Claim OwnershipDiscovery Series: Unplugged
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Welcome to the Discovery Series: Unplugged podcast! Join Reh Bhanji and David Lee from Desjardins Insurance as they dive deep into the stories of real people, real advisors, and real-life experiences. From navigating the highs and lows of the financial industry, to finding success and fulfilment in unexpected places, this podcast is for advisors who want to be inspired, informed, and engaged. So, whether you’re a seasoned professional or just starting out, tune in and join the community!
116 Episodes
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What if true wealth isn’t just about what you earn, but how you live?In this episode of Discovery Series: Unplugged, CFP Anna Knight shares her remarkable journey from growing up in communist Poland to building a purpose-driven financial planning practice in Canada. Along the way, she transformed early experiences with scarcity into a powerful philosophy centered on vision, wellness, prosperity, and impact. Anna explains how advisors can help clients connect money with meaning—aligning financial plans with personal purpose, family goals, and long-term legacy.This conversation explores:Turning financial planning into a tool for life designHelping clients move from survival to abundanceThe importance of multiple income streams and structured planningWhy purpose and wellness belong in every financial conversationA powerful discussion on how advisors can help clients build wealth with clarity, intention, and soul.
Real estate success often comes with financial complexity.In Episode 115 of Discovery Series: Unplugged, we’re joined by JoAnne Martin, CEO and Lead Financial Planner at The PREC Planners, to unpack the realities of financial planning for incorporated real estate agents.From deciding whether to form a PREC to managing volatile commission income, corporate tax strategy, and wealth deaccumulation, JoAnne shares practical insights advisors and entrepreneurs need to hear.She also explains:Why incorporating isn’t about income — it’s about lifestyle needsThe most common mistakes real estate professionals makeHow to think about corporate investing and risk protectionWhy education and simplicity are the foundation of good planningIf you work with real estate professionals — or want to build a niche by solving real problems — this episode is for you.
What happens when leadership finds you before you go looking for it?In this episode of Discovery Series: Unplugged, Randy Little (President, GAMA Canada) and Shawn Bellefeuille (President, MDRT Canada) reflect on how the traditional middle manager role disappeared—and how a new generation of “accidental leaders” stepped up.From building teams and delegating unique abilities to shifting from activity management to behavioral coaching, this conversation explores what modern leadership really looks like in today’s advisor world.If you’re building a team, mentoring others, or navigating leadership without a formal title, this episode offers practical insights on culture, structure, and leading with purpose.
What happens when your relationship with money is shaped by scarcity, shame, and resilience - and later transformed into a lifelong mission of generosity?In this deeply reflective episode of Discovery Series: Unplugged, Betty-Anne Howard shares her remarkable journey from growing up in poverty in rural Ontario to becoming a respected financial planner, educator, and national voice in philanthropic planning.Drawing on her background in social work, psychology, and emotional health, Betty-Anne explores how early money experiences shape mindset, behaviour, and decision-making - and why understanding those stories is essential for meaningful financial advice. She challenges advisors to move beyond transactions and into purpose-driven conversations that honour family, values, and legacy.In this episode, you’ll hear:How early experiences of scarcity shape lifelong money beliefsWhy generosity is more powerful than abundance aloneHow cognitive and behavioural frameworks can unlock better planning conversationsPractical ways advisors can introduce philanthropy and legacy with empathyWhy imagination, curiosity, and emotional intelligence matter in modern financial planningThis episode is a powerful reminder that legacy isn’t about how much you have - it’s about how intentionally you choose to give, serve, and make an impact.
Estate planning isn’t just about wills - it’s about ownership, structure, and asking better questions.In this episode of Discovery Series: Unplugged, we’re joined by Gabriela Kratchanov, Insurance Advisor with Desjardins Financial Security Independent Network and Independent Contract Lawyer at Stewart McKelvey, who brings a rare dual perspective to the conversation.Drawing on her experience as a champion mooter, Gabriela breaks down how legal thinking - argument, reasoning, and conclusion - can elevate advisor conversations around real estate, common-law relationships, intergenerational wealth, and tax risk. From joint ownership pitfalls to overlooked estate liabilities, this episode highlights why collaboration between advisors, lawyers, and accountants isn’t optional - it’s essential.A must-listen for advisors looking to strengthen estate conversations, uncover insurance opportunities, and protect client legacies with clarity and confidence.
