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Platinum Product Alliance Partners Gold Product Alliance Partners
Silver Product Alliance Partners • • • • • • • •
Allianz DMI FIG
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Griffin Capital Hanlon
• • •
Loring Ward SEI The Pacific Financial Group
Bronze Product Alliance Partners
Absolute Capital Albridge Black Diamond BombBomb CIM Group(Cole)
• • • • •
Flexible Plans FTJ Fundchoice Hines KBS MoneyGuidePro
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Redtail Security Benefit SIGNiX Voya White Glove Workshops
We want to thank all of our sponsors for helping to bring a great 2018 Symposium Experience to our Partner Advisors. Thank you for your support and partnership!
Agenda Snapshot Sunday 10/28 10:00 A.M. - 5:00 P.M.
REGISTRATION
HARBOR FOYER
11:00 A.M. - 12:30 P.M.
WOMEN OF COLE BRUNCH
SHORELINE
12:30 P.M. - 4:00 P.M.
WOMEN OF COLE MEETING
SEABREEZE
1:00 P.M. - 5:00 P.M.
PRODUCT PARTNER BOOTH SETUP
HARBOR ISLAND BALLROOM
6:15 P.M. - 7:00 P.M.
SHUTTLES FROM HOTEL TO USS MIDWAY
GRANDE FOYER
6:30 P.M. - 10:00 P.M.
OPENING RECEPTION
USS MIDWAY
9:30 P.M. - 10:00 P.M.
SHUTTLES FROM USS MIDWAY TO HOTEL
USS MIDWAY
Monday 10/29 7:30 A.M. - 8:30 A.M.
BREAKFAST WITH PRODUCT ALLIANCE PARTNERS
HARBOR ISLAND BALLROOM
8:30 A.M. - 9:15 A.M.
GENERAL SESSION KICKOFF JOHN CARLSON, R.J. WOOD, CRAIG TOWLE
GRANDE BALLROOM
9:15 A.M. - 10:15 A.M.
AMY FLORIAN ADVISING CLIENTS THROUGH THE TOUGHEST TIMES OF LIFE
10:15 A.M. - 10:25 A.M.
BREAK
10:30 A.M. - 11:10 A.M.
BREAKOUT SESSION 1
NAUTILUS ROOMS 1-5
10:30 A.M. - 11:10 A.M.
JWCOLLEGE SESSION 1
SPINNAKER ROOMS 1-2
10:30 A.M. - 2:00 P.M.
GUEST EVENT
SAN DIEGO WINE AND CULINARY INSTITUTE
11:15 A.M. - 11:55 A.M.
BREAKOUT SESSION 2
NAUTILUS ROOMS 1-5
11:15 A.M. - 11:55 A.M.
JWCOLLEGE SESSION 2
SPINNAKER ROOMS 1-2
12:00 P.M. - 1:00 P.M.
LUNCH WITH PRODUCT ALLIANCE PARTNERS
HARBOR ISLAND BALLROOM
GRANDE BALLROOM
Monday Continued 1:10 P.M. - 2:00 P.M.
BREAKOUT SESSION 3
NAUTILUS ROOMS 1-5
1:10 P.M. - 2:00 P.M.
JWCOLLEGE SESSION 3
SPINNAKER ROOMS 1-2
2:15 P.M. - 3:15 P.M.
ROBYN BENINCASA BUILDING WORLD CLASS TEAMS
GRANDE BALLROOM
3:15 P.M. - 4:15 P.M.
DENNIS MOSELEY-WILLIAMS THE NEW AGE OF ENGAGING CLIENT EXPERIENCES
GRANDE BALLROOM
4:15 P.M. - 4:30 P.M.
CRAIG TOWLE CLIENT EXPERIENCE DINE-AROUND ASSIGNMENT
GRANDE BALLROOM
5:30 P.M.
PRODUCT PARTNER DINE AROUNDS
Tuesday 10/30 7:30 A.M. - 8:30 A.M.
BREAKFAST WITH PRODUCT ALLIANCE PARTNERS
HARBOR ISLAND BALLROOM
8:30 A.M. - 9:00 A.M.
MONDAY RECAP AND DINING EXPERIENCE REVIEW
GRANDE BALLROOM
9:00 A.M. - 10:00 A.M.
