Here’s the good news:

Opportunity

Growth

Better client relationships

Relationship Disclosure: products & services

being offered & charges the client should expect to

pay

Transaction costs & any deferred

costs(if applicable)

Summary in dollar terms of compensation received by the dealer & costs incurred by the

client

Account

Opening

Time of

Transaction

Annually

:

Contributions:

Opening value of cash & securities.

Withdrawals from account for

reporting period and since inception

Capital:

Net invested capital for the reporting period and since

inception expressed in dollar terms.

Include distributions from investments

Returns:Percentage returns over one, three, five

& 10 years

Returns since their account was

opened

Preparation

Runway

Requirements Implementation

Date

Now*

• Regular quarterly account statements or monthly if requested

• Provide clients with 60 days notice of new or increased

operating charges

• RDI must contain a complete description of operating and

transaction charges

July 15th, 2013

2013*• Pre-trade disclosure of all charges

• Enhanced content of trade confirmations

• Additional Benchmark InformationJuly 15th 2014

2014*• More thorough account statements

• Position cost informationJuly 15th, 2015

2015*• DSC information on trade confirmation

• Report summary on charges and other compensation

• Performance Reporting: money-weighted basisJuly 15th, 2016

*All requirements are ongoing

DEVELOP BETTER CLIENT RELATIONSHIPS

Interpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

Interpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Better Client

Relationships

Adapted from: Deloitte. The future of financial advice

Greater Trust

Stronger Leadership

Your Value Proposition

Centres of Influence

Deeper Discovery

Nurturing RelationshipsInterpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

Interpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

The old conversations are not enough

Deep discovery ≠ fact finding

Goal of conversations:

Talk

Discover

Connect

Interpersonal

Excellence

History and Values

Goals

Relationships

Income & Assets

Process

Interests

Source: Adapted from CEG Worldwide

Interpersonal

Excellence

Parents: careers & influence

Employment history

First memory of money

Spending habits

Defining moments

Most important thing about

money

Time when most satisfied with

financial position.

Beliefs about money: how it’s

earned and saved/spent

Attitude towards money Most important relationship

Relationships with

parents/extended family

Working relationships

Community relationships

Current financial advisor/plan

Current lawyers,

accountants,etc.

Attitude towards advice

Homes, cottages, etc.

Bank Accounts

Investments

Insurance

Liabilities

Income

Personal goals for right now

Family goals

Worries & concerns which

could impact goals

Best accomplishments to date

Future spending habits

Retirement & Inheritance

planning

History & ValuesRelationships

Advisors

Assets, Liabilities &

Insurance

Goals

Interpersonal

Excellence

Client

Source: Adapted from CEG Worldwide

Interpersonal

Excellence

Attitudes Lifestyles Opinions

Your clients:

Holistic Strategic

Your service offering:

Customized

Interpersonal

Excellence

Source: CSI – What Affluent clients want

state PlanningFIL Eaterlife nsurance amily

Wealth Planning

Transition/Career

Planning

Pension

CPP/OAS

Premature

Death

Disability

Critical

Illness

Asset

Protection

Children Parents

Living

Expenses

Caregiving

Will/POA

Beneficiaries

Business

Succession

Charities

Education

Start in life

Tax

Strategies

Living

Expenses

Client

Portfolio

construction

Investment

management

Advisor

Interpersonal

Excellence

state PlanningFIL Eaterlife nsurance amily

Wealth Planning

Transition/Career

Planning

Pension

CPP/OAS

Premature

Death

Disability

Critical

Illness

Asset

Protection

Children Parents

Living

Expenses

Caregiving

Will/POA

Beneficiaries

Business

Succession

Charities

Education

Start in life

Tax

Strategies

Living

Expenses

Towill Family

Portfolio

construction

Investment

management

Advisor

Interpersonal

Excellence

www.ci.com/pd

Source: adapted from CEG Worldwide – Mastering Conversational Marketing

Nurturing

Develops relationship over time

with multiple conversations

Provides strategic solutions

to maximize impact

Qualitative

Interpersonal

Excellence

Healthy aging: fitness over 50

Retirement success: non-financial

Life transitions

DivorceEldercare

Sudden wealthBereavement

Second marriage

Topic Ideas:

