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Daily Star                      THE




Become Your Clients’ Clear Choice                                                                                                                             Today’s
Income distribution track explores depth and breadth of NextPhase programs.                                             ™

                                                                                                                                                              HIGHLIGHTS
B
          efore retirement, the average investor has        Securities America’s initial foray into income
          three financial advisors. After retirement,     distribution began in 2005 when the company                                                         Personal Branding in a Social Media Age
          investors pare down to just one advisor.        began offering The Income For Life Model ™,                                                         This session covers practical techniques for
                                                                                                                                                              building and projecting your personal brand,
          How does an advisor become                                   a software and marketing system for                                                    particularly in the age of social networks where
a client’s only advisor during those                                   generating portfolio proposals using a                                                 reputation and word of mouth are critical.
critically important retirement years?                                 time-segmented method. Within this                                                     Bill Reeves, Partner, Comunicato
   That’s the question Securities                                      strategy, an investor’s retirement                                                     8:00 a.m. to 8:50 a.m. – Asbury Hall A
America asked in 2005. The answer                                      assets are divided into segments and
started with industry-leading research                                 tagged to provide income over a                                                        Best Practices from Your Colleagues
                                                                                                                                                              Hear from a panel of top assistants on how they
that compared systematic withdrawals,                                  specific period of time in retirement.                                                 make their office run smoother, clients happier
variable annuities and time-segmented                                      Dan Goeken, a Securities America                                                   and become invaluable to advisors.
distribution, resulting in the white                                   advisor in Norfolk, Neb., said the visual                                              Moderated by Laurie Burkhard, Sr. Business Consultant,
paper “Capturing the Income                                            framework of the time-segmented                                                        Securities America along with Sales Assistant Advisory
Distribution Opportunity.” That                                        strategy helps him more easily explain                                                 and Cultivating the Assistants Group Members
white paper recently received the                                      his recommendations to clients. For                                                    11:00 a.m. to 11:50 a.m. – Salon 8
Thought Leadership Award from                    JIM NAGENGAST         example, one client who still planned                                                  The NextPhase™ Income Distribution
the Retirement Income Industry                                         to work for a while had $750,000 in his                                                Client Planning Process
Association (RIIA) and was also             “As Baby Boomers 401(k) plan. He found he could start                                                             Learn the five key concepts for marketing
published in the inaugural issue of                                                                                                                           to and gaining income distribution clients,
the Retirement Management Journal.
                                           start to retire, now is his time-segmented plan bylater of
                                                                       funding segments three and
                                                                                                         taking                                               and identify how to win business using the
                                                                                                                                                              NextPhase™ approach and marketing materials.
   In the six years between publishing      the time for you to an in-service distribution, allowing
the white paper and receiving the                                      him to use investment products not                                                     Zach Parker, Director Annuities & Insurance, Securities America
                                             become the ‘go to’                                                                                               1:00 p.m. to 1:50 – Salon 7
award, Securities America has been                                     available in his 401(k). The client left
building the industry’s most extensive         professional for        segment two in his 401(k) plan’s stable                                                Developing a Plan to Transition Your
support system targeted at helping                                     value choice because it already met                                                    C Share Business to Advisory
                                             retirement income                                                                                                Gain insight on the regulatory environment
advisors become the income distribu-                                   the objectives for that segment.
                                                distribution.”                                                                                                relating to 12(b)-1 trail commissions, start
tion specialist in their community.                                        “Time-segmented distribution                                                       planning to transition C shares to advisory,
   “Regardless of the niche in which                                   really provides the structure to ease                                                  and develop the plan to make that transition.
you concentrate your business, the transition of the      clients’ anxiety about the earlier segments,                                                        Jeremy Robson, Director Advisor Services and Erick Lindewall,
baby boom generation will touch every advisor to one      because the later segments have a greater growth                                                    Director Advisor Sales, Securities America Advisors
extent or another,” said retirement income specialist     objective,” he said.                                                                                2:00 p.m. to 2:50 p.m. – Asbury Hall A
Zach Parker. “Every advisor needs to have a plan and        As the time-segmented strategy caught on
                                                                                                                                                              Introduction to Managed Opportunities
be prepared to address this need for your clients, or     among advisors, Securities America recognized                                                       Unified Managed Accounts (UMA)
risk losing clients to an advisor who is prepared.”       the need for a way to translate the proposal                                                        See the new Managed Opportunities UMA, the
   Today’s Income Distribution Planning Track,            into actual investments and then monitor each                                                       benefits of using a UMA, and the technology
taking place in Salon 7, will feature sessions for        segment’s performance against the plan.                                                             we’ve built so you can implement proposals for
beginners and advance planners and will highlight         The Managed Opportunities® advisory platform,                                                       multiple managers in one brokerage account.
Securities America’s latest income distribution           which offers both advisor-directed and third-party                                                  Marla Cross, Vice President, and Jeremy Robson, Director
resources: an Income Distribution Desk, an                money manager options, provided the perfect                                                         Advisor Services, Securities America Advisors
expanded Client Fact Finder and the Product               vehicle. In 2010, Securities America rolled out                                                     3:30 p.m. to 4:20 p.m. – Asbury Hall D
Allocation Models. With these tools, Securities           Managed Opportunities® NextPhase™, an enhanced
America continues to lead the industry in retire-         platform solution that supports a time-segmented
ment income distribution planning.                                                           continued on page 3                                                          Your business growth expert.


Contents                      Become Your Clients’ Clear Choice (continued) . . . 3
                              Technology Continues to Evolve. . . . . . . . . . . . . . 4
                                                                                            Conveniently Earn CE and Firm Element . . . . . . . 6
                                                                                            Opening Day Photo Page. . . . . . . . . . . . . . . . . . . . 7
                                                                                                                                                              Finding Returns in the Global Economy . . . . . . 10
                                                                                                                                                              Shift from C Shares, Avoid 75% Pay Cut . . . . . 11
                              Challenges Make SA & Advisors Stronger. . . . . . 5           New Unified Managed Accounts (UMA) . . . . . . . . 8              NextPhase™ University Training (continued) . . . 11
                              NextPhase™ University Training Program . . . . . 5            Specifically for Assistants, Staff and More . . . . . 9
Securities America Advisors- Newsletter-Jan'11
Daily StarTHE




Become Your Clients’ Clear Choice (continued from cover)
The wave of the future – the wave of Baby Boomers – points to the need for retirement income distribution planning.
distribution strategy; a retirement income investment strategy designed                    Securities America’s director of insurance and annuities. “These tools
to seek consistent income throughout retirement.                                           tend to work better during accumulation years than in distribution
   “Managed Opportunities NextPhase offers advisors access to third-party                  years when clients have less time and fewer new assets coming in (such
managers as well as the ability to utilize the advisor-directed technology                 as wages) to recover from losses. Tools for risk profiling that rely on hard
to effectively manage client assets,” said Bill Kantner, a Securities America              numbers like assets and income can certainly give the client a ‘number,’
advisor in Chadds Ford, Penn. “The enhanced trading and                                                 but they don’t address the client’s needs for major expenses
account analysis capabilities of Advisor Directed allow me to                                           or the impact on the client’s legacy plan. The expanded
save a considerable amount of time in my day-to-day asset                                               ROI Profile allows the advisor to take a comprehensive
management tasks. This is the main reason I’m looking to con-                                           look at all of the client’s needs to create a more effective,
vert as much of my asset base to this platform. The reporting                                           efficient income distribution plan.”
capabilities allow me and clients to have access to reporting                                                To help advisors determine which products may be
24/7. This closed-loop solution lets me create, implement,                                              suitable for each segment when investing client assets into
manage and report on clients’ assets all on one platform.”                                              the NextPhase strategy, Securities America created the
   The Managed Opportunities NextPhase tools help advisors                                              Product Allocation Model.
identify the appropriate allocation needed across multiple                                                 “We identified several options in each segment advisors
segments as well as the target accumulation for investments                                             could consider as suitable alternatives when creating a plan
within each segment, so that when harvested they will provide                                           for their clients,” Parker said. “In addition to summarizing
the desired income throughout that period of time.                                                      the various product options, we highlighted factors for
   Like many advisors, Patricia Hinds, CFP®, a Securities                      ZACH PARKER              advisors to consider when deciding which products to use.
America advisor in St. Cloud, Minn., says that in her early                                             We also provide an Efficient Practice rating to indicate
years, working with clients focused on accumulation.                    “The expanded ROI               how easily each product type could be implemented.”
   “I had a few clients taking periodic distributions or                                                   Parker will provide more information on the Product
occasionally a lump sum, but there was no focus on creating
                                                                       Profile allows advisors          Allocation Model and other NextPhase Income
an income stream from the assets,” she says. “As the clients              to take a full look           Distribution Solutions during the NextPhase Income
– and I – got older, we talked about how they would need to              at all of the client’s         Distribution Client Planning Process session TODAY
use the dollars they saved. It became clear we couldn’t hap-                                            at 1 p.m. He will also discuss the expanded ROI Profile
hazardly have investments out there and just tap into those            needs to create a more           in detail during the Advanced Planning Concepts for
accounts arbitrarily. It’s interesting that although our view              effective income             Income Distribution Specialists TODAY at 2 p.m.
of how we will spend our time in retirement has certainly
changed, clients still arrive at my door with old-fashioned              distribution plan.”            Don’t miss the full line-up of income distribution
investment methodology ingrained in their thinking.”                                                    sessions taking place TODAY in Salon 7:
   While developing the initial income distribution white                                  8:00 a.m. – Introduction to Time-Segmented Distribution
paper, Securities America realized the importance of addressing the                                       and Managed Opportunities NextPhase
impact that clients’ emotion-based decision making regarding finances
can have on portfolio performance. Soon after publishing the white                         11:00 a.m. – Income Distribution Hot Topics,
paper, Securities America introduced the ROI* Reliability of Income                                       by Smedley Financial Services
Profile, a questionnaire designed to help advisors assess and measure                      1:00 p.m. – The NextPhase Income Distribution
clients’ emotional needs for guaranteed income and reaction to                                            Client Planning Process
volatility. To Securities America’s knowledge, the ROI Profile was the
first of its kind in the industry. Earlier this year, Securities America                   2:00 p.m. – Advanced Planning Concepts for
expanded the ROI Profile to include questions to determine whether a                                      Income Distribution Specialists
client will need large lump sums during retirement, and their desire                       3:30 p.m. – This is Not Your Parent’s Retirement:
to leave a legacy. The expanded tool, which includes an advisor                                           Income Planning in the New Normal, by Sun Life
scoring key and suggestions for products and services based on client
                                                                                           4:30 p.m. – Today’s Retirement Challenge: Generating Higher
responses, has been renamed the Client Fact Finder.
                                                                                                          Guaranteed Income When Clients Need it
   “Traditional risk profiling methods have attempted to quantify a
client’s sensitivity to financial loss in a portfolio,” said Zach Parker,                                                                         – Natalie J.S. Hadley




