Plymouth & Cornwall Regional Conference Q4 2019

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Invaluable CPD & skills training

The Personal Finance Society’s quarterly Regional Conferences offer members a full day of topical, insightful and business relevant CPD, delivered by leading subject specialists.

Attendance also offers the opportunity to network and share good practice with your professional peers, local to where you live and/or work.

There will be updates on research, new developments and initiatives from the Personal Finance Society and your local PFS Regional Committee will be happy to share information about member services, qualifications and pro bono initiatives.  

Join the conversation on twitter and be sure to register now to secure your free place at this event.


08:45 - 09:30 Delegate Registration

09:30 - 09:40 Chair’s welcome and AGM

Chairperson: Ged Dixon, Morlaix Ltd

09:40 - 10:15 Pulling all the levers – from the normal to the niche

Investors face no shortage of challenges – a slowing global economy, ongoing trade disputes and rising geopolitical tensions dominate the headlines. Amongst all of this, the demand for growth and income continues unabated and so a new approach to achieving investment goals whilst managing risk is needed. The ability to manage portfolio risk ‘dynamically’ is crucial in order to achieve our clients’ investment goals – but what do we mean by this, and how does it actually work in practice? We will look at the various sources of risk indicators, how we can interpret these, and as a result, which levers we can pull in the multi asset universe in order to alter portfolio risk positioning. We will explain how this is implemented in ‘real life’ scenarios and highlight the importance of a truly flexible approach to portfolio construction.

  • Recognise risk indicators, and the ways in which they can be interpreted
  • Learn how to dynamically manage risk in multi asset portfolios
  • Understand the benefits of this flexible approach

Speaker: Chris Warren, Cornelian Asset Managers

10:15 - 10:50 Understanding – Making complex things simple, not the other way around

In an industry creating increased complexity, regulation putting the responsibility of client understanding on the adviser, and markets likely to incite clients to ask difficult questions, we need to speak ‘client’ rather than ‘finance’. 1. What will get a client’s attention? 2. How can we keep the client interested and engaged long enough to receive the information? 3. What do they want or need to know? 4. How are their feelings connected to their outcome? 5. Are we chasing the wrong returns?

By the end of this session you will understand:

  • The regulatory requirements for client understanding
  • The techniques and tools available to aid understanding
  • The behaviour psychological theories that apply
  • The limitations of unit price returns and measurements

Speaker: Chris Jones, Dynamic Planner

10:50 - 10:55 Membership Officer

Committee: Mike LeGassick, Manning & Co

10:55 - 11:20 Morning break

11:20 - 11:25 Chartered Champion

Chartered Champion: Rosie Falco, Evans Falco LLP

11:25 - 12:00 Retirement Income – Past, Present and Future

In recent years, the regulator has continued their focus on how to create an environment where clients are getting good outcomes. In the retirement advice arena things have changed, particularly with the advent of pension freedoms. There was, perhaps, a definitive track to run on in the past, when it came to taking retirement income. That is no longer the case. There are some great opportunities to give people more flexibility in retirement than ever before, but these are not without a degree of risk. Whilst the pensions advice environment has changed for firms and consumers, the annuity market has also been developing, particularly in the area of personalisation. Whilst, in PS19/01, the regulator has reminded firms about the importance establishing eligibility for an ‘enhanced’ annuity, the accuracy of information to get a ‘market-leading’ rate is specifically highlighted. In fact, seemingly small details can make a big difference. So, what does the future hold? The combination of changing advice models and freedom and choice has led to greater adoption of technology and platforms. What does this mean for the way guarantees are put in place and the interaction with other funds and assets? How can advisers manage the balance between freedom, choice and certainty?

By attending this session, advisers will be able to:

  • Discuss the fundamental shift in risks relating to the retirement market
  • Understand the key elements relating to guaranteed income as published in PS19/01
  • Recognise the importance of accurate underwriting information
  • Discuss how to achieve the balance between flexibility and a guaranteed income for life

Speaker: Karl Steadman , Just.

12:00 - 12:35 How to introduce mobile communications into your advice process

The use of smartphones has grown rapidly over the last decade and now is the time to take advantage of the opportunities that a mobile client experience can deliver to complement your face to face advice. As your clients trusted adviser you are very well placed to develop a digital strategy that works. We’ll show you how to automate your client reporting, provide secure and timely communications and deliver a better client experience all under your own branded app.

