Conference Agenda
Thursday, November 13, 2008
8:00 AM - 9:00 AM
Continental Breakfast in Exhibit Hall
9:00 AM - 9:15 AM
Conference Chairs' Opening Remarks
Marion Asnes
Editor
Financial Planning
Pamela J. Black
Editor-In-Chief
Bank Investment
Frances A. McMorris
Editor-In-Chief
On Wall Street
9:15 AM - 9:45 AM
Keynote: Forces at Work on Retirees: How to Make the Right Financial Choices
David Cerner will focus on the principal challenges and solutions for financial security and healthcare security for those who are nearing or have reached retirement. He will discuss, based on AARP's work with its membership and outside organizations, how financial professionals can gain a deeper understanding of the needs and financial behavior of current and soon-to-be retirees. He will also focus on the roles and responsibilities of government, employers, financial services firms and individuals, and the need to improve financial literacy. Dr. Nelson will discuss the national movement Divided We Fail, which is working to make sure all Americans have access to affordable quality healthcare and long-term financial security. Divided We Fail is led by AARP, the Business Roundtable, the National Federation of Independent Business, and the Service Employees International Union, and includes more than 80 other organizations.
David Cerner
Legislative Counsel & Director of Legislative Policy for Government Relations and Advocacy
AARP
9:45 AM - 10:30 AM
Building a Retirement-Oriented Practice
Retirees are the fastest growing segment of the American population - and the wealthiest. Yet they present special challenges as clients. They require extra service at the same time that their assets may be diminishing, requiring you to develop new service models to keep your practice profitable. Relationships with other family members become important, especially when planning legacies and/or business succession. At the same time, retiring clients may be reducing the number of advisors they count on. This session will help you become the trusted advisor who maintains a close relationship with retired clients and their families.
Moderator:
Kerry Pechter
Editor
Retirement Income Reporter
Panelists:
Tere D'Amato
Vice President, Advanced Planning
Commonwealth Financial Network
Kristina Pleiman
AVP, Director of Marketing
AIG Advisory Group
Sandra Timmermann
Assistant Vice President & Director, Mature Market Institute
MetLife
10:30 AM - 11:00 AM
Morning Networking & Refreshment Break in Exhibit Hall
11:00 AM - 11:45 AM
Communicating with Retirees
Retirement - rather than one life event - is the beginning of a series of life events - and we can expect the communication dynamics between advisor and client to shift and change. When life changes and money are in motion a client's life is in motion as well. They are entering a transition period moving from "what was" to "what will be," not knowing exactly what the next chapter of their life will be like. The stress of change dilutes many of our clients' normal life skills, even though they appear to be capable and compliant, they may have a shortened attention span, poor follow thru, and exhibit inconsistent behavior. Knowing your clients' personal communication preferences will minimize regrettable decisions, strengthen your long-term relationship, and help you attract and retain retirement clients. In this session you will discover a communication preference exercise to easily identify and adjust to each of your retirement client's communication needs.
Susan Bradley, CFP
Founder
Sudden Money Institute
11:45 AM - 12:45 PM
Panel Discussion: The New Role of the Financial Advisor as a Medical Social Worker
In study after study, concerns about rising healthcare costs top the list for clients, especially baby boomers and their parents. Furthermore, it's becoming virtually impossible to design an adequate financial plan that will stand the test of time without figuring in costs for potential illness especially as clients age. Either your longer-living clients will spend years with chronic illness or they may have to take a hit to their plans to care for disabled parents. This panel will address:
- What are the best ways to tackle this aspect of financial planning?
- How do you break healthcare down into manageable chunks?
- How do you build appropriate provisions for medical costs into a good financial plan?
Moderator:
Pamela J. Black
Editor-In-Chief
Bank Investment
Panelists:
Stephanie Chappell, MSG, MBA
Corporate Financial Gerontologist
The Hartford Financial Services Group, Inc.
Chris Cooper, CFP
President
Chris Cooper & Company, Inc. and ElderCare Advocates, Inc.
Molly Prues
Chief Executive Officer & President
Vista Lynk Solutions
Dr. Kathryn Votava
President
Goodcare
12:45 PM - 1:45 PM
Luncheon and Industry Innovation Session
Sponsored by:
1:45 PM - 2:45 PM
Panel Discussion: Retirement Income: The Essential Decisions
This panel will provide advisors with a way to approach retirement planning with clients so they are prepared to successfully finance their retirement years. Essential decision areas to be discussed include:
- Work
- Social security
- Housing
- Insurance products
- Defined benefit pensions
- Defined contribution plans
- Debt
- Fraud
Moderator:
Marion Asnes
Editor
Financial Planning
Panelists:
Patrick Daxon, CFP, CFA
Director, Financial Planning Group
Raymond James & Associates, Inc.
