Turning the Page: Recent Episodes

Investment Planning Counsel

“If I have seen further, it is by standing upon the shoulders of giants” – Sir Isaac Newton When Chris Reynolds co-founded Investment Planning Counsel in 1996, he set out on a mission to help entrepreneurial financial advisors build better businesses. Since then, he’s remained steadfast in this mission. Chris believes that at the heart of any great business is remarkable client experience: how you meet the needs of your clientele, how you evolve with them as they change and, ultimately, how you leave your clients feeling about you after every single interaction they’ve had with you and your business. A life-long learner, Chris is always learning from the best of the best – from within our industry and from outside. In his podcast, Turning the Page, Chris will bring you the stories, the lessons, and the winning ideas from the people who have made it and from those who are reshaping the future of financial advice – the visionaries, the leaders and the financial advisors who have walked the path to success. Join him for these conversations, – where he covers a gamut of topics from client experience, business building, fintech, succession planning and inspiring change – and go behind the scenes on the journey to success. In each episode, Chris and his guests will leave you with one idea that you can put into action immediately to take your business to its next level. Let’s turn the page on building a better business.

2022 will go down as quite a year, but in the madness of it all, there is opportunity to make 2023 an amazing year!

2022 will go down as quite the year. It truly was a year to remember. IPC Executive Chair Chirs Reynolds believes that most advisors would agree this year we earned our money. Advisors had to deal with inflation, down markets, consumer handholding, increasing interest rates and even more competition.

It’s been a tough year for sure. But as the proverb says “Crises equals opportunity.”

As we wrap up 2022, we also start to look ahead to 2023. Chris believes there are some great opportunities you can take going into the new year. In this episode of the podcast, he shares some of the lessons he’s learned from the podcast this year and where you can find opportunities in the new year.

Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? He’d love to have a virtual coffee with you and chat about what you want to accomplish in your business and life in the new year. You can set up a virtual coffee here: https://aspect.ipcc.ca/turning-the-page-podcast#grabcoffeewithchris

Be sure to subscribe to Turning the Page on Apple, Spotify or whatever podcast app you use! If you found the information helpful, be sure to share it with another financial advisor who could use these words of wisdom!

Want to accomplish really big goals that help you achieve what you truly want in your life? Have a quest because every hero needs a quest.

Chris was watching the Netflix series “Sandman.” In the show, the Sandman sets off on a quest to achieve his goal of reclaiming his lost powers. In one episode, after overcoming all obstacles, he’s sad because he has nothing to do. The Sandman says “I don’t have a quest.”

This made Chris realize that every person needs a quest. Everyone needs a reason to get up every morning and be passionate about what they do.

What is a quest? It’s something that currently seems insurmountable. Something that will take all of your passion to achieve it. A goal that is bigger than yourself.

In this episode, learn how to set your OWN quest.

Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? Set up a virtual coffee to chat at https://aspect.ipcc.ca/turning-the-page-podcast

If you and your clients want to protect your family in “the ultimate moment of truth,” life insurance is one of the important foundations to have in a client’s solid financial plan.

When Chris was an advisor, he used to say to his clients “Do you know what the mortality rate here in Toronto is? It’s a fascinating statistic. It’s one death per person, per lifetime. Everybody gets a turn, but what we don’t know is when.”

Financial advisors can struggle with helping their clients utilize life insurance policies as a tool to protect their assets and those they love. Why is that? Today, Chris brings on Jim Ruta who will passionately share with you why these tools are so important and what you can do to educate yourself and your clients in how they can be a huge tool in their financial plan.

WHO IS JIM RUTA?

Jim Ruta wrote over 100 lives in his first year as a life insurance agent at age 22. He entered management at 24 and was executive manager of Canada’s largest life insurance agencies with 250 agents by age 40.

Jim started Advisorcraft in 1999 making the firm one of the most established insurance advisor coaching companies in Canada. His goal was to pass along the lifetime of advice, education and inspiration he got himself throughout his career.

Today, Jim coaches a roster of agents ranging from MDRT aspirants to Top of the Table qualifiers – including industry ICON, Van Mueller. Jim is a “Tactical Coach” – helping agents clarify their thinking on what to do next to maximize their performance.

He produces a weekly coaching video on Facebook Live @JimRutaTV to give advisors a fast start to the week. He’s written and recorded the Advisorcraft Online monthly subscriber coaching program since 2009.

