2021-2022: The Cybercrime Years

As an advisor, you are now more exposed than ever to cyber threats. Hackers have taken advantage of COVID-19 to increase attacks and develop their phishing techniques. Attacks are more than ever directed at financial institutions. With telecommuting in full swing, video conferencing and changes in communication habits, everyone is at greater risk than ever before. Find out what cyberterrorism really is, how cyberextortion works and more important, which techniques will keep you safe from these new attacks.

30 mins • April 7 @ 2:15pm ET

Presented by: Dominic Villeneuve, Director, Cybersecurity and Infrastructure and Guillaume Fauteux, Vice President, Business Development and Marketing, UV Insurance

Dominic Villeneuve is Cybersecurity Specialist at UV Insurance, covering all levels of security of the different departments and services in the company. Mr. Villeneuve sees that all systems and services in place comply with the company’s security standards, while monitoring all kinds of cyber attacks and threats on a daily basis. He is responsible for knowing the latest security breaches and vulnerabilities, and for addressing the risks they pose. He must also conduct risk assessments of current and future cyber threats to ensure the security of client and employee information. Mr. Villeneuve is in constant contact with the different levels of management and the employees, whether it is regarding an imminent threat or a training that is required. Holding several security certifications, such as CEH (Certified Ethical Hacker), multiple firewall systems and data analysis and infrastructure tools, Mr. Villeneuve has over 25 years of experience in information technology for different types of companies and in different countries. He has worked, among others, as chief of security at BPR, IT director at the centre for research in mathematics CIMAT (Centro de Investigación en Matemáticas), ethical hacker for the Quebec government, as well as for other large companies such as CAA-Quebec, Industrial Alliance and Genivar, to name a few. He is also the inventor and designer of a number of security tools, namely Deauther, Detecther, penetration testing tools such as electromagnetic pulse (EMP) generators and various special unlocking tools. Mr. Villeneuve is passionate about cybersecurity and technologies in this area.

Guillaume Fauteux is Vice-President of Business Development and Marketing for the Individual Insurance and Investment-retirement branch. Since February 4, 2019, M. Fauteux is responsible of business development throughout Canada and for the implementation of innovative strategies to maintain UV Insurance’s growth. Part of his mandates is to oversee our already strong sales team and contribute to the deployment of new sales concepts and technological tools. Mr. Fauteux is in direct contact with the advisors and MGAs already partners, to consolidate those partnerships, and is also mandated to develop new partnerships namely in Quebec, Ontario, and Western Canada. Holder of a bachelor’s degree and a master’s curriculum in communication and public relations from the Université du Québec à Montréal, Guillaume Fauteux has more than twenty years’ experience in the insurance industry. He has worked namely for Quebec Blue Cross, where he held the brokers’ sales director position and managed the sales team for over five years. He started with Blue Cross in 2001 where he stayed for over 15 years and collaborated to the creation of new roles and insurance products working in cooperation with the different departments to maintain, develop and support the existing and new partnerships to develop individual and affinity markets. More recently, he acted as AVP, Business Development and Innovation with Munich Re New Horizons where he was in charge of implementing innovative business solutions and to allow young start-ups in the Fintech and Insurtech industry to expand and flourish.

Intro to Evolution, a True No Medical Life Insurance

Join Specialty Life Insurance and discover our newest Evolution 2.0 portfolio. Safest No Medical Life Insurance, with the highest face amounts (up to $1M) and no medical requirements, even for average health or older applicants.

Please join us to meet Jenie & Jenie assist:

• Real-time virtual underwriter
• Maximizes honest disclosure!
• Safest No Medical Life insurance plans
• Individually tailored risk-assessment sequences
• Combination of Behavioral & Detailed questions
• Speech technology
• An instant decision every time

30 mins • April 7 @ 2:45pm ET

Presented by: Zainab Sheikh, Sales Director - Ontario, Specialty Life Insurance

Zainab Sheikh brings with her over a decade of experience within the financial services industry. Since joining Specialty Life in 2018 Zainab successfully established relationships with key distribution partners, to help grow their business, by changing behaviors through introducing the most innovative no medical insurance solution.

