Live Coverage: Investing In You Conference

Suzanne Sharma, Associate Editor – Canadian Insurance Top Broker, will be reporting live from the Investing In You Conference in Toronto, Wednesday, May 4th. This year’s theme is Vision, Value, Voice.

The conference showcases stories from dynamic female advisors. Attendees will be provided tools to develop a deeper vision for the future of their practices, strengthen their voices, create a more valuable brand, and set their next goals.

To learn more about the conference, you can visit the site here.

Suzanne Sharma: Our live coverage of the Investing in You Conference has concluded. Below you will find the archived coverage of all the major presentations and insights.

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Taking the Stage

Intro: Martha Fell, CEO, Women in Capital Markets

Speaker: Judith Humphrey, Founder and President, The Humphrey Group

3:55: That wraps up today’s live coverage of Investing in You. I hope everyone found it as educational as I did, and that it empowers all women in business to bridge the gender gap.

3:45: Here’s an example of one of the scripts for a prospective client. “Economic conditions have made it much more challenging for the middle class to get ahead. Here are the advantages of money coaching. We help clients match their spending to their goals. Our clients feel empowered at the sense of control, enabling them to move forward. Our process engages clients. We invite you to schedule a complimentary initial consultation. We look forward to meeting with you.”

3:24: Over the next 15 minutes, the women are given an opportunity to write a script that they will deliver to a prospective or existing client, or to their boss.

3:22: Judith Humphrey: In order to be out there competing, we really must be strong communicators.

3:20: Women attendees are advised to think of the tone of their voices, and speak with conviction at all times.

3:17: All of the women pair up with someone at their table and practice giving warm, strong eye contact.

3:12: Judith Humphrey: To perceive a leaders presence, plant your feet firmly on the floor, sit strong and still – don’t fidget. Focus on the importance of what you’re saying.

3:10: Judith asks the women to uncross their arms, sit taller and more openly. Then she asks everyone in the room to sit as if they were a man. Attendees agree they expanded their space, sitting more broadly.

3:08: Judith Humphrey: After having a mindset to take the stage and developing a strong script, the third step is to develop a leadership presence.

3:04: Judith Humphrey: Women should use strong words in their scripts, be assertive, and instead of phrasing questions, use statements.

2:57: Each table has a sample script. Judith gives tips to various groups as they read their scripts to the audience.

2:53: Judith Humphrey: The final part of the script is the conclusion. Re-state your message and imply that the audience now understands your point. Also, include a call to action.

2:52: Judith Humphrey: The body of the script includes proof points. Give reasons why you believe your message is true, or provide ways on how to implement it.

2:49: Judith Humphrey: Next comes the message and point of view. This should be the one point that you want your audience to walk away with and believe.

2:45: Judith Humphrey: Every script should begin with an attention grabber that engages your audience.

2:42: Judith Humphrey: Those all make up the first step of the program. The second step is creating a leadership script, meaning that you need to be able to give your point of view to your clients.

2:40: Judith Humphrey: Finally, this mindset means speaking up to the crow (the little voice of uncertainty in your head). Have a mantra that you can use every time the negative voice talks to you.

2:37: Judith Humphrey: Taking the stage mindset also allows the ability to brag. This means being able to speak about our accomplishments without feeling embarrassed.

2:34: Judith Humphrey: In order to overcome this and be more social, the starting point is to see the world as your stage. When you walk into a room say, “This moment is important.” Think of every moment as a leadership moment, an opportunity to inspire and move others.

2:32: Judith Humphrey: Women deal with many challenges when it comes to public speaking. They’ve been brought up to think that girls are expected to be humble and not try to take the spotlight, unlike boys.

2:30: Judith Humphrey: We learned that the courage, determination and follow through that King George the sixth prevailed, allowed him to become an extraordinary speaker.

2:28: Judith Humphrey: Many of us in this room have seen the movie, The Kings Speech. It’s a gripping drama of how King George the sixth overcame his stammer to become a great leader.

2:26: This program has been brought to over 100,000 women, and teaches you how to assert power and speak so others listen, believe and follow.

2:24: Martha Fell: A couple of years ago, when I was first introduced to Judith, I was given the opportunity to audit the “Taking the Stage” course. During my first session, I wanted to participate. I felt the information was very valuable.

2:20: We’re back live! The chance to walk around, stretch and network seems to have done the trick – everyone is lively and energetic once again.

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A Vision of Value: Women’s Research Insights

Donna Kerry, Publisher, Advisor Group

1:53: Now that we’re all loosened up and energized, it’s time for our last break of the day. You don’t want to miss the next session, which addresses how women can assert their power and speak so others listen.

1:50: Next, stretch your neck and shoulders by simply reaching both arms up above your head and hold. Release your arms, and then roll your neck from side to side.

1:47: Instead of reaching for that caffeinated beverage, stretch. At least once a day, while sitting stretch your right leg forward, point toes towards the ceiling, reach and hold your toes. Do the same for the left leg. This loosens the muscles in your hamstrings and relieves lower back pain.

1:44: We’ve got some of the employees from the Rogers Fitness Centre on the stage giving tips on how to energize yourself at this time of day, without caffeine.

1:42: More prizes are being given away including a BlackBerry Curve, a lunchbox, and a fall jacket.

1:40: Donna Kerry: We all need to focus on giving our women clients the proper advice.

1:35: Donna Kerry: You told us you’d be focusing your efforts on women clients who are divorced, widowed or in a couple.

1:34: Should we be focusing our segmentation on genderization? The study found that you have 10% more female clients than men.

1:33: The key findings for female investors include: Half of female investors in a couple co-mingle investments, almost half of female investors chose their own advisor, trust and understanding is important to female investors, and gender plays a role too – 18 % feel more comfortable with a woman, and over half of female investors in a couple say when they make decisions regarding products, it’s done jointly with their partner.

