Keystone Conference Live Stream 2019

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Live stream the Keystone Conference on Wednesday 11th September from the comfort of your own home or office.

Tune in to the whole day or the sessions of your choice – it’s entirely up to you.

Simply let us know you’ll be live streaming by registering via the "Book now" button.

On 11th September, live stream the event by clicking here.


09:00 - 09:30 Delegate Registration

09:30 - 09:45 Chair Introduction

Chairperson: Tony Gordon, 6B North View

09:45 - 10:00 The value of MDRT

Speaker: Ian Green, Green Financial

10:00 - 10:40 Prospect, Market, Attract!

This session will take the audience through the “3 Identifiable Stages” of practice development – and provide the tools required to advance your business. Concentrating on how advisors fit into the “Experience Economy”, Lord works through easy-to-implement ideas to help update and improve your client engagement process. A focus on the industry’s future will leave attendees well-positioned for what comes next in the financial advice industry!

  • Connecting with clients and prospects on an emotional level.
  • Fee compression. Fact or myth?
  • Building a practice that is “built to last”.

Speaker: Andy Lord, Essential Planning (Boston USA)

10:40 - 11:20 Take your Business to the next level with technology

In this session Sarah will explain some of the best tools for you and your team to utilise to make the business more efficient and move to the next level by reducing the administration you have to do. She will then focus on integrating cashflow forecasting into the advice process and the benefits for you as an adviser and your clients of ‘creating a financial masterplan of their future’ as well as practical steps on how to adapt your processes to streamline this into the business. As an early adopter of Cashflow Forecasting, Sarah now travels all over the UK training other advisers on not only how to use the system but how to present it to clients in a simple and effective manner.

  • Identify systems and applications to use within your business that will help improve efficiency.
  • Have an understanding of how to implement apps and websites for social media and networking.
  • Understand cashflow forecasting and how to use it with clients as well as how it interacts with other applications such as timeline.

Speaker: Sarah Hogan, KBA FS Ltd

11:20 - 11:45 Morning Break

11:45 - 12:30 Stop Chasing the Money (To Break Through The £1 Million Revenue Barrier)!

Why focusing on the money, your clients’ and yours, distracts you from creating an amazing, highly rewarded and influential business. This helps decision makers take a completely different view of how to create a business which increases both impact and income and delivers far greater client value.

  • To discover how the best Financial Planners create a business which is both a joy to work with and a joy to work within.
  • To Understand why successful Advisory firms see the organisation of clients’ money as a mere “hygiene factor”
  • To Clarify what skills and capacities create deeper client engagement and magnifies your firm’s reputation
  • To Explain what “Value” really means to a client.

Speaker: David Scarlett, The Soul Millionaire Ltd

12:30 - 13:10 Lessons from the 10,000

What could you learn from 10,000 of the most progressive, innovative and creative financial advisers around the world. In this presentation David Batchelor, a 20-year member of MDRT, and Fellow of the PFS will share 1. The three biggest dangers facing our business in the next three years 2. Three ground-breaking communication ideas that improve client loyalty 3. Three way to improve your practice that lead to higher profits through better client service.

  • To understand how regulation is developing around the world and how this will lead to changes in the UK’s regulation
  • To gain a better understanding of our competitors
  • To improve internal process to increase productivity in Adviser practices.

Speaker: David Batchelor, Wills & Trusts

13:10 - 14:00 Lunch

14:00 - 14:40 35 ideas in 40 minutes

On Tuesday 11th June 2019, 23 Financial Advisers from around the world shared their best practice. In the fast-moving presentation, Alison Will share he take-always from the 23.

  • To develop new communication strategies with clients
  • To understand ‘best practice’ from around the world
  • To obtain a better understanding of how to build value in the clients’ eyes.

Speaker: Alison Parker, Wills & Trusts IFP Ltd

14:40 - 15:20 Getting ‘Yes’ Decisions from our clients more easily using these exact 12 words

During this 40-minute presentation Bernie De Souza will share some tried and tested techniques in a fast paced, interactive, field-based presentation. This keynote will leave the delegates with the exact words to use and how to deliver them, to help their clients to say ‘yes’ in a comfortable manner, Using the exact 12 Magic Words, these exact words will help to re -engage with a conversation once the initial conversation has broken down or the client has gone cold for the advice or has given the “I need to think it over excuse” The presentation will demonstrate how to keep the client in their comfort zone using soft skills throughout the process. In this entertaining presentation Bernie will help you to perfectly match what is in our potential client’s mind and how to avoid the words and actions that usually delay decisions. He will share the skills of handling uncertainty and delays from potential clients. Finally, Bernie will demonstrate how to build solid trust and rapport in the first 15 seconds with the exact words to use with only 2 simple steps.

  • What words to use to build rapport and trust in the first 15 seconds.
  • How human minds actually makes the final decisions.
  • How to talk directly to the decision-making part of the brain, using scientific brain research.
  • How to get “Yes Decision” using these exact 12 Magic words in a comfortable manner

Speaker: Bernie De Souza, Executive Business Coach

15:20 - 16:00 Marketing yourself as The Expert

Becoming a published author, using Facebook advertising to fill seminar rooms, and having a multi stream marketing approach allowed me to attract over 270 leads last year, and mostly because I am seen as The Retirement Expert. When you are seen as the expert, you have your ideal clients bashing down your door.

  • How to create a more powerful marketing message
  • How to become the expert in the eyes of your ideal clients
  • How to get yourself into the spotlight so you're seen

Speaker: Charles Reading, Efficient Portfolio Wealth Manageme

16:00 - 16:05 Chair close


CPD CII Scheme
PFS Accredited 4h 45min

This event has been accredited by the Personal Finance Society and the CII and can be included as part of your CII CPD requirement should you consider it relevant to your professional development needs.


Ian Green

Green Financial

Andy Lord

Essential Planning (Boston USA)

Sarah Hogan


David Scarlett

The Soul Millionaire Ltd

David Batchelor

Wills & Trusts

Alison Parker

Wills & Trusts IFP Ltd

Bernie De Souza

Executive Business Coach

Charles Reading

Efficient Portfolio Wealth Manageme

Tony Gordon

6B North View

Partners in professionalism