Presentations

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Adding the Human Touch to Remote Meetings

Scott Frank, CFP®, CFA, RLP®, Stone Steps Financial, LLC

When: Wednesday, October 28, 1:50 – 2:40 PM ET
CE Credit: 1 NAPFA CE Credit - Communications, 1 NASBA CPE Credit - Communications and Marketing

As COVID-19 has shifted meetings from in person to virtual, connectedness remains paramount to the client-advisor relationship. In this presentation, we will discuss ways to increase connectedness via Zoom, how we as advisors can deepen our client relationships through active listening, and how we can increase engagement by serving as a guide for our clients as opposed to being the hero.  

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ACP Seven Core Concepts

Bert Whitehead, JD, MBA, ACP Founder

When: Wednesday, October 28, 1:50 – 2:40 PM ET
CE Credit: 1 NAPFA CE Credit - Financial Planning Process, 1 CFP CE Credit - General Principles of Financial Planning, 1 NASBA CPE Credit - Specialized Knowledge

This presentation outlines and discusses critical factors involved when working with “real people,” which deviate from norms established for individual financial planning offered through institutional and other investment-focused financial firms. This includes real estate considerations in buying a home, tax implications including Roth IRA options, etc., and the finite end-strategies upon death to simplify estate planning and reduce costs.

Most market-timing approaches are obviated in the context of behavioral propensities, evaluating current risk exposure as variables which trump historical market performance predictors. This presentation will include:

• A discussion of effective personal goal setting which must be done in the context of the financial lifecycle
• An explanation of and tax efficient strategies for combining investment diversification requirements with qualified pensions and using donor advised funds and re-leveraging home equity to keep millionaire clients in a 12% bracket
• Understanding these concepts enables ACP members to lucidly present and compare our integrated approach and explain how this comprehensive application of Functional Asset Allocation is superior for serving “real people.”

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Planning For The Future with Long Term Care Insurance
Brian Gordon, MAGA Ltd. / Murray A. Gordon & Assoc.

When: Wednesday, October 28, 1:50 – 2:40 PM ET
CE Credit: 1 NAPFA CE Credit - Insurance and Risk Management, 1 CFP CE Credit - Risk Management and Insurance Planning, 1 NASBA CPE Credit - Specialized Knowledge

This CE will provide an overview of the tried and true LTCI strategies, discuss the industry changes—including the impact of COVID-19—and provide advisors with LTCI solutions to help their clients with a robust retirement plan.

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Don’t Listen to the Little Fella on Your Shoulder
Richard Brandt and Beth Brandt, Northpointe Bank

When: Thursday, October 29, 12:10 – 12:40 PM ET
CE Credit: N/A

The goal of our presentation is to demonstrate some of the things we do and have learned over the years to maximize the value of our database. People already know, like, and trust you. Over the course of 30 minutes we are going to show you some of the things you can do to get those clients to increase your business by sharing your information with others and sharing their information with you. There is a big difference between begging for business and asking for a sale. When we ask for business it’s because we are confident that we can help someone and dramatically impact their life for the better. Many of those you work with know someone who would benefit from your expertise. Connecting you is doing them a favor. The call to action may sound or feel weird to you but it doesn’t to the person receiving it. This presentation is about sharing ways to connect with your clients, asking for new business, and removing the looming fear of rejection.

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Mutual Funds and ETFs – Comparing & Contrasting
Spenser Sydow and Dave Twardowski, Avantis Investors

When: Thursday, October 29, 12:10 – 12:40 PM ET
CE Credit: N/A

Exchange-traded funds are leading the charge with investor inflows year-to-date, and more advisors are considering ETFs than ever before. Many are aware of some of the benefits of ETFs, but what is it that makes them so tax efficient? In what scenarios might you use a mutual fund vs. an ETF? This presentation aims to walk through the basic differences between the two structures to help advisors discern which vehicle might be most appropriate for their client.

