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Tuesday September 19, 2023
7:45 AM Sharp – 8:00 AM
Opening Remarks – Mr. Mike Englert, BA,
8:00 AM – 9:00 AM
Mastering the Art of Building Your Business.
Presented by Raymond Young - Sponsored by LMI
What will the
advisor learn from this presentation?
This presentation will address the
issues of practice management and building business
development skills by providing proven ideas on how
the advisor can build their business operation
through bringing on good advisors and at the same
time enjoying the iincreased income this would
The financial industry is changing on an ongoing
basis. Is your financial services business changing
According to Deloitte, Over the
past two years, the financial services industry has
demonstrated its ability to successfully navigate
unprecedented levels of uncertainty. From insurance
to investment management, financial services
organizations across the globe faced the pandemic
with remarkable resilience and adaptivity, helping
people, organizations, and governments get back on
The past 3 years have seen
advisors who were thinking about retirement in 5
years, now retire fully due to the situation, or
begin their succession planning earlier than
Financial services companies,
MGA operations etc., were bought and sold. Maybe
some of your advisors just decided that this was not
the profession for them, or just decided to leave.
You might be looking for larger corporate
profit margins, and at your current capacity, you
are unable to reach your goals due to various
As a result of these and other
circumstances, how are you going to replace the
advisors you lost or bring on new advisors who have
the same vision as you?
services business can be poised and ready to move
forward by bringing on the right individuals.
During this presentation, Raymond will provide
an all-encompassing overview of mastering the art of
effective business building through the hiring of
Raymond will also cover
the following when looking for the right advisors
for your firm:
* How do you
effectively explain the industry to the “new
* How to improve your corporate branding
* What are the licensing requirements?
* What are
the regulatory and due diligence requirements?
How do you effectively manage lead lists?
do you manage Do Not Call lists?
marketing strategies that work
* How to expand
your sourcing strategies by using social media etc.
* How do you master the art of referrals?
finally, providing mentorship and continuing
training and education so that the new advisor
Introducing Raymond Young
Raymond Young has been an entrepreneur his
entire life. Starting out as one of the youngest
concert promoters in Canada at the age of 16, a
multi-location gas station owner by the age of 25,
and a record-breaking insurance broker by his early
30s, where he successfully grew his sales &
marketing agency to 450 licensed representatives,
becoming the #1 agency in all of Canada within his
organization. During his seventeen-year career
period he also became a professional life coach and
success mentor to his organization.
passion for leadership and mentorship, Raymond
stepped away from financial services to create an
outlet whereby he could reach out to more people
than just those interested in improving their
financial situation. As a result, Raymond launched
his own company, We R Leadership & Consulting
International; a company with a vision to inspire,
enhance and provide tools for effective change and
growth of individuals and organizations around the
world; to significantly increase their performance
With Raymond’s passion for
helping others, creative problem solving and
mentorship skills, he knew he could help
entrepreneurs grow and improve their business from
any industry, and as a result he started Lifestyles
Management Inc, business solutions specialists in
2018. Raymond’s natural leadership skills and
ability to connect with people, as well as extensive
entrepreneurial and financial services experience
naturally led to the creation of LMI Financial
Group, with a new, younger team of financial service
professionals ready to make waves in the industry.
Raymond credits his success to learning how
to keep moving when life stops. His father played a
huge role in his success thinking; he held on to
something his father said at a very young age:
"things don't happen, people make things
happen", hence a forty-year career as an
entrepreneur. Raymond's unique edge as a coach
is his authentic nature, and always speaking from
the heart, never scripted. His transparency allows
individuals to relate & know that it is possible
for them too to create similar successes in their
lives. Raymond has always walked the talk, never
preaching about something he hasn't already
experienced. His passion is mentoring and helping
others to find their own path to success.