Client Data Protection

This presentation outlines options and recommendations for adequately securing client and business information maintained on personally owned computers and portable data storage devices. The protection and security of client and confidential information is a priority for everyone. It's important to ensure that your business is appropriately protecting the personal data of clients and prospects, and that it is in compliance with all applicable privacy laws.

30 mins • April 6 @ 1:00pm ET

Presented by: George Sakellis, Regional Compliance Manager, Canada Life

This presentation includes a special introduction from HUB's President & a brief overview by Kim Moffatt, Director of Compliance

George Sakellis started his career with Canada Life as a Financial Advisor and then become a Senior Underwriter. In 2013 George joined the Compliance team as an Investigations Manager and then a Regional Compliance Manager. Currently, George conducts the sales suitability and compliance assessments for all Canada Life advisors aligned with MGAs.

Boost your Sales with Humania’s Living Benefits Tools!

Humania Assurance’s new Living Benefits needs calculator will help keep you compliant and assist you in having conversations about disability and critical illness with your clients. Don’t leave money on the table with these simple and slick needs tools!

Presented by: Roberta Lust, National Sales Director, Humania + James O’Connell, Regional Sales Manager, Humania

30 mins • April 7 @ 1:45pm ET

Starting Young, Starting Strong: A Head Start, For Tomorrow

We all want the best for our children or grandchildren, but life happens. Illness, lifestyle choices, even some hobbies, can effect their ability to qualify for life insurance as adults, when they have a family of their own to protect. Give them a Head Start and protect their future insurability. With Equitable Life’s insurance solutions, it’s easy!

Life and Health Protection + guaranteed insurability…the gift that keeps on giving!

30 mins • April 6 @ 2:45pm ET

Presented by: Rudy Pineda, Regional Sales Manager, Equitable Life of Canada

Rudy Pineda is a Regional Sales Manager with Equitable Life specializing in Life Insurance and Living Benefits, supporting Central Ontario. He started his career with Hub Financial and has been a student of the industry for 15+ years. Rudy holds a CLU and CHS Designation; and is a Life Licensed insurance advisor. He has experience working with clients, investment advisors, insurance specialist and various head office carriers.

Through a consultative approach Rudy works with advisors and clients by incorporating risk product solutions into their financial plan. In his current role, Rudy works with advisors and brokers in the Equitable Life Distribution channel to help them grow their business using Equitable Life risk product solutions for their clients. He is responsible for consulting with advisors on cases, sales concepts, and assisting with competitive situations.

Guaranteed Lifetime Income: a Snapshot of the 90% factors

This thought-provoking session covers the growing interest in guaranteed lifetime income and the opportunity to build a personalized pension program. Attendees will learn what guaranteed lifetime income means to aging Canadians, why it's important to them, how much they need or want.What’s the advisor’s role? Get some answers. Grab some tangible ideas of the income market opportunity and some income solutions that meet the criteria set by today's Canadians.

30 mins • April 7 @ 2:45pm ET

Presented by: Peter Wouters, Director, Tax Retirement & Estate Planning Services, Empire Life

Peter is a well-respected, much sought after speaker and subject matter expert in tax, retirement and estate planning. He has provided 1000s of workshops and seminars for financial advisors, Managing General Agents, IIROC firms, professional firms and consumer groups throughout North America on the multiplicity of topics, concepts and strategies covering tax, retirement and estate planning. As a Registered Financial Gerontologist, Peter's work and studies over the years have evolved into learning about and addressing the needs of an aging population including advisors. A good deal of his time is spent on improving awareness and educating people of all professions who work with or specialize in the needs, expectations and issues of elders. He also conducts workshops for advisors on the complex issues involved in buying, selling or merging a practice. Comprehensive lifestyle planning and retirement income planning are important elements of these processes.

Among his many professional and industry affiliations are: CALU (Conference of Advanced Life Underwriting), the Society of Trust & Estate Practitioners, the Institute of Research & Planning, the Canadian Tax Foundation, the American Institute of Financial Gerontology and the American Society on Aging. He is faculty chair of the International Elder Planning Counsellor program.