Cindy Hounsell
President
WISER
Brent A. Neiser, CFP
Director of Strategic Programs & Alliances
National Endowment for Financial Education
Katherine Roy
Director of Retirement Planning & Advice
Merrill Lynch
2:45 PM - 3:15 PM
Afternoon Networking & Refreshment Break in Exhibit Hall
3:15 PM - 4:30 PM
Panel Discussion: Retirement Income Planning Solutions
This panel will discuss how advisors come up with the appropriate combination of products for their clients, as well as how to communicate the value to them.
Moderator:
Marion Asnes
Editor
Financial Planning
Panelists:
Daniel Beckman
Vice President of Product Management
Fidelity Investments Institutional Services Company, Inc.
Kelli Hueler
President & Chief Executive Officer
Hueler Companies
Mark H. Kordes
Managing Director, Head of Financial Planning Advisory & Analytics Group
UBS Financial Services, Inc.
Steve Mitchell
Acting COO
RIIA
John A. Taylor, CRPC, RPA, PRP, CRC
Wealth Planning Director
AllianceBernstein Investments
4:30 PM - 5:15 PM
Panel Discussion: Ethics, Regulation & Compliance
According to the Securities and Exchange Commission, nearly one-third of all U.S. investors are between 50 and 64 years of age, and approximately 5 million of senior citizens succumb to financial abuse each year. Increasingly, regulators such as the SEC, FINRA and the North American Securities Administrators are scrutinizing sales pitches that include "free lunch" investment seminars offered to seniors. This panel will address:
- Regulatory and enforcement developments, including FINRA Rule 2821 and SEC Proposed Rule 151A on Equity Indexed Annuities
- Senate Committee on Aging hearings
- NASAA's new Use of Senior Designations Rule, which is now being implemented in a number of states and has a direct impact on investment advisors who sell to seniors
- What steps a firm should take to better supervise sales to seniors, including focusing on sales materials, seminars and suitability
Moderator:
Frances A. McMorris
Editor-In-Chief
On Wall Street
Panelists:
Joseph Borg
Director
Alabama Securities Commission
Member, Board of Directors
North American Securities Administrators
Leonard Derus
Director, Examinations Program
FINRA
Brian Kovack, Esq.
President
Kovack Securities, Inc.
Brian L. Rubin
Partner
Sutherland
5:15 PM - 6:45 PM
Cocktail Reception in Exhibit Hall
Friday, November 14, 2008
8:00 AM - 9:00 AM
Continental Breakfast in Exhibit Hall
9:00 AM - 9:15 AM
Conference Chairs' Remarks
9:15 AM - 10:00 AM
Working with Multiple Generations
The benefits of working with intergenerational families are two-fold. The planner who can help parent and child and grandchild to communicate with each other about financial issues and perhaps come together in agreement over financial planning provides a benefit whose value for the family is incalculable. For the planner, working with multiple generations is an opportunity to distinguish your practice, but trust and keep the family relationship going long after the original client passes away. But it takes special skill. This session will address:
- How do you raise the issue of involving children in the planning and then follow through?
- How to you mediate disagreements among family members?
- How do you work with generations to reach a consensus plan?
- How do you get compensated for working with other members of the family?
David M. Doll
Managing Director & Chief Executive Officer
Sequent Asset Management, LLC
10:00 AM - 10:45 AM
Panel Discussion: Planning for Longevity
As people live longer, many will become frail and need help with lifes basic tasks. The changing family creates additional challenges. Rising employment rates among women, increasing childlessness, declining family sizes, and rising divorce rates may limit the future availability of family caregivers, who now provide most of the help received by frail older adults. Paid care is expensive, and public support is limited until care recipients have impoverished themselves. This session will explore the likelihood that future generations will need long-term care, the characteristics of who receive care, the costs of long-term care, and options to improve financial security for frail older Americans.
Panelists:
Richard Johnson
Principal Research Associate
The Urban Institute
Wendy Boglioli
National Spokesperson
Genworth Financial's Long Term Care Insurance
Additional speakers to be announced
10:45 AM - 11:15 AM
Networking & Refreshment Break in Exhibit Hall
11:15 AM - 12:00 PM
Dealing with Power of Attorney: What Financial Service Providers Don't Know that Will Harm their Clients Health & Wealth!
As more and more clients are living longer, many are becoming unable to handle their affairs. Most will rely on Durable Powers of Attorney documents. But many firms are not reviewing these documents, and may be contributing to theft from their clients. Also, when the time comes, will the D.P.O.A. be honored by the financial institution? Chris Cooper will discuss the perils and necessity for uniform language by financial institutions and insurance companies in D.P.O.A., and the need for a uniform D.P.O.A. form.
Chris Cooper, CFP
President
Chris Cooper & Company, Inc. and ElderCare Advocates, Inc.