Education Tracks

Ryan Estis

Making your Mark: Driving Growth and Peak Performance

This keynote helps attendees tap into their deep reservoir of potential and unleash their unique capability into the world. Ryan helps people embrace change and see new opportunity through techniques that remove the barriers of fear, doubt and uncertainty.

You can grow a business in any economy, however, attacking this defining moment in the short term and capturing the opportunity will require a resilient mindset, shift in go to market strategy and a compelling value proposition. In this session, Ryan will provide very specific and actionable insight attendees can leverage right now to create more qualified opportunities and drive sales growth.

The time is now! Discover techniques designed to unleash peak performance and become your very best.

Learning Objectives

• Learn how to leverage change as a catalyst for growth and success.
• Win with an emphasis on “total client experience”
• Find out the keys to building high-trust, high-value relationships.
• Solidify your value proposition and engagement to meet customers where they are
• Create a pre-call plan and conduct your own “growth audit”
• Structure a game plan for capturing opportunity and accelerating growth
• Explore the superhero ethos: “Be humble. Stay hungry. Always hustle.”

More about Ryan:

Ryan Estis has more than 20 years of experience as a top-performing sales professional and leader. As the former chief strategy officer for the McCann Worldgroup advertising agency, he brings a fresh perspective to business events. As a keynote speaker and consultant, Ryan is known for his innovative ideas on leading change, improving sales effectiveness and preparing for the future of work.

Simon T. Bailey

Be the Spark: Five Platinum Service Principles for Creating Customers for Life

In a world of information and interaction overload, SPARK ignites an emotional experience that causes clients to velcro themselves to you and recommend your brand to their sphere of influence. This learning experience will equip you with simple ways to operationalize SPARK within your practice.

Key takeaways:

• Personalize the experience
• Anticipate and uncover needs
• Respond with appropriate service
• Keep them loyal through acts of kindness

More about Simon:

Simon T. Bailey is a leader of the SPARK Movement whose purpose is to ignite sustainable transformation in people, individuals, systems and nations.

Simon has more than 30 years’ experience in the hospitality industry, including serving as sales director for Disney Institute, and has worked with more than 1,800 organizations in 47 countries.

He has been named one of the top 25 people who will help you reach your business and life goals by SUCCESS magazine, joining a list that includes Brené Brown, Tony Robbins, and Oprah Winfrey. His Goalcast video, released on Facebook, has over 87+ million views worldwide.

Books from this speaker can be purchased here.

Kelly McDonald

How to Market, Sell, & Serve People Not Like You

How do you form a connection with someone who is completely different from you? Whether it’s gender, age, life stage, race, ethnicity or even communication preferences, you need to be able to break through barriers to connect in a meaningful way, build trust and differentiate yourself from your competition.

People spend money on what they care about. Show your customers and prospects how you fit into what they need and what they value, and they’ll show you the money. Understanding your customers’ values is how you will reach new customers’ hearts, minds, and, ultimately, their wallets.

Using consumer insights and real-world examples from successful companies, retailers and other organizations, “How to Market, Sell to and Serve People Not Like You” shows you how to create a deep, values-based connection between you and your customers and prospects.

You’ll learn:

• Five low-cost / no cost things you can do right now to grow your business with new customers and increase customer satisfaction and retention
• The do’s and don’ts of marketing to different customer segments and their values
• The major macro trends that affect your business –and all of us –and how to leverage them for growth & customer satisfaction
• How to communicate in a relevant manner to stand out from your competition
• How to recover from a mistake that smooths things over EVERY TIME

More about Kelly:

Nationally Recognized Expert on Leadership, Marketing & Sales and Consumer Trends, Kelly McDonald is considered one of the nation’s top experts in leadership, marketing and sales to people “not like you”, consumer trends, and leveraging the customer experience.

Kelly is a 4X bestselling author. She is also the founder of McDonald Marketing, which has twice been named one of the “Top Ad Agencies in the U.S.” by Advertising Age magazine and ranked as one of the fastest-growing independently-owned companies in the U.S. by Inc. Magazine.

She has been featured on CNBC, in Forbes Magazine, BusinessWeek, Fast Company, on CNNMoney.com and on SiriusXM Radio.

Books from this speaker can be purchased here.

The Anatomy of Growth: Preparing Your Value Proposition for Evolving Client Needs

Join PriceMetrix as they use their 20+ years of industry insights to explore the secrets of organic growth in wealth management. Utilizing their proprietary data base of over 65,000 advisors and 12 million retail investors across North America, PriceMetrix has produced over a dozen research papers on the state of the wealth management industry, and the secrets of top producers. In this session, we will pull from that list of insights papers and draw a roadmap to growth for advisors and their practices.

PriceMetrix, is the leading provider of data and analytics software to North America’s wealth management industry. At PriceMetrix their goal is to help wealth management firms, and their advisors, elevate their businesses.

Ellen Bessner

Segmentation Leads to Big Payoff

Learn how serving fewer clients can lead to a larger payoff in the form of regulatory compliance. Ellen Bessner, BCOM, LLB, expert speaker, bestselling author and commercial litigation lawyer, built her practice defending financial services professionals.

Ellen will share with you:

• how focusing on a target market can lead to a more successful, profitable, less stressful career and business, while keeping your reputation and licence intact;
• the benefits of segmentation and how to choose a target market;
• why this makes sense, particularly with the regulatory obligations introduced with the new Client Focused Reforms; and
• how using segmentation can improve the client experience and result in tremendous growth.

More about Ellen:

Ellen is commercial litigator with over 25 years of practice at prominent Canadian firms, and now with Babin Bessner Spry LLP. Her expertise is representing securities dealers and advisors in regulatory (IIROC, MFDA, OSC, FSCO/FSRA and FP Canada) and, employment and commercial litigation disputes for clients across Canada.

Ellen is the Author of the bestselling book Advisor at Risk, a Roadmap to Protecting Your Business, and the sequel, Communication Risk, How to Bridge the Client-Advisor Gap to Protect and Grow Your Business, risk management tools for professionals in the financial services industry.

Books from this speaker can be purchased here.

Ray Sclafani

Marketing Essentials to Drive Real Results

50% more new clients and 62% more new assets! That's what firms with written marketing plans, ideal client personas, and clearly articulated value propositions are able to attract. Join Ray Sclafani (Founder and CEO of ClientWise) to discover how the best marketers in our business are driving and accelerating growth.

Through a series of case studies, checklists and resources - all readily available through IG - you'll learn how to build a compelling marketing framework, assess potential segmentation strategies, review the elements of effective marketing communications and campaigns, and explore how to get the most out of your digital marketing, public relations and advertising - all with the express goal of helping to drive your own real results.

More about Ray:

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.

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.

Ray’s book, “You’ve Been Framed: How to Reframe Your Wealth Management Business and Renew Client Relationships,” was published by Wiley in 2015.

Books from this speaker can be purchased here.