Mr. Raymond Young
9:00 AM - 10:00 AM
Retirement Planning - Diversify Your
Approach to Maximize Results. Presented
by Ayal Alalouf & Zainab Sheikh - Sponsored by
Canada Protection Plan, A Foresters Financial
What will the advisor learn from this
presentation provides strategies advisors can use to
help their clients diversify their retirement
savings plan with life insurance. Current trends and
challenges in planning for retirement are reviewed.
Additionally, this presentation will provide
the advisor further knowledge that will help them
with their retirement, estate, financial and living
benefit planning systems that they currently use
with their clients and prospects.
Life insurance is
positioned as a complement to other saving vehicles
such as Registered Pension plans, Registered
Retirement Savings Plans, Private Pension Plans, and
Tax-Free Savings Accounts. The tax advantages of
this diversified approach are detailed.
presentation will also show how critical illness
insurance can help protect retirement savings from
the financial impacts of a serious illness. A case
study will be used to highlight key sales
And finally, Ayal will review
the complimentary member benefits your clients will
get just by owing a policy ($10,000 in scholarships
for children & grandchildren, $10,000 in grants to
help your community, free will & power of attorney
documents, free online courses, and more!)
Ayal got his start
in the insurance industry in 2004 with Freedom 55
Financial. Over his 1st three years, he assisted
250 families with their insurance & investment
He moved on to Canada Protection
Plan in 2006 Managing their Call Centre, then in
2012 became a Regional Vice President for Ontario
helping advisors & MGAs with securing coverage for
In 2022, Ayal now supports 3
Ontario RVPs in his role of VP of Sales in Ontario
and supports advisors & MGAs with both CPP &
Foresters product shelves.
sports, loves spending time with his university aged
twin girls, and is always up for a poker game.
Zainab is the
Regional Vice President for Ontario at Canada
Protection Plan, a Foresters Financial Company.
With over 15 years of experience in the
financial services industry, Zainab provides
strategies, solutions, coaches advisors, and
collaborates with MGA partners to our one common
goal - achieving success! Zainab is passionate
about her community and giving back, which is why
she loves the complimentary member benefits the
company provides to all policyholders.
Mr. Ayal Alalouf
10:00 AM - 11:00 AM
The NEW conversation about Money, Wealth and
Worth. Presented by Richard Dolan -
Sponsored by The Institute of Financial Life
What will the
advisor learn from this presentation?
This presentation is designed to provide
the advisor with an in-depth financial and estate
planning perspective. The advisor will walk away
from this presentation realizing that there is more
to the planning process than just paper and ink.
Business development skills and enhanced client
relationships are guaranteed to increase! When this
happens, it becomes a win/win for both the advisor
and the client.
designed a new conversational context that will
shaky and powerfully serve financial professionals
and investors seeking to secure their financial life
and legacies." - FORBES
Given the nature of
intergenerational wealth transferences along with
the cross pollination of multigenerational thinking
when planning and strategizing for long term wealth
protection and performance; a new conversation is
emerging. One that crosses new values, new views and
a new vision for family wealth over time.
Dolan has been researching areas such as behavioral
finance, happiness economics and investor resilience
to develop his own Urban Financial Life Philosophy
that lives at the core of new theories,
applications, education and conversations that will
empower, embolden and engage clients in a far more
meaningful and impactful way.
Attendees will learn
1. The NEW Urban
Financial Life Philosophy;
2. The NEW tools for
3. The NEW
opportunities that emerge through the shift in
4. The expanded realm of
revenues and referrals that can be generated as a
result of implementing this proven approach and
Introducing Richard Dolan,
Author of The Financial Life Professional Program
Richard Dolan is a 30-year
veteran within the wealth management realm.
