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Make your communication stick

35 minute webinar:

How effective is the communication you experience every day? How often have you been bored during a presentation or meeting? Had a tedious networking conversation or failed to win a piece of business that you know you should have won? Far too many?!
Experts can struggle to communicate in ways that are interesting and memorable because once we know something it is hard to imagine what it was like not to know it. This can result in irrelevant boring messages that are often ignored or forgotten. The session will lift the lid on how our mind absorbs information so that you can craft and deliver messages that stick.

Learning Objectives:
•Use effective communication techniques so that your audience will act rather than switch off and glaze over
•Recognise the six principles to help your communication stick
•Apply the 3 components of charisma so that you increase your personal impact.
Recorded Apr 17 2020 39 mins
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Presented by
Melissa Kidd, Motem Ltd
Presentation preview: Make your communication stick

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  • A New World Order is Emerging - Is now the time for gold & silver? Oct 7 2020 12:00 pm UTC 90 mins
    Ned Naylor - Leyland, Fund Manager, Jupiter Asset Management
    The current bull market for gold and the relative rise in the value of silver have attracted the attention of investors. Central banks have met the economic consequences of the coronavirus pandemic by further loosening of the monetary system. This has created negative real yields for many sovereign bonds and a growing distrust among investors for fiat (government issued) currencies.

    Gold is best understood as a currency, not a commodity. Historically, gold has been the currency of last resort. It is a hedge against inflation, against the collapse of a fiat currency, and indeed even of an economy.

    While attracted to gold in principle, many investors may not be aware of the best way to gain exposure to it. For example, both physical bullion and mining equities are available. Even investors who include some gold in their portfolios many be gaining insufficient exposure to its diversification benefits. To obtain the best exposure at the right time, an active approach is needed that combines the optimal mixture of mining equities, gold, and silver.

    In this presentation the learning objectives will be to:

    - Explain the role gold can play in a diversified portfolio
    - Understand the benefits of investing in silver alongside gold
    - Discuss the role gold can play as an inflation hedge

    Speaker Bio:
    Ned is the lead portfolio fund manager of the Merian Gold and Silver fund. Ned joined Jupiter this summer following the takeover of Merian Global Investors by Jupiter in July 2020.
    Ned has over 15 years of industry experience joining Merian from Smith & Williamson in 2015.
  • Tech: Getting the Basics Right Oct 7 2020 10:00 am UTC 75 mins
    Alasdair Walker, Managing Director of Handford, Aitkenhead and Walker Ltd
    40 minutes presentation, 20 minutes Q&A

    Alasdair Walker, Managing Director of Handford, Aitkenhead and Walker Ltd takes us through what he calls “the boring tech that get’s us through they day and makes all the interesting stuff work”.

    Learning objectives:

    - How not to lose your money - cyber security.
    - How no to lose your data - data security.
    - How not to lose your clients - communications technology.
  • Enough of the New Normal: some home truths on the future Oct 6 2020 11:00 am UTC 90 mins
    Stuart Podmore, Investment Propositions Director, Schroders
    You and your business have survived the first wave of the pandemic, the kids are back at school (for a short while) and you’re concerned about the next few weeks, let alone the next decade. So what’s on your mind? Whether you’re worried about generating new business, your ratio of advisers to support staff, your time spent with clients, your technology stack or your investment proposition, we aim to provide some helpful perspectives and insights. We might save you some time or money, we might provide pause for thought, or we might just give you some tips on how to handle your next client video meeting. Whatever the outcome, join us to find out how you might remain a calm swan on the water, without the frenzied paddling beneath.

    Learning Objectives
    • Outline the inescapable investment truths over the coming decade.
    • Identify the key advisory business challenges, looking beyond investment solutions.
    • Consider the necessary steps to sustain and grow advisory business in the future.
  • Centralised Retirement Propositions Oct 2 2020 10:00 am UTC 90 mins
    Ryan Medlock, Senior Investment Development & Technical Manager, Royal London
    Centralised Retirement Propositions, or CRPs for short, have gained a lot of attention recently. The problem however, is that there doesn’t appear to be any commonly agreed definition of what a CRP actually is! Is it a fancy term for a decumulation Centralised Investment Proposition (CIP), is it just an acronym to describe retirement advice or is it all just completely fictional?