This session will help you to;

  • Understand how clients are engaging with digital technology
  • The problems you can solve for them to ensure great adoption
  • The operational efficiencies this delivers


Speaker: Lou Wallis, moneyinfo limited

12:35 - 12:40 Professional Qualifications Officer

12:40 - 13:20 Lunch

13:20 - 13:55 Why protection should be a keystone of your clients’ retirement plans

With the implementation of the IDD and the Senior Managers Regime due to be rolled out later this year, this session will provide an overview of the final IDD rules as relevant to individual protection, including compulsory training, market awareness, conduct of business and acting in your customers best interests. It will also explore the need to improve access to insurance for consumers with disabilities and pre-existing health conditions, and the steps that intermediaries can take to achieve this as well as improve outcomes. We will look ahead to the Senior Managers Regime and its requirements coming later this year. We are today in many cases triaging the customer out of the sales process - Why?...we will look at the consequence of not putting protection in place, the current application process and clients with pre-existing health conditions. Finally, his session will provide an overview of using price as the primary differentiator - what this drives and what it means for customer journeys and outcomes.

  • Consider how protection plans could be used as an alternative and complimentary asset class.
  • Explain the impact of recent changes affecting clients/landlords with residential/buy-to-let property.
  • Understand how protection insurance can be used to protect investments on early death and various later life scenarios.
  • Consider the planning points and opportunities to use protection plans for clients with property or approaching/in-retirement.

Speaker: Andy Woollon , Zurich

13:55 - 14:30 Income protection –time to revisit?

Protection means different things to different people , are we as an industry guilty of not making things clear and easy to understand? Why is the protection of a client’s income often overlooked and pushed down the order of priorities after life and critical Illness cover? What happens if they are self-employed? We will also highlight how Income protection for somebody who is self-employed could lead to introducing the benefits of Relevant Life Plans to provide them with some valuable family protection.

  • Refresh your understanding of protection insurance in the market today 
  • Demonstrate how the benefits available from protection insurance can help clients needs 
  • Identify improvements you could make to your process to demonstrate compliance with the Insurance Distribution Directive 

Speaker: Richard Kateley, Legal & General

14:30 - 14:40 Coffee grab

14:40 - 15:40 Retirement Case Study

You have been contacted by a couple who are approaching retirement. They have never had financial advice before and while they recognise the need for advice, they are wary of doing so. Together, we will first task look at how to build rapport with new clients who are wary of taking advice. For the second task, we will review the client's key personal and financial information and some general objectives, to consider the additional hard/soft facts we would need to establish, further clarify the client's objectives and identify the issues we would need to consider when advising them. Having done that, the third task will be to devise a retirement decumulation solution that would meet the revised client objectives and address the issues we identified in task 2.

In this interactive session, we will be covering the following:

  • Building rapport with new clients
  • Getting beyond the factfind – clarifying the clients' aims and objectives and identifying issues to consider when advising them
  • A cunning plan – putting in place a decumulation strategy that achieves their objectives

Speaker: Neil Dickey, Professional Edge Ltd

15:40 - 15:45 Chair's Close


CPD CII Scheme
PFS Accredited 4h 30min

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.


Ged Dixon

Morlaix Ltd

Chris Warren

Cornelian Asset Managers

Chris Jones

Dynamic Planner

Mike LeGassick

Manning & Co

Rosie Falco

Evans Falco LLP

Karl Steadman


Richard Kateley

Legal & General

Neil Dickey

Professional Edge Ltd

Lou Wallis

moneyinfo limited

Andy Woollon



Lanhydrock Hotel and Golf Club

Lostwithiel Road
PL30 5AQ

Partners in professionalism


Click on the ‘Book Now’ button above. Once you have logged into your PFS account you will be taken to the booking pages for this conference.

Yes. If the Conference or session you want to attend is full, there are often cancellations so if you go on the waiting list it is likely you will be able to attend. Click on the ‘Book Now’ button above to go onto the Waiting List.

You can amend your registration details by logging into your Events profile. Click on the ‘My Events’ button to do so now.

It could be that you have entered your email address incorrectly or that you have switched to a new email address, or that for some technical reason your registration failed. Please contact the Personal Finance Society Conference office at and we can check your records.

At the present we are not able to automatically upload the CPD records, but we hope to be able to offer that service in the near future.

Please also note that you MUST sign in at the Conference for all sessions you attend in order for the Conference Office to validate your attendance.

You will be able to download your CPD Certificate from the PFS website after the event, and will receive an email within 48 of the event with the link to download your CPD certificate.

If you are unable to download your CPD Certificate after 48 hours, please email to clarify this.

Please click here to view the schedule of forthcoming Conferences, regional events and what CPD sessions will be covered.

For general information and links about the CPD process, please click here.

To log-in and view your CPD records, please click here.

If you have any further queries about CPD, please contact the Personal Finance Society /CII on 020 8989 8464.

We will do our best to accommodate all dietary requirements. You can make us aware of this as part of the registration process, or update your Event Profile on the PFS website (click on My Events to login and then edit your requirements on your Event Profile).

Please email the Conference Office at after the Conference and we will send you the presentation slides.

The dress code is business attire.