2014 Sales & Marketing Leadership Summit February 12-13, 2014 Eden Roc Miami Beach, Florida

Transcription

1 Wednesday, February 12, Sales & Marketing Leadership Summit February 12-13, 2014 Eden Roc Miami Beach, Florida 11:30AM 1:00PM Registration and Executive Networking Luncheon 1:00PM 1:15PM Welcome and Opening Remarks John Moninger, Chairman of the Board of Governors, Money Management Institute Christopher Davis, President, Money Management Institute Summit Co-Chairs: Noreen Beaman, Chief Executive Officer, Brinker Capital Pete Thatch, Managing Director, Head of Third Party Programs, Merrill Lynch 1:15PM 2:15PM Winning the Allegiance of Top Financial Advisors In the increasingly commoditized world of financial services, investment managers, brokerdealers and platform providers are continually trying to broaden their value proposition and find ways to attract and retain top financial advisors. John Bowen, Founder and CEO of CEG Worldwide, will share insights and recommendations based on a recently completed survey of MMI member firms that focuses on what those firms are doing to: build advisor loyalty and increase retention, attract additional top advisors, and help advisors be more productive and build their practices This session will set the stage for your 2014 planning process by highlighting what worked for firms in 2013, what they are focusing on for 2014, and what has changed since CEG conducted a similar survey in late 2008 in the immediate aftermath of the financial crisis. John Bowen, Founder & CEO, CEG Worldwide 2:15PM 3:15PM Barron s Top Advisor Panel Moderated by Sterling Shea of the Barron's Advisor Program, the advisor panel is always one of the highlights of the Summit. This year s session will bring together top advisors from the wirehouse, independent and RIA channels for a wide-ranging discussion on how they are evolving their practices to most effectively: uncover and understand a client s true dreams and goals

2 build authentic, long-lasting client relationships and overcome potential barriers develop communications tailored to different client needs and preferences connect and engage with a client s spouse and/or children leverage broker-dealer and money manager resources to develop deeper client relationships Sterling Shea, Managing Director, Barron s (Summit Media Partner) Jeffrey D. Lancaster, Principal, Bingham, Osborn & Scarborough, LLC Geri Pell, Private Wealth Advisor, President, Pell Wealth Partners Robert S. Scherer, Managing Director, Wealth Management, Institutional Consulting Director, Graystone Consulting 3:15PM 3:30PM 3:30PM 4:30PM Refreshment and Networking Break Adding EQ to IQ to Build Stronger Relationships The old adage that knowledge is power is true, but the ability to translate information in a way that lets you connect with people is critical to building successful client relationships. Given the sophisticated nature of financial services and products, our industry has traditionally placed a premium on intelligence and IQ when selecting and training sales people. But today additional skills are needed because the relationships between advisors and clients, as well as between wholesalers and advisors, have evolved over time. In the current environment of uncertainty and sometimes even mistrust, emotions are closer to the surface. Firms and advisors are becoming increasingly aware of how emotional intelligence and the tenets of behavioral finance can contribute to building more open, trusting and substantive relationships. This session will focus on helping you build stronger relationships by: appreciating the art of listening, recognizing the telltale signs that reveal a client s true feelings, understanding how clients gauge your level of interest, and using open-ended questions as a creative means of information gathering Phil Casparius, Managing Director and Head of Distribution for Americas, UBS Global Asset Management Dr. Daniel Crosby, President, IncBlot Behavioral Finance David Richman, National Director, Eaton Vance Advisor Institute 4:30PM 6:00PM Breakout Sessions Understanding and Capturing the NextGen Investor (Breakout A) This panel will discuss the differences between NextGen investors generations X and Y and the Baby Boomers, who have historically driven both the product offerings and the service models of wealth management firms. In keeping with the conference s client-centric theme, discussion topics will analyze NextGen investors with respect to: their financial objectives and challenges, how they consume and share information,

