june 2006

IN THIS ISSUE

Tapping into Boomer market Practice made perfect The CSI Exchange: : WHAT’S NEW AT CSI

Seminar schedule

Course Spotlight

The $1.2 trillion in assets poised to change hands by 2010 is the largest turnover of economic control ever seen in Canada. But to capitalize on this outstanding growth opportunity, you’ll need to understand your clients’ wealth transfer objectives and possess the skills to fulfill them. CSI’s new Strategic Wealth Transfer course can help.

Learn from the leading expertsCSI has teamed with prominent experts on the subject of wealth transfer:• Tax expert Tim Cestnick, a Globe and Mail columnist and author of acclaimed estate and tax planning books;

• Barry LaValley, a leading authority on the life-planning approach to wealth management; and

• Larry Ginsburg, an expert in helping advisors deal with small-business clients.

Essential topics brought to lifeYou will learn how to select and manage a team of estate planning experts who will help you develop appropriate strategies for wealth transfer in four key areas:• Spousal wealth transfer• Intergenerational wealth transfer

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Enhance your client list and grow your business by acquiring the profes-sional skills and practice management strategies employed by top advi-sors to serve their high-net-worth clients — with CSI’s new Strategic Wealth Practice Series.

In this innovative new series, you’ll learn directly from industry experts, and develop the insights and techniques that distinguish top advisors. In just a few day-long, instructor-led, interactive sessions, you can learn what might otherwise take years of experience to accumulate.

Each day-long session is eligible for 7.5 Continuing Education (CE) credits. But if you really want to stand out from the crowd, gain professional distinction by earning the Certificate of Strategic Wealth Practice — complete the two Core sessions plus two other sessions of your choice.

Cost: Each session is just $450 (taxes not included).

For dates and locations of courses, please visit www.strategicwealthpractice.com.

: : COURSE SPOTLIGHT

TaP InTo ThE WEalThY BoomEr markET

Your WEalTh managEmEnT PraCTICE madE PErfECT

PERSONAL STRATEGIES: PRACTICE STRATEGIES:

COMMUNICATION STRATEGIES:

Leveraging Your Style

PRESENTATION STRATEGIES:

Delivering Maximum Impact

TIME STRATEGIES: Enhancing Personal

Productivity

CLIENT STRATEGIES: Building Trust & Understanding CORE CERTIFICATE SESSION

SALES AND MARKETING STRATEGIES:

Targeting for Success

ORGANIZATIONAL STRATEGIES:

Enhancing Your Practice

• use communication skills to get the desired response

• use communication style to influence others

• adapt your approach to specific clients

• Eliminate barriers to active listening

• address non-verbal behaviours that impact communication

• use diplomacy to manage conflict

• Prepare presentations for greater impact

• organize and plan for persuasion • Speak with conviction• Enrich your style to capture

attention • use body language to your

advantage • Build credibility with professional

responses to questions

• understand your time manage-ment practices and their impact

• distinguish between need to do and want to do

• maximize selling effectiveness with goals and priorities

• Work smarter – minimize distractions and time waste

• Improve concentration and efficiency

• Create your personal time management system

• Balance personal and professional goals

• understand the role emotion plays in client decisions

• Enhance basic conversation, persuasion and negotiation skills

• ask the right questions at the right times

• Connect financial solutions to emotional needs

• Create an effective client discovery process

• understand and market the wealth advisory approach

• understand advanced wealth management sales processes

• articulate your unique selling proposition

• develop a compelling mission statement and tagline

• develop a professional referral strategy

• develop new business from your current book

• define client acceptance criteria and segment based on value

• Build an action plan • Structure teams to deliver• Enhance service delivery technique• assess optimal and available capacity

• Communicate your service plan to clients

• Create and use a service agreement • automate your practice

COMING SOON: TEAM STRATEGIES: Managing Talent, Leveraging Networks CORE CERTIFICATE SESSION

june 2006

The CSI Exchange is a unique website designed to help you advance your financial services career. It brings together professionals of all experience levels and provides a forum for the exchange of ideas, information, job opportunities and advice — content that is almost impossible to find anywhere else!

An exchange of knowledgeThis highly interactive new site brings together fCSIs and CSI students at all stages of their careers, providing a forum where you can seek information and advice as well as exchange your ideas and experiences.

In addition to learning from other financial services professionals, you’ll have exclusive access to a wealth of features, including:• job postings from leading companies in

financial services, plus employer profiles;

• links to career resources like salary surveys, assessment tools and more;

• exclusive interviews with fCSIs and other special guests;

• online discussion forums about hot topics; and• articles on financial industry products and

trends.

The CSI Exchange is the perfect tool if you want to advance your career, either by searching for a new position or seeking promotion within your firm.

Log on today at www.theCSIexchange.ca to register for a comprehensive career- advancement tool available in the financial services industry — for an introductory annual membership price of $50.

What’s New at CSI

Introductory Seminars Canadian Securities Course Sail through the CSC exam by enhancing your understanding of the key financial concepts covered on the exam with comprehensive, in-class instruction and by sharing insights through group discussions.

Exam 1Toronto July 15-16 (weekend) Sep. 12-oct. 17 (Tuesday evenings)

Exam 2Toronto aug. 12-13 (weekend) Sep. 21-oct. 26 (Thursday evenings)

Continuing Education Seminars Effective Management SeminarLearn from industry experts how to manage branch operations with this challenging and intensive seminar that offers high-level instruction.

Toronto Sep. 19-21 (three days)

Ethics, You and the Corporation Seminar Act with confidence by gaining a firmer grasp of ethical issues. Learn how concepts like promise-keeping, justice and fairness relate to you and your firm.

Toronto Sep. 16 (one day)

Technical Analysis I Seminar Sharpen your forecasting skills by learning how to analyze historical market information to determine probable future price trends. Understand how to determine your potential gain, how much you should risk and the economic viability of a given trade.

Toronto Sep. 9-10 (weekend)

SEMINAR SCHEDULE: JULY TO SEPTEMBER

advanCE Your CarEEr — WIThouT lEavIng Your dESk

TaP InTo ThE WEalThY BoomEr markET Continued from Page 1

• Charitable giving• Business succession planning

This material comes to life in a course package teeming with valuable learning materials that include audio clips, real-life examples and two in-depth case studies.

Who should take this coursedon’t miss the opportunity of your career. You’ll want to sign up for Strategic Wealth Transfer today if:• You’re a financial advisor from the securities, insurance, mutual fund, financial planning or banking industry.

• You want to prepare yourself to deal with the specialized wealth transfer needs of wealthy or small-business clients.

• You want to become a leader in the changing Canadian financial landscape.

For more information about this course, please visit www.strategicwealthtransfer.com.

Strategic Wealth Transfer is CE eligible.

For more information about CSI seminars and schedules, please visit www.csi.ca.