wealth manage ment & reti rement planning fo rum · joe carnley, suntrust investment services...

www.sourcemediaconferences.com/WM08800.803.3424 • 212.803.6093

Learn from the experiences of top bank executives, program managers and advisors about getting your business retirement-ready.Delivering vital market analysis and insights on:

• Retirement income generation • Wealth planning • Client service excellence • Business development• Retirement products • Sales and marketing best practices

Easy Ways to Register

• web www.sourcemediaconferences.com/WM08• phone 800-803-3424 or 212-803-87772

Wealth ManageMent & RetiReMent Planning FoRuMOctober 19-21, 2008 • Hilton Chicago • Chicago, IL

Register Now!

Early Bird Expires Friday,

August 22, 2008.


www.sourcemediaconferences.com/WM08 • 800.803.3424 • 212.803.6093

Keynote Presenter

Dan McNamara, Managing Director Bank oF amerICa

Who Should Attend• Executive level-President, COO, EVP, SVP, VP: - Wealth management - Private banking - Trust - Brokerage - Financial planning - Sales and Marketing - Business Development• Program managers

• Advisors

sunday, OcTOber 19, 2008advisOr day12:00 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

benchmarkTimothy Lynch, CFA Senior Vice President - Wealth Management, Financial Advisor, smItH Barney-tHe PelICan Bay GrouP

4:30 PM – 5:30 PM

Opening Keynote: How the Perpetually Wealthy Use their AdvisorsThis 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 of Get Rich, Stay Rich, Pass it On: The Wealth Accumulation Secrets of America’s Richest Families

5:30 PM – 6:30 PM

A View from the Frontlines: Top Advisor Best Practices PanelEach 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 servICesChuck Bracken, CItI/smItH BarneyGalen Krumme, IndIana Bank and trust/raymond James

6:30 PM – 7:30 PM

Welcome Reception in the Exhibit Hall

2007 Attendee Demographics

Featured Speakers

VP/SVP/Director 41%

C-Level 6%Consultant 4%

Financial Planner 9%

Product/Business Development/ Marketing 19%

RetirementWealth 12%

Sales/Relationship Manager 9%

This is a seperately bookable session. See back page for pricing.

Russell Campbell, Executive Vice President amCore Investment GrouP

Christopher J. Cordaro, Chief Investment OfficerreGentatlantIC

Doug Berlon, Global Practice Leader, Financial ServicestHe GalluP orGanIzatIon

Dorothy Mitchel, Senior Vice President, Regional Sales Manageru.s. BanCorP Investments

Marc Pershan, Executive Vice President NEW CENtuRy BANk PresidentkInGsBury CaPItal

George H. Walper, Jr., PresidentsPeCtrem GrouP

Arlene M. Yocum, Executive Vice President, Managing Executive PnC WealtH manaGement

Wealth ManageMent & RetiReMent Planning FoRuM


7:30 AM – 8:30 AM

Registration and Continental Breakfast

8:30 AM – 8:45 AM

Welcome and Opening RemarksPamela Black, Editor in Chief, Bank Investment Consultant

8:45 AM – 9:30 AM

Keynote PresentationGetting your Bank Retirement-ReadyInvestors 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 ExcellenceThe 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 llCArlene Yocum, EVP & Managing Executive of Client Services and Distribution, PnC advIsors WealtH manaGement & InstItutIonal Investment servICesChristopher 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 BusinessToo 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.

1:30 AM – 12:15 PM

Simplifying the Retirement Planning Process for your ClientsAs 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 LunchTopic Table LunchTables will be assigned topics so you can sit down with your peers who share common interests.

MOnday, OcTOber 20, 2008 (continued) MOnday, OcTOber 20, 2008 (continued)

agenda

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MOnday, OcTOber 20, 2008 (continued) MOnday, OcTOber 20, 2008 (continued)

B r e a k o u t S e S S i o n S

How to Generate Fee Income without Alienating your ClientsCan 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 3 Marc Pershan, Executive Vice President, New Century Bank; President, kInGsBury CaPItal

Using Distribution Channels to Capture the Retirement BusinessThe 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 resourceKen Yarbrough, SVP, Director of Retirement Strategiessuntrust Banks, InC.