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Case Studies in Estate Planning for Retirement Benefits

Natalie Choate, Esq., Nutter McClennen & Fish

When: Thursday, October 29, 2:50 PM – 3:40 PM ET
CE Credit: 1 NAPFA CE Credit - Estate Planning, 1 CFP CE Credit - Estate Planning, 1 NASBA CPE Credit - Specialized Knowledge

This focuses on specific options that are available post-SECURE when planning for the surviving spouse, a minor child, a disabled beneficiary or "none of the above" (e.g., nondisabled adult children).

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Transitioning from Second Chair to Leading Client Relationships

Britta Koepf, CFP®, ChSNC, Practical Financial Planning, Inc.; Anabel DiazNatural Bridges Financial Advisors LLC; Brandon Redmond, CFP®McClarren Financial Advisors; Bridget Patel, Values Added Financial

When: Thursday, October 29, 2:50 PM – 3:40 PM ET
CE Credit: 1 NAPFA CE Credit - Marketing and Practice Management

Learn from three advisors-in-training as they navigate the path from an assistant/paraplanner role to leading their own client relationships and taking over as lead advisor on existing firm client relationships and bringing in new clients. 

This panel of emerging advisors is currently in the midst of this transition within their own firms and will share what is going well, challenges they are facing and what hurdles they are preparing for in the future. They will cover a variety of topics, such as: how clients react to the switch, how to gain confidence in themselves and trust from the senior advisor, and how their share of responsibility for clients has evolved.

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"Sell" is Not a Four-Letter Word

Marie Swift, Impact Communications

When: Thursday, October 29, 3:50 PM – 4:40 PM ET
CE Credit: 1 NAPFA CE Credit - Marketing and Practice Management, 1 NASBA CPE Credit - Communications and Marketing

Too many fiduciary planners shy away when it comes to selling their services and unique value proposition. But marketing and sales go hand in hand. Getting the word out through a thoughtful marketing plan is just one aspect of securing the business you need to keep growing, going, and ever moving forward—especially in today's noisy digital world. As the old saying goes, nothing happens without a sale. This does not have to mean a "hard sale", which tends to be highly ineffective when it comes to personal service engagement in any profession, let alone services based on professional money management, tax strategy, life planning, and financial planning. Building trust must be at the center of the equation.

In 2018 at the ACP Annual Conference, marketing guru Marie Swift walked us through a marketing framework to help advisors focus on creating the right mix of paid, earned, shared, and owned components to attract and retain right-fit clients. In 2019, she provided a framework for developing a good positioning statement and company message to help advisors better engage through written and spoken words. At our 2020 conference, Marie will lead a fun and interactive breakout session to show us just how easy and effective conversational selling can be. Learn more about Marie Swift here: https://www.impactcommunications.org/marie-swift.html

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Financial & Tax Planning Strategies for Executive Compensation

Bill Mulvahill, CFP®, CPA, Trailhead Planners, LLC

When: Thursday, October 29, 3:50 PM – 4:40 PM ET
CE Credit: 1 NAPFA CE Credit - Income Tax Planning, 1 CFP CE Credit - Tax Planning, 1 NASBA CPE Credit - Specialized Knowledge

Executive compensation can dramatically complicate financial & tax planning. With the right analytical framework and forward-looking planning, it provides financial & tax planners an opportunity to let their value shine. Learn how to put all of the puzzle pieces together in one integrated plan. Topics include 1) determining when to exercise stock options, 2) reducing concentration risk in employer stock in a tax-efficient manner, 3) implementing tax reduction strategies, and 4) prioritizing strategies when cash flow is constrained.

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Outsourcing – Yes or No?

Brent Burns & Steve Huxley, Asset Dedication

When: Thursday, October 29, 3:50 PM – 4:40 PM ET
CE Credit: 1 NAPFA CE Credit - Marketing and Practice Management, 1 NASBA CPE Credit - Specialized Knowledge

Since 1995, Turnkey Asset Management Platforms (TAMPs) have been growing about 27% per year. Over 50% of all advisors now outsource at least some part of their operations, whether portfolio management, billing, or other back-office functions. Such growth and level of acceptance suggests that many advisors must believe there is value added by outsourcing. But like any business decision, it pays to weigh the advantages against the disadvantages before deciding. This presentation will look at what it takes to make a wise decision.