The e*Office NextPhase™ Support Center
In addition to the many professional and expert staff who are knowledgeable about retirement income
distribution, there are some key materials available to you at your convenience on the e*Office Website.
They include White Papers: Capturing the Income Distribution Opportunity and Marketing Yourself as an Income
Distribution Specialist; Advisor Training: Implementing Income for Life in NextPhase, Introduction to NextPhase
Coaching (New Session Starts Sept. 1, 2011) and many NextPhase Coaching Resources; Marketing Materials:
NextPhase Strategy Overview Brochure, NextPhase Trifold Brochure, NextPhase Client Presentation with posters,
invitations, letters and press releases (presentation coming soon!), Retirement Myth #1 flyer and Retirement Myth #2 flyer;
Tools: Confidential Fact Finder Advisor Guide, Confidential Fact Finder, Product Allocation Model Presentation and Product Allocation Model Handouts.
Daily Star   THE




Technology Continues to Evolve to Meet Advisors’ Needs
The Technology Pavilion offers onsite experts and computers to help with your technology questions.


E
         ach year at National Conference,         by members of the Field Technology Team.           The Technology Pavilion is the place to go if you:
         Securities America brings you the        These professionals have a combined 120 years of
         Technology Pavilion, where you can get                                                      } Want to better understand how to use a
                                                  experience in the financial industry. Of that,
         hands-on with leading-edge industry                                                           specific solution.
                                                  98 years have been with Securities America in
technology from Securities America and our        areas that include operations, management,         } Want to conduct daily business more
strategic partners.                               sales and compensation.                              efficiently and effectively.
   A conference fixture since 1999, the              The Field Technology team will be available     } Want to know about new systems and
Technology Pavilion is centrally located in       throughout the conference to answer your ques-       features we’ve added since last
Salon 5, next to the Asbury Lobby, and staffed    tions, demonstrate services and discuss changes.     year’s conference.
                                                                                                        We will also be collecting your ideas for future
                                                                                                     enhancements. Many of the improvements to
                                                                                                     our technology over the years have started with
                                                                                                     a conversation at the Technology Pavilion.
                                                                                                     We are constantly tweaking and adjusting our
                                                                                                     systems to make them as intuitive and efficient
                                                                                                     as possible through honest, constructive
                                                                                                     feedback from our advisors.
                                                                                                        The Technology Pavilion will also have
                                                                                                     demonstration computers where members of
                                                                                                     Field Technology will be able to discuss and
                                                                                                     demonstrate any e*Office Advantage technology
                                                                                                     that you wish to learn more about. New this
                                                                                                     year, we will have iPads, iPhones and Android
                                                                                                     powered tablets available to demonstrate our new
                                                                                                     solution for accessing e*Office Advantage from
                                                                                                     mobile devices.
                                                                                                        Many of our technology partners will be joining
                                                                                                     us to provide you with information about their
                                                                                                     services. Morningstar can show you Advisor
                                                                                                     Workstation and other great services. National
                                                                                                     Financial and Pershing will both be there to
                                                                                                     exhibit the powerful technology available from
                                                                                                     our clearing firms. Futureware Distributors will
                                                                                                     be attending to discuss and take orders for com-
                                                                                                     puters, printers, scanners and other hardware for
                                                                                                     your office. If you are interested in performance
                                                                                                     reporting, stop by the Albridge booth for a
                                                                                                     demonstration and make sure to talk with
                                                                                                     CashEdge about how their service can automat-
                                                                                                     ically integrate not-held assets into this system.
                                                                                                     Redtail CRM will showcase its web-based, easy-
                                                                                                     to-use client management solution designed
                                                                                                     specifically for financial professionals. Emerald
                                                                                                     Publications is available this year to help answer
                                                                                                     questions about effective online marketing using
                                                                                                     a professional website and will also discuss their
                                                                                                     newsletters, seminars and other materials.
                                                                                                        If you need to check your email or the markets,
                                                                                                     visit the Cyber Café, located adjacent to the
                                                                                                     Asbury Rotunda at the entrance into the Asbury
                                                                                                     Lobby, directly across from the Technology
                                                                                                     Pavilion. Don’t get too engrossed, though! We
                                                                                                     want you to make the most of your time with us
                                                                                                     by attending conference sessions and learning
                                                                                                     from your peers, our home office professionals and
                                                                                                     product sponsor representatives.
                                                                                                                                                 – LisaJo Crawford
                                                                                                     Technology Pavilion Hours
                                                                                                     Saturday . . . . Noon to 5 p.m. & 8 p.m. to 10 p.m.
                                                                                                     Sunday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 7 p.m.
                                                                                                     Monday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 6 p.m.
                                                                                                     Tuesday . . . . . . . . . . . . . . 7:00 a.m. to 10:00 a.m.
Challenges Make Securities America and Advisors Stronger
Holtz tells audience, “Don’t maintain – get better!” at his inspirational opening-night keynote address.
                                                           leaders are closely involved in the new                    said. “If you’d like to experience that kind of


T
           he Securities America 2011 Connect!
           National Conference opened with a               ownership process, but for the majority of our             growth in your fee-based assets, we’ll be starting
           packed general session featuring Jim            home office employees, it’s business as usual,”            our fifth class in late October.”
           Nagengast’s inaugural conference                Nagengast said. “We have continued to focus on                Nagengast closed his comments with a reminder
address as the company’s chief executive officer           our key initiatives for 2011: NextPhase™                   of what made Securities America the nation’s
and thoughts from keynote speaker Lou Holtz                Retirement Income Distribution, Ease of                    seventh largest independent broker/dealer.
on having a “game plan for success.” Kirk                  Business and Business Growth.”                                “The reasons you joined us and the reasons
Hulett, senior vice president of strategy and                Each day of the conference will focus on one             you stay – none of that has changed,” he said.
practice management, served as the evening’s               of those initiatives, Nagengast said, starting with        “Our payouts remain competitive, our technology
host. Nagengast addressed the challenges                   NextPhase Retirement Income Distribution.                  stands head and shoulders above other b/ds.
Securities America faced in the past few years,              “About two years ago, we committed                       Our fee-based programs are among the most
most notably the legal matters surrounding                 ourselves to making Securities America the                 flexible and automated in the industry. And
Medical Capital and Provident Royalties.                   industry thought-leader on retirement income               when it comes to income distribution, no other
   “It’s been about two years since these two              distribution and building resources to help                broker-dealer comes close. I see only great things
private placements began to unravel and entan-             advisors specialize in this important industry             ahead for Securities America, for you and for
gled Securities America in one of the biggest              trend,” he said. “What we created is, bar none,            your clients. I’m glad to have all of you on board.
challenges we’ve faced in our 27-year-history,”            the most comprehensive income distribution                 You don’t want to miss out on being part of
Nagengast said. “Like any other challenge we’ve            platform in the financial services industry, and it        shaping the future of the industry’s most progres-
had, we worked our way through it and learned              just keeps getting better.”                                sive, innovative and intelligent broker-dealer.”
from it. I believe that ultimately we will be a              Financial Planning magazine recently ranked                 Lou Holtz then took the
stronger company for having weathered this.”               Securities America seventh among independent               stage, delivering a “Game
   Nagengast went on to discuss the sale of                broker/dealers based on 2010 revenues,                     Plan for Success” message
Securities America by parent company                       Nagengast said, but simply getting bigger isn’t            that underscored Nagengast’s
Ameriprise Financial.                                      necessarily the best measure of success.                   comments.
   “We are in an excellent position to move on             Monday’s focus will be on Securities America’s                “There’s a rule of life: you’re
to the next chapter,” he said. “The sale process           ease of business projects and the 50+ technology           either growing or you’re dying,”
is moving quickly, and we expect to begin                  enhancements made so far this year, including              Holtz said. “A tree is growing,            LOU HOLTZ
meeting with prospective buyers when we get                Online Account Setup, the new Account                      or it’s dying; so is a marriage; so is a person. It
back from the conference, with a keen focus on             Servicing Tool and an upgraded reports engine.             doesn’t have a thing to do with age. There’s no age
finding a new ownership structure that creates               Tuesday’s conference focus will be on Business           restriction on dreams. But growing or dying has
the least disruption to you and your clients.”             Growth. The company’s vanguard growth pro-                 everything to do with trying to get better.
   Nagengast announced the members of the                  gram, Next Level – Building the Million Dollar                “When you maintain, you’re dying,” he
newly created Advisor Committee, which will                Practice, has a current class of 22 advisors who           continued. “You never have any ideas. You never
provide feedback on select aspects of the new              have placed $14 million in SAA fee-based pro-              have any enthusiasm. You never have a reason to
ownership process. The Advisor Committee                   grams since their program start in January 2011.           celebrate. I finally realized I wasn’t tired of coach-
members in alphabetical order by last name are:              “A randomly selected comparison group of                 ing. I was tired of maintaining. The more success-
Nate Bergeland, Bob Binn, Chuck Blossom,                   advisors placed $5 million into SAA fee-based              ful you are, you have to make sure you don’t just
Jack Connealy, Arthur Cooper, John Egan,                   programs during the same period, meaning                   maintain. You have to ask, ‘How can I get better?’
John Jenkins and Gregg Lipsitz.                            our Next Level advisors are outpacing the                  That’s why dreams are so important – because that’s
   “We’ve mentioned before that key senior                 comparison group by 180 percent,” Nagengast                where you’re trying to go.”
                                                                                                                                                      – Natalie J.S. Hadley


NextPhase™ University Prepares Future Income Distribution Specialists
Training programs help advisors turn concepts into real-world client acquisition opportunities.