Source: Taking on the Role of Lead Advisor – Knowledge @ Wharton

Interpersonal

Excellence

Source: Manse Capital UK

Interpersonal

Excellence

Interpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

Trust = Credibility + Reliability + Intimacy

Self-Orientation

Source: Trusted Advisor Associates 2007

Client

Engagement

C R I

STrust =(worthiness)

Source: Trusted Advisor Associates 2007

Client

Engagement

Credibility

Reliability

Intimacy

Incorporate client testimonials

Explain your process

Deliver on what you say you will do

Go above and beyond

Ask high value questions

Make clients feel comfortable to share

Trust = C + R + I

S

Client

Engagement

Source: Trusted Advisor Associates 2007

Trust = C + R + I

S

Focus on the client’s wellbeing

Spend more time listening than talking

Realize that perceptions matter

Self-

Orientation

Client

Engagement

Source: Trusted Advisor Associates 2007

Motivate your

clients to have

a plan

Demonstrate

your expertise

& knowledge

Take concrete

steps to

implement their

plan

Have a positive

vision for your

clients’ future

Client

Engagement

Motivation

+Implementation

Expertise

Vision+

+

=

Client

Engagement

www.ci.com/pd

Interpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

CLIENT’SMONEY

CLIENT’SLIFE

Investments

CLIENT’SMONEY

CLIENT’SLIFE

Financial Planning

CLIENT’SMONEY

CLIENT’SLIFE

Wealth Planning

HolisticFinancialAdvice

Business

Development

Factual

information

General

advice

Comprehensive

advice

Customized

Wealth Planning

Source: Deloitte. The future of financial advice

Estate

planning

Tax

mitigation

Charitable

giving

Business

succession

planning

Retirement

planning

Education

planning

Asset

protection

Wills and

Power of

Attorney

Business

Development

Things that matter

to the client

Value Proposition = Your Brand

Things you do well

Value

Proposition

Business

Development

www.ci.com/pd

S p e a k t h e i r l a n g u a g e

D o y o u r h o m e w o r k

L o o k f o r l e s s o b v i o u s C O I s

S h o w C O I s h o w t o r e f e r y o u

K e e p t o p - o f - m i n d

Source: Advisor.ca – Closing the Gap

Business

Development

C o n s i s t e n t s e r v i c e d e l i v e r y

A c c e s s t o s p e c i a l i z e d e x p e r t i s e

S t r o n g r e p u t a t i o n & i m a g e

I n t e g r i t y & p e r s o n a l f i t

A l o n g t e r m r e l a t i o n s h i p

f o c u s e d o n m u t u a l g r o w t h

Business

Development

Referrals from lawyers

Referrals from accountants

29%

10%

Referrals from clients

Source: CEG Worldwide – All the right moves

Business

Development

57%

Greater Trust

Stronger Leadership

Your Value Proposition

Centres of Influence

Deeper Discovery

Nurturing RelationshipsInterpersonal

Excellence

Business

Development

Client

Engagement

Practice

Management

Technical

Expertise

Team & Self

Development

Advisor

Success

Framework

Adapted from: Deloitte. The future of financial advice

C o n d u c t t h e Va l u e Te s t o n t o p c l i e n t s

D e v e l o p a p l a n

P r e p a r e y o u r 3 1 - 1 0 3 a p p r o a c h

B e c o n f i d e n t & p o s i t i v e

Client Type 2013 2014 2015

A

• Highlight your Value

Proposition.

• Conduct Value Test.

• Meet face to face

with clients for fee

conversation.

• Highlight your

Value Proposition.

• Discuss new

statements and

fee disclosure at

review meeting.

• Highlight your

Value Proposition.

• Update clients on

progress with

changes & ensure

they understand

new statements.

B

• Phone to discuss new

changes. Discuss in

depth at next review.

• Highlight your

Value Proposition.

