1. 2007
Financial
Planning
SymPoSium
forging a path
Ethics, November 6
Symposium, November 7
Country Springs Hotel
& Conference Center
Pewaukee, WI 53072
414/358-9260
www.fpasw.org
FINANCIAL PLANNING ASSOCIATION
OF SOUTHERN WISCONSIN

2. Tuesday, November 6
5:00 – 5:30 p.m. Reception
“Ethics in a Bottle”, A Day In the Life of A Compliance Officer
5:30 – 8:00 p.m.
Thomas Gaertner, CFP® - 3 CE
Wednesday, November 7
7:15 – 7:45 a.m. Check-In/Continental Breakfast/Exhibits
7:45 – 8:00 a.m. Welcome
“The Financial Wisdom of Ebenezer Scrooge” – 2 CE
8:00 – 9:40 a.m.
Ted Klontz, Ph.D., President, Onsite Workshops
9:40 – 10:00 a.m. Break/Exhibits and Networking
10:00 – 11:40 a.m. Concurrent Sessions
“Your Client’s Other Asset – Conservation Easements in Estate and Tax Planning” – 2 CE
Johanna Allex, Attorney, Law Offices of Christenson and
Allex Pam Foster Felt, Education and Outreach Coordinator, Gathering Waters Conservancy
“Will You Still Need Me, Will You Still Feed Me, When I’m 94?” – 2 CE
Susan M. Lathrum, CFP®
Impact of Recent Equity Trends on Portfolio Management – 2 CE
Michael C. Stewart, JD, CFA, CFP, CEBS, Dana Investment Advisors
J. Joseph Veranth, CFA, Dana Investment Advisors
Greg Dahlman, CFA, Dana Investment Advisors
11:40 a.m. Lunch/Break
“Appreciative Financial Planning:
Noon – 1:40 p.m.
The Crossroads of Appreciative Inquiry & Financial Planning” – 2 CE
Edward Jacobson, Ph.D.
1:40 p.m. – 2:00 p.m. Break/Exhibits/Networking
2:00 p.m. – 3:40 p.m. Concurrent Sessions
“Can You Imagine? Scenario Learning” – 2 CE
Bruce Heling, CFP®, CPA of Heling Associates
Help Your Clients Make Optimal Decisions Regarding Cash Value Life Insurance – 2 CE
Scott Witt, FSA, MAAA, Witt Actuarial Services, LLC
“ETFs Inside Out” – 2 CE
Preethi Parmar, Morningstar, Inc.
3:40 p.m. – 4:00 p.m. Break/Exhibits and Networking
“When Your Clients Get Stuck: What Helps and What Doesn’t” – 1 CE
4:00 p.m. – 4:50 p.m.
Ted Klontz, Ph.D., President, Onsite Workshops

3. Keynote Speakers The Financial Wisdom of Ebenezer
Scrooge: Understanding Your Client’s
Ethics in A Bottle Self-Defeating Behaviors
A Day In the Life of A Compliance Officer In “The Financial Wisdom of Ebenezer Scrooge: Understanding Your
Client’s Self-Defeating Behaviors” Ted Klontz will discuss money
Experience proves that not every person operates at the highest lev-
scripts and their implications,
els of ethical decision-making. Every few years, some corner of our
problems manifested, and how
profession seems to be beset with scandal or ongoing debates about
to resolve problems and seek
issues rooted in ethical concerns. Most advisors do not knowingly
transformation by facing the
violate a law or policy. Instead,
past, seeing the present and un-
many ethical violations occur
derstanding the consequences.
when an advisor is faced with
a difficult choice that requires
Since 1992, Dr. Ted Klontz has
them to balance competing
been president and executive
interests where the right thing to
director of Onsite Workshops, a
do is not clear.
therapeutic workshop, training
and consulting organization, lo-
Through case studies and Ted Klontz
cated near Nashville, Tennessee.
interactive discussion, this course
He is a co-founder of Klontz Coaching, an organization providing
explores and evaluates some
change and relationship coaching to individuals, couples, families,
ethical issues that are implicit
Tom Gaertner, CFP®
and organizations. He was also a co-founder of Klontz-Kahler, a
in the obligations of solicita-
financial behavior research, coaching and consulting group.
tion, engagements, competence and suitability within the financial
planning, investment advisor and broker-dealer communities. Case
Ted is an author of “The Financial Wisdom of Ebenezer Scrooge”,
studies are designed to explore the concepts of Integrity, Objectivity,
“The Living Theater” and contributing author to “Dancing With
Competence, Fairness, Confidentiality, Professionalism and Diligence.
Destiny”, “Chicken Soup for the Soul”, various newspaper articles
as well as numerous research and articles for professional journals.
This course, presented for the first time in southern Wisconsin, will
He has also produced CD’s on Intimacy and Relationships. Ted was
be facilitated by Tom Gaertner, CFP ®, of MPC Financial, who has
a founder of the American Society of Experiential Therapists and is
presented ethics courses to our Chapter in the past to rave reviews.
a leading trainer of the ASET model of Experiential Therapy. He has
Join us for hors d’oeuvres, a cash bar and a fun course that will
served in a number of senior leadership roles with a wide variety of
fulfill your ethics requirement!
local, state and national professional organizations.
This 3-hour course has been accepted by CFP Board and fulfills the
ethics/practice standards requirement for CFP recertification and is
expected to meet Wisconsin insurance ethics requirements.