S
        ecurities America believes so strongly in the importance of retirement        The NextPhase resources will help you:
        income planning – both for clients to prepare for the distribution phase      } Embrace a time-segmented distribution strategy in your practice.
        and for advisors to best serve the needs of those clients – that it offered
                                                                                      } Understand the complexities and solutions for constructing livable
        its NextPhase University as the only pre-conference session at this year’s
                                                                                        retirement distribution solutions.
national conference. More than 70 advisors attended the session.
  If you missed the pre-conference workshop, plan to attend TODAY’s NextPhase         } Approach clients and prospects to discuss time-segmented distribution solutions.
Income Distribution Client Planning Process session at 1 p.m. in Salon 7. This        } Learn the full capabilities of the NextPhase platform on Managed
one-hour session offers an overview of what you need to specialize in retirement        Opportunities®, which allows you to build, implement and manage
income distribution planning. The 12-week NextPhase™ Coaching Program,                  the process all in one place.
that starts Sept. 1, provides a great follow up to today’s client planning session,
                                                                                      } Learn how to select the best product for each client’s unique retirement solution.
guiding you on implementing processes and tools we’ve created for advisors.
  Securities America will be taking the one-day NextPhase University on the           } Create a branding plan to become recognized as a retirement income
road for regional events in July, August and September. Watch your daily e*Star         distribution specialist in your practice’s region or market.
email for dates and locations.                                                        } Create a marketing plan to tap into the huge Baby Boomer opportunity.
  The NextPhase Coaching Program includes bi-weekly, one-on-one                       } Structure your internal workflows to support income distribution planning
coaching sessions, implementable tools and in-depth training from our                   client service.
experts in income distribution planning.                                                                                                             continued on page 11
Daily StarTHE




Conveniently Earn Your CE & Complete 2011 Firm Element
Each year the National Conference is ideal to easily complete many compliance and regulatory CE requirements.


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          his year’s National Conference is      education requirement off your to-do list the    By attending this session, advisors will have
          committed to helping advisors          easy way – by attending both Firm Element        completed the FME 111 Anti-Money
          conveniently earn needed continuing    Continuing Education sessions here at the        Laundering Training. This session has been
          education credits. With more than      National Conference.                             approved for one CFP® and one PACE®
30 different sessions offering continuing          The first session will be Monday from 8 a.m.   continuing education credit. This session is
education credits, you are sure to leave the     to 9 a.m. in the Grand Harbor Ballroom South     also approved for one Nebraska state
conference with a wealth of knowledge. You can   and will feature Ryan LaFountain, Securities     insurance continuing education credit.
also get the 2011 Firm Element continuing        America’s anti-money laundering analyst.           The second Compliance Continuing
                                                                                                  Education session will be Tuesday from
                                                                                                  11:30 a.m. to 1 p.m. in the Grand Harbor
                                                                                                  Ballroom South and will feature Kevin Miller,
                                                                                                  Securities America vice president, chief
                                                                                                  compliance officer and deputy general counsel,
                                                                                                  and a panel of industry experts. By attending
                                                                                                  this session, advisors will have completed
                                                                                                  three of the online courses: FME 112
                                                                                                  Prospecting and the Initial Client Meeting;
                                                                                                  FME 113 Managing Ongoing Client
                                                                                                  Relationships and Suitability Considerations;
                                                                                                  and FME 114 Professional Responsibility
                                                                                                  and Conduct. This session has been approved
                                                                                                  for one-and-a-half CFP® and one-and-a-half
                                                                                                  PACE® continuing education credits.
                                                                                                    To receive full credit for completing these
                                                                                                  courses at the National Conference, advisors
                                                                                                  must scan their conference badge in and out at
                                                                                                  the session. Advisors can attend one or both
                                                                                                  courses and receive the corresponding Firm
                                                                                                  Element credit for each, or attend both
                                                                                                  sessions and fulfill their total Firm Element
                                                                                                  requirement for 2011. By attending both
                                                                                                  sessions, advisors will fulfill their 2011 Annual
                                                                                                  Compliance Meeting requirement, although
                                                                                                  branch managers may require advisors to
                                                                                                  attend an additional compliance meeting to
                                                                                                  receive information particular to the branch.
                                                                                                    The attendance information from National
                                                                                                  Conference will be uploaded to the Learning
                                                                                                  Management System (LMS) on e*Office, and
                                                                                                  the appropriate items will show as completed
                                                                                                  on those systems. The Compliance Max system
                                                                                                  will be updated to show the annual compliance
                                                                                                  meeting requirement as completed for those
                                                                                                  advisors who attend both of the national
                                                                                                  conference sessions.
                                                                                                    Advisors who are unable to attend one of
                                                                                                  the sessions at National Conference will need
                                                                                                  to complete the corresponding courses online
                                                                                                  through the Learning Management System
                                                                                                  (LMS) on e*Office for Firm Element. Courses
                                                                                                  must be completed by Oct. 31, 2011.
                                                                                                    Advisors who have a regulatory element
                                                                                                  requirement for 2011 must still complete the
                                                                                                  Firm Element conference sessions or courses.
                                                                                                  The firm element and regulatory element are
                                                                                                  two separate FINRA requirements.
                                                                                                    Please note: Insurance continuing education
                                                                                                  credits may not be applicable in all states.

                                                                                                                                – LisaJo Crawford
Focusing on NextPhase™ Ease of Business & Practice Growth
                     ,
Income distribution pre-conference sessions and an upbeat opening night kick off this year’s National Conference.




        NextPhase™ University – Retirement Income Distribution Planning Pre-Conference Education Session
More than 70 advisors learn about time-segmented retirement income planning from Zach Parker, Securities America’s resident expert.
  Income distribution is becoming vital to advisors’ practices, so NextPhase™ University was this year’s sole pre-conference focus.




 Emcee Kirk Hulett Welcomes All                  Securities America CEO Jim Nagengast          Opening Night Keynote Speaker Inspires
The conference opens with information,            Jim’s passion for advisor success shines     Famous coach and television sportscaster
 education and Kirk’s trademark wit.               as he kicks off this year’s conference.     Lou Holtz drives home the keys to success.




NextPhase™ University Attendees Enjoy Saturday’s Luncheon                       If You’re Not Growing, Then You’re Dying.
Breaks provide time to dine and discuss what advisors are learning.      A packed opening session embraces keynote Holtz’s philosophy.
Daily StarTHE




Simplify Advisory Business with New Unified Managed Account
Securities America Advisors adds a fourth option to the Managed Opportunities platform to meet advisor needs.


O
          ne client registration, one account,      president of business development. “Working            For practices using an advisory approach, the
          one set of paperwork and one 1099 –       with Envestnet, Securities America has taken        creation of a UMA offers a way to streamline
          that’s the simplified account structure   the UMA strategy one step further by develop-       account maintenance and management beyond
          advisors can gain with the new            ing a UMA that brings mutual fund wrap strate-      consolidated reporting already available with
Managed Opportunities® Unified Managed              gists into one account. No other firm does that.”   Securities America’s Managed Opportunities
Account (UMA) from Securities America.                According to Envestnet, UMAs are one of the       and Managed Opportunities Advisor Directed.
  “UMAs were originally designed as a way to        fastest growing investments in the industry. By     Rather than separate brokerage accounts for
bring multiple separate account managers into       2013, an estimated $327 billion in client house-    each mutual fund wrap or separate account wrap
one account,” said Dennis King, senior vice         hold assets will be managed through UMAs.           portfolio selected, advisors can complete one set
                                                                                                        of client paperwork to open one account.
                                                                                                           With the UMA’s open architecture, advisors
                                                                                                        can have multiple investment types and use
                                                                                                        multiple managers and portfolios. The Managed
                                                                                                        Opportunities platform lets advisors build their
                                                                                                        own models that can be saved and applied to
                                                                                                        multiple client accounts, making it easy to
                                                                                                        implement portfolio adjustments, such as asset
                                                                                                        allocation or manager changes, to all accounts
                                                                                                        associated with a model. With a UMA,
                                                                                                        changing managers while maintaining the
                                                                                                        model for the account has been simplified.
                                                                                                           Advisors can create their own models by
                                                                                                        choosing any of the separate account wrap or
                                                                                                        mutual fund wrap portfolios on the Managed
                                                                                                        Opportunities platform, which includes tools
                                                                                                        that will make recommendations to help
                                                                                                        advisors determine the appropriate asset
                                                                                                        allocation model for their client. The minimum
                                                                                                        for each model is calculated based on the
                                                                                                        investment products or portfolios used, their
                                                                                                        required minimum and the allocation to the
                                                                                                        product. The asset class allocation with the
                                                                                                        highest required minimum sets the minimum for
                                                                                                        the overall model, and can be as low as
                                                                                                        $150,000. Envestnet acts as the overlay
                                                                                                        manager, conducting trades and rebalancing as
                                                                                                        directed by the third-party manager or the
                                                                                                        advisor, saving the advisor time.
                                                                                                           “The ability to combine multiple asset types
                                                                                                        and multiple managers into one account, with
                                                                                                        one set of paperwork and one 1099, will save
                                                                                                        advisors a great deal of time, giving them more
                                                                                                        time to spend with clients,” King said. “Advisors
                                                                                                        who have delayed converting their practice to a
                                                                                                        fee-based model because they perceived it as too
                                                                                                        much work have no reason to delay any longer
                                                                                                        with the Managed Opportunities UMA.
                                                                                                        We know regulatory changes regarding Class C
                                                                                                        shares are coming, which makes it even more
                                                                                                        important that advisors take advantage of the
                                                                                                        simplicity of the UMA.”
                                                                                                           Managed Opportunities UMA provides the
                                                                                                        same advisor benefits that have made the
                                                                                                        original Managed Opportunities program one of
                                                                                                        the fastest growing at Securities America
                                                                                                        Advisors. The client profile and suitability
                                                                                                        questionnaire helps advisors choose an
                                                                                                        appropriate asset allocation strategy. Portfolios
                                                                                                        and investment policy statements – customized
                                                                                                        to an individual client’s securities restrictions,
                                                                                                        tax concerns and cash management needs – can
                                                                                                                                       continued on page 9
Specifically for Assistants, Staff, Office Managers and More
The Ideal Assistant Track is designed to help all of your practice’s staff maximize efficiency and effectiveness.
                                                         Assistants can also learn from attending           1:00 p.m. to 1:50 p.m.


