Client Acquisition Strategies That Work for Today’s Wealth Manager Tuesday, October 14 • 1:45 pm – 3:00 pm Ray Sclafani In today’s hyper competitive landscape, wealth advisors need to find unique ways to differentiate themselves. The old methods do not allow advisors to demonstrate their relevant value to their clients—and are not very effective either. Ray Sclafani, president and founder, ClientWISE, LLC, will offer you a solution that leverages the relationships that your existing clients have with their trusted advisors. He will show you the steps, scripts, and processes to successfully integrate this proven client acquisition strategy. What Is Your Fiscalosophy™? Tuesday, October 14 • 11:15 am – 12:30 pm Mitch Anthony Do you understand your client’s philosophy on investments and money matters? Do you understand the experiences that shaped (and continue to shape) their views? If not, you may find out when it’s too late, and they’ve left you for another advisor. Fiscalosophy is one’s philosophy about money, and if you’re going to represent your client’s interest, you both need to share the same beliefs. After all, if you and your clients don’t have anything in common, how can you serve them? Mitch Anthony, author, columnist, and industry consultant, shares what it takes to help clients understand your philosophy and for you to help clients articulate their own fiscalosophy. Growing Your Business Through Niche Markets Thursday, October 16 • 10:15 am – 11:30 am When it comes to the financial industry, the competition is no fiercer than in the business of advice. Some advisors looking to stand out and differentiate themselves from their peers, as well as expand their businesses, have done so by focusing on specific groups of clients. Most have found their niches because of their background or from observing commonalities within their existing client base and building upon that foundation. In this discussion, several advisors who have successfully developed areas of specialization in their practices will share their insights. Moderator       Tracey Longo Financial Advisor Janet Briaud Briaud Financial Planning Colette Frey-Bitzas Frey Wealth Management Roman McDonald First Genesis Financial Group The Best Marketing Ideas from Your Peers Wednesday, October 15 • 11:15 am – 12:30 pm For this panel, we’re putting old-school ideas aside and asking some of the most successful advisors what they do to ensure that their firms grow, flourish, and distinguish themselves in an increasingly competitive marketplace. The panelists will detail their tried-and-true methods for attracting the kind of new clients and valuable assets that are propelling their firms—and can help drive yours—to the next level of success and beyond. Moderator       Tracey Longo Financial Advisor David Evensky Evensky & Katz Lauren Goldfarb RegentAtlantic Capital, LLC Mark Gremler Gremler Financial Group The Brand Called You Wednesday, October 15 • 1:45 pm – 3:00 pm Peter Montoya Through years of exhaustive research and interviews involving million-dollar clients, Peter Montoya, author, The Brand Called You, will share how you can use branding strategies to reduce work and increase your profits. Through planning, specialization, marketing channels, and more you’ll learn how to take your practice from chaotic to ideal quickly, by understanding your strengths and identifying your model client. Working with Small-Business Owners Wednesday, October 15 • 9:45 am – 11:00 am A good financial advisor can help synchronize a client’s business and personal needs, making sure they are in perfect harmony together. He or she can help the owner plan the company’s finances, and on the personal side, an advisor can help the business owner achieve personal financial goals. These panelists will share ideas on how to attract and work with your business-owner prospects. Moderator         Thomas Moncrief Virchow, Krause & Company Michael Foltz Balasa Dinervo Foltz, LLC Patrick Horan Horan Capital Management Kevin Reardon Shakespeare Wealth Management Daniel Roe Budros Ruhlin & Roe, Inc