Peter is a frequent and repeat speaker at industry schools, conferences, congresses and seminars throughout North America and is very active in the industry on a committee and executive level. Peter is a co-author of the internationally accredited college program, Your Home & Small Based Business. He is also faculty chair and co-editor of the Elder Planning Counsellor Program. He has been repeatedly interviewed on regional and national television, radio, newspapers and journals as a subject matter expert on various industry issues and developments. Peter is currently involved in industry work, review and lobbying on financial planning proficiency standards, courses and exams as well as issues regarding distribution of financial services products.

Peter graduated magna cum laude from McMaster University, Northeastern University and Widener University and has over four decades of experience. A veteran industry course moderator, Peter is a true student of business as attested to by 15 professional designations; his articles have been published in newspapers, industry bulletins and trade journals throughout the world. He was inducted into America's Who's Who in 2002. Peter is married with two children and is quite active in church and community work.

Large Case Compliance & Advisor Practice Review: Oversight of Independent Advisors in the MGA Network

In iA's presentation entitled Large Case Compliance, they review and explain how to build and maintain a client’s file, for business owners and affluent clients. This is part of good business practice in the industry. Advisors will be informed on the applicable steps for data collection, type of illustrations and documents to include in the client’s file and the need for Cover and Reason Why letters. In summary, advisors will have an overview of what needs to be done to Know your Corporate client and make great sales.

In iA's presentation entitled Advisor Practice Review: Oversight of Independent Advisors in the MGA Network is an overview of the Advisor Practice Reviews (APR) conducted by carriers relating to their oversight responsibilities. Though the presentation remains high level, advisors will be able to understand the foundations of APRs and be aware of what the CLHIA Standardized Advisor practice review survey entails and of its content. iA’s presenters will also address the carrier’s own approach regarding APRs, the main deficiencies observed and the benefits of the process.

30 mins • April 7 @ 1:00pm ET

This presentation includes a message from HUB Financial's Cheryl Hamilton, Vice President Risk Management, Chief Compliance Officer.

Presented by: Pierre Lafontaine, Director, Financial and Tax Advanced Solutions, iA Financial, Chloe Viel, Compliance Officer, Distribution Networks, Individual Insurance, Savings and Retirement, iA Financial & Leslie Ibouily, Compliance Counsel - Distribution Networks, iA Financial

Pierre Lafontaine completed a bachelor’s degree in Business Administration, with a major in Finance and a Master’s degree in Project Management. He completed the Financial Planner course in 1999. He has thirty years of experience in financial services and financial planning with major financial institutions, most of them with the group of companies of Power Financial (London Life/ Great West Life/ Canada Life and IG). He also worked in the last few years as a consultant with a financial planning firm specializing in the high net worth market. He has contributed to the launches of several new advanced financial planning products and services, in insurance and wealth management over the course of his career, in addition to managing and building teams of financial, tax, sales and marketing experts. He acted as Branch Compliance Officer (Mutual Funds) for several years and as the Responsible Officer of an insurance firm, supervising advisors in accordance with regulations. Since joining iA Financial Group in 2021, Pierre has directed the team of analysts and consultants supporting the iA Large Case Solutions program for more complex cases in addition to developing concepts and training associated with this service.

Chloe Viel has a law degree from Université Laval and has been part of iA since 2019. Before joining the compliance team in 2021, she worked at the company’s legal department.

Leslie Ibouily recently joined iA’s compliance team. Prior to that, Leslie was part of Canada Life’s compliance department where she investigated market misconduct allegations. Leslie completed a Bachelor of Laws in France, and two Masters of Laws at the University of Ottawa and Osgoode Hall Law School. Leslie is a lawyer in Ontario.

Insured Corporate Financing Plan

Business owners often need insurance protection but have competing opportunities for limited cash flows. How do you solve two needs with a single bucket of funds? Leveraging may be the solution for the right clients. Learn how this concept works, how to structure it, and some of the risks that need to be addressed. Understanding both the insurance aspects and the lending criteria are key to success in this marketplace.

