Wealth Managers

Did you know that the level of knowledge you have about your clients DIRECTLY correlates to your potential for success? Are you a highly proficient “Know Your Client” financial planner?

​What would it mean for your business if you:

Increased your net client growth by 72%?*
Had a 56% increase in your current clients’ referrals to you?* Experienced a 60% growth in satisfied client relationships?* ​
 Highly proficient planners are 40% more likely
to discuss cognitive decline with their clients and families.*

When you discuss cognitive decline with your clients and families,
you become highly trusted and highly proficient.

Highly proficient planners are referred more often,
grow their client book more quickly, and have clients who
trust them more than those who are not proficient.

Also, DON’T let your cognitively challenged clients’ heirs
fall into the 90% of heirs who find a new advisor when inheriting wealth.**

More than any other demographic...

More than any other demographic, elderly people are at tremendous risk for financial abuse. Many choose a “trusted” person to assist with daily life or to make decisions on their behalf who is not trustworthy. Almost 40% of financial judgment decreases even BEFORE Alzheimer’s is obvious. SO, the American elderly population has been robbed of $36.5 BILLION! And now, we’re all finally paying attention. Who's paying attention? ABA, FinCEN, FINRA, SEC, FTC, CFI. ​
That’s good for you because you’re in a position to be your clients’ first line of defense against this abuse. With proper policies and procedures in place, you can protect aging investors and at the same time protect your business. International Alzheimer’s and dementia expert, Susan Scanland can empower your financial professionals to know when this is happening and what to do about it with her keynotes and strategy sessions focused on helping you become the most trusted professional in an elderly client’s circle of influence. It’s essential: Persons over 65 hold 70% of US wealth!

What are the most requested topics for Wealth Managers and Trust Officers?

There’s scarcely adequate information available to educate yourself about this threat. Yet, you’ve worked so hard to build your clients’ portfolios – to have them lose that would be catastrophic. Through these 4 powerful keynotes, you’ll discover how to be the hero that prevents this from happening.

Alzheimer’s, Dementia and Financial Vulnerability:
What Wealth Managers and Trust Officers Need to Know

  • Reduce the risk of your client’s financial losses by spotting the earliest signs of memory loss during the “pre-dementia” phase of mild cognitive impairment.
  • Protect your client’s assets by knowing the symptoms of the 5 main types of dementia and who is at risk for each type.
  • Save yourself and your team stress and hours of lost time dealing with family dissent, arguments, and anger due to poor financial judgement of your client.
  • Keep your aging client your client for more years of working together: losing the majority of one’s wealth doubles the risk of your client dying.
  • Outsmart the competition by offering a higher level of senior safety measures than they do.
  • Decrease your own risk of liability or negative publicity if exploitation or poor cognitive judgement affect savings.

$36.5 Billion Elephant in the Room:
​Elder Financial Abuse’s Annual US Price Tag

  • ​​Protect your client’s assets by using tools to discern who gets scammed and why.
  • Protect your future fees from being negatively impacted by elder financial abuse.
  • Become an expert on empowering your clients to avoid common scams.
  • Reduce the risk of inadequate documentation about a client’s memory loss.
  • Improve your ability to detect an ill-willed (un-trusted) contact.

Confused About Confusion? The 3 D's: 
​Dementia, Depression and Delirium

  • Prevent missing an atypical memory loss scenario: know the signs 5 main types of dementia: and all the symptoms that come with them.
  • Keep newly widowed clients safe during this vulnerable time by understanding grief vs depression.
  • Prevent getting fooled by clients whose cognition fluctuates with medication and medical conditions.

Mild Cognitive Impairment (MCI):
​The Earliest Financial Capacity Changes

  • Prevent those with 70% of wealth from losing a lifetime of savings during the pre-dementia phase of mild cognitive impairment; years prior to Alzheimer’s being diagnosed.
  • Boost your confidence and time efficiency through optimal conversations with clients and trusted advisors when financial performance and judgement errors occur.
  • Use “Senior Investors’ Best Practice” techniques and technology to prevent negative wealth shock, premature bankruptcy or death.
  • Acquire your client’s adult children and grandchildren as YOUR clients through mutual goals of saving their inheritance and keeping their parents safe by dealing with memory issues.
Customization: Possible for Content and Title
Length:  Usually 60-90 (keynote) to half-day format. 
Topics can be combined for a half-day or full-day format. Virtual presentations can be offered.

What are the most requested topics for Bankers?