E
        very year, Securities America invites
        assistants to accompany advisors to the        conference sessions outside the Ideal Assistant      Your Disaster Recovery and
        Connect! National Conference to learn          track. Assistants are encouraged to attend all       Emergency Client Contact Plan
        client service, team management,               other sessions at the conference to increase their   Do you have a plan if a disaster hit your office,
personal productivity, staff career paths,             overall knowledge of the industry, allowing them     whether a fire, tornado or hurricane? We all
workflow analysis and marketing. The Ideal             the opportunity to better support advisors and to    like to hope this will never happen to us, but
Assistant Track on Sunday is built specifically        create a well rounded office. Assistants who         what if it did? Could you quickly recover,
to meet the needs and concerns of all levels of        attend National Conference also gain hands-on        reassure your clients and keep down time to a
assistants – advisor assistants, professional staff,   experience using Securities America’s latest         minimum? This session will cover the basics
                                                                                                            to putting in place a well-thought-out disaster
                                                                                                            recovery plan, as well as a strategy you can
                                                                                                            enact to contact clients quickly in case of
                                             “Securities America has long                                   an emergency.
                                                                                                            Laurie Burkhard, Senior Business Consultant
                                          been a leader in providing training
                                                                                                            2 p.m. to 2:50 p.m.
                                             specifically for assistants and                                Leading and Managing People
                                                                                                            How do you get people to follow your lead?
                                            office managers, based on the                                   Your success depends upon your ability to
                                                                                                            influence the actions of others. Leading and
                                          belief that behind every successful                               Managing People gives you practical tools and
                                                                                                            frameworks that help you lead more effectively
                                          advisor is a talented support staff.”                             to achieve the results you need. Learn
                                                                                                            proactive, proven techniques for setting job
           KIRK HULETT                                                                                      expectations, coaching employee performance,
                                                                                                            providing constructive feedback, and taking
office managers, etc. These six sessions provide       technological tools and learn how to use software    corrective action, while maximizing employee
a wealth of practical and implementable ideas,         and other programs in-depth. With nearly 100         productivity and job satisfaction.
tips and tools for assistants and office managers      assistants attending the conference each year, the   Nicole Cummings, Director of Training and
to take back to the office and apply to their          opportunities to connect with and learn from the     Human Resources
advisor’s practice.                                    experiences of others are massive. Assistants will
  “Securities America has long been a leader in        leave with numerous ideas they can implement         3:30 p.m. to 4:20 p.m.
providing training specifically for assistants and     into the daily operations of their practices.        Making Complicated Tasks Simple
office managers, based on the belief that                For staff who can’t attend the National            Using Checklists
behind every successful advisor is a talented,         Conference or want to further expand their           Based on the bestselling book, Checklist
supportive staff,” said Kirk Hulett, Securities        skills, Securities America offers Assistant          Manifesto, this session will discuss what
America senior vice president of strategy and          University, which will be October 5-6 at             checklists can do and what they can’t do, as
practice management. “For more than a                  the Hilton Omaha this year. Assistants               well as which tasks in your office are a must
decade, Securities America has included the            are also encouraged to participate in the            for checklists!
Ideal Assistant track at National Conference,          e*Certification program for assistants, available    Laurie Burkhard, Senior Business Consultant
which over time has evolved to include                 online through the e*Office Educenter.
specific sessions for office managers, designated                                                           4:30 p.m. to 5:20 p.m.
principals and associate advisors.”                    8:00 a.m. to 8:50 a.m.                               Invest Wisely! Select the Right CRM
                                                       What You Need to Know About Compliance               for Your Practice
                                                       Compliance is a constant in any financial            You undertake important tasks and work hard
                                                       services office. Find out what you should be         each day to be successful in the long run,
                                                       doing to help protect the practice and ensure        including: A) delivering great service to
New UMAs (continued from page 8)                       clean audits.                                        clients, B) Communicating thoroughly and
be created online in about 10 minutes.                 Adam Proskovec, Director of Surveillance             taking great notes, and C) protecting your
All required account initiation and investment         (Roger Verboon, moderator)                           practice. Selecting an appropriate Client
documents can be downloaded and printed from                                                                Relationship Management (CRM) system to
within Managed Opportunities, and advisors             11 a.m. to 11:50 a.m.                                support “D) All of the above” is crucial. Attend
have online access to rolled-up reports, updated       Best Practices from Your Colleagues                  this session to learn more about existing
daily, on assets at a household level, regardless      You spoke and we listened! Attendees want to         CRMs, and how to make an informed decision
of different registrations or money managers           hear best practices from other offices and how       and invest wisely in the technology you use to
used. The UMA offers even more streamlined             to implement them. Come hear from a panel of         reach your next level of success.
reporting than the consolidated reports                top assistants on how they make their office         Chris Kirby, Practice Management Consultant
available on the Managed Opportunities                 run smoother, keep clients happier and become
separate account program.                              invaluable to their advisor.                           As a long-standing leader in Practice
  Learn more at Managed Opportunities                  Sales Assistant Advisory Board and                   Management programs, tools and services, we
Unified Managed Account TODAY at 3:30 p.m.             Cultivating the Assistants Group members             are confident these sessions will serve your
in Asbury Hall D.                                      (Laurie Burkhard, moderator)                         practice well!
                            – Natalie J.S. Hadley                                                                                       – LisaJo Crawford
Daily StarTHE




Finding Returns in a New Global Economy Changes Perspectives
Iron Point looks at portfolio construction themes as the U.S.’s economic influence declines.


T
           he United States has enjoyed a long     why investors who became more conservative
           history of leading the world economy,   following the 2008 market decline will find it         “Today we have to
           but the realities of the new global     more difficult over the next few years to earn a      look at the economy
           economy will make the U.S. a smaller    rate of return necessary to meet their goals.
player and create opportunities for the rest of      Spitzmiller will start with a look at the market
                                                                                                          globally. There are
the world, particularly in emerging markets. In    and economic environment over the past               opportunities in emerg-
his session Portfolio Construction in the Years    few years, and the risks that could derail the        ing markets and the
Ahead, Iron Point Capital Management Chief         economy, causing some asset classes to perform
Investment Officer Jeff Spitzmiller will look at   better than others.
                                                                                                          U.S. is becoming a
                                                                                                            smaller player.”             JEFF SPITZMILLER

                                                                                                           “I think that over the next five years, the
                                                                                                        equity markets will be below their historical
                                                                                                        returns and that rising interest rates will impact
                                                                                                        bond prices,” he said in an interview. “Inflation
                                                                                                        is the wild card.”
                                                                                                           In addition, the global economic picture
                                                                                                        continues to evolve, Spitzmiller said. “The
                                                                                                        United States was at the forefront of the world
                                                                                                        economic environment in the past. Today, we
                                                                                                        have to look at the economy globally. There are
                                                                                                        opportunities in emerging markets, and the
                                                                                                        U.S. is becoming a smaller player.”
                                                                                                           “Advisors can’t rely on a static buy and hold
                                                                                                        strategy any more,” Spitzmiller said. “They will
                                                                                                        need to look for opportunities to add less
                                                                                                        traditional products, like exchange traded funds
                                                                                                        and open-ended mutual funds in the alternative
                                                                                                        space, to diversify portfolios beyond equities
                                                                                                        and bonds to increase returns. The way advisors
                                                                                                        have been constructing portfolios may not be
                                                                                                        the way to do it now. The markets may be
                                                                                                        almost double the lows of March 2009, but the
                                                                                                        markets and the economy are not the same as
                                                                                                        they were before the meltdown.”
                                                                                                           Iron Point, which is a sister company to
                                                                                                        Securities America, manages objective-based
                                                                                                        portfolios allocated for long-term investing
                                                                                                        using a strategic allocation with a tactical over-
                                                                                                        lay. The strategic approach uses a diversified
                                                                                                        long-term neutral allocation customized for the
                                                                                                        client. The tactical overlay aims to improve
                                                                                                        risk-adjusted rates of return by taking advantage
                                                                                                        of changing market conditions.
                                                                                                           The company’s investment methodology uses
                                                                                                        both top-down and bottom-up analysis. The
                                                                                                        top-down analysis examines the macro view of
                                                                                                        the markets, while the bottom-up analysis
                                                                                                        narrows in on the individual securities to
                                                                                                        generate a balanced perspective of the current
                                                                                                        state of the economy, as well as identify trends
                                                                                                        that may occur.
                                                                                                           Don’t miss this opportunity to learn more
                                                                                                        about economic and market trends in the
                                                                                                        coming years, and how those factors will affect
                                                                                                        portfolio construction. Portfolio Construction
                                                                                                        in the Years Ahead will be held TODAY at
                                                                                                        4:30 p.m. in Asbury Hall D, and is worth one
                                                                                                        hour of continuing education credit for the
                                                                                                        CFP® and PACE® designations.

                                                                                                                                   – Natalie J.S. Hadley
Shift from C Shares to Advisory Helps Advisors Avoid 75% Pay Cut
Securities America’s new coaching program assists advisors in transitioning to a fee-based practice.
                                                          helps advisors develop a transition plan.             the shares being out of the contingent deferred


