Agenda - Monday September 18, 2023

7:45 AM Sharp - 8:00 AM

Your Emcee For The Conference

Introducing Mike Englert BA, B.Ed., EPC - Founding CIEPS Faculty Member, CIEPS Compliance Officer

Between 1981 and 2002, Mike developed and marketed insurance and investment products, in both Canada and the United States, for such companies as Manulife, Canada Life and Royal & SunAlliance. During most of his career he focused on the ultra-affluent and 60+ market segments. In 2002,

Mike and his wife Joan - both still in their forties and with young children at home - traded in their careers for what has proven to be a very comfortable retirement.

Mike is a founding member of both the Canadian and American Initiatives for Elder Planning Studies. He is an accomplished speaker who has spoken at hundreds of diverse events across both Canada and the United States. His talks focus on: the fiscal challenges of an aging population, the financial obstacles in the way of a healthy retirement, and the secrets to effectively marketing to and connecting with the elder population.

8:00 AM - 9:00 AM

A 55 Year Perspective

George Sigurdson BA, CLU

9:00 AM - 10:00 AM

Dale Barrett LLB, Tax Lawyer

10:00 AM - 11:00 AM

11:00 AM - 12:00 PM

12:00 PM - 1:00 PM

Changing the Game in Life Insurance Sales
Presented by Jim Ruta BA, RHU, FDFS, EPC

Life insurance has never been more essential - or more misunderstood. In a marketplace shaped by shifting client expectations, regulatory pressures, and rapid technological change, advisors can no longer rely on traditional sales approaches. This presentation reframes life insurance as a powerful planning tool and equips advisors with the mindset, language, and strategies needed to thrive in today's environment.

What Will The Advisor Learn from This Presentation?

This session is designed for professionals who want to sharpen their skills, strengthen client relationships, and stand out in a competitive marketplace. Attendees leave with actionable insights they can apply in their very next meeting - transforming not just how they sell life insurance, but how clients experience it.

If there were a simple sales process that would get prospects to ask you for help and would get you more meetings, better presentations, and more and bigger premium cases year after year, would it be worthwhile to know what it was? There is. After 15 years of research and testing, Jim Ruta has just released a sales approach that will help you do exactly that.

Presentation Overview

Jim's new "Revelation Sales Process" turns traditional sales on its head. It's not a needs-based, statement process that attracts confrontation but a wants-based, questions process that compels prospect demand. For this reason, it's not about what salespeople usually do - Approach, Fact-find, Present, and Close. Instead, it's about what prospects want to feel and achieve in their financial lives based on the best benefits you offer - Revelation (discover a great benefit), Explanation (understand what the benefit does and how it helps), Prioritization (providing information that ensure an on target, quality solution to solve their first priority), and Application (helping prospects get the solution that they want while they can).

This all-new approach is proven to increase agent confidence and activity, simplify the process, minimize prospect objections, increase the size and number of sales, and even help increase recruiting because when the job is easier, faster, and more profitable, more people are interested in joining to build their career.

Be sure to be one of the first advisors to get in on the ground level of a better way to be your best. We can make history together!

Jim Ruta BA, RHU, FDFS, EPC

1:00 PM - SCAN Out and Adjourn