The Teller Becomes a Detective:
Banking Errors in Mild Cognitive Impairment

  • Prevent loss of your clients' funds due to the nearly 40% decreased financial judgment that occurs BEFORE it is physically obvious your customer has Alzheimer’s!
  • Avoid post-crisis family/heir accusations of your bank by spotting bill payment errors and abnormal investment decisions which drop by over 30% BEFORE it is physically obvious your customer has Alzheimer’s!
  • Save your bank money and protect your local reputation by catching the 20% drop in checkbook and bank statement management BEFORE it is physically obvious your customer has Alzheimer’s!
  • Become a life-saver, and keep your customer’s for years longer!  Negative wealth shock (losing 75% of income in 2 years) doubles mortality and kills your clients.

Stages of Alzheimer’s:
​What Bank Professionals Need to Know

  • Protect your customer and bank from losing tens or hundreds of thousands of dollars via coercion by scammers, opioid addicted “loving” relatives, and fake romances by knowing how each stage of Alzheimer’s presents by mood, and memory patterns.
  • Increase your confidence in knowing that your client is in danger: don’t waste time second-guessing the next steps (SARS, reporting to authorities).
  • Spot banking behaviors that are typical of memory loss or elder exploitation, saving your bank from embarrassing situations of missing a case of elder abuse or bankruptcy from demented decision-making.

The 5 Top Dementias:
Who Gets What?

  • Outrun your competition with your customer advocacy by learning that all dementias are not alike!
  • Avoid bankruptcy in a younger person with an early (younger) onset Alzheimer’s disease or frontotemporal dementia that you would not suspect due to age.
  • Elevate your elder financial exploitation risk assessment by being able to “eyeball” your customer’s physical symptoms of Lewy body or Parkinson’s dementia or vascular dementia.
Customization: Possible for Content and Title
Length:  Usually 60-90 (keynote) to half-day format. 
Topics can be combined for a half-day or full-day format. Virtual presentations can be offered.

Financial/Bank Topics for Consumer/Marketing Programs

True Wealth IS Memory Health:
Lowering Dementia Risk with Lifestyle Changes

  • Draw potential clients in large numbers to your firm/bank’s marketing event:  NO ONE wants to get Alzheimer’s: the #1 feared illness
  • Attract the next generation of your clients: Most folks will RUN toward learning how to lower their dementia risk
  • Increase attendees by offering a “Brain Healthy” food menu!  With red wine and dark chocolate as bookends

The Top 5 Dementias:
How They Present and Affect Your Life and Wealth

  • Snap your clients and their families out of “dementia denial,” which delays diagnosis from 2.5 to 6 years
  • Avoid negative wealth shock (loss of 75% of fortune in 2 years) and related premature death
  • Become the senior-friendly superstar who beats the competition in topics that cause senior bankruptcy

Dazed, Confused and Financial Errors:
Is it the 3 D’s? Depression, Delirium or Dementia?

  • Become the caring partner of your clients: Dementia is not diagnosed accurately or at all in 50% of all cases
  • Prevent grieving, lonely widows/widowers and overmedicated seniors from falling prey to senior scams and exploitation from persons they trust
  • Empower families to recognize symptoms of the 3D’s and what action to take

What is Mild Cognitive Impairment?
How Can It Affect Finances and Function?

  • Lead your community or region by empowering current clients AND drawing in new advisees/customers to understand how someone with mild cognitive impairment (MCI) who is not yet diagnosed with dementia can lose their life savings
  • Safeguard current and future clients by demonstrating how MCI affects basic monetary skills, financial conceptual knowledge, cash transactions, checkbook management and bank statement management​
  • Prevent bank account or portfolio loss by presenting how MCI affects financial judgement, bill-paying status, knowledge of personal finances and investment decisions
Customization: Possible for Content and Title
Length:  Usually 60-90 (keynote) to half-day format. 
Topics can be combined for a half-day or full-day format. Virtual presentations can be offered.

7 Reasons to Hire Susan Scanland

1. ​You want your clients and their families to trust YOU over the competition to protect assets they’ve worked all their lives to save!
Elder financial exploitation estimates (National Council on Aging) are an astounding $36.5 BILLION annually. That equates to $100,000,000.00 per day! Most financial institutions/firms deeply care and take pride in protecting vulnerable elders; building community trust. Unfortunately, some financial folks have exploited their own clients! You need to make sure you’re educated and empowered to be trusted.

 2. You want to offer your clients the HIGHEST level of service regarding cognitive issues impacting financial ability during their “Golden Years.”
Not only an international speaker, Susan is also a passionate expert: sharing over three-plus decades of diagnosing and managing dementia with related family struggles. Financial professionals are unaware that half of all persons with symptomatic Alzheimer’s have not yet been diagnosed! The average time from first memory symptom to Alzheimer’s diagnosis is 3 years. Loss of basic financial skills is one of the first signs of cognitive loss; occurring several years PRIOR to the start of Alzheimer’s symptoms. Just begin to imagine what can happen financially to your clients during that time gap. This makes you the “first responder” to cognitive decline. 