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Nuts 'n Bolts of Client Portfolio Creation Using Functional Asset Allocation

Karen Folk, CFP®, Ph.D., Bluestem Financial Advisors, LLC; Chip Simon, CFP®, Taconic Advisors, Inc.

When: Friday, October 30, 11:00 AM – 11:50 AM ET
CE Credit: 1 NAPFA CE Credit - Investments, 1 CFP CE Credit - Investment Planning, 1 NASBA CPE Credit - Specialized Knowledge

This session covers the basics of investment portfolio allocation for clients in their comprehensive plan. It includes how to put into practice Functional Asset Allocation as described in Bert Whitehead's book, using the ACP tools—Pyramid, Endogenous Risk Profile, ACP Investment Policy, and investment fund selection and implementation.

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Why Social Security Planning is More Valuable Than Ever

Joe Alfonso, Aegis Financial Advisory

When: Friday, October 30, 11:00 AM – 11:50 AM ET
CE Credit: 1 NAPFA CE Credit - Retirement Planning and Employee Benefits, 1 CFP CE Credit - Retirement Savings and Income Planning, 1 NASBA CPE Credit - Specialized Knowledge

Retirees face a host of risks that threaten their ability to support their chosen lifestyle. These include longevity risk, sequence of returns risk, and loss of purchasing power due to inflation. In addition, yields have fallen to historic lows, increasing the cost in today’s dollars of generating a lifetime stream of retirement income.

In the face of these challenges, there are few hedges available to retirees as effective as Social Security. It is therefore more important than ever for advisors to work with clients to ensure that Social Security benefits are maximized to the greatest extent possible.

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Mind Mapping Best Practices

Meredith Briggs, CFP®, Taconic Advisors; Fran Goldman, CFP®, MBA, Frango Financial LLC; Mike Stanton, CFP®, MBA, Stanton Financial Planning, LLC; Ted Roman, CFP®, EA, Roman Financial Advisors

When: Friday, October 30, 12:00 PM – 12:50 PM ET
CE Credit: 1 NAPFA CE Credit - Marketing and Practice Management 

As comprehensive advisors, we must keep track of a lot of information for and about our clients. Most financial planning software is useful for tracking the numbers but not capturing the client and their goals. Have you ever wondered if you could track important client goals and meeting activities in a better way? Are you searching for something that could give you a better overview of client priorities and help the client stay on track towards meeting their personal and financial goals?

One tool that is gaining increasing traction in our profession is the “mind map.” The System Committee has developed guidelines and templates for developing and implementing mind mapping software in financial planning meetings. This software complements other tools from the ACP System and is designed to help you collaborate more effectively with your clients, provide a concise overview of your client relationship, and allow you to visually track client progress.

Please join us for an overview of these guidelines, including sample mind maps, followed by a brief Q&A.

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Helping Clients Pick a College with Value in Mind

Mark Stucker, School Match 4U

When: Friday, October 30, 12:00 PM – 12:50 PM ET
CE Credit: 1 NAPFA CE Credit - Strategic Thinking, 1 NASBA CPE Credit - Specialized Knowledge

The session will cover seven different ways a family can save $10,000 or more per year on the cost of attendance. The focus will be on sharing cost-saving tips which large numbers of students and parents are not aware of. The presentation will allow ample time for questions and answers. 

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Disability Insurance – 2020 and Beyond!
Kathy Bilodeau, LLiS

When: Friday, October 30, 12:00 PM – 12:50 PM ET
CE Credit: 1 NAPFA CE Credit - Insurance and Risk Management, 1 CFP CE Credit - Risk Management and Insurance Planning, 1 NASBA CPE Credit - Specialized Knowledge

A client’s largest asset is often their income-earning potential, but too often it is not insured. This course will cover the basics of a disability policy, how they interact with group plans, and options for high-income earners, new professionals, and even clients with student loan debt. We will also discuss some of the changes to underwriting that COVID-19 has thrust upon the disability insurance companies.

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