SEAN CLARK - MARKET UPDATE SPONSORED BY ASSETMARK
GRANDE BALLROOM
10:10 A.M. - 10:55 A.M.
BREAKOUT SESSION 4
NAUTLIUS ROOMS 1-5
10:10 A.M. - 10:55 A.M.
JWCOLLEGE SESSION 4
SPINNAKER ROOMS 1-2
11:00 A.M. - 11:40 A.M.
BREAKOUT SESSION 5
NAUTLIUS ROOMS 1-5
11:00 A.M. - 11:40 A.M.
JWCOLLEGE SESSION 5
SPINNAKER ROOMS 1-2
11:50 A.M. - 12:50 P.M.
LUNCH WITH PRODUCT ALLIANCE PARTNERS
HARBOR ISLAND BALLROOM
1:00 P.M. - 2:45 P.M.
MARCO FUENTES, CCO ANNUAL COMPLIANCE MEETING
GRANDE BALLROOM
2:45 P.M. - 4:00 P.M.
ANDREW DAVIS THE LOYALTY LOOP
GRANDE BALLROOM
4:00 P.M.
CLOSING COMMENTS
GRANDE BALLROOM
6:00 P.M. - 7:00 P.M.
COCKTAIL RECEPTION
BAYVIEW LAWN
7:00 P.M. - 10:00 P.M.
AWARDS DINNER
GRANDE BALLROOM
PRODUCT PARTNER MARKETPLACE 1. White Glove Workshops 2. 3. 4. 5.
FIG Marketing SEI Hines The Pacific Financial Group 6. DMI 7. Flexible Plans 8. Griffin Capital 9. Brinker 10. M3 Financial 11. Advisors Capital Management 12. AssetMark 13. Sammons Retirement
14. Midland Life 15. FS Investments 16. Jackson National Life 17. National Financial 18. Athene 19. BTS Asset Management 20. ASH Brokerage 21. Howard Capital Management 22. Brighthouse 23. Preferred Apartment Communities 24. US Energy 25. Voya 26. Absolute Capital
27. BombBomb 28. Hanlon 29. CIM Group (Cole) 30. FTJ Fundchoice 31. KBS 32. Allianz 33. Loring Ward 34. Albridge 35. Redtail 36. Black Diamond 37. SIGNiX 38. Money Guide Pro 39. Security Benefit
SUNDAY REGISTRATION AND RECEPTION 10:00 A.M. - 5:00 P.M. | OPEN REGISTRATION | HARBOR FOYER 11:00 A.M. - 12:30 P.M. | WOMEN OF COLE BRUNCH SHORELINE 12:30 P.M. - 4:00 P.M. | WOMEN OF COLE MEETING SEABREEZE 6:00 P.M. | MEET IN GRANDE BALLROOM FOYER FOR SHUTTLES TO OPENING RECEPTION 6:15 P.M.- 7:00 P.M.| SHUTTLES RUN FROM HOTEL TO USS MIDWAY
7:00 P.M.- 9:30 P.M. | OPENING RECEPTION | USS MIDWAY 9:30 P.M.- 10:00 P.M. | SHUTTLES RUN FROM USS MIDWAY TO HOTEL
MONDAY MORNING KICKOFF 7:30 A.M. - 8:30 A.M.| BREAKFAST HARBOR ISLAND BALLROOM 8:30 A.M. - 9:15 A.M. | GENERAL SESSION KICKOFF GRANDE BALLROOM
Join John Carlson, R.J. Wood, and Craig Towle as we get the 2018 Symposium rolling!
9:15 A.M. - 10:15 A.M. | AMY FLORIAN ADVISING CLIENTS THROUGH THE TOUGHEST TIMES OF LIFE
Amy Florian is the CEO of Corgenius, and she combines the best of neuroscience and psychology with a good dose of humor in training professionals to build strong relationships with clients through all the losses and transitions of life. Amy has appeared in the Wall Street Journal, CNBC, Forbes, MSN Money, Barron’s, On Wall Street, the Journal of Financial Planning, Investment News, Wealth Management, Financial Advisor, and has been honored with a multitude of awards for her ground-breaking work. Earn 1 Hour of CFP® CE Credit
10:15 A.M. - 10:25 A.M.| BREAK 10:30 A.M. | MEET IN LOBBY FOR GUEST EVENT 10:30 SHUTTLE RUN TO SAN DIEGO WINE & CULINARY EVENT CENTER
BREAKOUT SESSIONS #1 NAUTILUS ROOMS | 10:30 - 11:10 A.M.