From building significant books of business
personally, to playing various and vital roles with
manufacturers attracting more than a billion dollars
in assets under management; Richard possesses a rich
and successful history among financial planners,
investment advisors and private wealth managers as a
business coach, advisor, and educator.
is the author of publications about money, wealth
and worth - leveraging his background in research
areas such as behavioural finance, happiness
economics, and investor resilience. He designed and
delivered academia at the Executive Development
division for Schulich School of Business (York
University) having designed, authored, and led two
certificate programs on Wealth Management and
Marketing Wealth Management Services.
worked with global banking brands such ING,
ScotiaBank, HSBC and Societe Generalé. As well as
iconic consumer brands such as Pagani Automobili,
BMW, Bentley Motors, Chanel, GQ Magazine, Dragons’
Den, Rémy Martin, and Virginia Black Whiskey to name
He resides in Toronto. For more
information on Richard please visit his website
Mr. Richard Dolan
As A Retirement Strategy And Introduction To The
Shared Ownership Concept. Presented by
John Thanos, Living Benefits Sales Director -
Sponsored by iA Financial Group (Living Benefits
What will the
advisor learn from this presentation?
Being diagnosed with a critical illness at
any time, but especially during retirement, could
have a serious impact on clients’ retirement savings
and income plans.
In this presentation, the
advisor will learn that individuals, as well as
business owners must, to the best of their ability,
constantly identify and control risk factors which
may threaten the success of the individual’s
lifestyle or their businesses future.
will learn that shared ownership of critical illness
insurance can be a sound business strategy!
presentation will provide the answer to the
question, “Can Critical Illness insurance be part of
a retirement financial plan?”
provide some insight as he addresses the following:
* Why Critical Illness?
Illness as Retirement Insurance:
* The Stats
Support the Need for CI
* The Emotional Cost Of
* Why do Advisors Not sell Living
* Re-framing Critical Illness
Discussion: Retirement Insurance
* Case Study
An introduction to the use of a shared ownership
option of owning the CI policy.
illustrate that shared ownership using critical
illness insurance allows a business to protect
itself against financial hardship should a key
employee be diagnosed with and survive a covered
Thanos, Living Benefits Sales
Director - Sponsored by iA Financial Group (Living
John Thanos is the Living
Benefits Sales Director for iA. He works closely
with advisors and brokers across Ontario to help
implement and promote Living Benefits as an integral
component of a well-rounded financial plan.
John began his career in the financial services
industry over 20 years ago and joined iA in 2015. He
is an excellent source of information regarding iA’s
Living benefits products and services. His
experience offering sales and marketing ideas have
helped brokers expand their book of business and
increase personal production. His goal is to offer
simple and effective insurance solutions to help
Canadians prepare for their future and to be
protected against the uncertainties of life.
John has successfully completed his IFIC Mutual
Funds course, the OTL Insurance agents license, the
LLQP and is currently working on his Certified
Health Specialist (CHS) designation. John enjoys
sports, travelling abroad, going to the cottage and
has a unique hobby in producing holiday pyrotechnics
shows for friends and family.
Mr. John Thanos
12:00 PM -
Insurance Business and You! If I knew then, what
I know now! Presented by Don Xavier
- Sponsored by Don Xavier Academy
the advisor learn from this presentation?
This presentation will help the
advisor build their business through the use
of increased practice management, business
development, and managerial skills.
will be in a much better position to provide the
many products, solutions and services that they
are licensed to sell.
The bottom line of
this presentation is for the advisor to solve the
prospect and clients’ problems by implementing
the insurance protection they need for
themselves, their families and for any
businesses they might own.
The two most
important days in a life insurance career are:
1. The day you get licensed and
The day you discover your true purpose.
We can learn from the mistakes of others, so it
follows that we can certainly learn from the
successes of others as well.
financial advisors, we all must discover our
purpose. This is to focus your energy on helping
individuals, families, and business owners
achieve peace of mind and security through
holistic financial and estate planning.
Ask yourself this question. Are you already
motivated and need some great time-tested ideas
to put into motion? Or are you looking for that
one great idea that could potentially change
your life and your business?
answer be yes, then this high-energy
presentation by Don Xavier is for you!