In this episode of Discovery Series: Unplugged, we welcome Chantal Gagné, Executive Vice President, Life and Health Insurance Division at Desjardins Group, for a wide-ranging conversation on leadership, strategy, and long-term growth.Chantal shares reflections from her professional journey—how early curiosity, strong mentorship, and a deep understanding of risk and responsibility shaped her approach to leadership. She discusses what it means to lead at scale within a large, purpose-driven organization, and how thoughtful decision-making becomes even more critical in times of change.The conversation explores building sustainable growth in insurance, developing high-performing teams, and aligning strategy with values while navigating complexity. Chantal also offers insights on talent development, collaboration, and why intentional leadership matters more than ever in an evolving industry.This episode offers a thoughtful perspective for advisors, leaders, and professionals looking to better understand what effective leadership looks like at the executive level—and how long-term thinking shapes lasting impact.
What can a former sports broadcaster teach advisors about building trust, elevating conversations, and standing out in a crowded marketplace?Quite a lot, it turns out.In this energetic and insightful episode, David Hutchison — known across the industry as “Hutch” — Manager of Business Development at Gryphin Advantage, shares the unexpected lessons he carried from the broadcast booth into financial services.From crafting a strong opening, to asking insightful questions, to bringing presence and energy into every client interaction, Hutch breaks down the six “Plays of the Year” that every advisor can use to sharpen their craft and grow their business.Blending storytelling, humour, real-world advisor scenarios, and even a few memorable dating stories, Hutch shows how great communication isn’t just a skill, it’s a strategy.In this episode, you’ll learn:Why your intro is everything — and how to “hook” clients in secondsHow to ask questions that uncover emotion, meaning, and real needsWhy a clear personal brand makes you referable — and memorableHow presence, body language, and energy shape every conversationWhy networking matters more than ever — and what advisors miss about itWhen it’s time to pivot, move on, and refocus your energyHutch’s journey proves that the best advisor skills often come from unexpected places — and that when you master how you show up, everything else becomes easier.
What does it take to rebuild an organization, inspire a profession, and lead with purpose in a rapidly changing industry? For Kelly Gorman, CEO of Advocis, the answer begins long before the C-suite—back to an 11-year-old girl in Chatham, Ontario, learning resilience, responsibility, and independence from a single mother who worked tirelessly to build a better life.In this powerful episode of Discovery Series: Unplugged, Kelly shares how early life lessons, personal experiences with illness, and a transformative insurance claim shaped her understanding of protection, financial security, and the true value of advice.Her journey—from accountant, to securities regulator, to CEO of Canada’s largest professional association for financial advisors—reveals a leader driven by clarity, conviction, and deep respect for the advisor community she now serves.In this episode, you’ll hear:How resilience is built early—and how Kelly’s upbringing shaped her leadershipWhy a real-life claim experience reframed her belief in the purpose of insuranceThe emotional and financial impact of illness—and how protection buys families timeWhy Canadians need trusted advice more than ever, despite growing protection gapsHow Advocis is rebuilding with purpose through education, advocacy, and advisor communityWhat leadership really requires—and the one skill Kelly believes all great leaders shareThis is an honest, thoughtful conversation about life, leadership, purpose, and the profound impact advisors make every single day.
What if you could sit down with one of the architects of independent distribution—someone who has shaped an entire industry, built one of Canada’s largest networks, and influenced thousands of advisors—and ask him one final question: How did you do it?In this special milestone episode, Greg Osmak, Executive Vice President of Sales & Marketing at IDC Worldsource Insurance Network, joins Discovery Series: Unplugged for his last interview before retirement.Over 40 years, Greg built teams, mentored countless advisors, weathered industry upheavals, and helped IDC grow from a small regional group into Canada’s leading distribution organisation. But behind every decision was a simple principle: do what’s right for the advisor.Through personal stories, industry history, leadership lessons, and emotional reflections on loss, family, and purpose, Greg opens the library of wisdom he’s collected over four decades.In this episode, you’ll hear:How IDC was built—and rebuilt—through vision, grit, and advisor-first leadershipGreg’s three pillars of success and why “dedication to urgency” still matters todayThe personal losses that reshaped his leadership philosophyHow mentorship, loyalty, and service defined his approach to people and performanceWhat he wants the next generation of advisors to remember most about him
Every advisor reaches a point where they ask: Who do I really want to serve—and what kind of impact do I want to make?In this inspiring episode, Seema Sharma, President and Executive Financial Planner at Wealth Estate Financial Canada, shares how she built a thriving 25-year career by focusing on purpose, empathy, and specialization.From her early days cold-calling physicians with a phone book and a rate manual, to becoming one of Canada’s most respected advisors serving medical professionals, Seema reveals how she turned focus into freedom—and advice into advocacy.Her story reminds us that building a meaningful business isn’t about selling—it’s about serving.In this episode, you’ll hear:How Seema discovered her niche with medical associationsThe planning gaps that most physicians and specialists faceHow empathy drives stronger, more lasting client relationshipsWhy philanthropy and legacy planning belong in every financial conversationWhether you’re an advisor looking to refine your niche or rediscover your “why,” this episode is a must-listen.