7 KEYS TO DELIVERING A BETTER CLIENT EXPERIENCE
1
Would you like to know what investors with financial advisors really want? In this presentation, we will share new research and feedback from the 2017 Dimensional Investor Survey. Based on responses from almost 19,000 investors, we have identified seven keys which suggest how advisors need to evolve and enhance their value propositions, services, and communications to truly deliver a better client experience.
HELP YOUR CLIENTS MEET THEIR RETIREMENT NEEDS
2
People are living longer, which means they need to fund longer retirements. Learn how Brighthouse Financial can help you diversify their portfolios, provide additional retirement income streams, and protect what they’ve earned. Annuity products offered by Brighthouse Financial can play an essential role in ensuring your clients’ hard-earned retirements last. Learn more about two of Brighthouse Financial’s annuity products: ShieldSM Annuities, and a variable annuity with FlexChoice Access.
HOW TO WORK WITH CLIENT 401K ACCOUNTS NOW, AND BE COMPENSATED
3 4
We will focus on “why” and “how” management can be added at the participant level of nearly 100,000 employer plans. TPFG can manage at the participant level without a roll-over, without deducting fees, and shield you from ERISA 3(21). Employer plans large and small will be discussed, including FRS, Delta, Lockheed Martin, Duke Energy, Honda, AT&T, CenturyLink and nearly 100,000 more.
BREAKING TRADITION: FINDING RETURNS OUTSIDE OF CORE FIXED INCOME
In today’s low yield environment, investing in the $6.5 trillion market opportunity that exists outside the scope of traditional fixed income has the potential to generate a return premium and help manage interest rate risk and portfolio volatility. Our session dives into how FS Credit Income Fund uses active management to flexibly invest across credit markets with the goal of generating increased, differentiated returns.
WHY YOUR MARKETING ISN’T WORKING AS WELL AS IT COULD
5
Let’s say you have a website, some brochures, a brand of sorts. Maybe you send out a digital newsletter to your clients. You’ve probably done lots of marketing over the years, but do you have a formal marketing plan? Join us as we show you a case study of an advisor who tripled his business with DMI’s help putting together a cohesive, effective marketing plan. This real-world example will demonstrate the critical elements of a marketing plan, how they integrate together to be more than the sum of their parts, and how they can help build your business.
JWCOLLEGE SESSION #1 WEALTHSCAPE: OVERVIEW | INTRODUCTION TO NATIONAL FINANCIAL, E-DELIVERY, AND MOBILE CHECK DEPOSIT
SPINNAKER ROOMS 1-2
BREAKOUT SESSIONS #2 NAUTILUS ROOMS | 11:15 - 11:55 A.M.
1
NEW WAYS TO COMPETITOR-PROOF YOUR ADVISORY PRACTICE!
Come hear how and why we have developed a solid reputation as a proven tactical manager that is also known for providing advisors with powerfully effective sales tools and concepts to potentially drive (and keep) more clients to their advisory businesses. From our web-based 401(k) Optimizer® customized allocation recommendation service, to providing professional tactical management via our HCMBuyLine® which can help provide asset protection for your clients, we know how to help your practice grow!
FIXED INDEX ANNUITIES: AN ALTERNATIVE TO CONSIDER
2
We will take the confusion out of the fixed indexed annuity, offering a deep education and understanding of FIA moving parts, top products and solutions. Learn about key distribution strategies revolving around preservation and retirement income. Recent tax law changes impacting portfolio management fees will also be discussed - please join us for a comprehensive education on fixed indexed annuities and how they tie into your client’s overall portfolio.
IS FIXED INCOME WORKING FOR YOUR CLIENTS?
3
Fixed Income continues to be a quagmire for many advisors. If interest rates go up, traditional fixed income could be primed for losses. If rates stay the same or go lower, yields may continue to be a drag on returns and income. For 37 years, BTS Asset Management has taken a nontraditional, tactical approach to fixed income using traditional fixed income assets. Learn how to potentially enhance your fixed income portfolio by removing the negative cycle of market emotions. Explore how different sectors of the bond space have reacted in the past during various market cycles and how to Find Opportunity regardless of the direction of interest rates.
