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FPA DFW Chapter Meeting
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10/1/2019
When: October 1, 2019
11:00 am - 1:40 pm
Where: Communities Foundation of Texas
5500 Caruth Haven Ln.
Dallas, TX  75225
United States
Contact: Melisa Hall
972-747-0407
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FPA DFW Chapter Meeting

 

Location: Communities Foundation of Texas / 5500 Caruth Haven Ln. / Dallas TX 75225

   

 

9:20 - 9:30 AM - CHECK IN FOR CAREER DEVELOPMENT EVENT

 


9:30 - 10:30 AM - CAREER DEVELOPMENT WORKSHOP: COMMUNICATING EFFECTIVELY THE VALUE OF PLANNING 
(OPTIONAL: SEE BELOW FOR DETAILS)

 

 

 

10:30 - 11:00 - DOORS OPEN / CHECK IN FOR CHAPTER MEETING / REGISTRATION


 

11:00 AM - WELCOME, ANNOUNCEMENTS

 



 

11:20 AM - CORPORATE PARTNER SPOTLIGHT - TRUE NORTH NETWORKS



11:30 AM - HOW AN ADVISOR ADDS VALUE THROUGH BEHAVIORAL COACHING - VANGUARD ADVISOR'S ALPHA

Jim Entwisle - National Speaker & Advisor Education Specialist, Vanguard Financial Advisor Services™

1 CFP, CPA, CIMA CE 

 

This presentation will provide details on Vanguard Advisor’s Alpha, behavioral coaching. The discussion will, explain the mistakes that investors—including advisors—often make, define behavioral coaching and explain how it can build your business, and discuss Vanguard's three P’s of behavioral coaching.

 

Learning Objectives:

  • Learn about the focus on human elements of advice
  • Learn more about the importance of a written financial plan
  • Learn more about how coaching can influence planning and avoiding costly mistakes

 

Jim Entwisle, CFP® is the National Speaker and Advisor Education Specialist for Vanguard Financial Advisor Services™. He is responsible for presenting Vanguard's industry research and analysis to financial advisors and other financial services professionals.  Mr. Entwisle began his career at Lincoln Financial before joining Vanguard.  Jim also served in Major League Baseball's Advance Scouting Departments for both the Washington Nationals and Baltimroe Orioles.  He has degrees in Economics and Spanish from Williams College in Massachusetts, and holds his FINRA Series 6, 7, and 63 licenses.   

 

 

 

 


12:20 PM - BREAK & NETWORKING - LUNCH BUFFET 

 


 

12:50 PM - YOU'VE BEEN FRAMED: HOW TO REFRAME YOUR WEALTH MANAGEMENT BUSINESS & RENEW CLIENT RELATIONSHIPS

 

Raymond Sclafani, PCC - Founder & CEO, ClientWise

 

1 CPA, CIMA CE (Does not qualify for CFP CE)

 

Whether it's the firm with which you're affiliated or the types of products and services you offer, you've been "framed." Even your team may have the Wrong idea. Whether you're a savvy entrepreneur ready to dominate your competitors, or a more experienced advisor moving toward selling your practice, this session will help you proactively reframe your business and renew client relationships. You'll learn how to grow your pipeline of prospects, win the next generation of clients, and deepen your business so it can thrive without you, allowing for expansive enterprise value.

 

 

After 20 years at AllianceBernstein, Ray Sclafani founded and heads ClientWise, the premier coaching and training company exclusively serving the financial services industry. Ray’s passion for serving leaders, advisors, and companies in the financial services sector is reflected in ClientWise and its unique coaching programs and team of credentialed coaches that help advisors and companies find the next level of professional excellence and financial success with greater focus and ease. Ray’s experience as a seasoned specialist in coaching and training in the financial sector mirrors his long and profitable history in the industry. In his 20 years at AllianceBernstein, Ray was one of the company’s top sales professionals and executive leaders. His knowledge of how to create and execute on highly successful sales plans and build long lasting client connections was later utilized as founder and Managing Director of the Advisor Institute at AllianceBernstein. In that role, he developed and directed an extensive series of programs that proved invaluable to advisors in creating improved and sustainable motivation, sales, and client relationships. Ray completed his transition to founding ClientWise through significant coaching education and practice that led to his recognition as a Professional Certified Coach (PCC) from the International Coach Federation, the leading independent professional association for coaches. As a complement to his coaching skills, he also holds a Master’s Certification in Neuro-Linguistics from the International Association for Neuro-Linguistic Programming and has participated in The Strategic Coach® Program for 17 years.

 

 

 

1:40 PM - MEETING ADJOURNED

 

 

 

THANK YOU TO OUR PLATINUM SPONSOR SPOTLIGHT

 

 


 



       

 

 

 

BONUS CAREER DEVELOPMENT WORKSHOP:  Communicating Effectively the Value of Planning

 

9:40 - 10:40 AM - Earn 1 CFP, CPA, CIMA CE

 

Each CFP® understands the value of financial planning, however, many don’t know how to explain it in a way that the potential client can understand. The value of financial planning is subjective to them, based on their understanding of what planning is and what concerns and challenges prompted them to seek advice and/or planning.

 

This seminar will discuss how to determine what information from the “Code of Ethics and Standards of Conduct” should be delivered prior to the Engagement at the initial consultation, and what information may be best delivered at the time of the Engagement.

 

When you begin the initial consultation, you should ask broad questions of the potential client to understand their personal financial circumstances, and what they are concerned about: developing goals; areas of substantial risk, concerned about funding college for their children, etc.  You can then provide the information required in the Standard of Conduct, A. #10, as you address the clients concerns and at the same time how the seven step Financial Planning Process facilitates addressing their concerns as well.  By doing this in the initial consultation, followed by a discussion of Standards of Conduct, A. #12, the prospect can then make a determination of whether they want to enter into an Engagement, sign an Advisory Agreement and schedule a meeting to begin Step One of the process.

 

If however, you try to explain the entirety of the Standards of Conduct in the initial meeting, not only could you possibly put the client to sleep, they could decide that your process is too onerous and seek out a different planner. 

 

 


 


REGISTRATION FEES

 

$40    FPA Members


$55    Guests / Non-Members


$0      Corporate Partners & Season Ticket Holders

 

Bonus Career Development Workshop:  FPA Members: FREE!  /  Non-Members $15

 

 

 

AGENDA

 

9:20 - 9:30 AM       Check in for Career Development Workshop

 

9:30 - 10:30 AM     Career Development Workshop (Earn 1 CE)


10:30 - 11:00 AM    Check in for chapter meeting

 

11:00 AM - 1:50 PM    Chapter Meeting & Lunch


 

 

 

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