I
     f you knew a situation was brewing that
     would cut your income by 75 percent, would           Delivered online in five sessions, the 12-week        sales charge (CDSC) period.
     you take steps to mitigate the impact or             program includes bi-weekly individual coaching          “Making the transition to a fee-based practice
     avoid it all together? Advisors who rely             sessions, implementable tools and training from       can appear intimidating to advisors, but the
heavily on trail commissions from mutual fund             Securities America experts in fee-based business.     tools, processes and resources Securities America
C shares will face that very situation if the             Session topics include creating a fee-based           provides help advisors approach this change
Securities and Exchange Commission (SEC)
moves ahead with its proposed rule to cap 12(b)-1
fees at 25 basis points (bps).
   “No business can survive a 75 percent cut in its          “Over the past 17 years, SAA has
revenue,” said Jeremy Robson, Securities
America Advisors’ director of advisory services.
“Advisors need to prepare now for the coming
                                                           helped hundreds of advisors transition
rule changes by analyzing their business and how               to a fee-based advisory practice,
a true fee-based advisory approach can not only
preserve that income but expand it.”
   Robson and Erick Lindewall, SAA director of
                                                              and I don’t know of any advisors
advisory sales, will present today’s session,
Developing a Plan to Transition Your C Share                        who have regretted it.”
Business to Advisory at 2 p.m. in Asbury Hall A.
   “In addition to avoiding the potential loss                                                                                                          JEREMY ROBSON
of income due to the fee cap on C shares,
transitioning to an advisory structure allows the         business plan, pricing, investment manager and        gradually and systematically in a way that makes
advisor to provide a deeper level of service to           platform selections, the client communication         sense for the advisor, their staff and their clients,”
clients,” Robson said. “That can mean gaining             plan (with scripts) and workflows. The next           Robson said. “It does take time to make the
additional assets the client may currently hold           JumpStart Advisory Coaching Program session           transition, and there’s no getting around some of
elsewhere. An advisory approach also makes the            begins Oct. 4. For more information and to            the work required, but clients and advisors bene-
advisor’s practice more valuable. An advisory             register, visit the Advisory Business tab of the      fit in the long run. Over the past 17 years, SAA
practice typically sells for one and a half to two        e*Office website and click on the JumpStart           has helped hundreds of advisors transition to a
times revenues; a practice based on C shares              Advisory Coaching link.                               fee-based advisory practice, and I don’t know of
typically sells for 50 percent of revenues or less.         SAA has other initiatives planned that will         any advisors who have regretted it.”
Advisors buying books of business are looking for         make transitioning from C shares to advisory             The SEC has stated it plans to return to
advisory-based practices.”                                business even easier, including a small account       finalizing and implementing new rules on
   Clients who move from mutual fund C shares             program to accommodate investors who don’t            mutual fund fees this summer. You don’t want to
to an advisory relationship can access a broader          qualify for normal account minimums, and              face a potential 75 percent reduction in income.
spectrum of investments, Robson said. Around              agreements with mutual fund providers to allow        If you have never considered a move to fee-based
5,000 mutual funds, separate account models,              share class exchanges to eliminate capital gains      business, or you’ve considered it before and found
mutual fund wrap portfolios, and exchange                 exposure from the liquidation of C shares. Eleven     reasons not to change, plan to attend today’s
traded funds can be accessed through various              fund companies so far allow tax-free (non-            session at 2 p.m. in Asbury Hall A.
SAA programs. By comparison, around 2,000                 reportable) conversions to advisory class shares,                                    – Natalie J.S. Hadley
mutual funds offer C shares.                              including American Funds, Invesco AIM,
   Earlier this year, SAA piloted its new                 Fidelity, Allianz, Oppenheimer and Franklin
                                                          Templeton. All conversions are dependent on

                                                                                                                Daily Star
JumpStart Advisory Coaching Program, which
                                                                                                                                  THE

NextPhase University (continued from page 5)
   Advisors who complete NextPhase University at National Conference or the 12-week NextPhase
Coaching will have access to Securities America’s new Income Distribution Desk.                                                 Publisher
   “This training is a basic necessity for implementing retirement income distribution in your practice,”       Securities America Marketing Department
Parker said. “There are a lot of variables, however, as advisors get into creating plans for clients.
We established the Income Distribution Desk to support advisors in building income distribution                                 Editor and Lead Writer
proposals and plans for clients. Completing NextPhase University or the NextPhase Coaching program                               Natalie J.S. Hadley
is a prerequisite for accessing the Income Distribution Desk.”
   Securities America experts staffing the Income Distribution Desk will create the proposal in the advisor’s                          Staff Writer
system using a completed client profile sent by the advisor, and will consult with the advisor on the initial                    Lisa JoDean Crawford
portfolio plan. A printed and bound copy of the proposal and plan, including specific recommended
investments, is shipped to the advisor. Advisors meeting all of the prerequisites will have access to these             Graphic Design, Photography
services at no charge.                                                                                               Editing, Production and Distribution
   “The Income Distribution Desk helps the advisor focus on relationships, while we act as the back office               Derek Layne Peterson, MBA
or paraplanner,” Parker said.
   Sign up for the NextPhase Coaching Program that will be starting September 1, by contacting Teri Heim        Securities America, Inc., Member FINRA/SIPC. Securities America Advisors,
                                                                                                                    Inc., an SEC Registered Investment Advisor. Copyright June 2011,
at theim@saionline.com or 800-747-6111, ext. 5305.                                                                Securities America. All Rights Reserved. For Broker/Dealer Use Only.
                                                                                       – Natalie J.S. Hadley
Securities America Advisors- Newsletter-Jan'11

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Securities America Advisors- Newsletter-Jan'11