How do you build a career—and a company—around one simple belief: we deliver money when it’s needed most?In this powerful episode, Cathy Hiscott, President & CEO of PPI, shares her journey from rural Ontario beginnings to leading one of Canada’s most respected insurance organizations. From her father’s stroke to her first client claim at age 39, Cathy has seen firsthand how life insurance can change lives—and why the industry’s purpose has never been more urgent.She joins hosts Reh Bhanji and David Lee to discuss the future of financial protection, the importance of mentorship, and how technology and leadership can help close Canada’s growing insurance gap.In this episode, you’ll hear:Why Cathy believes insurance is more than a product—it’s a promiseWhat’s driving the decline in life insurance ownership across CanadaHow innovation and process are empowering advisors to better serve clientsThe leadership lessons that shaped her approach to purpose and growthFor advisors, leaders, and anyone passionate about protecting families, this episode is a reminder that impact starts with intention.Disclaimer:The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect those of Desjardins, its affiliates, or partners. References made to books, public figures, or concepts are for informational and inspirational purposes only.Desjardins is not affiliated with, endorsed by, or sponsored by any of the individuals or organizations mentioned unless explicitly stated. All trademarks and intellectual property referenced remain the property of their respective owners.
What does it take to build a business that’s not just successful—but sustainable, intentional, and designed to grow with you?In this episode of Discovery Series: Unplugged, Wendy Brookhouse, CEO and Chief Strategist at Black Star Wealth, joins Brent Swatuk, Regional Vice President of Sales for Desjardins Financial Security Independent Network (Ontario, Atlantic, and Western Canada), to explore how mindset and structure shape success.Wendy shares how her mother’s resilience influenced her relationship with money and inspired her to create The Business Value Amplifier™—a framework that helps business owners and advisors productize, systematize, and scale their work. Together, Wendy and Brent unpack how emotions, habits, and financial behavior intersect—and how clarity and process create freedom.In this episode, you’ll hear:How to scale your business through productization and processWhy mindset—not marketing—is the foundation of growthHow to uncover the “money stories” that drive client decisionsWhy clarity, consistency, and courage define sustainable successFor advisors and entrepreneurs, this conversation is a reminder that when you shift your mindset, you shift your outcomes.Disclaimer:The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect those of Desjardins, its affiliates, or partners. References made to books, public figures, or concepts are for informational and inspirational purposes only.Desjardins is not affiliated with, endorsed by, or sponsored by any of the individuals or organizations mentioned unless explicitly stated. All trademarks and intellectual property referenced remain the property of their respective owners.
What if the moment that breaks your heart becomes the moment that defines your purpose?In this heartfelt episode, Pam Pabla, Desjardins Insurance Agency Owner, shares her journey of strength, faith, and leadership after her youngest daughter was diagnosed with autism at 18 months. What began as heartbreak became a lifelong mission to advocate, plan, and lead with purpose.Pam opens up about the emotional and financial realities of raising a child with special needs, the lessons she’s learned as a business owner and parent, and the importance of building a plan that protects both today and tomorrow.In this episode, you’ll hear:How Pam’s story reshaped her definition of purpose and leadershipThe financial realities and planning needs of families with neurodiverse childrenThe power of accountability, responsibility, and faith in business and lifeWhy she believes every advisor’s purpose begins with empathyPam’s story is a reminder that leadership isn’t about titles—it’s about love, resilience, and showing up when it matters most.
What does it take to build a 40-year career—and a business that lasts beyond you?In this insightful episode, Al Roissl, CFP, Managing Director of the Ontario Central Region at Desjardins Financial Security Independent Network, shares the lessons that shaped his journey from immigrant beginnings to leading the largest DFSIN franchise outside Quebec.From arriving in Canada without speaking English to overseeing a network of more than 100 advisors, Al’s story is a testament to resilience, adaptability, and leadership grounded in purpose. He reflects on the power of mentorship, the importance of mindset, and what it means to lead through decades of change in financial services.In this episode, you’ll hear:How adversity shaped Al’s leadership philosophyWhy mentorship and joint fieldwork are the keys to growthWhat advisors need to thrive in a digital, team-based futureHow to build a business—and a mindset—that truly lastsAl’s story reminds us that true leadership isn’t about avoiding challenges.It’s about rising through them, and bringing others with you.