    This presentation aims to answers these burning questions as well looking at the regulator’s crusade on retirement income advice. We’ll also explore the intricacies of CIP and CRP frameworks, their relationship with the PROD rules and look at how the financial planning community has been adopting and integrating these models within formal advice processes.

    The presentation also covers some practical steps that financial planners can take in creating and managing a robust and complaint CRP approach for retirement clients against the backdrop of regulatory disturbance and Covid-19.

    Learning objectives:
    • Recognise the FCA’s concerns about retirement income advice
    • Develop an understanding of the relationship between the PROD rules, centralised investment propositions (CIP)s and centralised retirement propositions (CRP)s
    • Identify the various components and processes within a CRP
    • Understand how a CRP approach can deliver robust client planning
  • A New Era for Retirement Income Advice: Capacity for Loss and Spending Hierarchy Recorded: Oct 1 2020 31 mins
    Martin Lines, Business Development Director, Just
    In this session we will look at how you can help clients to put first things first when it comes to future spending patterns. There has been some debate around the importance of capacity for loss, particularly in retirement. But one thing is clear; when it comes to retirement dreams and aspirations, it is imperative to look at the ‘non-negotiable’ aspects of income needs at outset – and how these might change. Establishing this amount may not be too complex in many cases, but perhaps it’s simply more a common-sense approach of putting first things first. Here we will look at how you can help clients to take a realistic view of what their retirement needs are and we’ll be asking Rory Percival for some key points on how to look at this area objectively. We’ll then look at establishing a hierarchy of needs and the sort of questions to get us there.

    Learning Objectives:
    1. Recognise the importance of capacity for loss
    2. Understand how capacity for loss differs from attitude to risk
    3. Develop a process for establishing a spending hierarchy
    4. Understand the impact of behavioural biases in the early stages of advice
    5. Establish an objective approach to retirement planning
    6. Recognise the role of secure and flexible income
  • Innovation & Sustainability - Identifying market leading companies of the future Recorded: Oct 1 2020 62 mins
    Hamish Chamberlayne, Head of Global Sustainable Equity Portfolio Manager, Janus Henderson Investors
    Innovation is fast becoming synonymous with sustainable development objectives of companies. The speed of change is rapid, and we anticipate a decade of significant change,

    A number of dominant themes are already emerging; digitalisation, cleaner energy, electrification and hyper connectivity. Numerous companies are embracing these themes, enabling new ways of organising our economies and promoting greater efficiency and circularity.

    In this two-part series, Hamish Chamberlayne, Head of Global Sustainable Equity, and Tim Brown, Senior Product Specialist explore:

    • The key drivers leading rapid economic change and how companies are evolving to embrace this new dynamic
    • The importance of identifying companies that have a positive impact on society and the environment and avoiding those industries that pose significant transition risk
    • The relevance of integrating both traditional financial and ESG analysis into investment decision making and how it applies to the ‘Triple bottom-line’ approach
    • Why active investing, engagement, better investment outcomes and better Environmental & Social outcomes go together
    • How transparency and reporting are fundamental to monitoring results and outcomes


    Speaker bio:
    Hamish Chamberlayne is Head of Global Sustainable Equity at Janus Henderson Investors. He is also Portfolio Manager of the Janus Henderson Global Sustainable Equity and Institutional Global Responsible Managed strategies, a role he has had since 2012. Hamish joined Henderson in 2011 from Gartmore, where he was an equity analyst with the global equity team. Hamish graduated with a master’s degree in chemistry from New College, Oxford University. He holds the Chartered Financial Analyst designation and is a qualified accountant. He has 17 years of financial industry experience.
  • Innovation and Sustainability – The next decade of Economic Growth? Recorded: Sep 30 2020 50 mins
    Tim Brown, Senior Product Specialist, Janus Henderson Investors
    Innovation is fast becoming synonymous with sustainable development objectives of companies. The speed of change is rapid, and we anticipate a decade of significant change,

    A number of dominant themes are already emerging; digitalisation, cleaner energy, electrification and hyper connectivity. Numerous companies are embracing these themes, enabling new ways of organising our economies and promoting greater efficiency and circularity.

