Conference Agenda
Track Sessions
Sunday, October 19, 2008
Monday, October 20, 2008
Sunday, October 19, 2008
Advisor Day
12:00 PM
Pre-registration
1:00 PM - 4:00 PM
Pre-Conference Workshop
Modern Portfolio Management Theory
In this session we will cover various valuation methods, how to understand uncertainty, diversifying your risk according to that uncertainty, proper asset allocation (including purposefully overweighting or balancing), performance evaluation, the human side of investing, and managing client's expectations. We will cover financial statement analysis, including balance sheet, income statement and cash flow statement analysis. If time allows, we will also discuss portfolio hedging strategies, straps, strangles, collars, etc. Key Learning Points:
- Understanding various valuation models so you can determine bargains
- Portfolio diversification to either balance or overweight client's portfolios depending upon their needs
- Breaking down why a portfolio outperforms or underperforms its benchmark
Workshop Leader:
Tim Lynch, CFA
Senior Vice President - Wealth Management
Smith Barney-The Pelican Bay Group
4:30 PM - 5:30 PM
Keynote Presentation
How the Perpetually Wealthy Use their Advisors
This presentation will examine the fascinating cases of individuals who qualify as perpetually wealthy. Based on Spectrem's in-depth research into the UHNW market, it will look at how these individuals acquired their wealth, how they are investing it (including the portfolio choices they have made) and how they use various types of advisors to ensure that their wealth continues to grow. Participants will gain an unprecedented look at how to create wealth for their clients that not only sustain them comfortably during their lifetime, but also, can be bequeathed to multiple generations.
George Walper
President
Spectrem Group
Author
Get Rich, Stay Rich, Pass it On: The Wealth Accumulation Secrets of America's Richest Families
5:30 PM - 6:30 PM
Top Advisor Best Practices Panel
A View from the Frontlines
Each December, Bank Investment Consultant recognizes the nation's top 50 bank reps. What sets them apart from everyone else? What's it like to be on the frontlines in this current environment? What are the concerns of clients now? Hear how top advisors are succeeding and growing their businesses.
Panelists:
Joe Carnley
SunTrust Investment Services
Chuck Bracken
Citi/Smith Barney
Colleen McCaffrey
Wells Fargo Private Bank
6:30 PM - 7:30 PM
Welcome Reception in the Exhibit Hall
Monday, October 20, 2008
7:30 AM - 8:30 AM
Registration and Continental Breakfast
8:30 AM - 8:45 AM
Welcome and Opening Remarks
Pam Black
Editor-in-Chief
Bank Investment Consultant Magazine
8:45 AM - 9:30 AM
Keynote Presentation
Getting your Bank Retirement-Ready
Investors are feeling confused and uncertain in the current economic climate and it's the industry's responsibility to provide smart, straightforward planning tools and products to reduce needless complexity and anxiety. This presentation addresses what the industry needs to do to become "retirement-ready" and demonstrates how Bank of America has realigned its business strategy to best meet the needs of investors who are in, nearing or starting to plan for retirement.
Dan McNamara
Managing Director
Bank of America
9:15 AM - 10:00 AM
Defining and Delivering Client Service Excellence
The quality of client service has always been viewed as a critical factor in customer acquisition and retention. Novantas research shows that major customer segments define service quality in very different ways, depending on their profiles and needs. Wealth clients who are corporate executives at large and middle-market commercial companies value superior investment returns, and most of them expect personalized service. By contrast, wealth clients from middle class households think more in terms of achieving a level of retirement income that is sustainable for life. This session will cover how to define client service excellence for different customer segments, how to benchmark your wealth teams' performance, and to drive continuous improvement at your organization.