4. Appreciative Financial Planning: When Your Clients
The Crossroads of Appreciative Inquiry Get Stuck:
and Financial Planning What Helps and What
Doesn’t
This fast-paced, practical, and information-packed presentation
introduces us to Appreciative Financial Planning and its many ben-
Ted Klontz joins us again at
efits for financial planners. If you’ve been looking for an approach
the end of the day to present
to: help you create enduring
“When Your Clients Get Stuck:
and value-driven client relation-
What Helps And What Doesn’t.”
ships; develop deeper under-
He’ll discuss ‘The Dirty Dozen’,
standing of your clients and
the technology of change,
Ted Klontz
their key aspirations; motivate
change myths, and more. He’ll
your clients to implement and
also provide clear ideas about how planners can apply information to
stay with their plan; and find
help clients change and make sound decisions.
more meaning and enjoyment
in your financial planning
work … then please join us.
Ed Jacobson will introduce us
to Appreciative Inquiry (AI),
Concurrent Sessions
Ed Jacobson, Ph.D.
a positive, strength-based
approach to change and development, and to his integration of AI
Wednesday, 10:00 a.m.
into the financial planning enterprise. Ed initially presented to FPA of
Southern Wisconsin last year, and we are delighted to welcome him
Your Client’s Other Asset – Conservation
back for this “sequel.” He assures us that we will come away with a
lot of “News We Can Use” in our very next client meetings, and in
Easements in Estate and Tax Planning
our own lives.
“I want to put my land in a land trust.” “We plan to sell our
development rights.” What do those terms really mean? How might
Ed Jacobson, Ph.D. is a coach, consultant, trainer, writer, and
private land conservation figure in your clients’ wealth planning?
workshop presenter based in Madison. He focuses his practice on the
What advice can you give conservation-oriented clients?
financial planning profession, because of his belief that we are in
the most powerful position to influence our clients’ well-being, life
Conservation easements are increasingly popular tools in Wisconsin
satisfaction and fulfillment. He’s the author of the forthcoming book,
and nation wide, and the demand for informed advisors is growing
“Appreciative Moments: Stories and Practices for Living and Working
and unmet. Landowners may look to sell or donate conservation
Appreciatively.” In addition, he is working on a “handy book” of ap-
easements as part of their long-term wealth planning. Interest in
preciative questions for financial advisors, also due out in 2007. In
donating conservation easements has dramatically expanded this
addition to earning his doctorate in psychology at Indiana, Ed later
year due to new and potentially significant tax benefits: for a few
received an MBA from the University of Pennsylvania. Please plan to
landowners, a conservation easement gift might offset income tax
join Ed and your colleagues for this exciting presentation!
liability for several years and bring estate tax breaks, as well.
This presentation will explain conservation easements, demonstrate
the potential tax advantages of donated easements, and review
recent IRS scrutiny of easement donations. We will introduce partici-
pants to the land trust community in Wisconsin, as well. Participants