THE INTERGENERATIONAL DIVIDE
4
DON’T LET YOUR BOOK DIE WITH YOUR CLIENTS: As your clients age, they begin to consider the time when they will transfer their assets to their family, loved ones, or charity. Helping them facilitate a family meeting will help your clients connect on matters critically important to their futures, as well as allow you to communicate and build trust with the rest of the family. We will explain the connections that financial professionals can make with their clients’ families, including tips on setting up a family meeting, and sample dialogue to use that will help connect with the next generation.
CLIENT ACQUISITION THROUGH SOCIAL SELLING
5
Today’s prospects are well-informed about their finances, more educated than their predecessors, and highly skeptical about whom to entrust their money to. As transactional business becomes less desirable, clients are opting for valuable relationships and connections. Learn to analyze digital and mobile trends, differentiate and express your personal brand, explore social selling and how it can lead to new clients and strengthed relationships, as well as create new connections, break the ice, and build rapport in an authentic manner.
JWCOLLEGE SESSION #2 WEALTHSCAPE: I.C.P. | EMPOWER YOUR OFFICE BY USING THE INTEGRATED CASHIERING PLATFORM
SPINNAKER ROOMS 1-2
12:00 P.M. - 1:00 P.M. | LUNCH | HARBOR ISLAND BALLROOM
BREAKOUT SESSIONS #3 NAUTILUS ROOMS | 1:10 - 2:00 P.M. BEYOND THE NUMBER
1
Correcting the Conventional Wisdom of Retirement Income Planning CE Credits Available With 10,000 Baby Boomers retiring every day, advisors have focused on the Baby Boomer demographic for years. However, as this generation nears a period where they’ll live on their accumulated assets, there is still widespread misunderstanding about how to most efficiently grow and distribute those assets. In this workshop, we’ll show you the latest on retirement income planning, along with ways to help grow your clients’ money and make it last longer.
MAKING RETIREMENT MORE EFFICIENT
2
Dramatic shifts are taking place in the retirement panning landscape. Join us and improve your planning strategies with proven product & allocation ideas that meet Best Interest standards for many Americans. We will present studies showing how guaranteed income increases the likelihood of retirement success, demonstrate proper use of allocation strategies to optimize your clients’ portfolios, and how to take risk off the table.
ACTIVE ASSET MANAGEMENT- TRUISMS AND RISK
3 4
CE Credits Available Advisors have more choices than ever regarding stewarding client wealth. Third party, do it yourself, index, active, and more are all options. What are the advantages and disadvantages of these strategies, and how will your choices impact your client’s results? Join as we analyze the industry trends and learn to make investment decisions that are best for your clients.
THE ADVANTAGES OF PARTNERING WITH FIG MARKETING
Learn why FIG is one of JW Cole’s recommended insurance product providers, and how accessing FIG’s Development platforms can increase your revenues 40% in a year. Whether it is prospecting/coaching, quality lead generation, or professional business consultation and succession planning support, FIG leads the industry with platforms that will take your practice to new heights. We’ll be joined by White Glove, who is offering 100% riskfree, hands-free, guaranteed ways for professionals to grow their practice through the power of seminar marketing.
ENHANCING, EXPANDING, AND SECURING THE CLIENT EXPERIENCE
5
Cutting-edge technology services provide for more robust, expansive, secure, and environmentally-responsible interactions between you and your clients. In this breakout, we’ll explore the benefits of integrating the eMoney client portal and the “AutoSIG” digital advice platform into your Client Experience. Not only that, we’ll detail the eDelivery Initiative, and put $5 in your pocket for each enrolled account!
JWCOLLEGE SESSION #3 LASERAPP ANYWHERE | HOW TO COMPLETE PAPERWORK, BUILD YOUR OWN FORM GROUPS, AND OTHER CUSTOMIZATIONS
SPINNAKER ROOMS 1-2
MONDAY SPEAKERS 2:15 P.M. - 3:15 P.M. | ROBYN BENINCASA BUILDING WORLD CLASS TEAMS Robyn Benincasa is the founder of World Class Teams, a world champion adventure racer, a CNN Hero, former corporate sales expert, and a full time firefighter who advises organizations on building World Class Teams of their own. For the last 20 years, she and her teammates have been competing in the most unique and compelling classrooms on earth – the jungles of Borneo, the Himalayan peaks of Tibet, the rivers of Fiji, and the desert of Namibia – studying the good, the bad, and the not-so-pretty in extreme teamwork.