Alistair Jessiman
Managing Director
Novantas LLC
Arlene Yocum
EVP & Managing Executive of Client Services and Distribution
PNC Advisors Wealth Management & Institutional Investment Services
Christopher J. Cordaro
Partner and Chief Investment Officer
RegentAtlantic Capital LLC
10:00 AM - 10:30 AM
Morning Networking and Refreshment Break
10:30 AM - 11:30 AM
Running Wealth Management as a Business
Too many times, the bank's wealth management business operates as a service and cost center, rather than a profit center. Trust officers shy away from selling products and services, referrals from other areas of the bank fail to get optimized and the focus remains on retaining clients for a minimal fee and at high cost. As a result, profit margins at many banks' wealth management units remain low, even though enormous opportunities exist to do just the opposite. What would happen if the bank advisory business started to operate with the same kind of entrepreneurial spirit and adopt the profit-minded approach as RIAs? What if asset management and other products and services with high profit potential was the focus? Hear how to boost profits, impart sales know-how to your existing advisors and, in the end, become a profit generating, business-oriented wealth division.
Russell Campbell
EVP
AMCORE Financial, Inc.
11:30 AM - 12:15 PM
Simplifying the Retirement Planning Process for your Clients
As clients increasingly feel the pressure of personal responsibility for their own finances, bank advisors are well-positioned to break down the retirement planning process in easily understood components. As a result, this opens up opportunities to expose them to products and services in several key areas - insurance, income-generating products and traditional investments. Hear about a practical, uncomplicated approach for your clients.
Skip Massengill
Senior Vice President, Managing Director
Commerce Capital Markets, Inc.
12:15 PM - 1:30 PM
Networking Lunch
Growing your Wealth Management Business
1:30 PM - 2:15 PM
How to Generate Fee Income without Alienating your Clients
Can fee revenue come to rescue of banks? Now, more than ever, banks are losing their net interest margin with increased competition from bank and non-bank companies for consumer deposits and loans. With shareholder pressure for increased ROI compounding the stress, banks have been forced to search for new and creative ways to generate recurring revenue. In this session, you'll learn:
- Strategies and tactics behind producing significant fee income
- Whether adding fees to core banking services - through increased overdraft fees, minimum balance and late fees on loans - is the best solution
- How to enhance shareholder return and add new lines of business, while not alienating your clients
James Maxwell
SVP
Kingsbury Capital
2:15 PM - 3:15 PM
Panel Discussion
Achieving Cross Sell
Banks have existing clients among their small business, commercial, deposit and loan and insurance business. It's an advantage that other institutions don't have. Find out various ways of achieving cross sell, getting referrals and ultimately generating business for your wealth unit, and additional revenue for the bank.
Melinda Sartori
EVP
Chemung Canal Trust
Fred Murphy
SVP Wealth Management
Countybank Trust Services
3:15 PM - 3:45 PM
Afternoon Refreshment and Networking Break
3:45 PM - 4:30 PM
Demonstrating the Value of Integrating Brokerage and Trust-A Practical Approach to Uniting Two Institutions
Integrating brokerage and trust is a crucial element in growing the wealth unit's business, but getting there is proving difficult for institutions of all sizes. One of the most effective means of moving the organization in this direction is to demonstrate how collaboration can produce positive results. In this presentation, you'll hear how one bank has put the client at the center of their efforts, and through a process of due diligence has demonstrated the value of uniting two disparate intuitions into a single entity to ultimately benefit the customer.
Jim Richardson, CFP
Vice President, Director of Wealth Management
Fifth Third Securities
4:30 PM - 5:15 PM
Estate Planning Update: What you Need to Know about The Effect of Interest Rates
Clients are well advised to take into account the interest rate environment when considering wealth transfer options. Interest rates may affect the optimal timing of certain estate planning techniques. Rates are important when establishing trusts, reviewing existing estate plans, and lending money to family members. Mr. Jacobson, a trusts and estates attorney with over sixteen years advising ultra-high net worth clients, will look at how the current interest rate environment affects the implementation of some leading strategies.
David Jacobson
Director-Trusts and Estates Consultant
UBS Private Wealth Management
Retirement Planning
1:30 PM - 2:15 PM
Using Distribution Channels to Capture the Retirement Business
The branch and broker-dealer network, call centers and websites can prove to be outstanding touchpoints for the client as they seek investment advice. Hear about SunTrust Banks, Inc's approach to gaining a client's business by using the strengths of each distribution channel, including efforts to:
- Build the skills of investment advisors within the branch network
- Utilizing a dedicated call center
- Using the web as a retirement planning resource
Ken Yarbrough
SVP, Director of Retirement Strategies
SunTrust Banks Inc.