    In this two-part series, Hamish Chamberlayne, Head of Global Sustainable Equity, and Tim Brown, Senior Product Specialist explore:

    • The key drivers leading rapid economic change and how companies are evolving to embrace this new dynamic
    • The importance of identifying companies that have a positive impact on society and the environment and avoiding those industries that pose significant transition risk
    • The relevance of integrating both traditional financial and ESG analysis into investment decision making and how it applies to the ‘Triple bottom-line’ approach
    • Why active investing, engagement, better investment outcomes and better Environmental & Social outcomes go together
    • How transparency and reporting are fundamental to monitoring results and outcomes

    Speaker bio:
    Tim Brown is a Senior Product Specialist at Janus Henderson Investors, responsible for a number of Global and Thematic equity products. Prior to joining Janus Henderson in 2018, he spent 8 years at Vanguard Asset Management performing a number of roles. In his most recent role, he served as a Product Specialist covering a variety of active Global equity funds and was responsible for conducting investment reviews and finals pitches to a global investor audience. Tim earned a BSc degree (Hons) in Business from Royal Holloway University of London. He has 11 years of financial industry experience.
  • Painting a picture of the New Economic Order Recorded: Sep 30 2020 48 mins
    James Bird, Fidelity International
    Look back through history society undergoes a major sea-change once every 30-40 years. At Fidelity, we believe that we are at such an inflection point now - politically, socially and from an economic and technological perspective.

    The second half of 2020 is likely to be remembered as the start of a new economic order characterised by a world of increased government intervention with an increased onus on fiscal activism to reboot the global economy from Covid-19 induced recession.

    Within this dynamic, Asia will benefit from being “first in and first out” of the crisis and the theme of emerging Asian leadership looks set to accelerate.

    On the political front, we will also have to grapple with the end of the Brexit transition process - with potentially significant for implications for UK assets and an uncertain and highly charged US presidential election.

    Fidelity’s presentation will paint a picture of this new world outlining where opportunity has emerged as a result of dislocation and reveal how Covid-19 has accelerated several investable trends that were already underway before the pandemic.

    Learning objectives
    • Recognise the key structural trends that will set the global economy into a new economic order and what it means for you and your clients investments.
    • Gain an insight into the rise of Asian leadership and the acceleration of sustainable investing.
    • Understand the three long-term calls for the future
  • How to succeed without your inner critic - Part 2 of 2 Recorded: Sep 30 2020 35 mins
    Melissa Kidd, Motem Ltd
    Many of us have an inner voice that is telling us we’re not enough – be that clever enough, successful enough, attractive enough. For some of us, it is so familiar that we believe it’s part of our very fabric and we wouldn’t achieve anything without it.

    As such, we rely on it to motivate us and drive us forward but that creates a huge amount of pressure and stress, which can actually erode our capacity to perform at our best. Failure is terrifying because we take that to mean something bad about our sense of self - our identity.

    The thought-provoking sessions will introduce the idea that there are other ways to motivate yourself. This means you can enjoy your work more and can perform at an even higher level whilst reducing anxiety, stress and the risk of burnout.

    Learning objectives

    By the end of this session 2, participants will be able to:

    •Apply a number of different ways to work with it so that overtime you change your relationship with it
    •Recognise alternative helpful strategies to motivate yourself to perform at your peak
  • How Financial Coaching adds massive value to clients and practitioners Recorded: Sep 30 2020 62 mins
    Simonne Gnessen, Wise Monkey Financial Coaching and Catherine Morgan, The Money Panel
    60 minute webinar: An increasing number of financial advisers are developing their proposition to include Financial Coaching. Hear from two experienced Financial Coaches: Simonne Gnessen of Wise Monkey Financial Coaching and Catherine Morgan of The Money Panel about its transformational value.

    Discover how Financial Coaching can change lives by uncovering critical beliefs and issues, reduce anxiety by overcoming obstacles, and help the effective use of money in alignment with real goals.