Jim’s mission is to preserve, promote, and propel the life insurance advisor business. And boy is he passionate about it!

Jim and his team offer some great tools to help you learn more about the risk management side of the business. You can find them at http://advisorcraft.com

Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? Set up a virtual coffee to chat at https://aspect.ipcc.ca/turning-the-page-podcast

Financial advisors know this might be a scary time for investors. The way to win right now is through communication and reminding them of the basics.

It’s no secret: Investors have nowhere to hide right now. Bonds have had their worst showing going back to the second world war. Volatility in the market. Continuing volatility in the price of oil. Inflation has not ticked lower. The housing market has pulled back.

How do financial advisors talk to their clients about these turbulent times?

Joining Chris to share some insights and reminders to share your clients is a well known figure you see all over the TV, Pattie Lovett-Reid!

Pattie Lovett-Reid is a highly respected Canadian financial guru. As CTV News’ former Chief Financial Commentator, Pattie is well experienced in coaching viewers on how to save money, stretch their income, and get the biggest bang for their hard-earned bucks. Pattie joined CTV News after a very successful career with TD Waterhouse Canada Inc., where she served as Senior Vice-President. Lovett-Reid is a Certified Financial Planner and co-author of several national bestselling books.

In this episode, Patti shares a few investment mistakes that investors make. You probably know many of these, but it’s a nice reminder and some great knowledge you can share with your clients in conversations right now.

Follow Patti on Instgram at https://www.instagram.com/pattie_lovettreid

Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? Set up a virtual coffee to chat at https://aspect.ipcc.ca/turning-the-page-podcast

Gary Mottershead is a successful entrepreneur in his own right. Since he embraced his role as a coach with Strategic Coach, he has supported 3,000+ entrepreneurs, including financial advisors, recognize their potential and opportunity as individuals and business owners.

Chris and Gary first met as partners at Strategic Coach when they took the program themselves. On this episode, they breakdown:

📝What they’ve each gained by having a coach themselves and why coaching is an investment, not a cost.📝 Why entrepreneurs can benefit from coaching feven if they are already successful 📝 The distinction between coaching and consulting📝 Why the true value of a financial advisor goes far beyond helping clients make an investment returns

Listen in for a taste of what you stand to gain when you work with a coach.

If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn, subscribe to the show, and leave us a rating.

IPC Advisor, Mike Waller talks to Chris about technology as a catalyst for growth in financial advisory businesses. A few years ago, Mike moved his business onto ‘IPC One’ - a technology-enabled wealth management platform that has allowed him to increase his operational efficiency and client service standards, lower costs for his business and his clients and increase the number of clients he can serve effectively.

Mike and Chris discuss:

📝Why he became a Portfolio Manager-Advisor and transitioned to IPC One📝How technology has allowed him to increase productivity and deliver greater value to clients📝How the platform allows him to do what he loves most📝The results and impact of this transition on his business and his clients

Tune in for the full discussion.

If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn, subscribe to the show, and leave us a rating.

This week Chris sits down with Diane Groves, a successful financial advisor who retired just as Covid-19 was becoming a household name across Canada and the world. Diane and Chris discuss what it takes to build a strong business, groom a successor, and prepare to transition a business. Diane shares how and why she took a deeply hands-on approach to choosing and preparing her successor and why part of this journey involved preparing clients for her eventual exit and retirement.

Diane and Chris connect on:

📝 Diane’s trailblazing career as a financial advisor📝 How to choose a successor and ensure your team, successor, and clients are all very well prepared for the change📝 Why succession plans must continuously be evaluated and adjusted, both for yourself and your successor

As a veteran advisor, Diane also shares her wisdom and approach to building strong client relationships; how to manage a client’s fears and why making each client feel like they are your only client is a winning approach to growing your business.

There’s a lot to glean from this episode regardless of where you are in the growth and succession plans for your business.

If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn , subscribe to the show, and leave us a rating.

This week Chris joins industry leader, Barry McInerney, Mackenzie Investments’ recently retired CEO in conversation. With over 30 years in the industry, Barry has seen the trends that have shaped the evolution of the asset management industry on both sides of our border. Chris and Barry look back on how the industry has changed so far, where it’s going, and what the future looks like for financial advice.

Episode highlights:

📝 Demographic shifts and its impact on the business of financial advice/📝The democratization of private markets, the most significant investment trend, and what it means for individual investor portfolios.📝 China and its impact on asset management📝 Lessons in leadership and the importance of good communications.