1:30: A study sponsored by Franklin Templeton and conducted by Rogers Connect surveyed women advisors about their client bases, and also polled women clients over 35 who worked with women advisors to determine their motivations for those choices.

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Gold Sponsor Presentation

Terri Williams, Dynamic

1:27: It’s time for a quick draw to give away some more prizes. Linda Shaw wins a computer case!

1:22: Benefits of Snapshots include connecting you with your clients when they need help, resources centre helps you answer technical questions, CE Accredited courses to learn more, and also helps generate referrals.

1:18: There are various modules including an e-newsletter building section and an advisor education section.

1:14: Terri Williams: We balance the financial advice with the relationship advice.

1:12: The software includes value-added tools like a retirement home checklist, direct links to all forms required at birth, vaccination tables, and a homebuyer’s checklist.

1:10: Terri Williams: Snapshots helps advisors help their clients when they need it – at various life events like getting married, having a child, looking after an ailing parent.

1:09: Terri Williams: 80% of people seek financial advice when there is a life changing event.

1:07: Terri Williams: When I first started working at Dynamic, we did some research that revealed that many advisors do have financial facts about their clients, but they don’t always understand their lifestyles. Additionally, many advisors don’t ask their clients “what’s new.” Women do have the innate ability to ask those questions.

1:05: Terri Williams: My goal is to give you something practical that you can take back with you and implement to help your practice.

1:00: We’re back after eating a super tasty lunch of salad, pasta, and honey glazed chicken.

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Building Value and Client Engagement Outside the Office

Sarah Bull, KJ Harrison Private Client

11:59: After a jam packed morning, we’re breaking for lunch. See you all in an hour! Next up the Gold Sponsor has a presentation on Snapshots, an award-winning client communication and education tool.

11:52: We’re currently watching a video that shows some of the women who have suffered poverty, and how this program helped them. The Canadian Women’s Foundation launched the Women Moving Women campaign.

11:49: Women Moving Women is a movement to try and get 2,500 women to donate $2,500 to move 2,500 women out of poverty. The reason why Sarah Bull got involved is because of the facts. 1 out of every 7 women in Canada is living in poverty.

11:40: Sarah Bull: The three do’s are do online engagement, do well by doing good, and get involved in your community.

11:38: Sarah Bull: By being on boards and sitting on committees, you get your own personal brand out there.

11:36: Sarah Bull: I try to get clients out of the boardroom, and I find that this can help build deeper trusting relationships and understanding.

11:35: Q. How has this improved your client relationships?

11:34: Sarah Bull: Family, philanthropy and fitness. You have to leverage your networks and see work and life as one thing.

11:32: Q. What are your three personal passions and how can you implement these into your practice?

11:30: Sarah Bull: Client engagement is about building relationships with clients. This will help you drive revenue in your business and create referrals.

11:28: The next session reveals how advisors can be active in their communities, and how to create opportunities to get to know clients.

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Applications Workshop

Joanne Ferguson, Co-Founder and President, Advisor Pathways

11:25: Event co-ordinators are drawing names. Three lucky women win a copy of Joanne Ferguson’s latest book.

11:23: Table #20’s target client are “pets and PCs.” They are a younger demographic that is very family oriented and tech savvy. The initiatives to attract these clients is to have a very strong internet presence, holding family-oriented events, and using advertising via social media.

11:19: Table #15 says their target clients are the younger generation. These clients want knowledge through experience, they are travelers, and want to stay current with technology. To attract these clients, advisors should build apps, and relate to their social values.

11:17: Table #7 offers their insights. They were working with a client called “cluttered nests.” The main goals are maintaining their family life and values. The group suggests thinking about ways to help them achieve success by sponsoring sporting events, and having multicultural staff to communicate with them.

11:05: Each table is now taking time to work as a group and answer the three main goals of these clients, initiatives to attract these clients, and how to implement these ideas.

10:57: The women attendees are given an opportunity to sharpen their vision by creating a persona of their highest-engaged client. Joanne Ferguson is helping them analyze how they can evolve their practice and provide value for this client.

10:53: After an energizing coffee break, we’re back.

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A Crystal Clear Vision for your Practice: Panel Bev Moir, MHSA, FCSI, Investment Advisor and Financial Planner, The MoirTEAM, Scotia McLeod Natalie Jamison, Investment Advisor and Insurance Representative, Jamison Family Wealth Management, RBC Dominion Securities Serena Cheng, Director, Wealth Management and Investment Advisor, The Begg Cheng Wealth Management Group, Richardson GMP

10:30: And with those final thoughts, it’s time for break. Stay tuned for more conference coverage, including an Applications Workshop up next.

10:26: An attendee shares her story. My daughter is 20 and right now she is in Vietnam, but she tours all over. Someone asked her, “How do you afford this?” Her answer was, “Financial planning.” So I feel this is important for all of us going forward.

10:22: Bev Moir: It is definitely worth the time spent to think about your vision and to review this on a regular basis. My experience has shown me that what you dream about and visualize is what will evolve.

10:18: Q. In closing, tell us what the one thing is that stands out that you learned as your vision evolved.

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10:10: Seems we lost connectivity for awhile, but hopefully can manage to hold on for the remainder of the day. Margaret Franklin summed up her keynote by relaying her experience in the industry, and stating that the most important thing is to help clients. “All of us have an opportunity to run their money better and it includes listening.”

9:18: Good morning everyone! Apologies for the late start – we were dealing with some Internet connectivity issues. But we’re up and running now. Currently, Margaret Franklin, Chair, CFA Institute Board of Governors and President and CEO of Kinsale Private Wealth is delivering her keynote speech.