3. You want to guarantee the expert you hire is one of the best in the country!
Eager to share expertise early in her career, Susan has spoken professionally since 1983, her second year in clinical practice. She’s held three geriatric faculty positions at two universities and a family medicine residency. Since developing a full-time speaking business, Susan provided nearly 700 presentations in 41 states, Europe and Canada. She is among the top 12% of all professional speakers as a Certified Speaking Professional (CSP) through the National Speakers Association (NSA). Plainly put: Susan is the person you want helping you understand elder financial care.

4. You want someone with real expertise to educate your people.
Susan’s presentations are illustrative, and include real-life examples. She shares examples from 35 years as a memory specialist/geriatric nurse practitioner which clarify the most complicated memory issues your clients encounter. Only 1% of physicians and 5% of nurse practitioners specialize in geriatrics: of those, very few specialize in Alzheimer’s and dementia care, and out of those, there are only a handful in their 35th year as a paid professional speaker. None do it as a full-time business (except Susan Scanland).

5. You want an engaging, interactive program and a speaker who will adapt to your audience.
Susan is not satisfied unless every person exceeds their goals for attending. She’s proven this with 700 seminars ranging from 4 to 400+ attendees: never once having an undesirable program outcome! Her programs impact quality of many lives for years after each participant departs. Additionally, Susan is enthusiastic about answering personal questions from attendees who line up AFTER the Q&A session. Are your divisions/branches/firms geographically challenged? Is it expensive to gather your staff in one location?  Susan is totally comfortable presenting virtually to 300 participants! She has given national radio interviews for XM and CBS radio and TV interviews.

6. You want up-to-date content, not old information that doesn’t apply today.
Susan LOVES keeping up with aging research. She read so much as a child, her mom used to hide mail-ordered books for 1-2 weeks; as she devoured them too quickly. Susan has published 20 articles in scientific health journals and business publications and authored an academic book chapter about aging women. Her research zeal, professional expertise and speaking ability have yielded her National Speaker Bureau positions at every pharmaceutical company with dementia medications plus other national advisory boards.  Susan is extremely honored to serve as a member of the Alzheimer’s Association Best Clinical Practice Guidelines Working Group, which is currently developing a guide for all physicians and health care providers across the United States for diagnosing Alzheimer’s disease and mild cognitive impairment (MCI).

7. You want someone who is passionate and committed to helping you and your clients.
Ten years ago, Susan’s son Brendan’s fourth grade class was asked what word their moms use most frequently. Brendan’s immediate response was “dementia.”  Inspired in 1981 by her graduate program mentor at the University of Pittsburgh, she witnessed the first patient walk through the door at the now world-renowned University of Pittsburgh Alzheimer Disease Research Center (Yes, the one in the Concussion movie). During undergrad, she was selected for a National Institute of Health (NIH) internship, where she met her first Alzheimer’s patient/caregiver couple. By age 23, she had completed a master’s thesis on dementia; certain that this was her life’s calling.
“For any bank considering a speaker on aging or Alzheimer’s, I HIGHLY recommend Susan Scanland. She will amaze you with her expertise and professionalism. Your seminar will receive rave reviews from customers. They will appreciate what your bank has given them. It is a win-win situation.” 
–  Nancy Miller, Manager, Bank Customer Loyalty and Rewards Program, Oneonta NY

Federal Reserve Bank of Philadelphia President’s urgent call to action for financial professionals regarding elder financial exploitation and senior financial vulnerability.

 In just 24 hours – by this time tomorrow $100 MILLION will have been exploited from US seniors! Don’t permit YOUR client to become tomorrow’s financial elder abuse victim!  
E-mail susan @ dementiaconnection.com
or call her at 570-586-0655 today!

*Statistics: “Know Your Client” study by the Financial Planning Association, Capital Preferences and T. Rowe Price.  Knowing your client and understanding their behaviors correlates with “solidifying strong, lasting client relationships built on a foundation of understanding and trust.”  2018 FPA President Frank Paré CFP
*https://www.onefpa.org/about/Press-Room/Pages/FPA-Unveils-Know-Your-Client-Benchmark-Research-in-Collaboration-with-Capital-Preferences-and-TRowe-Price.aspx **Deloitte. “10 Disruptive Trends in Wealth Management.” 2015