Discovery Series: Unplugged

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 beliefs
• Why generosity is more powerful than abundance alone
• How cognitive and behavioural frameworks can unlock better planning conversations
• Practical ways advisors can introduce philanthropy and legacy with empathy
• Why imagination, curiosity, and emotional intelligence matter in modern financial planning

This 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 seconds

• How to ask questions that uncover emotion, meaning, and real needs

• Why a clear personal brand makes you referable — and memorable

• How presence, body language, and energy shape every conversation

• Why networking matters more than ever — and what advisors miss about it

• When it’s time to pivot, move on, and refocus your energy

Hutch’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 leadership

• Why a real-life claim experience reframed her belief in the purpose of insurance

• The emotional and financial impact of illness—and how protection buys families time

• Why Canadians need trusted advice more than ever, despite growing protection gaps

• How Advocis is rebuilding with purpose through education, advocacy, and advisor community

• What leadership really requires—and the one skill Kelly believes all great leaders share

This 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 leadership

• Greg’s three pillars of success and why “dedication to urgency” still matters today

• The personal losses that reshaped his leadership philosophy

• How mentorship, loyalty, and service defined his approach to people and performance

• What 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 associations
• The planning gaps that most physicians and specialists face
• How empathy drives stronger, more lasting client relationships
• Why philanthropy and legacy planning belong in every financial conversation

Whether 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 promise
• ​What’s driving the decline in life insurance ownership across Canada
• ​How innovation and process are empowering advisors to better serve clients
• ​The leadership lessons that shaped her approach to purpose and growth

For 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 process
• ​Why mindset—not marketing—is the foundation of growth
• ​How to uncover the “money stories” that drive client decisions
• ​Why clarity, consistency, and courage define sustainable success

For 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.