When her father told her, “I am in my dying stage of life”, Emily Sorensen realized that preparation isn’t just financial—it’s emotional. Around the same time, her mother-in-law was diagnosed with terminal cancer. Supporting both of them gave Emily a new perspective on legacy, empathy, and what it means to plan ahead.In this live-recorded episode from Calgary, Emily— a Business Development Executive at IDC Worldsource Insurance Network—shares lessons that every advisor can bring into their client conversations.In this episode, you’ll hear:Why waiting to apply for coverage can come at a costHow to support families through the claims process with empathyWhy a handwritten note or card can be more powerful than the cheque itselfThis conversation is a reminder that insurance isn’t just about protection—it’s about the human stories behind every policy.
At 23, Zain Shivji was a healthy young professional working in financial services. Within months, everything changed.After a back injury triggered a severe mental health crisis, Zain was diagnosed with Obsessive Compulsive Disorder and was unable to work—for nearly two years. Just one month before it all began, he had declined disability insurance.In this powerful and honest episode, Zain shares how the experience shaped his outlook on life, planning, and what it means to protect yourself before it’s too late.Now an advisor at Shivji Financial Services, he’s helping others make the decisions he once avoided—and using his own story to break down stigma around mental health and living benefits.In this episode, you’ll hear:What living with OCD really looks likeThe financial fallout of not having protection in placeHow Zain reframes DI and CI for younger clientsWhy vulnerability can be a powerful tool for connectionThis isn’t just a comeback story. It’s a call to action—for advisors and clients alike.
What happens when your greatest challenge becomes the birthplace of your greatest strength?In this special 100th episode, we sit down with Benaaz Aronis, MBA, CRM—Senior Vice President of the Desjardins Agent Network & Direct Insurance (Ontario, Atlantic, Western Regions)—to reflect on a journey that’s as bold as it is grounded in heart.From immigrating to Canada in 1999, to leading with impact across Desjardins for 25 years, Benaaz shares how personal loss, parenting a child on the autism spectrum, and unwavering purpose shaped the leader—and the person—she is today.This isn’t just a story about rising through the ranks. It’s about resilience, humility, and what it means to lead when life doesn’t follow the plan.In this milestone episode, Benaaz opens up about:The sudden loss of her father—and how insurance shaped her family’s path forwardNavigating her son’s autism diagnosis and the financial planning it inspiredRedefining leadership through empathy, values, and personal advocacyThe culture that helped her grow—and why she believes Desjardins’ real superpower is its people“You don’t need a title to lead. You just need to show up—with heart.”
Imposter syndrome isn’t a weakness—it’s a signal you’re growing.In this candid episode, Mehul Gandhi, CFP, CLU, TEP, opens up about his journey from accidental advisor to respected industry leader. With no finance background and no built-in client base, Mehul built his career from the ground up—while quietly wondering, “Do I belong here?”Now a Senior Insurance Advisor and Estate Planning Specialist at Westmount Wealth Planning, Mehul shares how he turned doubt into drive, and how advisors can reframe imposter syndrome into a source of strength and service.In this episode, you’ll hear:What imposter syndrome looks like in real advisor life—and how to recognize itHow curiosity, mentorship, and over-preparation shaped Mehul’s pathWhy simplifying complexity builds deeper client trustHow he defines purpose, and what it means to be an ambassador for the industryIf you’ve ever felt like you’re not ready, not qualified, or not enough—this episode will challenge that thinking. Because sometimes the real question isn’t Why me?—it’s Why not me?
When Suzanne Durnan’s business and life partner passed away suddenly in 2008, there was no succession plan—and not enough insurance.In this deeply personal episode, Suzanne shares how she rebuilt her business from the ground up, turned grief into growth, and became an unwavering advocate for client preparedness. Now President of Advocis Greater Vancouver, she uses her experience to help advisors—and their clients—plan for the moments no one sees coming.What you’ll learnThe real impact of missing key person insuranceHow to talk to clients about planning before it’s too lateWhy service and empathy are every advisor’s superpowerHow to lead with resilience—and build a business around purposeThis is a must-listen for any advisor who believes in the power of preparation and the importance of legacy.
What can advisors learn from the art of fishing? According to industry veteran Alex Chan, it’s everything.In this insightful and uplifting episode, Alex Chan—Regional Wealth Leader with IDC Worldsource—joins us live from the IDC PD Day in Vancouver to share the lessons he’s learned over 36 years in the business. Drawing parallels between his lifelong love of fishing and the financial services industry, Alex reveals how success in both worlds comes down to five things: patience, technique, perseverance, determination, and skill.From learning not to rush the conversation, to adapting your technique based on who’s in front of you, to handling setbacks with professionalism and grace—this episode offers a thoughtful guide for advisors who want to build deeper client relationships and a more resilient practice.Whether you’re new to the industry or a seasoned pro, Alex’s energy, humility, and wisdom will inspire you to slow down, listen more, and keep casting.
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