If you’re enjoying the show or have feedback, share your comments with Chris on LinkedIn, subscribe to the show, and leave us a rating.

Dennis Moseley-Williams is a certified Experience Economy Specialist - and only one of two in the financial services field. A sought-after keynote speaker, and author of Serious Shift: How Experience Staging Can Save Your Practice, Dennis joins Chris to discuss why selling investments and advice is not enough to guarantee success as a financial advisor. The key, he argues, lies in staging experiences when you interact with clients. Dennis shares standout examples and explains how you too can stage memorable experiences that can lead to better business outcomes.

Listen in to learn::

📝 The difference between client experience and client service and what this distinction means for your business.

📝 Why you should begin every interaction with a desired ‘emotional outcome’.

📝 How technology is influencing the client experience

Chris challenges advisors to think about how they are creating exceptional client experiences by asking themselves what they would do differently if they were charging admission

Enjoying the show? Share your comments with Chris on LinkedIn (https://www.linkedin.com/in/chrisreynoldsipc/), subscribe and leave us a rating.

Turn on the news. Take a look on social media. When it comes to the financial world, so much of what you see is doom and gloom. So many people are worried and concerned about their finances, their livelihood.

This is what your clients are seeing and hearing around them.

As we enter a shifting market, there are so many conversations advisors are having with their very nervous clients.

When markets are going well, it can be an easy business. When markets are down, this is when you step up as a financial advisor. This is when you show your worth, build trust with your clients, enhance your relationship with them and set up your business for the future. This is when you can shine and show your value.

So how do you handle these tough conversations with your clients? How do you help your clients through these potentially challenging times? How do you find the opportunities in this market?

This week, Chris has a very candid conversation with someone who has been through downturn markets before and knows how to handle them: Dan Nolan. Dan has been a professional financial advisor in Ottawa since 1992 and and helped his clients through tough market cycles more than once. In the podcast, Dan says“It’s just another time of when markets are lower. Markets rise long term 80% of the time. It’s just another bout of market anxiety we’re going thorugh right now.” He’s here to share his knowledge and show you how you can use this opportunity to build real trust with your clients.

Dan holds the certified financial planners designation, the certified investment managers designation and is a fellow of the canadian securities institute. During his free time, Dan enjoys golf, playing hockey and spending time with his wife and three children. Dan is also kept busy by attending numerous charity events throughout the year and volunteering as a head coach for his son’s minor hockey team.

Dan got into it because he found investments a fascinating business. Back when he started, his father-in-law to-be was an investment advisor.and Danneeded something to do when he came out of universityHe joined his father-in-law and learned from him. After all these years, he’s stayed not because it’s an investment business, but because it’s a PEOPLE business! That’s what he finds so rewarding and fun.

In this episode, Chris and Dan discuss…

Why your clients are worried right now and how the impact of the financial markets can take a toll on their financial situation. Yet, it’s not the overall markets they’re worried about. It’s their own situation. How can financial advisors help their clients understand and this relationship and not fear the downturns.
How it’s important to always go back to a client’s financial plan and show them what their ultimate goal is.
How to handle objections from clients such as “But it’s different this time…”
How you can turn this moment into a real opportunity to build relationships and to set up your business for the long term.
The type of conversations you should be having with clients to help them find the opportunities around them, no matter what type of market we’re in.
The importance of building not only a business relationship with clients but a personal relationship as well.
Advice Dan has received over the years that he would pass onto younger advisors.
How the more value you create for others, the more value you create for your business.
Dan’s most memorable client and why. Spoiler alert: it wasn’t about the money.

You can learn more about Dan and his team at https://investmentplanningcounsel.ca/deep-river

Would you like to have a chat with Chris? Have a question for him? Would you like to pick his brain? Set up a virtual coffee to chat here!

Chris sits down with Mitch Anthony, creator of innovative discovery approaches for the advisor community for more than two decades. Mitch has been credited with creating “Financial Life Planning” (2001), “Return on Life” (2005), and most recently, “Life-Centered Planning” (2017). A prolific author, Mitch’s seminal books include StorySelling for Financial Advisors, The New Retirementality, and Your Clients for Life.

He founded ROLAdvisor, a coaching community that helps financial advisory practices transform into Life-Centered Planning firms, and the Retirement Coaching Program, a program that equips advisors with the skills to help clients navigate modern retirement.