3:15 P.M. - 4:15 P.M. DENNIS MOSLEY-WILLIAMS THE NEW AGE OF ENGAGING CLIENT EXPERIENCES Dennis Moseley-Williams shows organizations how to create transformative experiences for clients, customers, and employees. Captivating audiences with his passion, humor and vivid examples of staged, exceptional experiences and their competitive advantage, Dennis is an in demand speaker and has worked with Fortune 500 companies to solo entrepreneurs across the continent, in sectors ranging from financial services to manufacturing (and everything in between).
4:15 P.M. - 4:30 P.M. | CRAIG TOWLE CLIENT EXPERIENCE DINE-AROUND ASSIGNMENT 5:30 P.M. | FREE EVENING PRODUCT PARTNER DINE-AROUND OPPORTUNITIES
TUESDAY MORNING KICKOFF
7:30 A.M. - 8:30 A.M. | BREAKFAST | HARBOR ISLAND BALLROOM 8:30 A.M. 9:00 A.M. | MONDAY RECAP AND DINING EXPERIENCE REVIEW 9:00 A.M. - 10:00 P.M. |SEAN CLARK MARKET UPDATE | SPONSORED BY ASSETMARK
Sean is a member of the Clark Capital Board of Directors, the Investment Committee, and the Management Committee. He graduated from the University of Delaware, earning a B.S. and an M.A. in Economics. Sean is a Chartered Financial Analyst and a member of the CFA Institute and the Financial Analysts of Philadelphia, Inc. Sean is considered an industry expert, and is often asked to appear on CNBC and Bloomberg television to share his views on the market. Additionally, Sean has been featured in numerous articles in nationally distributed business journals and newspapers.
BREAKOUT SESSIONS #4 NAUTILUS ROOMS | 10:10 - 10:55 A.M. POSITIONING YOUR PRACTICE FOR HIGH NET WORTH INVESTORS
1
Following the morning’s main stage discussion on markets and the economy, join David Pologe and Sean Clark as they discuss the high-net worth market and services that attract and retain high-net worth investors. In this interactive session, you will review practical case studies and learn how to improve client retention through specifically designed solutions that help you compete effectively with wirehouses and banks.
THE INTERNATIONAL DIVIDE
2
DON’T LET YOUR BOOK DIE WITH YOUR CLIENTS As your clients age, they begin to consider the time when they will transfer their assets to their family, loved ones, or charity. Helping them facilitate a family meeting will help your clients connect on matters critically important to their futures, as well as allow you to communicate and build trust with the rest of the family. This presentation will explain the connections that financial professionals can make with their clients’ families. Includes tips on setting up a family meeting, and sample dialogue to use to help connect with the next generation.
PREFERRED BY CONTRACT, UNIQUE BY DESIGN
3 4
Come learn about a new product structure/investment option that offers portfolio stability to your clients through a contract-based dividend income stream, derived from a transparent public company capital structure, with simple trading and transaction methodology.
OUTSOURCING: IMPROVING OPERATIONAL STABILITY, SCALABILITY, AND CLIENT OUTCOMES
More and more advisors are deciding to outsource model creation and manager selection. This session will address how this practice management strategy frees up more time to focus on one of the most important things an advisor does: Managing client behavior towards better outcomes. Presented by John Forrest, Vice President of the National Accounts team at Brinker Capital with 34 years of investment industry experience.
SEI TAX MANAGEMENT CAPABILITIES
5
This breakout session will provide an overview of SEI’s Tax Management capabilities compared to the challenges that advisors face, and how those solutions can help advisors grow their book. We will also address tax management in terms of the industry and economic environment. We’ll discuss how advisors can take advantage of these solutions as they help their clients navigate the various cycles of wealth. Come listen to Lee Kieran, Southern California relationship manager for SEI speak on this, and more.
