The Times, They Are A-Changin’ IFB London, Dec. 06, 2017

1. The Times, They Are A-Changin’ IFB London, Dec. 06, 2017 Rick Forchuk, MBA, CFP, CLU, CH.F.C. Distribution Consultant

2. Agenda • Introductions: Ted Wernham, Nancy Allan and Rick Forchuk • Overview of our topics • What’s your value proposition? Not lowest price, we hope! • Let’s look at price (Rick) • Let’s look at what your practice can be (Ted) • Break for 15 minutes • One market you may have overlooked – Millennials (Rick) • The Culture of your practice, and next steps (Ted) • 12:00 noon - adjourn

3. President and CEO, Wernham Wealth Management • University of Western Ontario graduate • Host of Retirement Ready Radio, AM 980 • Four terms as London City Counsellor • Life & Qualifying Member, MDRT • Member: Retail Advisory Council, Empire Life • Member: President’s Club, HUB Financial Ted Wernham, CFSB. EPC • Published author, “Journeys to Success” “if you want to get something done, ask a busy person” - old saying

4. “If you believe that the most important thing you have to offer your client is the lowest price, you are doing the client a disservice, yourself a disservice, and your profession a disservice.” In what universe does “cheapest” equal “best?” And remember … if you can look it up … they can look it up!

5. Group insurance: insurers must go beyond pricing to distinguish themselves by Hubert Roy Nov. 21, 2017   Group insurance coverage in Canada is so similar from one insurer to another that there is only pricing that distinguishes them. Big Data will change things, says Anil Sanwal, Vice president, Group Products, Global Group Reinsurance Division at RGA International Re

6. February 17, 2017, Boeing plant in North Charleston, SC “Let’s Make America great again!” “ … and these fine aircraft are built right here in America …

7. Wrong … not built in America … assembled in America Cabin Lighting from Germany Landing gear, electrical, doors from France Horizontal Stabilizers are from Italy Entire Fuselage is from Italy Cargo Access Doors from Sweden Engines from the UK Movable trailing wing edges from Canada Interiors, lavatories, galleys from Japan

8. Most of the parts and almost a third of the cost of the entire plane comes from outside the U.S. • The foreign companies that made these parts don’t pay their workers low wages • When you add in the value of health and pension benefits, most of these workers get a better deal than • Boeing’s workers • These nations also provide young people with better education, and technical training than the U.S. • All but the U.S. offer universally-available health care • To pay for all this, these companies impose higher tax rates on corporations and wealthy people than the U.S. • Their health, safety, environmental, and labour regulations are stricter than the U.S.

9. So why is so much of the Dreamliner coming from these high-wage, high-tax, high-cost places? • Because the parts made by workers in these places are better, last longer, and are more reliable than • parts made anywhere else THE LESSON: Americans need to invest more in the education and skills of Americans, in on-the-job training, in a healtcare system that reaches more of them. The reward is higher wages and more productivity. To build economic walls doesn’t work. Cheapest does not mean Best

10. President and CEO, Wernham Wealth Management • University of Western Ontario graduate • Host of Retirement Ready Radio, AM 980 • Four terms as London City Counsellor • Life & Qualifying Member, MDRT • Member: Retail Advisory Council, Empire Life • Member: President’s Club, HUB Financial Ted Wernham, CFSB. EPC • Published author, “Journeys to Success” “if you want to get something done, ask a busy person” - old saying