Together, Mitch and Chris dig into:

📝 Why stories are a powerful instrument when engaging clients and the importance of story-gathering over story-telling

📝 The importance of Return On Life over Return on Investment

📝 The questions that all advisors should be asking their clients

📝 The power of curiosity in creating strong relationships

As ever, Chris opens up his rapid round of questions, where Mitch shares what loves most about his job, his most memorable moment with a client, and what he wants to be remembered for.

Join Chris Reynolds and Mitch Anthony in turning the page on building a better business.

If you enjoy this episode, please drop us a 5-star rating. Thank you!

Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds sits down with Advisors Jason Simpson and Stephanie Power to chat about all things succession planning. Both Jason and Stephanie have gone through a transition of business with their parents and have plenty of lived experience, insights, and advice to offer.

In this episode Stephanie, Jason and Chris connect on:

📝 The what and why that motivated Jason and Stephanie to succeed their parents’ businesses📝 Their unique take on bringing added value to the business - by doing things differently from their families - while keeping the legacy alive📝 How to keep a business working in a transition so your clients don’t feel the change📝 What NOT to do in a business transition!

Chris rounds out the interview asking Jason and Stephanie about what they would consider their most meaningful interaction with a client, and how they want to be remembered in the industry.

This, and so much more in this episode. If you like what you’re hearing on this podcast, please drop us a 5-star rating. Thank you!

Kevin Nichols, author of ‘The Indispensable LinkedIn Sales Guide for Financial Advisors’, talks about the power of social media in client engagement and how financial advisors can use it to effectively nurture existing client relationships and attract new clients. Kevin is the COO of The Oechsli Institute and hosts his own podcast ‘The Stephen and Kevin Show’.

Kevin and Chris dig into:

📝 Why advisors are hesitant to use social media and what they can do get involved.📝 What is cornerstone content and why is it important in business?📝 Why LinkedIn is an invaluable resource for financial advisors.📝 What social media action items advisors can implement on their own and what really should be outsourced for optimum professionalism for your brand.

As ever, Chris dives into a rapid fire set of questions with Kevin to uncover what he loves most about his job, his most memorable moment with a client, and what he wants to be remembered for.

Join Chris Reynolds and Kevin Nichols in ‘Turning the Page… on building a better business’.

If you enjoy this episode, please drop us a 5-star rating. Thank you!

Chris shares his 3 foundational principles for success.

“Don't abuse your own time”: Time is by far our most critical asset. It is finite. We're only given so long on this planet, and we have to be able to create value for other people within that time. Chris offers examples of how to create that value within this episode.
“Don't abuse other people's time”: Chris digs into examples including one simple one about the value of not being late. “Somebody who is continually late is telling you their time is worth more than your time.”
“Be a person people can count on”: In a world full of people who say they're going to do something, but don't, Chris encourages us to to focus on being committed. To be someone who can be relied on.Join Chris Reynolds in Turning the Page… on building a better business, in a personal and inspiring episode on our podcast.

If you like what you’re hearing, please drop us a 5-star rating. Thank you!

Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds talks about a crucial subject to any independent financial advisor: succession planning. Joining him is one of the experts in the marketplace, Bill Black, who has built an incredibly successful advisory business of his own. Bill has bought, integrated, and exited businesses across multiple locations in Canada and now advises other business owners of preparing for their own business succession and exit planning.

In the episode, Bill and Chris dig into:

How growth through acquisition was a strong catalyst for Bill in his business
Why a succession plan is never set in stone - and you may nurture your successor and still be able to pivot or change your succession strategy
Why a good checklist that gets your business ready for succession needs to be focussed (Bill shares his framework in the episode)
The importance of putting repeatable systems in place so that it will be easy for your business to go from generation to generation with its legacy preserved

Chris rounds out the interview asking Bill about his main passion and what makes him wake up each day, the most impactful conversation that he’s ever had with a client, and how Bill wants to be remembered in the industry.

Listen to Turning the Page… on building a better business!

If you like what you’re hearing, please drop us a 5-star rating. Thank you!

Today on ‘Turning the Page… on building a better business’, our host Chris Reynolds sits down with well-respected industry veteran and seasoned financial executive James O´Sullivan. James is the President and Chief Executive Officer of IGM Financial Inc.