  • 1. Daily Star THE Become Your Clients’ Clear Choice Today’s Income distribution track explores depth and breadth of NextPhase programs. ™ HIGHLIGHTS B efore retirement, the average investor has Securities America’s initial foray into income three financial advisors. After retirement, distribution began in 2005 when the company Personal Branding in a Social Media Age investors pare down to just one advisor. began offering The Income For Life Model ™, This session covers practical techniques for building and projecting your personal brand, How does an advisor become a software and marketing system for particularly in the age of social networks where a client’s only advisor during those generating portfolio proposals using a reputation and word of mouth are critical. critically important retirement years? time-segmented method. Within this Bill Reeves, Partner, Comunicato That’s the question Securities strategy, an investor’s retirement 8:00 a.m. to 8:50 a.m. – Asbury Hall A America asked in 2005. The answer assets are divided into segments and started with industry-leading research tagged to provide income over a Best Practices from Your Colleagues Hear from a panel of top assistants on how they that compared systematic withdrawals, specific period of time in retirement. make their office run smoother, clients happier variable annuities and time-segmented Dan Goeken, a Securities America and become invaluable to advisors. distribution, resulting in the white advisor in Norfolk, Neb., said the visual Moderated by Laurie Burkhard, Sr. Business Consultant, paper “Capturing the Income framework of the time-segmented Securities America along with Sales Assistant Advisory Distribution Opportunity.” That strategy helps him more easily explain and Cultivating the Assistants Group Members white paper recently received the his recommendations to clients. For 11:00 a.m. to 11:50 a.m. – Salon 8 Thought Leadership Award from JIM NAGENGAST example, one client who still planned The NextPhase™ Income Distribution the Retirement Income Industry to work for a while had $750,000 in his Client Planning Process Association (RIIA) and was also “As Baby Boomers 401(k) plan. He found he could start Learn the five key concepts for marketing published in the inaugural issue of to and gaining income distribution clients, the Retirement Management Journal. start to retire, now is his time-segmented plan bylater of funding segments three and taking and identify how to win business using the NextPhase™ approach and marketing materials. In the six years between publishing the time for you to an in-service distribution, allowing the white paper and receiving the him to use investment products not Zach Parker, Director Annuities & Insurance, Securities America become the ‘go to’ 1:00 p.m. to 1:50 – Salon 7 award, Securities America has been available in his 401(k). The client left building the industry’s most extensive professional for segment two in his 401(k) plan’s stable Developing a Plan to Transition Your support system targeted at helping value choice because it already met C Share Business to Advisory retirement income Gain insight on the regulatory environment advisors become the income distribu- the objectives for that segment. distribution.” relating to 12(b)-1 trail commissions, start tion specialist in their community. “Time-segmented distribution planning to transition C shares to advisory, “Regardless of the niche in which really provides the structure to ease and develop the plan to make that transition. you concentrate your business, the transition of the clients’ anxiety about the earlier segments, Jeremy Robson, Director Advisor Services and Erick Lindewall, baby boom generation will touch every advisor to one because the later segments have a greater growth Director Advisor Sales, Securities America Advisors extent or another,” said retirement income specialist objective,” he said. 2:00 p.m. to 2:50 p.m. – Asbury Hall A Zach Parker. “Every advisor needs to have a plan and As the time-segmented strategy caught on Introduction to Managed Opportunities be prepared to address this need for your clients, or among advisors, Securities America recognized Unified Managed Accounts (UMA) risk losing clients to an advisor who is prepared.” the need for a way to translate the proposal See the new Managed Opportunities UMA, the Today’s Income Distribution Planning Track, into actual investments and then monitor each benefits of using a UMA, and the technology taking place in Salon 7, will feature sessions for segment’s performance against the plan. we’ve built so you can implement proposals for beginners and advance planners and will highlight The Managed Opportunities® advisory platform, multiple managers in one brokerage account. Securities America’s latest income distribution which offers both advisor-directed and third-party Marla Cross, Vice President, and Jeremy Robson, Director resources: an Income Distribution Desk, an money manager options, provided the perfect Advisor Services, Securities America Advisors expanded Client Fact Finder and the Product vehicle. In 2010, Securities America rolled out 3:30 p.m. to 4:20 p.m. – Asbury Hall D Allocation Models. With these tools, Securities Managed Opportunities® NextPhase™, an enhanced America continues to lead the industry in retire- platform solution that supports a time-segmented ment income distribution planning. continued on page 3 Your business growth expert. Contents Become Your Clients’ Clear Choice (continued) . . . 3 Technology Continues to Evolve. . . . . . . . . . . . . . 4 Conveniently Earn CE and Firm Element . . . . . . . 6 Opening Day Photo Page. . . . . . . . . . . . . . . . . . . . 7 Finding Returns in the Global Economy . . . . . . 10 Shift from C Shares, Avoid 75% Pay Cut . . . . . 11 Challenges Make SA & Advisors Stronger. . . . . . 5 New Unified Managed Accounts (UMA) . . . . . . . . 8 NextPhase™ University Training (continued) . . . 11 NextPhase™ University Training Program . . . . . 5 Specifically for Assistants, Staff and More . . . . . 9
  • 3. Daily StarTHE Become Your Clients’ Clear Choice (continued from cover) The wave of the future – the wave of Baby Boomers – points to the need for retirement income distribution planning. distribution strategy; a retirement income investment strategy designed Securities America’s director of insurance and annuities. “These tools to seek consistent income throughout retirement. tend to work better during accumulation years than in distribution “Managed Opportunities NextPhase offers advisors access to third-party years when clients have less time and fewer new assets coming in (such managers as well as the ability to utilize the advisor-directed technology as wages) to recover from losses. Tools for risk profiling that rely on hard to effectively manage client assets,” said Bill Kantner, a Securities America numbers like assets and income can certainly give the client a ‘number,’ advisor in Chadds Ford, Penn. “The enhanced trading and but they don’t address the client’s needs for major expenses account analysis capabilities of Advisor Directed allow me to or the impact on the client’s legacy plan. The expanded save a considerable amount of time in my day-to-day asset ROI Profile allows the advisor to take a comprehensive management tasks. This is the main reason I’m looking to con- look at all of the client’s needs to create a more effective, vert as much of my asset base to this platform. The reporting efficient income distribution plan.” capabilities allow me and clients to have access to reporting To help advisors determine which products may be 24/7. This closed-loop solution lets me create, implement, suitable for each segment when investing client assets into manage and report on clients’ assets all on one platform.” the NextPhase strategy, Securities America created the The Managed Opportunities NextPhase tools help advisors Product Allocation Model. identify the appropriate allocation needed across multiple “We identified several options in each segment advisors segments as well as the target accumulation for investments could consider as suitable alternatives when creating a plan within each segment, so that when harvested they will provide for their clients,” Parker said. “In addition to summarizing the desired income throughout that period of time. the various product options, we highlighted factors for Like many advisors, Patricia Hinds, CFP®, a Securities ZACH PARKER advisors to consider when deciding which products to use. America advisor in St. Cloud, Minn., says that in her early We also provide an Efficient Practice rating to indicate years, working with clients focused on accumulation. “The expanded ROI how easily each product type could be implemented.” “I had a few clients taking periodic distributions or Parker will provide more information on the Product occasionally a lump sum, but there was no focus on creating Profile allows advisors Allocation Model and other NextPhase Income an income stream from the assets,” she says. “As the clients to take a full look Distribution Solutions during the NextPhase Income – and I – got older, we talked about how they would need to at all of the client’s Distribution Client Planning Process session TODAY use the dollars they saved. It became clear we couldn’t hap- at 1 p.m. He will also discuss the expanded ROI Profile hazardly have investments out there and just tap into those needs to create a more in detail during the Advanced Planning Concepts for accounts arbitrarily. It’s interesting that although our view effective income Income Distribution Specialists TODAY at 2 p.m. of how we will spend our time in retirement has certainly changed, clients still arrive at my door with old-fashioned distribution plan.” Don’t miss the full line-up of income distribution investment methodology ingrained in their thinking.” sessions taking place TODAY in Salon 7: While developing the initial income distribution white 8:00 a.m. – Introduction to Time-Segmented Distribution paper, Securities America realized the importance of addressing the and Managed Opportunities NextPhase impact that clients’ emotion-based decision making regarding finances can have on portfolio performance. Soon after publishing the white 11:00 a.m. – Income Distribution Hot Topics, paper, Securities America introduced the ROI* Reliability of Income by Smedley Financial Services Profile, a questionnaire designed to help advisors assess and measure 1:00 p.m. – The NextPhase Income Distribution clients’ emotional needs for guaranteed income and reaction to Client Planning Process volatility. To Securities America’s knowledge, the ROI Profile was the first of its kind in the industry. Earlier this year, Securities America 2:00 p.m. – Advanced Planning Concepts for expanded the ROI Profile to include questions to determine whether a Income Distribution Specialists client will need large lump sums during retirement, and their desire 3:30 p.m. – This is Not Your Parent’s Retirement: to leave a legacy. The expanded tool, which includes an advisor Income Planning in the New Normal, by Sun Life scoring key and suggestions for products and services based on client 4:30 p.m. – Today’s Retirement Challenge: Generating Higher responses, has been renamed the Client Fact Finder. Guaranteed Income When Clients Need it “Traditional risk profiling methods have attempted to quantify a client’s sensitivity to financial loss in a portfolio,” said Zach Parker, – Natalie J.S. Hadley The e*Office NextPhase™ Support Center In addition to the many professional and expert staff who are knowledgeable about retirement income distribution, there are some key materials available to you at your convenience on the e*Office Website. They include White Papers: Capturing the Income Distribution Opportunity and Marketing Yourself as an Income Distribution Specialist; Advisor Training: Implementing Income for Life in NextPhase, Introduction to NextPhase Coaching (New Session Starts Sept. 1, 2011) and many NextPhase Coaching Resources; Marketing Materials: NextPhase Strategy Overview Brochure, NextPhase Trifold Brochure, NextPhase Client Presentation with posters, invitations, letters and press releases (presentation coming soon!), Retirement Myth #1 flyer and Retirement Myth #2 flyer; Tools: Confidential Fact Finder Advisor Guide, Confidential Fact Finder, Product Allocation Model Presentation and Product Allocation Model Handouts.
  • 4. Daily Star THE Technology Continues to Evolve to Meet Advisors’ Needs The Technology Pavilion offers onsite experts and computers to help with your technology questions. E ach year at National Conference, by members of the Field Technology Team. The Technology Pavilion is the place to go if you: Securities America brings you the These professionals have a combined 120 years of Technology Pavilion, where you can get } Want to better understand how to use a experience in the financial industry. Of that, hands-on with leading-edge industry specific solution. 98 years have been with Securities America in technology from Securities America and our areas that include operations, management, } Want to conduct daily business more strategic partners. sales and compensation. efficiently and effectively. A conference fixture since 1999, the The Field Technology team will be available } Want to know about new systems and Technology Pavilion is centrally located in throughout the conference to answer your ques- features we’ve added since last Salon 5, next to the Asbury Lobby, and staffed tions, demonstrate services and discuss changes. year’s conference. We will also be collecting your ideas for future enhancements. Many of the improvements to our technology over the years have started with a conversation at the Technology Pavilion. We are constantly tweaking and adjusting our systems to make them as intuitive and efficient as possible through honest, constructive feedback from our advisors. The Technology Pavilion will also have demonstration computers where members of Field Technology will be able to discuss and demonstrate any e*Office Advantage technology that you wish to learn more about. New this year, we will have iPads, iPhones and Android powered tablets available to demonstrate our new solution for accessing e*Office Advantage from mobile devices. Many of our technology partners will be joining us to provide you with information about their services. Morningstar can show you Advisor Workstation and other great services. National Financial and Pershing will both be there to exhibit the powerful technology available from our clearing firms. Futureware Distributors will be attending to discuss and take orders for com- puters, printers, scanners and other hardware for your office. If you are interested in performance reporting, stop by the Albridge booth for a demonstration and make sure to talk with CashEdge about how their service can automat- ically integrate not-held assets into this system. Redtail CRM will showcase its web-based, easy- to-use client management solution designed specifically for financial professionals. Emerald Publications is available this year to help answer questions about effective online marketing using a professional website and will also discuss their newsletters, seminars and other materials. If you need to check your email or the markets, visit the Cyber Café, located adjacent to the Asbury Rotunda at the entrance into the Asbury Lobby, directly across from the Technology Pavilion. Don’t get too engrossed, though! We want you to make the most of your time with us by attending conference sessions and learning from your peers, our home office professionals and product sponsor representatives. – LisaJo Crawford Technology Pavilion Hours Saturday . . . . Noon to 5 p.m. & 8 p.m. to 10 p.m. Sunday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 7 p.m. Monday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 6 p.m. Tuesday . . . . . . . . . . . . . . 7:00 a.m. to 10:00 a.m.