30 mins • April 7 @ 1:45pm ET

Presented by: Herb Huck, VP Advanced Markets, BMO

Herb Huck has been involved in the life insurance industry for over 35 years and has a professional accounting background. He has spent most of his career working in the insurance sales and management fields holding positions in Finance, Advanced Marketing, Distributor Relationships and Product and Business Development. Herb has also been very active in industry associations over the years. He has represented the industry through both the CLHIA and CALU, working closely with several related committees. He is also a director of the Canadian Executor Advisor Network and served as the inaugural chairperson for it’s National Advisory Committee. Herb has been a featured speaker at various industry events and written articles on insurance estate planning matters.

Professional Designations include: Chartered Professional Accountant (CPA), Chartered Accountant (CA), Certified Management Accountant (CMA), Certified Executor Advisor (CEA) and Bachelor of Business Administration (BBA).

ESG: Your Key to Consolidating Assets From the Banks

Responsible Investment (RI) is one of the fastest growing sectors in the market. In fact, in 2020, RI fund assets grew by 71%— 3.8 times the overall fund industry.¹

As an independent advisor, your access to an array of robust ESG options is a key differentiator from what advisors in traditional financial institutions can offer.

Join this session to learn more about the ESG strategies and their potential to deliver enhanced returns and improved risk management.

We can help you get a piece of that ESG pie and in turn, grow your practice.

30 mins • April 6 @ 1:00pm ET

This presentation includes a special introduction from HUB's President & a brief overview by Kim Moffatt, Director of Compliance

Presented by: Deborah Debas, Responsible Investment Specialist, Desjardins & George Iovankas, Senior Regional Sales Director, GTA North/North Western Ontario, Desjardins

Deborah Debas is a responsible investment (RI) specialist at Desjardins. Her primary role is to inform and educate advisors about the various RI strategies and the types of investment products available. As an RI specialist, Deborah is on top of any current and future industry trends and analyzes the environmental, social and governance (ESG) challenges our societies and industries are facing. Proud of Desjardins’ leadership in this field, she is also Desjardins’ RI spokesperson.

George C Iovankas, is the Senior Regional Sales Director covering GTA North/North Western Ontario and has been with Desjardins Investments for over 19 years, helping advisors meet the Investment needs of their clients. Prior to that George spent 18+ years in the Financial Services Industry with TD Bank, CIBC and Spectrum Investments. George is currently mutual fund and life licensed, holds an MBA from York University, and has a Responsible Investment Specialist designation.

Maximizing Your Inforce Life Insurance Block of Business

Join us to learn about key features in RBC Insurance’s Life portfolio of solutions that explore the variety of ways you can support and service your existing block of clients and create opportunities to grow your business.

30 mins • April 7 @ 1:00pm ET

This presentation includes a message from HUB Financial's Cheryl Hamilton, Vice President Risk Management, Chief Compliance Officer.

Presented by: Lorenzo Mercado, Senior Sales Consultant (Life), RBC Insurance

Lorenzo Mercado is the Senior Sales Consultant (Life) with RBC Insurance. He has worked in the financial services industry for over 10 years, spending part of his time as an advisor and the other part as a wholesaler for various investment and insurance companies. Lorenzo utilizes his cumulative knowledge and experience and RBC-specific solutions to help advisors address their clients’ needs and issues with regards to risk planning, tax planning and estate planning.

Lorenzo earned his Bachelor of Commerce from UBC with a concentration in accounting and finance. He also hold the CFP, CIM, CLU and CHS designations. In his free time, Lorenzo enjoys knocking off items from his bucket list - his latest venture being skydiving.

Going Beyond the Commodity Paradigm

A term is a term, is a term, is a term… but it doesn’t have to be! This presentation will demonstrate how a usually basic insurance product could assist your clients as a comprehensive financial solution through times and years to come.