3 their use of social media and mobile technology, and their invest, but verify approach toward advisors and investing The session will also explore advisor strategies for working with younger generations before they have accumulated investable assets. In the summary segment, each member of the panel will outline product, service and technology best practices for engaging and capturing the next generation of wealth. Cheryl Nash, President, Investment Services, Fiserv Kim Guimond Dellarocca, Director, Global Head of Segment Marketing & Practice Management, Pershing LLC David Lindenbaum, Vice President, Managed Accounts & Alternative Investments, Charles Schwab & Co., Inc. TBA From Listening to Loyalty to Results (Breakout B) A new report from Forrester Research argues that, in this age of the customer, sustainable growth and competitive advantage can be achieved only through the loyalty of customers. But earning the allegiance of customers is challenging in a marketplace where access to information about competing products is available on any phone, tablet, or lap top, and consumers increasingly use social media and peer reviews when making purchasing decisions. So what is the formula for driving growth through customer loyalty? According to Forrester, Customer advocacy the perception on the part of customers that their firm does what s best for them, not just the firm s own bottom line is the key driver of loyalty at retail financial services firms. Join us for real-life case studies of how different member firms have mastered the fine art of not only listening to their customers, but also serving and delighting them in order to build loyalty. 6:30PM Adele Lennig, Vice President, Managed Products, Ameriprise Financial Brooks Englehardt, Vice President, Investment Products, USAA Investments Lisa Pelikan, Principal, Client Depth-Investments, Edward Jones Jackie Walling, Manager, Account Services, Raymond James Reception Thursday, February 13, :00AM 7:45AM 7:45AM 8:00AM Special Breakfast Session Co-Chair Review of Day One

4 8:00AM 9:15AM The Manager Perspective: Best Practices for Growth in an Evolving Industry The strong growth in investment advisory platform business over the past decade has fundamentally altered the interaction between investment managers and financial advisors. This session will examine best practices that investment managers are leveraging to grow their businesses, improve their service offerings, and maintain and strengthen their advisor relationships. It opens with an overview of macro industry changes that touches on the drivers of advisory growth and examines the impact of product proliferation, the adoption of best of breed investment management/open architecture, the increase in advisor discretion, the role of tactical portfolio management, and the pros and cons of using home office models. In seeking to identify opportunities to better align investment manager support models with the industry changes, the panel will discuss portfolio construction methodologies, risk management, financial advisor education, and value-added marketing content. Lastly, the session will explore strategies for keeping pace with an evolving world wholesaling vs. consulting, product push vs. portfolio construction, and market return vs. outcome investing. Pete Thatch, Managing Director, Head of Third Party Programs, Merrill Lynch Jonathan Botts, Vice President and Advisory Channel Manager, American Funds Steve Sciortino, Managing Director, Product Management, New York Life Investments Robert Tynes, Managing Director, Gratry & Company LLC 9:15AM 9:30AM Refreshment Break 9:30AM 10:30AM A Deeper Dive: Action Steps to Attract, Support and Retain Top Financial Advisors We talk a lot about fostering advisor loyalty and finding ways to increase advisor retention, but what is the industry really doing about it? Taking a deeper dive into the CEG Worldwide research, we will hear from industry gatekeepers representing the wirehouse, independent broker-dealer and RIA channels as they react to the CEG findings. Paul Brunswick of CEG Worldwide will join this lively discussion as we peel back the survey results to uncover specific action steps that firms can use to successfully develop and implement a winning strategy. Noreen Beaman, Chief Executive Officer, Brinker Capital Paul Brunswick, Senior Managing Principal, CEG Worldwide Michael Kim, Senior Vice President, AssetMark, Inc. Christine Nigro, President, National Division, AXA Advisors John Quinn, Managing Director, Head of Business Solutions and Sales, Merrill Lynch

5 10:30AM 11:30AM Driving Growth Through Client Focus and High Performance Growth which is always the name of the game is the result of sustained top-level performance by firms and their advisors, the kind of performance that binds clients to a firm and leads to steady business growth. Keynote speaker Doug Lennick, CEO and Co-Founder of Think2Perform, is legendary for his innovative approaches to developing high performance in individuals and organizations and for creating practical applications of the art and science of human behavior, financial and otherwise. Mr. Lennick s expertise goes to the heart of retaining advisors and clients, acquiring their allegiance, understanding and engaging them, and forming enduring relationships. He will share insights and recent research on these topics, as well as connect to messages and themes of previous Summit speakers. Expect to leave this presentation with a deeper understanding of why and how client focus can translate into business growth. Before co-founding Think2Perform, Mr. Lennick, a certified financial planner, was Executive Vice President Advice and Retail Distribution for American Express Financial Advisors (now Ameriprise Financial). In that capacity he led an organization of 17,000 field and corporate associates. The author or co-author of numerous books on Moral Intelligence and Financial Intelligence, Mr. Lennick is in high demand as a keynote speaker and executive and organizational advisor. Doug Lennick, CEO & Co-Founder, Think2Perform 11:30AM Closing Remarks and Adjournment