  • 5. Challenges Make Securities America and Advisors Stronger Holtz tells audience, “Don’t maintain – get better!” at his inspirational opening-night keynote address. leaders are closely involved in the new said. “If you’d like to experience that kind of T he Securities America 2011 Connect! National Conference opened with a ownership process, but for the majority of our growth in your fee-based assets, we’ll be starting packed general session featuring Jim home office employees, it’s business as usual,” our fifth class in late October.” Nagengast’s inaugural conference Nagengast said. “We have continued to focus on Nagengast closed his comments with a reminder address as the company’s chief executive officer our key initiatives for 2011: NextPhase™ of what made Securities America the nation’s and thoughts from keynote speaker Lou Holtz Retirement Income Distribution, Ease of seventh largest independent broker/dealer. on having a “game plan for success.” Kirk Business and Business Growth.” “The reasons you joined us and the reasons Hulett, senior vice president of strategy and Each day of the conference will focus on one you stay – none of that has changed,” he said. practice management, served as the evening’s of those initiatives, Nagengast said, starting with “Our payouts remain competitive, our technology host. Nagengast addressed the challenges NextPhase Retirement Income Distribution. stands head and shoulders above other b/ds. Securities America faced in the past few years, “About two years ago, we committed Our fee-based programs are among the most most notably the legal matters surrounding ourselves to making Securities America the flexible and automated in the industry. And Medical Capital and Provident Royalties. industry thought-leader on retirement income when it comes to income distribution, no other “It’s been about two years since these two distribution and building resources to help broker-dealer comes close. I see only great things private placements began to unravel and entan- advisors specialize in this important industry ahead for Securities America, for you and for gled Securities America in one of the biggest trend,” he said. “What we created is, bar none, your clients. I’m glad to have all of you on board. challenges we’ve faced in our 27-year-history,” the most comprehensive income distribution You don’t want to miss out on being part of Nagengast said. “Like any other challenge we’ve platform in the financial services industry, and it shaping the future of the industry’s most progres- had, we worked our way through it and learned just keeps getting better.” sive, innovative and intelligent broker-dealer.” from it. I believe that ultimately we will be a Financial Planning magazine recently ranked Lou Holtz then took the stronger company for having weathered this.” Securities America seventh among independent stage, delivering a “Game Nagengast went on to discuss the sale of broker/dealers based on 2010 revenues, Plan for Success” message Securities America by parent company Nagengast said, but simply getting bigger isn’t that underscored Nagengast’s Ameriprise Financial. necessarily the best measure of success. comments. “We are in an excellent position to move on Monday’s focus will be on Securities America’s “There’s a rule of life: you’re to the next chapter,” he said. “The sale process ease of business projects and the 50+ technology either growing or you’re dying,” is moving quickly, and we expect to begin enhancements made so far this year, including Holtz said. “A tree is growing, LOU HOLTZ meeting with prospective buyers when we get Online Account Setup, the new Account or it’s dying; so is a marriage; so is a person. It back from the conference, with a keen focus on Servicing Tool and an upgraded reports engine. doesn’t have a thing to do with age. There’s no age finding a new ownership structure that creates Tuesday’s conference focus will be on Business restriction on dreams. But growing or dying has the least disruption to you and your clients.” Growth. The company’s vanguard growth pro- everything to do with trying to get better. Nagengast announced the members of the gram, Next Level – Building the Million Dollar “When you maintain, you’re dying,” he newly created Advisor Committee, which will Practice, has a current class of 22 advisors who continued. “You never have any ideas. You never provide feedback on select aspects of the new have placed $14 million in SAA fee-based pro- have any enthusiasm. You never have a reason to ownership process. The Advisor Committee grams since their program start in January 2011. celebrate. I finally realized I wasn’t tired of coach- members in alphabetical order by last name are: “A randomly selected comparison group of ing. I was tired of maintaining. The more success- Nate Bergeland, Bob Binn, Chuck Blossom, advisors placed $5 million into SAA fee-based ful you are, you have to make sure you don’t just Jack Connealy, Arthur Cooper, John Egan, programs during the same period, meaning maintain. You have to ask, ‘How can I get better?’ John Jenkins and Gregg Lipsitz. our Next Level advisors are outpacing the That’s why dreams are so important – because that’s “We’ve mentioned before that key senior comparison group by 180 percent,” Nagengast where you’re trying to go.” – Natalie J.S. Hadley NextPhase™ University Prepares Future Income Distribution Specialists Training programs help advisors turn concepts into real-world client acquisition opportunities. S ecurities America believes so strongly in the importance of retirement The NextPhase resources will help you: income planning – both for clients to prepare for the distribution phase } Embrace a time-segmented distribution strategy in your practice. and for advisors to best serve the needs of those clients – that it offered } Understand the complexities and solutions for constructing livable its NextPhase University as the only pre-conference session at this year’s retirement distribution solutions. national conference. More than 70 advisors attended the session. If you missed the pre-conference workshop, plan to attend TODAY’s NextPhase } Approach clients and prospects to discuss time-segmented distribution solutions. Income Distribution Client Planning Process session at 1 p.m. in Salon 7. This } Learn the full capabilities of the NextPhase platform on Managed one-hour session offers an overview of what you need to specialize in retirement Opportunities®, which allows you to build, implement and manage income distribution planning. The 12-week NextPhase™ Coaching Program, the process all in one place. that starts Sept. 1, provides a great follow up to today’s client planning session, } Learn how to select the best product for each client’s unique retirement solution. guiding you on implementing processes and tools we’ve created for advisors. Securities America will be taking the one-day NextPhase University on the } Create a branding plan to become recognized as a retirement income road for regional events in July, August and September. Watch your daily e*Star distribution specialist in your practice’s region or market. email for dates and locations. } Create a marketing plan to tap into the huge Baby Boomer opportunity. The NextPhase Coaching Program includes bi-weekly, one-on-one } Structure your internal workflows to support income distribution planning coaching sessions, implementable tools and in-depth training from our client service. experts in income distribution planning. continued on page 11
  • 6. Daily StarTHE Conveniently Earn Your CE & Complete 2011 Firm Element Each year the National Conference is ideal to easily complete many compliance and regulatory CE requirements. T his year’s National Conference is education requirement off your to-do list the By attending this session, advisors will have committed to helping advisors easy way – by attending both Firm Element completed the FME 111 Anti-Money conveniently earn needed continuing Continuing Education sessions here at the Laundering Training. This session has been education credits. With more than National Conference. approved for one CFP® and one PACE® 30 different sessions offering continuing The first session will be Monday from 8 a.m. continuing education credit. This session is education credits, you are sure to leave the to 9 a.m. in the Grand Harbor Ballroom South also approved for one Nebraska state conference with a wealth of knowledge. You can and will feature Ryan LaFountain, Securities insurance continuing education credit. also get the 2011 Firm Element continuing America’s anti-money laundering analyst. The second Compliance Continuing Education session will be Tuesday from 11:30 a.m. to 1 p.m. in the Grand Harbor Ballroom South and will feature Kevin Miller, Securities America vice president, chief compliance officer and deputy general counsel, and a panel of industry experts. By attending this session, advisors will have completed three of the online courses: FME 112 Prospecting and the Initial Client Meeting; FME 113 Managing Ongoing Client Relationships and Suitability Considerations; and FME 114 Professional Responsibility and Conduct. This session has been approved for one-and-a-half CFP® and one-and-a-half PACE® continuing education credits. To receive full credit for completing these courses at the National Conference, advisors must scan their conference badge in and out at the session. Advisors can attend one or both courses and receive the corresponding Firm Element credit for each, or attend both sessions and fulfill their total Firm Element requirement for 2011. By attending both sessions, advisors will fulfill their 2011 Annual Compliance Meeting requirement, although branch managers may require advisors to attend an additional compliance meeting to receive information particular to the branch. The attendance information from National Conference will be uploaded to the Learning Management System (LMS) on e*Office, and the appropriate items will show as completed on those systems. The Compliance Max system will be updated to show the annual compliance meeting requirement as completed for those advisors who attend both of the national conference sessions. Advisors who are unable to attend one of the sessions at National Conference will need to complete the corresponding courses online through the Learning Management System (LMS) on e*Office for Firm Element. Courses must be completed by Oct. 31, 2011. Advisors who have a regulatory element requirement for 2011 must still complete the Firm Element conference sessions or courses. The firm element and regulatory element are two separate FINRA requirements. Please note: Insurance continuing education credits may not be applicable in all states. – LisaJo Crawford
  • 7. Focusing on NextPhase™ Ease of Business & Practice Growth , Income distribution pre-conference sessions and an upbeat opening night kick off this year’s National Conference. NextPhase™ University – Retirement Income Distribution Planning Pre-Conference Education Session More than 70 advisors learn about time-segmented retirement income planning from Zach Parker, Securities America’s resident expert. Income distribution is becoming vital to advisors’ practices, so NextPhase™ University was this year’s sole pre-conference focus. Emcee Kirk Hulett Welcomes All Securities America CEO Jim Nagengast Opening Night Keynote Speaker Inspires The conference opens with information, Jim’s passion for advisor success shines Famous coach and television sportscaster education and Kirk’s trademark wit. as he kicks off this year’s conference. Lou Holtz drives home the keys to success. NextPhase™ University Attendees Enjoy Saturday’s Luncheon If You’re Not Growing, Then You’re Dying. Breaks provide time to dine and discuss what advisors are learning. A packed opening session embraces keynote Holtz’s philosophy.
  • 8. Daily StarTHE Simplify Advisory Business with New Unified Managed Account Securities America Advisors adds a fourth option to the Managed Opportunities platform to meet advisor needs. O ne client registration, one account, president of business development. “Working For practices using an advisory approach, the one set of paperwork and one 1099 – with Envestnet, Securities America has taken creation of a UMA offers a way to streamline that’s the simplified account structure the UMA strategy one step further by develop- account maintenance and management beyond advisors can gain with the new ing a UMA that brings mutual fund wrap strate- consolidated reporting already available with Managed Opportunities® Unified Managed gists into one account. No other firm does that.” Securities America’s Managed Opportunities Account (UMA) from Securities America. According to Envestnet, UMAs are one of the and Managed Opportunities Advisor Directed. “UMAs were originally designed as a way to fastest growing investments in the industry. By Rather than separate brokerage accounts for bring multiple separate account managers into 2013, an estimated $327 billion in client house- each mutual fund wrap or separate account wrap one account,” said Dennis King, senior vice hold assets will be managed through UMAs. portfolio selected, advisors can complete one set of client paperwork to open one account. With the UMA’s open architecture, advisors can have multiple investment types and use multiple managers and portfolios. The Managed Opportunities platform lets advisors build their own models that can be saved and applied to multiple client accounts, making it easy to implement portfolio adjustments, such as asset allocation or manager changes, to all accounts associated with a model. With a UMA, changing managers while maintaining the model for the account has been simplified. Advisors can create their own models by choosing any of the separate account wrap or mutual fund wrap portfolios on the Managed Opportunities platform, which includes tools that will make recommendations to help advisors determine the appropriate asset allocation model for their client. The minimum for each model is calculated based on the investment products or portfolios used, their required minimum and the allocation to the product. The asset class allocation with the highest required minimum sets the minimum for the overall model, and can be as low as $150,000. Envestnet acts as the overlay manager, conducting trades and rebalancing as directed by the third-party manager or the advisor, saving the advisor time. “The ability to combine multiple asset types and multiple managers into one account, with one set of paperwork and one 1099, will save advisors a great deal of time, giving them more time to spend with clients,” King said. “Advisors who have delayed converting their practice to a fee-based model because they perceived it as too much work have no reason to delay any longer with the Managed Opportunities UMA. We know regulatory changes regarding Class C shares are coming, which makes it even more important that advisors take advantage of the simplicity of the UMA.” Managed Opportunities UMA provides the same advisor benefits that have made the original Managed Opportunities program one of the fastest growing at Securities America Advisors. The client profile and suitability questionnaire helps advisors choose an appropriate asset allocation strategy. Portfolios and investment policy statements – customized to an individual client’s securities restrictions, tax concerns and cash management needs – can continued on page 9