James holds joint Juris Doctor and Master of Business Administration degrees from Osgoode Hall Law School and Schulich School of Business at York University as well as a Specialized Honours Bachelor of Arts degree in Mathematics from York University.

In this episode, James and Chris dig into:

Why people who work with advisors do better financially than the people who don’t.
How technology allows us to have better communication with clients.
How advisors can plan for succession in a way that works for them and works for their clients.
And finally, Chris dives into a round of questions with James! What James loves doing, what he would like to be remembered for, and what he considers the best advice he’s ever received in his career.

Listen to the podcast for the full interview that covers those key points and a lot more. Join Chris Reynolds and James O´Sullivan in Turning the Page… on building a better business.

Today on ‘Turning the Page… on building a better business’, Chris Reynolds sits down with independent financial advisor and business owner, Jason Pereira. Jason is a recognized writer, commentator, speaker, podcaster, teacher, and expert in the areas of financial planning, practice management and fintech.

Jason is quickly emerging as one of the top financial planners in Canada through his use of technology in wealth management for leverage and efficiency in the growth of his business. Jason is also the host of two podcasts The FinTech Impact and The Financial Planning for the Canadian Business Owners.

In this episode, Jasonand Chris dig into:

Why the financial plan must be the first thing every advisor starts with
How the use of technology solutions can give independent advisors way more leverage and scalability to drive operational efficiencies and growth
Current trends in the industry - both in the US and Canada - and what financial advisors can expect to see in the Canadian marketplace
And finally, Chris dives into a round of questions about what Jason loves most about his job, his one most memorable client, and what Jason would like to be remembered for.

Listen to the podcast for the full interview.

Join Chris Reynolds and Jason Pereira in Turning the Page… on building a better business.

In this episode, Chris Reynolds talks about something fundamental to any business: defining your ‘Why’. It’s the surprising factor that unifies many successful entrepreneurs, no matter what their definitions of success is.

Chris digs into:

✅ How your ‘Why’ extends to building your entrepreneurial advisor business

✅ How do you come up with your ‘Why’?

✅ Can your ‘Why’ change over time?

✅ Five questions to identify and articulate your ‘Why’

✅ Chris’ recommended reading list on the subject

Listen to the full episode for more.

Join Chris Reynolds in ‘Turning the Page… on building a better business’.

Today on ‘Turning the page… on building a better business’ Chris sits down with Thie Convery, Wealth Advisor at Convery Wealth with IPC Securities Corporation.

For over 30 years, Thie has built a formidable advisory business - growing over time to serve a niche audience with niche strategies. Through planning and advice, she helps her clients to actively live, enjoy and experience life.

Thie is also the author of Wealth Solutions for Life®,– The 7 Questions You Must Ask Before You Hire a Financial Advisor and a co-author of Success Today: Common Sense but Uncommon Knowledge from Today's Leading Entrepreneurs and Professionals to Help You Lead an Extraordinary Life of Health, Wealth and Success.

Thie and our host Chris dig into:

✅ Why starting your business by default, then falling in love with it, is a valid choice.

✅ Why a mission goes beyond a statement - and can be deeply personal.

✅ How entrepreneurial advisors can become great marketers - Thie shares her contrarian approach

✅ How to find your focus and grow your business as an entrepreneurial advisor

Chris offers one takeaway for entrepreneurial advisors in this edition, along with questions to ask yourself to define your niche.

Listen to the podcast for more.

Join Chris Reynolds and Thie Convery in turning the page on building a better business.

Consistency is invaluable, because its benefits will compound over time.

Meet our host Chris Reynolds, co-founder and Executive Chair of Investment Planning Counsel. In this podcast,‘Turning the page… on building a better business’, Chris will bring you 26 proven ideas to take your business to its next level.

Chris believes that at the heart of any great business is remarkable client experience: how you meet the needs of your clients, how you evolve with them as they change, and, ultimately, how you leave your clients feeling about you after every single interaction they’ve had with you and your business.

In the introductory episode, Chris sets out the three areas for focus for this podcast and what you will gain from listening for each episode:

✅ Proven strategies to build even more successful businesses.

✅ The trends and technology that are reshaping the financial advice industry, what it means for the future of independent advice and how you can use it to your benefit

✅ Succession planning, and how to leave a strong legacy to benefit your family, your clients and yourself.

Listen to the podcast for more.

Join Chris Reynolds in turning the page on building a better business.