JWCOLLEGE SESSION #4 COMPLIANCE AS AN ASSET | BRANCH OFFICE SETUP AND ANTI-MONEY LAUNDERING RED FLAGS
SPINNAKER ROOMS 1-2
BREAKOUT SESSIONS #5 NAUTILUS ROOMS | 11:00 - 11:40 A.M. LIFELAUNCH
1
How to Add Life Insurance Strategies to Create a New Revenue Stream It’s time to take another look at life insurance and what it can do for your business! This session is designed for financial professionals looking for ways to add revenue to their practice! Join us to learn how life insurance product advancements may help protect your business from competitors, losing assets to the next generation, and even income reduction from recent industry regulations. We’ll cover case design techniques that can put you on the path to growth, as well as easy ways to help you start the life insurance conversation.
THE POWER OF YES
2
3
Capital gains, restrictions, and legacy positions are just a few of the reasons advisors struggle to convert prospects. Here we’ll provide advisors with proven ways to turn objections into objectives. We will help you get a better understanding of the power behind your answers to prospect questions. Recognizing your ability to provide sophisticated customization provides a great deal of versatility and complexity for those clients who require and/or prefer it. Saying yes to client wants and needs make them far more likely to say yes to you. EXAMINATIONS TO HELP CAPTURE NEW PLANNING OPPORTUNITIES Changes to the US tax code for 2018 are the most comprehensive in over 30 years and many may be surprised to learn that the tax deductions they’ve relied on for years have been reduced and/or eliminated. We’ll discuss the current health of the oil & gas market, planning opportunities created by the Tax Cuts and Jobs Act including ways to maximize SALT Tax Deductions and Qualified Business Income, and apply real-life examples of how advisors are solving specific tax planning needs of their high net worth clients.
FIRESTARTERS- IGNITE AND GROW YOUR CLIENT BASE
4
Discover a step-by-step process that will ignite and grow your client base. This process will help you target the “right” prospects and deliver an extraordinary experience that wins them over. Additionally, there will be an opportunity to learn more about the Athene client solutions, and attendees will also receive CE Cards. Presented by Jessica Ruiz and Janus Henderson.
WHERE ADVISORS AND CLIENTS CONNECT
5
Modern technological advances have created an environment where clients expect a service that is 24/7, customizable, flexible, and scalable; making it adaptable to unique business needs. Come learn how the Black Diamond® Wealth Platform is paving the way for Advisors to provide this experience to their clients via continued technological advances. Most notably, the recent release of Black Diamond’s Investor Mobile App means that clients, now more than ever, can stay connected anytime and anywhere.
JWCOLLEGE SESSION #5 OPEN DISCUSSION- OFFICE BEST PRACTICES J.W. COLLEGE FEEDBACK
SPINNAKER ROOMS 1-2
11:50 A.M. - 12:50 P.M. | LUNCH | HARBOR ISLAND BALLROOM
TUESDAY SPEAKERS 1:00 P.M. - 2:45 P.M. | MARCO FUENTES ANNUAL COMPLIANCE MEETING Marco Fuentes, CCO, will deliver our 2018 Annual Compliance Meeting. He will then be joined by Gary Klein, a practicing Securities attorney to perform a mock arbitration. Gary will represent the attorney of a client who is upset that her account has declined in value. This presentation will provide a realistic depiction of what it is like to face a securities arbitration. Marco is a 29 year securities professional, and has been the CCO of four different firms across the country.
2:45 P.M. - 4:00 P.M. | ANDREW M. DAVIS THE LOYALTY LOOP Andrew Davis is a bestselling author and keynote speaker. Before building and selling a thriving digital marketing agency, Andrew produced for NBC and worked for The Muppets. He’s appeared in the New York Times and on the Today Show. He’s crafted documentary films and award-winning content for tiny start-ups and Fortune 500 brands. Today, Andrew Davis teaches business leaders how to grow their businesses, transform their cities, and leave their legacy. In this session, Andrew will teach us how to create a loyalty loop within our client base.
4:00 P.M. | CLOSING COMMENTS 6:00 P.M. - 7:00 P.M. | COCKTAIL RECEPTION BAYVIEW LAWN 7:00 P.M. - 10:00 P.M. | AWARDS DINNER GRANDE BALLROOM
THE END! THANK YOU ALL FOR ANOTHER GREAT SYMPOSIUM!
Now Let’s Get Groovy!
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