IMCA hosts three pre-conference workshops at the 2012 Annual Conference. Each workshop is from 3–5:30 PM on Sunday, April 22, and can be attended for an additional $75 registration fee. Registrants may earn up to three hours of continuing education credit for attending a workshop. Learn more about the workshops below, or click here to register.

3–5:30 PM
Pre-Conference Workshops (additional registration required)

Financial Chemistry
Robert L. Finder, Jr., CIMA^®, CIS | Wells Fargo Advisors
Patrick Koelle, CIMA^® | Wells Fargo Advisors

Think of financial chemistry as an applied science dedicated to transferring the investment consultant’s knowledge, judgment, and insight to clients in a concise, understandable, and memorable manner. As financial chemists we deal with defined sets of essential consulting elements. Clients come to us to help them understand and apply these elements, or fundamental investment principles and concepts, in efficient and cost-effective ways without miring in the nuance, jargon, and technicalities of our subject matter.

Please join us for this fast-paced, engaging, and interactive financial chemistry workshop that will explore the basic elements of consulting—substance and style—and the all-too-often missing elements: listening, connecting, and training. Combining the basic and missing elements will give investment consultants transformative powers.

Client Acquisition in a Wired World
Kathleen Pritchard, CRPC, ChFC^®, CLU^®, CFS | Legg Mason

This workshop provides innovative and timely ideas on how to best communicate with clients and prospects in the “wired world.” The workshop offers ideas on how to best deliver a consistent message that reflects a differentiated value proposition, best practices for advisor websites and e-mail campaigns, and tips on how to use the web to research clients and prospects. The session also features ideas on how to enhance client acquisition efforts by using social media sites LinkedIn, Facebook, and Twitter.

An Update and Shared Insight on Investment Policy Statements
Linda Lubitz Boone, CFP^® | IPS AdvisorPro
Norman Boone, MBA, CFP^® | IPS AdvisorPro

An investment policy statement (IPS) is a critical tool for advisors for enhancing their commitment to clients to be transparent, and to ensure that the client’s wishes are adhered to in the money management relationship. This session, led by the authors of Creating an Investment Policy Statement: Guidelines and Templates, will be an interactive session to explore the areas of differences in the process of introducing, developing, and updating clients’ IPSs. The presenters will have collected IPS examples from IMCA members and will share some of their observed commonalities and differences, followed by a discussion about best practices in making use of the IPS.