5. Will You Still Need Me, Will You Still Feed Me,
will leave understanding conservation easement basics and where
to send clients who want to incorporate a conservation ethic in their
When I’m 94?
estate planning.
This discussion of long term care will begin with a brief history of the
Johanna Allex is an attorney with the Law Offices of Christenson and issues effecting long term care in America and introduce the reasons
Allex, and her practice focuses on estate planning, small businesses why we are facing a crisis today in long term care financing, and
planning, and nonprofits. She why it is only going to get worse. Following that introduction of the
helps individuals, families, and problem, we will look at possible solutions, with an emphasis on long
small businesses attain financial term care insurance: carriers, contracts, and plan designs to protect
security and build positive lega- you and your clients.
cies for their families and com-
munities. She received her B.S., Susan M. Lathrum entered the financial services industry in 1981.
M.M. and J.D. degrees from She was designated as a Certified Financial Planner (CFP ®) in 1984.
the University of Wisconsin at By that time she was fully li-
Madison and is a Certified Public censed in all areas of insurance
Accountant. She has authored and investment products. From
articles on estate planning and 1981 to1988 she was affiliated
tax law related to conservation with Harris Associates Financial
Johanna Allex
easements published in Journal Group and made Vice President
of State Taxation, The Wisconsin Law Review, and Estate Planning. of HAFG, Inc and in 1988
Ms. Allex has been a presenter at Wisconsin State Bar-sponsored CLE Lathrum joined New England
seminars on estate planning. She serves on the Board of Directors of Financial Services as the Invest-
the Natural Heritage Land Trust. ment Specialist for New England
Securities for the Wisconsin
Pam Foster Felt, Education and Outreach Coordinator with the Agency. In 1995 she joined
Susan M. Lathrum, CFP®
Gathering Waters Conservancy, directs professional training pro- Letteney/Marris Ltd., an affili-
grams for Gathering Waters ate of New England Financial
Conservancy, a statewide Services specializing in Long Term Care insurance, as Vice-president
organization promoting of Marketing. She assumed the primary responsibilities of managing
private land conservation. She the operation in 1996. In early 1997 Lathrum and Charles E. Fox of
has conducted credentialed CEFox Company formed a joint venture with Letteney/Marris, Ltd. to
seminars about conservation become Letteney, Marris, Lathrum and Fox, Ltd.
easements for attorneys, ap-
praisers and assessors. Ms. Felt In 1998 Lathrum went into business on her own as Susan M.
also serves as a consultant and Lathrum, CFP, with an emphasis on long term care planning and
technical advisor to Wisconsin insurance. Her company is the only one in the Milwaukee area that
land owners and land trusts operates as an independent business, and not as a general agency,
using conservation easements. providing long term care services and products.
Pam Foster Felt
Before her work with Gather-
ing Waters Conservancy, Pam’s career path included teaching high Lathrum served several years on the Board of Directors of the
school, guiding mountaineering expeditions, and writing for 1,000 Milwaukee Chapter of the International Association for Financial
Friends of Wisconsin. She holds a Bachelor’s degree from Mount Planning (IAFP) and was president of the chapter from 1993-1995.
Holyoke College in Massachusetts and an MA from the University of Lathrum has presented seminars and workshops over the years on a
Wisconsin–Madison. variety of financial topics to diverse audiences, including high school