GrowinG your weAlth MAnAGeMent Business retireMent PlAnninG

1:30 PM – 2:15 PM

2:15 PM – 3:15 PM

3:45 PM – 4:30 PM

4:30 PM – 5:15 PM

Panel Discussion: Achieving Cross SellBanks 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 trustFred Murphy, SVP Wealth Management, CountyBank trust servICes

Panel Discussion: Sources of Retirement Income GenerationIncome 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 servICesPanelists to be announced

Demonstrating the Value of Integrating Brokerage and Trust-A Practical Approach to Uniting Two InstitutionsIntegrating 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 PrIvate Bank

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

Wealth Transfer 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 BankInG

Healthcare as Part of Holistic Wealth PlanningReports consistently demonstrate that retirees’ biggest fear is about the rising cost of healthcare. Helping to alleviate clients’ concerns about this aspect of their retirement 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

3:15 PM – 3:45 PM Afternoon Refreshment and Networking Break

agenda (continued)

5:15 PM – 6:30 PM Evening Networking Reception



7:30 AM – 8:30 AM

Continental Breakfast

8:30 AM – 8:45 AM

Recap of Day OnePamela Black, Editor in Chief Bank Investment Consultant

8:45 AM – 9:30 AM

Financial Planning as part of your Overall Business StrategyIncreasingly, 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 Josephson, Vice President, Brokerage, Operations and Trading, HarrIs Investor servICesAdditional panelists to be announced

9:30 AM – 10:15 AM

Panel Discussion: Building Profitable Relationships with Centers of InfluenceWhile 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 servICesMichael LoVallo, Managing Partner, reedsmItHAdditional panelist 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 ArchitectureThis 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 BankHoward Hammond, CEO, FIFtH tHIrd seCurItIes

11:30 AM – 12:15 PM

The Sales and Services Best Practices of High Performing Bank Investment ProgramsWhere 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? Who do they trust, and how do they find out about products and services? Douglas Berlon, Global Practice Leader, Financial Services,GalluP orGanIzatIon

12:30 PM

Conference Adjourns

Tuesday, OcTOber 21, 2008

Sponsors

agenda (continued)

The Wealth Management & Retirement Planning Forum has been specifically designed to attract senior-level investment executives within the bank channel. Our development team has worked directly with bankers to get their insights on the issues most important to them and built this program specifically to meet their needs. If your institution needs to connect with these decision makers, then this event represents an unequalled marketing opportunity.

To find out how to customize a sponsorship/exhibit package which is most appropriate for your institution please contact:

Bill Dimodugno at 212 803-8564 or via email at [email protected]

or Maura Parrish at 212 803-6563 or via email at [email protected]

Gold Sponsors

ExhibitorPMS Gray = 422 CPMS Blue = 296 C

REGISTRATION FEES Early Bird 1 Early Bird 2 Standard On-Site Expires???/08 Expires 9/12/08

Banks & Financial Institutions * $595 $995 $1,095 $1,195

All Others $695 $1,095 $1,295 $1,395

Workshop $195 $195 $195 $195

Podcast $200 $200 $200 $200

*Bank: This rate applies to employees of FDIC insured banks.

3 QUICK WAYS TO REGISTERWEB www.sourcemediaconferences.com/WM08

CALL 800-803-3424

MAIL visit our website to download a printable registration form

Hotel AccommodationsSourceMedia has secured a block of rooms at a special discounted rate. Be sure to mention that you are a participant of the Wealth Management & Retirement Planning Forum and reference the group code AWM when making your reservation. Please make your reservations by September 18, 2008

Hilton Chicago 720 South Michigan Avenue Chicago, Illinois 60605

Web: www.hilton.com

Phone: 312-922-4400

Fax: 312-922-5240

Reservations: 877-865-5320

Room Rates: $299 single/double

Attire: Business Casual

PaymentsPlease make checks payable to SourceMedia and include the name(s) of the attendee(s) on the face of the check. We accept American Express, Diners Club, Discover, Visa, and MasterCard. Registration fees include all meals, refreshment breaks, receptions and access to download electronic copies of all presentations.

In order to receive early bird discounts, special rates or promotions, full payment must be made prior to the offer expiration date. Any registration not paid in full at that time of offer expiration date will be subject to the current rate. Full Payment must be received 14 days prior to the even or your registration will automatically be cancelled. Registrations with declined or invalid credit cards will not be processed.

DisclaimersWe reserve the right to change or replace speakers without notice. All information is subject to change.

Substitutions & CancellationsSubstitutions may be sent at any time. No refunds or letters of credit are available later than the events Cut Off Date (14 Days prior to start date). All cancellations must be made in writing, submit-ted within 90 days prior to the Cut Off Date of the event and will be subject to a cancellation fee equal to 50% off the registration fee or a Letter of Credit which will cause forfeiture of the entire registration fee but allow one admittance to a future SourceMedia event to be used in the same year. No refunds will be issued on any Exhibit Hall Only passes.

For more information regarding administrative policies such as complaint and refund, please contact our Offices at 800-803-3424.

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Wealth ManageMent & RetiReMent Planning FoRuM

wealth manage ment & reti rement planning fo rum · joe carnley, suntrust investment services...

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