Presented by: Daniel Audet, MBA, AVP, Individual Insurance and Investments, Assumption Life

30 mins • April 6 @ 1:45pm ET

The Rider and the Elephant: A Tale About Behavioral Economics

What drives investor behaviour to make certain investment decisions and financial choices? Studies have shown that advisors who integrate behavioral finance into their practices build stronger relationships with their clients, develop resilient portfolios for them and manage their expectations more effectively. This is why we study behavioral finance. Join this enlightening session to learn about behavioral finance and discover how you can recognize common psychological patterns within your clients.

30 mins • April 7 @ 2:15pm ET

Presented by: Matthew To, Director, Business Development - Investments, Beneva

Matthew To is the Sales Director in BC responsible for promoting Beneva investment solutions within the MGA brokerage channel. Prior to joining Beneva, he worked as a financial analyst in Shanghai and an inside wholesaler for another Canadian insurance company. Matthew graduated with a Bachelor of Business Administration from Simon Fraser University and is a CFA Charterholder.

Evolution of UL

Some Universal Life (UL) products have experienced price increases in response to declining interest rates, while others have become more affordable. We highlight these trends by showing you areas of opportunity and how UL can be the most flexible permanent insurance solution for your Clients. You'll discover why UL deserves a closer look.

30 mins • April 6 @ 2:15pm ET

Presented by: Mark Davis, MFin, CFA, Director of Professional Insights, Sun Life

Mark Davis has been with Sun Life for over 10 years; providing regulatory consulting and operations management for the investments division, to quantitative modelling for large insurance cases. Although his experience is varied, one thing has always remained the same; his passion to educate and inspire Canadians to lifelong financial security. He recently spent a couple of years as the Head of TransUnion’s Canadian Pricing Strategy, but returned to Sun in 2020 where he now provides thought leadership to leading advisors as the Director of Professional Insights. Although Mark may sound fresh off the boat, he now proudly admits he is more Canadian than British, having been on North American soil for over 20 years. In that time, he earned his Master of Finance from Queen’s University and his CFA charter.

Estate Planning – Uncovering Hidden Opportunities Using Segregated Funds

John Natale of Manulife Investment Management will speak to segregated fund contract strategies and how their flexibility can help provide estate planning benefits in specific situations. This will assist in broadening your view in respect of client scenarios where segregated funds can help and ultimately drive more business.

30 mins • April 7 @ 1:45pm ET

Featuring: John Natale, Head of Tax, Retirement & Estate Planning Services, Wealth, Manulife

John is the Head of the Tax, Retirement & Estate Planning Services, Wealth team at Manulife. He and his team of professionals provide case level support on tax, retirement and estate planning matters to advisors across the country. John joined Manulife in 2001 having previously worked as a tax specialist with a national accounting firm and practiced law with a private law firm. He has experience with estate and retirement planning strategies, trusts and a wide variety of general tax matters including personal and corporate taxation, and investment related topics generally.

He is a frequent speaker at industry conferences and seminars and has appeared as a guest expert on industry podcasts and BNNTV. John has published numerous articles on tax and estate planning and is the co-editor of “Canadian Taxation of Life Insurance”. He has a Bachelor of Commerce degree from the University of Toronto and a Bachelor of Law degree from the University of British Columbia. John was called to the Ontario Bar in 1998. He has obtained his CSC certificate and completed the CICA In-Depth Tax Course. John has an Elder Planning Counselor (EPC) and a Certified Financial Planner (CFP) designation and is a member of the Ontario Bar Association and the Canadian Tax Foundation.

Performance Leadership

Leadership is much more than a title. Effective leadership involves trust, character, competence and connection, as well as many other important traits. This session encourages learners to reflect on their leadership skills and identify gold standard leadership in practice. A range of key leadership attributes will be discussed, and we will explore the development of your own personal leadership approach allowing you to effectively lead yourself and others during times of change.