6. students, clients, employees of companies, and colleagues in the Whitewater with a BBA in General Business with an emphasis
financial industry. She is on the faculty for Robbins & Lloyd Career in Finance and Business Law in 1992. He earned a JD from the
Training Institute as well as Bryant and Stratton Business College. Valparaiso University School of Law in 1996. His primary concentra-
She has been used as a resource for the media on financial concerns tion is working with high net worth individuals to establish portfolio
and has written articles for a variety of publications. She is a mem- guidelines, select appropriate benchmarks and implement a suitable
ber of the Financial Planning Association (FPA) and is on their ap- portfolio allocation. Michael is a Chartered Financial Analyst and is a
proved list of Long Term Care Specialists. She was used as a resource member of the CFA Institute and the CFA Society of Milwaukee. He
for the FPA’s consumer brochure on long term care planning. is Certified Financial Planner and member of the Financial Planning
Association and its Southern
Lathrum has a B.F.A. from the University of Nebraska. She served Wisconsin Chapter. Michael
12 years on the Menomonee Falls School Board with key roles in also holds both the Chartered
personnel and contract negotiations as well as budget and finance Financial Consultant and Certi-
for the district. She currently resides in Milwaukee. fied Employee Benefit Specialist
designations.
Joe Veranth graduated from
Impact of Recent Equity Trends
Northwestern University with a
on Portfolio Management BA in Humanities in 1984. He
earned an MBA in Finance and
This breakout session will cover the impact that recent equity market
International Business from
trends have on the portfolio management decision making process. Joe Veranth
the Stern School of Business at
This will be followed by an in-depth discussion on security selec-
New York University in 1991. He joined Dana Investment Advisors
tion and portfolio construction techniques which result in a broadly
in December 1994 and is currently the Chief Investment Officer and
diversified portfolio that draws upon the strengths of both growth
a Portfolio Manager. He has extensive experience in managing both
and value investing. The session will conclude with an overview of
equity and fixed income portfolios for institutional clients located
various risk control measures that help provide stability to an equity
throughout the country. Joe is a Chartered Financial Analyst and is a
portfolio’s returns during periods of uncertainty. The information
member of the CFA Institute and the CFA Society of Milwaukee.
presented will be both extremely helpful to those desiring to gain a
better understanding of how mutual fund and separately managed
Greg Dahlman graduated from the University of Wisconsin-Whitewa-
account portfolio managers address these important topics, and will
ter with a BBA in Finance and
provide further insights on various screening measures that financial
Economics in 1985. He joined
planning practitioners can utilize with tools such as Morningstar
Dana Investment Advisors in
Principia.
March 2006 and is currently a
Senior Vice President and Port-
Presenters are Michael C.
folio Manager. He is responsible
Stewart, JD, CFA, CFP, CEBS, Ex-
for equity portfolio manage-
ecutive Vice President – Wealth
ment and securities analysis.
Management Portfolio Manager,
Greg has 14 years of experi-
J. Joseph Veranth, CFA, Chief
ence managing equity portfo-
Investment Officer, and Greg
lios, including positions with
Dahlman, CFA, Senior VP –
several investment management
Equity Portfolio Manager, all at
Greg Dahlman firms, most recently Associated
Dana Investment Advisors.
Wealth Management. Greg is a
Chartered Financial Analyst and is a member of the CFA Institute and
Michael Stewart graduated from
the CFA Society of Milwaukee.
the University of Wisconsin-
Michael Stewart

7. Concurrent Sessions Help Your Clients Make Optimal Decisions
Regarding Cash Value Life Insurance
Wednesday, 2:00 p.m.
Scott Witt, an actuary and owner of a fee-only life insurance advi-
sory firm, will go through numerous case studies that will help advi-
Can You Imagine?
sors better understand the complexities of cash value life insurance
Scenario Learning is a term that describes a process of identifying and recognize situations where optimal value is not being realized.
and planning around the critical variables. Sometimes the most Topics addressed will include policy fundamentals, policy design,
difficult part can be identifying the variables that are critical to your minimizing commissions, common mistakes and misconceptions, life
client’s financial success. This session will be an interactive workshop settlements, speculative life insurance, and variable life.
designed to help participants hone their skills in identifying the
variables... both universal as well as client-specific variables… as Scott was born and raised in
the first step in setting the mission-critical planning objectives. Montana. He attended Montana
Tech, graduating with a dual
Bruce Heling, CFP® CPA, of Heling Associates, Inc., is a sole practi- major in Mathematics and
tioner in Brookfield, Wisconsin. He is a graduate of the University of Computer Science in 1993. He
Wisconsin – Oshkosh and has been involved in the financial planning then attended graduate school
profession for over 20 years. Before joining the financial planning at Oregon State University,
profession in 1986, Bruce obtaining a Master’s degree in
worked in a Big-8 accounting Statistics in 1994.
firm and served in corporate
treasury positions. He served After graduation, Witt joined
Scott Witt
on the Board of the FPA of Northwestern Mutual in Milwau-
Southern Wisconsin and its kee, where he worked in various actuarial roles for more than 10
predecessors for 12 years and years. Areas of experience included life insurance pricing, corporate
as the chapter’s president for modeling, risk management, valuation, mortality studies, and compe-
two years. He also served on tition. Witt became a Member of the American Academy of Actuaries
the PFP Committee of the in 1998 and a Fellow of the Society of Actuaries in 1999. He has
Wisconsin Institute of CPAs also been a frequent speaker at national meetings for the Society of
for ten years and as its chair Actuaries and has served as an expert witness in insurance litigation.
Bruce Heling, CFP , CPA
®
for two. Bruce is a US Navy
Vietnam veteran and lives in Brookfield with his wife, a school Prior to launching Witt Actuarial Services, LLC, Witt served for two
psychologist and children’s book author. They have one grown son years as a fee-only insurance and actuarial advisor for the nationally
and two wonderful grandchildren. recognized firm of Katt & Company. Witt Actuarial Services is a fee-
only insurance advisory firm specializing in life insurance, annuities,

