Refreshment Break and Exhibits
The right activities lead to the right results. If motivated advisors want to grow their practices, they must engage in those activities that will lead to business growth. In this session, we will incorporate the best business development practices, featured in Dave Mullen books, The Million-Dollar Financial Services Practice and The Million-Dollar Financial Advisor. There are eight practices that the most-successful advisors use for client and asset acquisition, and these practices will be shared during this session. Dave's ultimate goal is for the audience to learn how the most successful professionals attract and retain wealthy clients. He will speak about marketing through accountants, being a non-profit leader and going deeper into relationships to make them stronger and more profitable. He will also speak on practice management ideas such as teaming up, hiring the right people and managing your time. This two hour training session for experienced advisors is designed to provide the specific tactics and processes that focus on the how-to, rather than the theory of affluent client acquisition. A handout package will be provided, which contains all the scripts and tools required to implement the provided acquisition strategies.
Breakout Sessions I
That IRA your client spent a lifetime accumulating, and hopes to leave it to his spouse or kids, will be a sitting duck if he didn’t qualify for long term care insurance. Other clients have spendthrift or disabled heirs. Learn some great ways your clients can protect IRAs during their lifetimes and can use trusts to protect inherited IRAs. (Strategies also apply to other qualified retirement plans.) Approved for 1 PA Insurance Credit 1 CFP Credit Granted
Presented by Bill Flanagan, executive vice president, corporate relations for the Allegheny Conference on Community Development and its affiliated organizations – the Greater Pittsburgh Chamber of Commerce, the Pennsylvania Economy League of Greater Pittsburgh and the Pittsburgh Regional Alliance. Bill supervises investor relations activities for the Conference and Affiliates, including fundraising, membership services and educational programming. He also oversees organizational communications. In this role, Bill hosts Our Region’s Business on WPXI-‐TV, WJAC-‐TV, WTOV-‐TV and the Pittsburgh Cable News Channel (PCNC), a Sunday morning business affairs program the Conference produces in partnership with WPXI-‐TV.
Breakout Sessions II
Investors tend to interpret the impact of rising interest rates on portfolio performance to mean that only fixed income and fixed income-like (dividend paying common stocks) investments will be negatively impacted. This would be in incorrect interpretation. All intrinsic value investments are impacted by rates in the same manner as rates rise, values (and, subsequently prices) fall.
Investors can take steps to reduce the negative impact that rising rates have on their equity portfolios. This presentation will outline those steps and how we can use proper historical context and analysis to position our equity investments for best advantage. Malcolm serves as president and chief investment officer of Stewart Capital Advisors, where he oversees the investment team and is responsible for asset management, research, performance evaluation, and asset allocation strategies for the firm's private clients. Read Malcolm Polley's Bio Here! Approved for 1 PA Insurance Credit Granted 1 CFP Credit
Mr. Nicholas Schorsch Jr. is the Senior Product Manager for BDCA. He joined American Realty Capital in 2010 as an intern working in the acquisitions department for American Realty Capital Trust. He quickly progressed to working as an associate at ARC, and during his tenure he helped acquire over $400 million in properties for ARCT. Nicholas also helped build the initial pipeline for American Realty Capital Healthcare Trust. Nicholas transitioned to Realty Capital Securities (RCS) and worked briefly as an internal wholesaler and scheduler for the Northern California/Nevada territory before becoming the Vice President of Business Development for RCS. Currently Nicholas is the product manager for the Business Development Corporation of America. In this role Nicholas is charged with developing and maintaining all strategic sales initiatives in connection with Business Development Corporation of America. He holds FINRA series 7 and 63 licenses. Prior to joining our team, Nicholas worked as an EMT in Westchester, NY where he received his B.A. in liberal arts from Sarah Lawrence College. Approved for 1 PA Insurance Credit Granted 1 CFP Credit
Breakout Sessions III
Norman Robertson presently serves as Economic Advisor for Smithfield Trust Company. He is also a Consulting Economist and an Adjunct Professor of Economics at Carnegie Mellon University.
Mr. Robertson was the Chief Economist at Mellon Bank, NA and a member of its Senior Management Committee for 20 years. His presentations and written commentaries on economic issues were widely reported in the national, regional and local news media.
A native of London, England, Mr. Robertson studied at the London School of Economics and is a graduate of the University of London. Read Norman Robertson's Complete Bio Here! Granted 1 CFP Credit Approved for 1 PA Insurance Credit
Dave Petzke, Senior Vice President of Business Development and Training for American Fund Distributors will present "Changing the Frame" an updated version! American Funds continues working to help advisers expand their understanding of the forces at work behind investor decision-making while presenting communication strategies and investing structures designed to improve investor outcomes. Read Dave Petzke's Bio Here. Approved for 1 PA Insurance Credit Granted 1 CFP Credit
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