    During this session you will:

    1. Understand how Financial Coaching differs from Financial Advice and how they complement each other.
    2. Understand the benefits of unregulated financial coaching and where the line with regulated advice sits.
    3. Look at how a different sort of conversation can uncover and help deal with client’s irrational behaviours, habitudes and biases.
    4. Identify the difference in skills between adviser and coach and recognise which works best, when.
  • Compelling Client Investment Propositions for all market conditions Recorded: Sep 24 2020 68 mins
    James Smith, Head of Adviser Services, Dynamic Planner
    Having a compelling Client Investment Proposition is even more important during these challenging and volatile times. Ensuring that a consistent definition of risk is utilized throughout the whole of your investment process will help avoid miscalibration and ensure consistent client outcomes. We will look at the regulatory requirements around ‘knowing your customer and assessing their needs’ along with identifying key principles which will make for engaging client reviews. The presentation will take in interviews with subject matter experts and industry practitioners who will pass on their practical experiences. The use of different mediums for delivery have also enabled advisers to re-assess risk whilst providing reassurance to clients during these uncertain times.

    The learning outcomes cover:
    • How having one definition of risk throughout your client investment planning process helps to avoid the dangers of miscalibration
    • Regulatory considerations and how to ensure the best client outcomes
    • Assessing the robustness of your asset allocation model and the importance of diversification
    • Using the Client Investment Review to provide reassurance whilst increasing engagement
    • How adopting different delivery methods ensures robustness within your Client Service Proposition
  • How to succeed without your inner critic - Part 1 of 2 Recorded: Sep 23 2020 31 mins
    Melissa Kidd, Motem Ltd
    Part 1 of 2
    Many of us have an inner voice that is telling us we’re not enough – be that clever enough, successful enough, attractive enough. For some of us, it is so familiar that we believe it’s part of our very fabric and we wouldn’t achieve anything without it.

    As such, we rely on it to motivate us and drive us forward but that creates a huge amount of pressure and stress, which can actually erode our capacity to perform at our best. Failure is terrifying because we take that to mean something bad about our sense of self - our identity.

    The thought-provoking sessions will introduce the idea that there are other ways to motivate yourself. This means you can enjoy your work more and can perform at an even higher level whilst reducing anxiety, stress and the risk of burnout.

    Learning objectives

    By the end of this session 1, participants will be able to:

    •Describe what an inner critic is
    •Recognise the three ways it manifests
    •Reflect on where it comes from and why we have it
  • How to create a Successful Merger Recorded: Sep 23 2020 61 mins
    Barry Horner, CEO, Paradigm Norton and Ruth Sturkey, Client Director, Paradigm Norton London
    Barry Horner, CEO, Paradigm Norton and Ruth Sturkey, Client Director, Paradigm Norton London and formerly of The Red House merged their firms in 2017. Here they look at what went well, what didn’t work so well, and the role culture plays in creating a successful outcome: getting ready to sell, looking to buy, agreeing the deal and what it’s like three years on.

    During this session you will:
    1. Discover how to identify a merger that works for your firm
    2. Learn how to communicate with your teams during the process
    3. Gain an understanding of how to manage client relationships.
    4. Become aware why culture really matters
  • A New Era for Retirement Income Advice: Part 1 – Advice Principles Recorded: Sep 22 2020 33 mins
    Martin Lines, Business Development Director, Just
    Part 1) Advice Principles - There is no doubt that retirement income has become a very hot topic recently. We have seen a huge amount of activity from the regulator. In this session we’ll be touching on many of the topical regulatory aspects including ‘Suitability2’ and the need for a consistent approach. We’ll be speaking to a number of experts on the key issues and what you can do to respond. But the message is loud and clear. As well as a good culture, firms need to show that there is a robust process in place for retirement advice. Ultimately, of course, the purpose is to introduce a process to produce good consumer outcomes.

