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March 5

8:00 – 9:00 a.m.

Continental Breakfast


9:00 – 9:15 a.m.                  

Introductions


9:15 – 10:30 a.m.               

Elite Wealth Planning

The session will provide an overview of elite wealth planning explaining the limitations of expertise as well as the importance and nature of the human element. Also, the critical business development role of stress testing will be discussed.


10:30 – 10:45 a.m.             

Break


10:45 – 11:15 a.m.             

The Art of Discovery

Essential to wealth planning success is Discovery, which is developing an in depth understanding of the ultra-wealthy client. How the process works including the role of strategic power questions will be explained.


11:15 a.m. – 12:00 noon   

How Everyone Benefits By Getting Rid of Unneeded Life Insurance

Presented by Frank Seneco

For a variety of reasons many of the ultra-wealthy have life insurance policies they no longer need or want. This session will address the process of evaluating life insurance and helping the wealthy decide what to do with these policies. Also, how by addressing this issue, wealth planners deliver greater value and generate revenues.


12:00 – 1:30 p.m.               

Lunch

Living to 120: The Steps You Need to Take to Ensure a Very Long and Healthy Life

Presented by Daniel Carlin, M.D.

Dr. Carlin will explain the three courses of action you need to take to significantly increase the probability that you can live a very healthy and long life. He will also explain how these actions translate into a need for new estate plans.


1:30 – 2:15 p.m.                  

Become the Expert the Wealthy Want

To cultivate high-net-worth clients, it is becoming increasingly essential to be a recognized authority – a thought leader – in order to build an outstanding high-net-worth wealth planning practice. This session will explain the three possible approaches that can result in professionals becoming the expert the wealthy want.


2:15 – 3:00 p.m.                  

Framing Your Expertise

This session will provide guidelines for helping wealth planners effectively differentiate themselves. It will address how wealth planning professionals can best position themselves and their expertise from their “elevator speech” to describing the value they deliver.


3:00 – 3:30 p.m.                  

Recap with Questions and Answers

 

 

March 6

8:00 – 9:00 a.m.                  

Continental Breakfast


9:00 – 9:15 a.m.                  

Review of Day 1 


9:15 – 10:15 a.m.               

Leveraging Ultra-Wealthy Client Relationships

Most wealth planners as well as other types of professionals fail to maximize their ultra-wealthy client relationships. The session will show how the Whole Client Model can be used to effectively identify additional business opportunities from current clients as well as set the stage for extensive client referrals.


10:15 – 10:30 a.m.             

Break


10:30 – 11:00 a.m.             

Connecting with New Wealthy Clients Through Mastermind and CEO Groups

A relatively untapped direct approach to generating new ultra-wealthy wealth planning clients is by connecting with them through mastermind and CEO groups. How to access the wealthy this way will be explained.


11:00 – 11:30 a.m.             

Communicating Your Message with Video

Presented by Jerry D. Prince

Video is becoming an increasingly effective complementary approach to communicating your message to the ultra-wealthy and other professionals. The methodology including examples of this approach will be explained.


11:30 – 1:00 p.m.               

Lunch

The Secret to Successful Negotiations

Presented by Frank V. Carone

Your ability to negotiate is instrumental to the success of most wealth planners as it is for the ultra-wealthy. This session will discuss how the approach of many of the most successful negotiators.


1:00 – 1:45 p.m.                  

Working with Single-Family Offices and the Super-Rich

Overall, wealth planning is outsourced at most single-family offices. The unique dynamic between wealth planners, single-family offices, and the super-rich will be explained and ways to access single-family offices will be discussed.


1:45 – 3:00 p.m.                  

Creating a Steady Stream of Ultra-Wealthy Clients

Attendees will be shown how to build a wealthy client pipeline based on strategic partnerships with other types of professionals incorporating the information and insights from the previous sessions. The objective is to be able to identify high-caliber professionals and motivate them to consistently refer their wealthiest clients to you. Moreover, when done well, these professionals will act as strong advocates for you and your expertise.


3:00 – 3:30 p.m.                  

Recap with Questions and Answers