• Offer clients a

check up using

results of The

Value Test.

• Highlight your

Value Proposition

• Discuss new

statements &

disclosure at

review meeting.

C & D

• Prepare a letter

outlining the new

changes and how

they will impact your

clients.

• Phone clients to

discuss new

statements and

fee disclosure.

• Offer clients a

check up using

results of Value

Test.

As a wealth advisor, I… Yes No

1. Spend sufficient time managing my client’s account and contact them

regularly with relevant information.

2. Explain my process and why I am recommending a particular course of

action.

3. Always make my client feel comfortable speaking about any issue that

could potentially impact their planning needs.

4. Have a written service agreement in place spelling out what I am providing.

5. Conduct ongoing deep discovery and provide regular detailed reviews on

plans and progress.

6. Provide a comprehensive financial plan customized to my client’s situation

that will ensure they meet their financial goals.

7. Give full disclosure of my fees and how I am compensated.

8. Discuss tax mitigation, estate planning, education savings, charitable giving

and business succession planning.

9. Deliver personal service and have a deep understanding of my client’s

opinions, lifestyle and attitudes.

10. Discuss ongoing strategies to ensure my client will have enough money for

their desired retirement lifestyle.

What it means for

your clients

How you are embracing it

Why it’s better for

both of you

W h a t n o t t o s a y …

“I’m being legislated to tell you how much

you pay me.”

“The regulators say I have to provide

more information to you than I used to.”

B e s t p h r a s e s …

“I wanted to speak to you about some

interesting changes to enhance the level

of service we provide.”

“I’m excited to tell you about some

adjustments we’ve made to improve your

investment experience.”

Existing client relationship 31-103

T

R

U

S

T

T

R

U

S

TWithout the

conversationAdvisor value not

demonstrated

The conversation

Existing client relationship 31-103

+

T

R

U

S

T

T

R

U

S

T

New client relationship

Increased openness

Improved client

confidence

Deepened relationships

Advisor value

demonstrated

This is an opportunity for you to conduct deeper discovery

with clients & nurture them to build loyalty

The impact will be a far greater level of openness & trust

with clients leading to stronger, more valued relationships

Advisors who thrive in this new environment will

continue to grow by honing their value proposition

& developing productive COI relationships

www.ci.com/pd

Greater Trust

Stronger Leadership

Your Value Proposition

Centres of Influence

Deeper Discovery

Nurturing RelationshipsInterpersonal

Excellence

Business

Development

Client

Engagement

Adapted from: Deloitte. The future of financial advice

• Life comes at us fast.

• Wealth Planning for LIFE

• Tips for Trust Equation

• Leadership workbook

• BRAND workbook

www.ci.com/pd

Advisor Need Solution

C l i e n t R e t e n t i o nR e t a i n i n g c l i e n t s a n d e n s u r i n g l o y a l t y

C o n q u e r i n g C l i e n t F a t i g u eManaging client fears and emotions in a diff icult market

C l i e n t D i s c o v e r y

Uncovering more client needs to provide relevant solutions C l i e n t C e n t r i c S e l l i n g S k i l l s

Understanding clients more deeply to deliver more value

B r a n d i n gPosit ioning your unique brand in a compet i t ive market

M i n d f u l I n v e s t i n gHelping investors reduce mistakes that lead to bad decisions

N e w R e t i r e m e n t R e a l i t i e sPreparing clients for retirement and reducing their anxiety

T u r n i n g u p t h e H e a tP r o v i d i n g u n i q u e v a l u e t o H N W c l i e n t s

Disclaimer

Commissions, trailing commissions, management fees and expenses all may be associated with mutual fund investments. Please

read the prospectus before investing. Unless otherwise indicated and except for returns for periods less than one year, the

indicated rates of return are the historical annual compounded total returns including changes in security value. All performance

data assume reinvestment of all distributions or dividends and do not take into account sales, redemption, distribution or optional

charges or income taxes payable by any security holder that would have reduced returns. Mutual funds are not guaranteed, their

values change frequently and past performance may not be repeated.

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