2:15 PM - 3:15 PM
Panel Discussion
Sources of Retirement Income Generation
Income during retirement has become foremost in the minds of boomers. Transitioning clients from accumulation to distribution will take a different strategy, different products and a different mindset. Hear about the latest in income generation and how banks can work with their partners to provide income generation solutions.
Moderator:
Dorothy Mitchel
SVP, Regional Sales Manager
U.S. Bancorp Investment Services
Additional panelists to be announced
3:15 PM - 3:45 PM
Afternoon Refreshment and Networking Break
3:45 PM - 4:30 PM
Long Term Care Insurance and Retirement Asset Protection
Interest in this product has gained momentum. Learn about LTCi and a client's assets under management, the potential this product has to strengthen the bank's fiduciary responsibility to its clients, increase commissions and build a client base. The presentation will also cover the most common myths and realities about LTCi, and what motivates people to buy.
Claude Thau
President
Thau, Inc.
4:30 PM - 5:15 PM
Healthcare as Part of Holistic Wealth Planning
Reports consistently demonstrate that retirees' biggest fear is about the rising cost of healthcare. Helping to alleviate clients' concerns can help to forge stronger relationships with them. Hear about the products and services your organization can offer to help manage healthcare costs.
Speaker to be announced
5:15 PM - 6:30 PM
Evening Networking Reception
Tuesday, October 21, 2008
7:30 AM - 8:30 AM
Continental Breakfast
8:30 AM - 8:45 AM
Recap of Day One
Pam Black
Editor-in-Chief
Bank Investment Consultant Magazine
8:45 AM - 9:30 AM
Financial Planning as part of your Overall Business Strategy
Increasingly, clients are demanding more than just high investment returns from their advisors, especially since they have more information about investments than ever before. Within your bank's brokerage program, getting your advisors to become savvy at financial planning as well maintaining their product expertise is one way to meet higher expectations. Hear how to instill a culture of financial planning and getting your advisors to understand their fiduciary responsibilities.
Steve L. Williams, CFP
VP, Product Management
Harris Investor Services
Additional panelists to be announced
9:30 AM - 10:15 AM
Panel Discussion
Building Profitable Relationships with Centers of Influence
While cross selling within the bank can provide opportunities for referrals, influential organizations outside the bank-law firms and CPA firms-- can prove to be some of the best pipelines for new clients. Get ideas on how to build relationships, establish a process to help capture this business, and maintain a mutually beneficial, and profitable long-term partnership.
David Buckiso
Managing Executive
FNB Financial Services
Michael LoVallo
Managing Partner
ReedSmith
Additional panelists to be announced
10:15 AM - 10:45 AM
Morning Networking and Refreshment Break
10:45 AM - 11:30 AM
Managed Accounts: The "Whys" and "Hows" of Implementing Open Architecture
This presentation will provide concrete recommendations and hands-on examples of how to successfully transition from offering only proprietary money management to providing an open SMA/UMA platform, including how to select the right vendors/partners; what changes are needed internally; what to do with proprietary management strategies; how to reposition the investment offering and the role of asset allocation; how to ensure that an SMA/UMA platform helps to integrate, rather than separate, the bank's brokerage and trust units.
Zuzana K. Brochu
Vice President - Wealth Management Product Management
People's United Bank
Howard Hammond
CEO
Fifth Third Securities
11:30 AM - 12:15 PM
The Sales and Services Best Practices of High Performing Investment Programs
Where do affluent clients go for investment advice? And how are various financial institutions delivering? Are they meeting their needs, and what are the strengths and weaknesses according to the clients? What level of interaction do affluent clients expect? Who do they trust, and how do they find out about products and services?
Douglas Berlon
Global Practice Leader, Financial Services
Gallup Organization