30 mins • April 6 @ 2:15pm ET

Presented by: Michael Cooke, Performance Coach

Michael Cooke is a performance coach from Ireland who has a consistent track record of supporting individuals and organizations to develop their culture, standards, and performance. He has over 15 years’ experience working in the sports management industry working with coaches, athletes, and professional sporting staff. Michael has also coached many individuals in a business context and supported their learning and development through a variety of methods. He holds an MSc in Performance Coaching and is currently studying a PhD on Psychological Safety. Michael is an accomplished speaker and presenter with international experience. He is extremely passionate about helping others and challenging individuals to achieve their goals.

Fair Treatment of Customers Update

This presentation provides a summary of Fair Treatment of Customers (FTC) and updates on recent regulatory initiatives to clarify how FTC principles apply to the distribution of insurance and impact individual advisors. FTC is here to stay and the more you know the more you’ll be able to ensure you’re delivering what is best for your clients and expected by regulators.

30 mins • April 6 @ 2:45pm ET

Presented by: Ian Collins, AVP North American Market Conduct Compliance & Senior Legal Counsel, CPP & Lisa Onwubuke, Compliance Manager, CPP

Ian Collins is a lawyer with almost nine years experience at Foresters supporting all areas of the business. He currently leads a team of compliance professionals at Foresters and Canada Protection Plan responsible for North American market conduct, including the application of Fair Treatment of Customers.

With almost 25 years in the Life Insurance industry, Lisa Onwubuke has worked for both large and small, US and Canadian Insurers , MGAs and individual Agents. She has experience in back office and compliance roles, from customer service to executive and regulatory complaint handling, advertising review, regulatory compliance management, training, compliance testing and market conduct.

Moving Beyond Client Focused Reforms (CFRs)

The new KYC, KYP, Suitability, and Conflict of Interest conduct requirements under Client Focused Reforms are a significant step toward higher industry conduct standards for advisors. This session will review the requirements, answer some common questions and provide helpful tips from the HUB Capital Compliance team to assist you with integrating them into your practice.

30 mins • April 6 @ 1:45pm ET

Presented by: Cheryl Hamilton, Vice President Risk Management, Chief Compliance Officer, HUB, Simone Maynard, Regional Compliance Officer, HUB, Richard Bergeron, Regional Compliance Officer, HUB & Julie Yim, Director, Investment Compliance, HUB

With a career that spans more than 30 years in the financial services industry, Cheryl Hamilton’s extensive experience includes executive positions within the investment, deposit broker, financial planning and life insurance sectors. Her knowledge, expertise and leadership accomplishments span the various pillars of wealth management and include executive management, senior compliance, risk management and regulatory responsibilities with Hub Capital Inc., Desjardins Financial Security Investments Inc. and MGI Financial Inc., (MFDA Level 4 dealers), and Hub Financial Inc., one of Canada’s leaders in the distribution of individual and group life insurance products and services. Cheryl holds the Certified Financial Planner (CFP) and Certified Professional Consultant on Aging (CPCA) designations and lends her expertise to a number of industry committees and associations. She currently serves on the MFDA Policy Advisors Committee, is past Chair of the MFDA Central Regional Council and a Charter Member and Treasurer of the Association of Canadian Compliance Professionals (ACCP).

Simone Maynard joined HUB in 2014 and has over 20 years of experience in the mutual fund industry, including time in Compliance, Registration and Client Services. Her experience has included working with both mutual fund dealers and fund companies. As a result, she has extensive knowledge of regulatory requirements and mutual funds, and understands how these regulations can impact our advisors. Simone works out of the Woodbridge office and covers the Ontario region.

With over 25 years of industry experience, Richard Bergeron is a veteran of compliance and has a deep understanding of mutual funds and MFDA regulatory requirements. Prior to joining HUB Capital in 2020, Richard was the Chief Compliance Officer for Canadian Western Financial. He has also worked at Assante and Quadrus in Compliance roles, and on the advisor side with Berkshire Investment Group and Fortune Financial. Richard works out of our Edmonton office and covers the BC and Prairie Regions.

Julie Yim has nearly 25 years of experience in the mutual fund industry, including 8 years as the Chief Compliance Officer for Interglobe Financial Services Corp. Julie joined HUB in January 2015 as part of our acquisition of Interglobe, at which time she became Director Investment Compliance.