  • 9. Specifically for Assistants, Staff, Office Managers and More The Ideal Assistant Track is designed to help all of your practice’s staff maximize efficiency and effectiveness. Assistants can also learn from attending 1:00 p.m. to 1:50 p.m. E very year, Securities America invites assistants to accompany advisors to the conference sessions outside the Ideal Assistant Your Disaster Recovery and Connect! National Conference to learn track. Assistants are encouraged to attend all Emergency Client Contact Plan client service, team management, other sessions at the conference to increase their Do you have a plan if a disaster hit your office, personal productivity, staff career paths, overall knowledge of the industry, allowing them whether a fire, tornado or hurricane? We all workflow analysis and marketing. The Ideal the opportunity to better support advisors and to like to hope this will never happen to us, but Assistant Track on Sunday is built specifically create a well rounded office. Assistants who what if it did? Could you quickly recover, to meet the needs and concerns of all levels of attend National Conference also gain hands-on reassure your clients and keep down time to a assistants – advisor assistants, professional staff, experience using Securities America’s latest minimum? This session will cover the basics to putting in place a well-thought-out disaster recovery plan, as well as a strategy you can enact to contact clients quickly in case of “Securities America has long an emergency. Laurie Burkhard, Senior Business Consultant been a leader in providing training 2 p.m. to 2:50 p.m. specifically for assistants and Leading and Managing People How do you get people to follow your lead? office managers, based on the Your success depends upon your ability to influence the actions of others. Leading and belief that behind every successful Managing People gives you practical tools and frameworks that help you lead more effectively advisor is a talented support staff.” to achieve the results you need. Learn proactive, proven techniques for setting job KIRK HULETT expectations, coaching employee performance, providing constructive feedback, and taking office managers, etc. These six sessions provide technological tools and learn how to use software corrective action, while maximizing employee a wealth of practical and implementable ideas, and other programs in-depth. With nearly 100 productivity and job satisfaction. tips and tools for assistants and office managers assistants attending the conference each year, the Nicole Cummings, Director of Training and to take back to the office and apply to their opportunities to connect with and learn from the Human Resources advisor’s practice. experiences of others are massive. Assistants will “Securities America has long been a leader in leave with numerous ideas they can implement 3:30 p.m. to 4:20 p.m. providing training specifically for assistants and into the daily operations of their practices. Making Complicated Tasks Simple office managers, based on the belief that For staff who can’t attend the National Using Checklists behind every successful advisor is a talented, Conference or want to further expand their Based on the bestselling book, Checklist supportive staff,” said Kirk Hulett, Securities skills, Securities America offers Assistant Manifesto, this session will discuss what America senior vice president of strategy and University, which will be October 5-6 at checklists can do and what they can’t do, as practice management. “For more than a the Hilton Omaha this year. Assistants well as which tasks in your office are a must decade, Securities America has included the are also encouraged to participate in the for checklists! Ideal Assistant track at National Conference, e*Certification program for assistants, available Laurie Burkhard, Senior Business Consultant which over time has evolved to include online through the e*Office Educenter. specific sessions for office managers, designated 4:30 p.m. to 5:20 p.m. principals and associate advisors.” 8:00 a.m. to 8:50 a.m. Invest Wisely! Select the Right CRM What You Need to Know About Compliance for Your Practice Compliance is a constant in any financial You undertake important tasks and work hard services office. Find out what you should be each day to be successful in the long run, doing to help protect the practice and ensure including: A) delivering great service to New UMAs (continued from page 8) clean audits. clients, B) Communicating thoroughly and be created online in about 10 minutes. Adam Proskovec, Director of Surveillance taking great notes, and C) protecting your All required account initiation and investment (Roger Verboon, moderator) practice. Selecting an appropriate Client documents can be downloaded and printed from Relationship Management (CRM) system to within Managed Opportunities, and advisors 11 a.m. to 11:50 a.m. support “D) All of the above” is crucial. Attend have online access to rolled-up reports, updated Best Practices from Your Colleagues this session to learn more about existing daily, on assets at a household level, regardless You spoke and we listened! Attendees want to CRMs, and how to make an informed decision of different registrations or money managers hear best practices from other offices and how and invest wisely in the technology you use to used. The UMA offers even more streamlined to implement them. Come hear from a panel of reach your next level of success. reporting than the consolidated reports top assistants on how they make their office Chris Kirby, Practice Management Consultant available on the Managed Opportunities run smoother, keep clients happier and become separate account program. invaluable to their advisor. As a long-standing leader in Practice Learn more at Managed Opportunities Sales Assistant Advisory Board and Management programs, tools and services, we Unified Managed Account TODAY at 3:30 p.m. Cultivating the Assistants Group members are confident these sessions will serve your in Asbury Hall D. (Laurie Burkhard, moderator) practice well! – Natalie J.S. Hadley – LisaJo Crawford
  • 10. Daily StarTHE Finding Returns in a New Global Economy Changes Perspectives Iron Point looks at portfolio construction themes as the U.S.’s economic influence declines. T he United States has enjoyed a long why investors who became more conservative history of leading the world economy, following the 2008 market decline will find it “Today we have to but the realities of the new global more difficult over the next few years to earn a look at the economy economy will make the U.S. a smaller rate of return necessary to meet their goals. player and create opportunities for the rest of Spitzmiller will start with a look at the market globally. There are the world, particularly in emerging markets. In and economic environment over the past opportunities in emerg- his session Portfolio Construction in the Years few years, and the risks that could derail the ing markets and the Ahead, Iron Point Capital Management Chief economy, causing some asset classes to perform Investment Officer Jeff Spitzmiller will look at better than others. U.S. is becoming a smaller player.” JEFF SPITZMILLER “I think that over the next five years, the equity markets will be below their historical returns and that rising interest rates will impact bond prices,” he said in an interview. “Inflation is the wild card.” In addition, the global economic picture continues to evolve, Spitzmiller said. “The United States was at the forefront of the world economic environment in the past. Today, we have to look at the economy globally. There are opportunities in emerging markets, and the U.S. is becoming a smaller player.” “Advisors can’t rely on a static buy and hold strategy any more,” Spitzmiller said. “They will need to look for opportunities to add less traditional products, like exchange traded funds and open-ended mutual funds in the alternative space, to diversify portfolios beyond equities and bonds to increase returns. The way advisors have been constructing portfolios may not be the way to do it now. The markets may be almost double the lows of March 2009, but the markets and the economy are not the same as they were before the meltdown.” Iron Point, which is a sister company to Securities America, manages objective-based portfolios allocated for long-term investing using a strategic allocation with a tactical over- lay. The strategic approach uses a diversified long-term neutral allocation customized for the client. The tactical overlay aims to improve risk-adjusted rates of return by taking advantage of changing market conditions. The company’s investment methodology uses both top-down and bottom-up analysis. The top-down analysis examines the macro view of the markets, while the bottom-up analysis narrows in on the individual securities to generate a balanced perspective of the current state of the economy, as well as identify trends that may occur. Don’t miss this opportunity to learn more about economic and market trends in the coming years, and how those factors will affect portfolio construction. Portfolio Construction in the Years Ahead will be held TODAY at 4:30 p.m. in Asbury Hall D, and is worth one hour of continuing education credit for the CFP® and PACE® designations. – Natalie J.S. Hadley
  • 11. Shift from C Shares to Advisory Helps Advisors Avoid 75% Pay Cut Securities America’s new coaching program assists advisors in transitioning to a fee-based practice. helps advisors develop a transition plan. the shares being out of the contingent deferred I f you knew a situation was brewing that would cut your income by 75 percent, would Delivered online in five sessions, the 12-week sales charge (CDSC) period. you take steps to mitigate the impact or program includes bi-weekly individual coaching “Making the transition to a fee-based practice avoid it all together? Advisors who rely sessions, implementable tools and training from can appear intimidating to advisors, but the heavily on trail commissions from mutual fund Securities America experts in fee-based business. tools, processes and resources Securities America C shares will face that very situation if the Session topics include creating a fee-based provides help advisors approach this change Securities and Exchange Commission (SEC) moves ahead with its proposed rule to cap 12(b)-1 fees at 25 basis points (bps). “No business can survive a 75 percent cut in its “Over the past 17 years, SAA has revenue,” said Jeremy Robson, Securities America Advisors’ director of advisory services. “Advisors need to prepare now for the coming helped hundreds of advisors transition rule changes by analyzing their business and how to a fee-based advisory practice, a true fee-based advisory approach can not only preserve that income but expand it.” Robson and Erick Lindewall, SAA director of and I don’t know of any advisors advisory sales, will present today’s session, Developing a Plan to Transition Your C Share who have regretted it.” Business to Advisory at 2 p.m. in Asbury Hall A. “In addition to avoiding the potential loss JEREMY ROBSON of income due to the fee cap on C shares, transitioning to an advisory structure allows the business plan, pricing, investment manager and gradually and systematically in a way that makes advisor to provide a deeper level of service to platform selections, the client communication sense for the advisor, their staff and their clients,” clients,” Robson said. “That can mean gaining plan (with scripts) and workflows. The next Robson said. “It does take time to make the additional assets the client may currently hold JumpStart Advisory Coaching Program session transition, and there’s no getting around some of elsewhere. An advisory approach also makes the begins Oct. 4. For more information and to the work required, but clients and advisors bene- advisor’s practice more valuable. An advisory register, visit the Advisory Business tab of the fit in the long run. Over the past 17 years, SAA practice typically sells for one and a half to two e*Office website and click on the JumpStart has helped hundreds of advisors transition to a times revenues; a practice based on C shares Advisory Coaching link. fee-based advisory practice, and I don’t know of typically sells for 50 percent of revenues or less. SAA has other initiatives planned that will any advisors who have regretted it.” Advisors buying books of business are looking for make transitioning from C shares to advisory The SEC has stated it plans to return to advisory-based practices.” business even easier, including a small account finalizing and implementing new rules on Clients who move from mutual fund C shares program to accommodate investors who don’t mutual fund fees this summer. You don’t want to to an advisory relationship can access a broader qualify for normal account minimums, and face a potential 75 percent reduction in income. spectrum of investments, Robson said. Around agreements with mutual fund providers to allow If you have never considered a move to fee-based 5,000 mutual funds, separate account models, share class exchanges to eliminate capital gains business, or you’ve considered it before and found mutual fund wrap portfolios, and exchange exposure from the liquidation of C shares. Eleven reasons not to change, plan to attend today’s traded funds can be accessed through various fund companies so far allow tax-free (non- session at 2 p.m. in Asbury Hall A. SAA programs. By comparison, around 2,000 reportable) conversions to advisory class shares, – Natalie J.S. Hadley mutual funds offer C shares. including American Funds, Invesco AIM, Earlier this year, SAA piloted its new Fidelity, Allianz, Oppenheimer and Franklin Templeton. All conversions are dependent on Daily Star JumpStart Advisory Coaching Program, which THE NextPhase University (continued from page 5) Advisors who complete NextPhase University at National Conference or the 12-week NextPhase Coaching will have access to Securities America’s new Income Distribution Desk. Publisher “This training is a basic necessity for implementing retirement income distribution in your practice,” Securities America Marketing Department Parker said. “There are a lot of variables, however, as advisors get into creating plans for clients. We established the Income Distribution Desk to support advisors in building income distribution Editor and Lead Writer proposals and plans for clients. Completing NextPhase University or the NextPhase Coaching program Natalie J.S. Hadley is a prerequisite for accessing the Income Distribution Desk.” Securities America experts staffing the Income Distribution Desk will create the proposal in the advisor’s Staff Writer system using a completed client profile sent by the advisor, and will consult with the advisor on the initial Lisa JoDean Crawford portfolio plan. A printed and bound copy of the proposal and plan, including specific recommended investments, is shipped to the advisor. Advisors meeting all of the prerequisites will have access to these Graphic Design, Photography services at no charge. Editing, Production and Distribution “The Income Distribution Desk helps the advisor focus on relationships, while we act as the back office Derek Layne Peterson, MBA or paraplanner,” Parker said. Sign up for the NextPhase Coaching Program that will be starting September 1, by contacting Teri Heim Securities America, Inc., Member FINRA/SIPC. Securities America Advisors, Inc., an SEC Registered Investment Advisor. Copyright June 2011, at theim@saionline.com or 800-747-6111, ext. 5305. Securities America. All Rights Reserved. For Broker/Dealer Use Only. – Natalie J.S. Hadley