Think about this… Your life insurance license
is much more than just a piece of paper. Your
life insurance license is a way that you will
print money for your clients and at the same
time reap the financial rewards when you do the
right job for the clients.
Don has been
blessed to work with some of the very best
advisors and sales professionals in many parts
of the world for the past 36 years, sharing how
to alter their conditioning and change their
habitual way of thinking and behaving to achieve
their very best in life and business.
Don’s objective is to educate people by
utilizing his personal experiences, and
successes with strategies and ideas for
permanent, positive, lasting change.
His super-awesome attitude is to transfer
concepts, enthusiasm, and positive energy and
influence on as many people as possible today,
so that they implement the insurance protection
they need for themselves, their families and for
any businesses they might own. When this
happens, they become clients, and without
clients, you do not have a future in the life
Don will cover the
following things that are necessary to succeed
and build a strong insurance business:
Be accountable for your time and avoid
* Be ethical and compliant
in all that you do.
* Ownership of your
business from day one
* Continue training,
get new ideas and concepts, and use mentors to
help you get the success that you deserve.
Systems and standard business process that is
- reliable, duplicatable, scalable, and a
consistent way to bring new potential customers
into your business daily.
* Opportunity to
grow by building - become a business owner if
* Professional and motivating
environment to conduct business.
your business to position it for your ultimate
succession planning opportunity when you decide
mind that not all the above will work with all
financial advisors, so use the ideas that will
work for you and your business.
treat your business like a business! Work harder
than you would at a job and acquire focused
relevant education, such as compliance, new
ideas, strategies, products, technology,
features, benefits, contractual commissions, and
If you’ve been in the business
for a few years or should you be just starting
in the life insurance and investment industry,
you’ve made a good choice.
Don Xavier Author | Speaker |
Sales Content Creator | Advisor | CEO at VFG
Financial Group & Don Xavier Academy
began his career in the financial services
industry in 1987 with Mutual of Omaha as an
agent knocking on doors. Since then, he has held
many progressive positions such as District
Manager, General Manager, Vice President of
Training & Development, and President & CEO,
followed by building two successful MGAs with
over 700 contracted advisors and owning a Mutual
Fund Branch. He has written 3 Canadian
best-selling self-help books:
Motivational Cycles to Successful Selling
Unleash the Magnet in You
* Liberta o Seu
Magnetismo Interior (Portuguese)
Remove Your Success Blockers
authored the Inspirational Sales Management
Mastery Program titled, Boost the Value of Your
His ideas, principles,
techniques, and real-life examples are
inspirational and can be implemented by anyone,
in any industry, immediately.
He aims to
help people alter their conditioning and change
their habitual ways of thinking and behaving to
achieve more success in life and business.
Since 1999 Don has spoken to thousands of
people and business professionals in many
countries including, across Canada, the USA, the
Caribbean, Europe, Africa, and the Cabo Verde
Don’s clients include TED Talk,
Triple 7 Real Estate, Cabo International
Partners, Pro- Seminars, Advocis, Industry
Events, MGAs, AGAs, Mutual Fund Dealers,
Insurance Companies, Schools, MLMs, the General
Public, Governments, Rotary Clubs, Churches, and
Company sales professionals.
every engagement, in-person or online, into a
compelling learning experience. Daily, he
strives to transfer enthusiasm, and positive
energy to positively influences as many people
He lives by the saying
“Begin every day with Determination and
end every day with Satisfaction”!
For Don’s areas of expertise, please visit
He will customize the right program to thrill
and delight your people.
Call Don today
at 416.562.9780 and talk about how he can help
your people create breakthroughs together. He
looks forward to your conversation.
1:00 PM -
SCAN Out and Adjourn
203-4438 Ontario Street,
Beamsville, ON L3J 0A4
Toll Free Phone 877 524-7121 Toll Free Fax - 866 277-4511
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