skills associated with the digital realm to compete effectively in the years to come. Where to begin? How should you shift your marketing? What are the emerging skills that you must have to meet your new buyer? What is the future of marketing? That’s where we’ll start. Embrace digital, but only if it serves to connect you to the best version of yourself. Serve more of the clients you prefer to work with. They need you now, more than you know.
Many advisors have heard of behavioral finance but don’t know how to apply these concepts to your business. Dr. Carlson will teach behavioral finance in a way that can be applied to any practice, large or small. Learn how small changes can create positive long-term and sustained behavioral change. Discover applications that help you understand and overcome your own behavioral biases when working with clients.
For any advisor who wants to drive meaningful change, build trust online and attract today's consumers it's all about adopting a human-first and digital approach to marketing. In this session, we'll share how to do that in a way that's authentic, high impact, and drives growth. Learn our New Skool framework to approach all your marketing activities the only three questions you need to answer to focus your efforts and dollars to drive growth.
Julie and Courtney will spend the session discussing the WHY behind what is driving the evolving demands that investors are placing on their advisors. Then they will answer the questions as to HOW to go there successfully, thus building greater engagement, trust and loyalty. More than 65% of AUM is now in the hands of women and/or people under the age of 55. What they want is different than the needs of the past. Come find out how to match the evolution and build better relationships with clients and close more prospects.
Learn the integration of estate planning and family legacy planning throughout the four stages of a life transitions and how to demonstrate the use of TER technology with families.
Retirement planning has traditionally excluded housing wealth, however, for many clients this can represent 50% or more of their net worth. With higher inflation rates and volatile investment markets, more advisors are now taking a fresh look at reverse mortgages. With income-tax free proceeds, and no required monthly payment, the reverse mortgage can be an effective option to incorporate housing wealth into an income bucket or other retirement planning strategy. In this presentation, Steve Resch, a practicing financial advisor, will do a brief overview of how the program works, and then share case studies of using it to manage household cash flow by eliminating an existing mortgage payment, supplementing an asset distribution strategy, or providing gap-funding to delay social security or other pension distributions. We will also look at how a reverse mortgage can be a safety net for long-term care risks, to pay the taxes on Roth Conversions, and provide capital for gifting or other legacy objectives.
Major life events, such as divorce or losing a spouse, are traumatic. Even the simplest decisions can be overwhelming for people. Advisors often see many ways they can help when life is disrupted. But before offering advice, advisors must recognize their client's state of mind and limitations. In this discussion, Carol Lee and Carolyn will offer insight and practical ways to help people where they are.
Join your fellow attendees in the Exhibit Hall to wrap up the day with small group discussions with some of the event's top speakers, plus snacks and beverages before heading out to dinner.
Open to all attendees and attendee guests. Badges required for entry.