    Learning Objectives:
    1. Discuss the main regulatory themes surrounding retirement income advice
    2. Understand the duties on firms and individuals
    3. Recognise the key risks to good outcomes for retiring clients
    4. Understand the need for a consistent advice process for clients in decumulation
    5. Recognise six key steps in designing a centralised retirement proposition
  • The Great Paraplanner Debate Recorded: Sep 18 2020 71 mins
    Caroline Stuart plus guests
    The panel will discuss a number of hot topics suggested by the paraplanning community.
  • Insurance Bond Taxation: You just see what tax band the slice is in, right...? Recorded: Sep 18 2020 66 mins
    Les Cameron, Head of Technical, Prudential
    Insurance bonds have, and continue, to play an essential part in financial planning. In recent years there have been several changes affecting the calculation of tax on any gains. We've seen changes ranging for the time apportionment changes back in 2013, the introduction of the personal savings allowance, and more recently, the "Silver case" resulting in the changes announced in the 2020 Spring Budget. Long gone are the days of checking how much of the slice was in the basic rate tax band to work out your top slicing relief.

    In this session we bring you bang up to date with how the taxation of insurance bond gains works with a focus on the calculation of top slicing relief, and show you how one of Prudential's flagship planning tools can help ease the pain of crunching those tax numbers.

    Learning outcome
    • Understand the taxation of insurance bonds for UK resident individual owners.
    • Understand how Prudential's tools and calculators can assist with tax calculations for bond gains.
  • Session 2 - Trust Planning and Business Relief Recorded: Sep 17 2020 63 mins
    Sam Jermy, Business Development Director, TIME Investments
    The second session will focus primarily on trust planning, starting with the legal concept, the fundamental trust structure as well as the tax regime itself.

    The session will then take a deep dive into number of trusts available to clients, and how the selection of these can be aligned to the clients needs.

    The session will conclude by looking at how trust planning can be combined with BR investments to provide optimal client outcomes. We will use a handful of case studies to demonstrate how this could be used with a variety of different clients.

    Learning Objectives:
    - Explain the legal concept behind trusts and why they are used
    - Understand the key terminology used when describing trusts
    - Appreciate how the selection of trust structures can be aligned to clients’ needs
    - Identify tax-efficient investment opportunities when working with IPDI Trusts
    - Identify the types of clients that could benefit from combining BR with Trust planning
  • Personal Finance Society Annual General Meeting 2020 Recorded: Sep 16 2020 30 mins
    PFS AGM
    Welcome to the first fully virtual Annual General Meeting of The Personal Finance Society. The live broadcast will commence here at 2pm (BST) on Wednesday 16 September 2020.
  • Annual allowance – who’s afraid of the big bad tax charge Recorded: Sep 16 2020 63 mins
    Fiona Hanrahan, Pensions Development and Technical Manager, Royal London
    This presentation starts by covering off some technical aspects of the AA such as how it interacts with tax relief, carry forward, the taper and the MPAA. The options for paying any AA tax charge as discussed also.

    Staying in a scheme and paying the AA tax charge is considered versus opting out of the scheme. Our policy paper discusses more examples.
    Regulatory points around the clients’ best interests and opting out are also discussed.

    Learning Objectives - At the end of this session you will have an understanding of:
    • how the annual, money purchase, and tapered allowances work
    • the operation and advantages of “scheme pays”
    • how to calculate whether an opt-out is suitable
    • other factors impacting suitability
    • regulatory requirements
  • How to create a Financial Planning business that outlasts you Recorded: Sep 16 2020 60 mins
    Chris Budd, The Eternal Business Consultancy
    You have created a profitable business. You are proud of your employees, and you consider many of your clients as friends. How can you sell and still see the business continue so that you, your employees and your clients benefit from the legacy you leave behind?

    Learning objectives

    During this session you will learn about:

    •The exit options available to you
    •The Employee Ownership Trust
    •The four areas of a business to focus on in order to leave a legacy
    •How to truly empower employees
    •How to develop a leadership model
The professional body for the global financial planning profession
We are the professional body for the financial planning profession in the UK. Our remit is to lead the financial planning community towards higher levels of professionalism exhibited through technical knowledge, client service and ethical practice.

We are part of the Chartered Insurance Institute group and aligned with its Royal Charter that requires we secure and justify the confidence of the public.

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  • Title: Make your communication stick
  • Live at: Apr 17 2020 1:00 pm
  • Presented by: Melissa Kidd, Motem Ltd
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