8. disability income, and long-term care. Clients include attorneys,
accountants, financial advisors, trustees, business owners, and high
net worth individuals.
An avid sports fan, Witt earned a college basketball scholarship and
still holds the all-time career scoring record at his alma mater. He
currently coaches girls’ high school basketball at one of the premier
programs in Wisconsin and runs a non-profit organization devoted to
youth basketball in the Milwaukee area. He and his wife Christi re-
side with their children, Tanner and Kendall, in New Berlin, Wisconsin.
ETFs Inside Out
Innovative offerings in equities, fixed income, and emerging markets
have made ETFs one of the fastest-growing investment vehicles in the
financial industry. With the U.S.
being the largest ETF market
in the world, an investor might
ask, “Are ETFs right for me?”
This discussion examines the
investment structure and recent
performance of exchange-
traded funds.
Preethi Parmar is a research
and communications analyst for
the Financial Communications
Preethi Parmar
group at Morningstar, Inc. She
is responsible for the research and development of communication
materials to help advisors communicate fundamental investment
concepts. Prior to joining Morningstar in 2005, Parmar was a project
analyst at a leading alternative asset management firm in New York
City. Parmar holds a bachelor’s degree in computer science from
Truman State University and a master’s degree in financial markets
from the Illinois Institute of Technology’s Stuart School of Business.

9. General Information as an FPA Financial Planning Symposium participant and
reserve your accommodation by October 24, 2007.
Symposium’s Mission
Cancellation Policy
To provide advanced continuing education opportunities on a par
Full refunds, less a $50 administrative fee, will be issued
with national programming at a regional level to Certified Finan-
if written cancellation requests are received by October
cial Planners™, Certified Public Accountants, Wisconsin insurance
30, 2007. For Ethics registrations only, the administrative
licensees, and other financial service professionals. General and
fee will be $15. Cancellations received from Octoer 31,
concurrent sessions with practice management, investing, insurance,
2007 until noon on November 6, 2007 will receive a 50%
planning and related issues are covered. This is an effort of the FPA
refund. There will be no refunds for cancellations after
of Southern Wisconsin to provide financial planning professionals
noon on November 6, 2007, or for “no shows” on the day
with a quality symposium. Capacities are limited so take advantage
of the conference.
of the Early Bird Discount and register by September 28, 2007.
CE Credit
Location
The Symposium Committee has applied for Continuing
Country Springs Hotel & Conference Center
Education Credits from the Certified Financial Planner™
Pewaukee, WI 53072
Board of Standards from the Wisconsin State Bar and
from the Wisconsin Insurance Continuing Education Board.
Hotel It does qualify for CPE credits for the Wisconsin Institute
A block of rooms is reserved for the evenings of November of Certified Public Accountants. Credits applied for are
6 & 7 at a discounted rate of $99 plus tax. Book your res- indicated with each session. License and social security
ervation directly with the Country Springs Hotel by calling numbers must be provided for CE reporting.
262/547-0201. To receive your discount, identify yourself
Symposium Partners

10. Conference Registration Form
Please photocopy this form for additional registrations and be sure to include name and address below. Please print.
Last Name ________________________ First Name _______________ MI ____ Name for Badge _____________
Firm Affiliation ______________________WI Insurance # _________ CFP # ________Social Security # __________
Street Address ______________________________________ Suite ____________ PO Box _________________
City _______________________________ State ________Zip ____________
Business Telephone ________________ Business Fax Number ________________ Email _____________________
Please check if you:
 Are a member of FPA
 Have a special need or disability (We will contact you to determine your specific requirements.)
 Prefer a vegetarian entree for lunch
Concurrent Sessions
We will try to accommodate all requests, but since capacity in these sessions is limited to 60 persons,
please select both a first and second choice by numbering 1 or 2 next to each session.
10:00 a.m. (Note first and second choices) 2:00 p.m. (Note first and second choices)
AND
____ Your Client’s Other Asset - ____ Can You Imagine? Scenario Learning
Conservation Easements in Estate & Tax Planning ____ Help Your Clients Make Optimal Decisions
____ Will You Still Need Me, Will You Still Feed Me, When I’m 94? Regardin