ADVISOR CONNECT Insights and Growth Strategies | October / November 2017
Build Your Dream Team pg. 14
Investment Committee Creates Client-Approved Resources, pg. 4 Candid Convo: Advisor Q&A with Kyle Atkins, pg. 20 The Elite Summit Raised $37,000 for Los Cabos Community, pg. 18
Continuous Improvements Raise the Bar Helping Drive Your Success
Thanks to all who attended the 2017 National Business Builders Conference in Chicago last month. We hosted the highest number of attendees in the history of the company and look forward to the March 2018 conference in Nashville. Watch the event sizzle reel and find out why you can’t miss this opportunity to take your practice to the next level.
Chris Flint President & CEO
Many anticipated improvements were announced in Chicago and are described in this issue, including: • •
• • • • •
Staff additions to help advisors achieve their growth objectives – find out how these in-house consultants can help grow your practice on page 16; Progress improving our brand position by partnering with Haven Tower, an industry leader in public relations and brand exposure — connect with us on social (LinkedIn, Facebook, Twitter) and visit our Online Newsroom to stay informed; Streamlined AMP pricing with platform training segmented by experience level — read an overview of Investment Advisory services on page 6; A suite of client-facing marketing material created by our Investment Committee — read how this material can benefit your clients on page 4; Best Interest Lists for mutual funds and ETFs — learn more about our Due Diligence Committee’s support services on page 10; Advisor service enhancements propelled by the Client Experience initiative — more on CX on page 30; and, Our partnership with Jemstep, a digital advice solution scheduled for upcoming release — more to come on this exciting innovation.
Stay tuned for details this quarter about several operational enhancements, including cleaner account forms, eSignature functionality, mobile check deposit (for accounts held on Pershing), and updates to Pershing client onboarding. Additionally, numerous technology solutions have been implemented to meet DOL mandates, such as the Retirement Income Profiler. In this issue, we share a glimpse into our unique company culture, and I’m proud to recognize the generosity of our top advisors at The Elite Summit (page 18). I encourage you to use this publication as a way to stay informed and ahead of the curve.
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Investment Committee Creates ClientApproved Resources
pg. 4
pg. 18
Nashville: March 18-21
2018
NATIONAL BUSINESS BUILDERS CONFERENCE
Candid Convo: Advisor Q&A with Kyle Atkins pg. 20
The Elite Summit Raised $37,000 for Los Cabos Community
pg. 32
2018 National Business Builders Conference: March 18-21
SAVE THE DATE National Business Builders Conference March 18-21, 2018 | The Westin Nashville
Contents
Join your top performing peers for ProEquities’ annual enrichment event at the brand new Westin in downtown Nashville, just steps away from many of music city’s iconic hotspots. This is the premier business development conference designed for all levels of advisors, staff, and strategic partners.
Mark your calendar for the 2018 National Business Builders Conference! Registration information will be released early next year.
WEALTH MANAGEMENT ProEquities, Inc., Member FINRA & SIPC JoinProEquities.com The Many Facets of Investment Advisory 6 I Get by With a Little Help from my Friends... (in Due Diligence) 10 PRACTICE MANAGEMENT Build Your Dream Team 14 We Can Help Grow Your Practice 16 CLIENT ACQUISITION Nurture Advocates and Spend Less on Marketing 26 RESOURCES AND SUPPORT Raising the Bar for Customer Service 30 Advisor Portal Got a Facelift 33 New Advisors 34
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The Investment Committee Creates Valuable Client-Approved Resources by Chris Phillips, CFA, MBA
The ProEquities Investment Committee provides oversight and guidance to a variety of asset management activities, including the management of the CorETF and Select Op portunity Portfolios strategies. As part of our ongoing efforts to provide value-added services and support to our advisors, we have recently released a bevy of client-approved educational resources. As an essential part of ProEquities’ business strategy, the Investment Committee now focuses on (1) managing the ProEquities internal investment models, CorETF and Select Opportunity Portfolios, (2) maintaining the analytical framework to assist financial advisors with building portfolios, (3) providing support/ guidance to due diligence and other internal departments, and (4) producing a variety of educational, instructional, and research publications for advisors and their clients.
ADDING VALUE THROUGH CLIENT-APPROVED RESOURCES
Since late 2016, the Investment Committee has made a concerted push to improve investment education pieces for the field. More importantly, we are focused on providing value-added, client approved resources to the expanding line-up, including:
Select Opportunity Portfolios, we have redesigned fact sheets that provide professional presentation with performance data in this two-page format. Quarterly Spotlight Market Review - We have greatly expanded the content covered in our market trend publication, also enhancing the look and feel of the piece. We take a look at what happened during the previous quarter within the stock, bond, and real asset markets, at style and sector performance, and trends in asset flows. Quarterly Spotlight Webinar We take the knowledge and information gathered in the construction of the Quarterly Spotlight and convert that into a live webinar hosted at the end of each quarter. Each session is recorded and posted for your benefit.
Since late 2016, the Investment Committee has made a concerted push to improve investment education pieces for the field. More importantly, we are focused on providing value-added, client approved resources to the expanding line-up.
Portfolio Convictions - We Advisory Model Fact Sheets have added a new portfolio conFor our internally managed viction / tactical tilts piece that advisory models, CorETF and aggregates tactical investment For Advisor Use Only
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wealth management With approximately 50 money managers available through ProEquities AMPSM, representing around 200 individual strategies, we felt it was important to build a resource to help find managers who fit your risk level requirements.
decisions from prominent asset management firms in the industry. The goal is to provide insight into how market conditions and relative valuations help determine which investments are most favorable going forward. Strategic Asset Allocation Models - We generate our own set of strategic asset allocation models annually that serve as the framework for all portfolio construction, both internal and external. We have taken this information and formatted an educational piece that can be shared with clients. Flash Report - A monthly market performance guide published at the beginning of each month. This snapshot provides an overFor Advisor Use Only
view of how the markets behaved within the last four weeks. Highlight Portfolios - Sample portfolios created periodically that can be used as a reference point when building your own client portfolios on the AMP platform. Manager Focus - With approximately 50 money managers available through AMP, representing around 200 individual strategies, we felt it was important to build a resource to aid in the search for managers who best fit your risk level requirements, performance needs, and management approach. This piece provides the individual manager detail to help you make those decisions.
Email PESolutions@proequities. com with feedback on our current reports or ideas for future pieces.
Chris Phillips Director of Advisory Investments 205.268.7040 or Chris.Phillips@proequities.com JoinProEquities.com
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The Many Facets of Investment Advisory by Daniel Jones, CFPÂŽ, CRPCÂŽ
At ProEquities, we provide diverse product offerings to empower independent financial advisors with the resources, support, and confidence necessary to enable their clients to realize their goals. Our advisory lineup gives advisors the tools to help each client build a strong financial foundation.
Our partnership with Envestnet allows us to provide a feebased and advisory service platform that is structured to be the most competitive, adaptable, and innovative program in the industry. This platform is designed to adapt to your practice, allowing advisors to build efficiencies to grow your books of business.
ADVISORY MANAGEMENT PLUS OR PROEQUITIES AMPSM SUPPORTS GROWTH
Whether you are managing client assets directly or prefer to employ outside managers, we have the organization in place to help you retain and grow your assets under management. We believe in giving clients flexibility and options when it comes For Advisor Use Only
to establishing a relationship with you, their advisor. If you are a seasoned fee-based advisor or looking to transition your existing business, we will provide you with the compliance, marketing, and operational support you and your clients deserve. For more information, visit Advisor Portal > Advisory, Planning & Product > Advisory > Advisory Training to find platform pricing details and manager fee guides.
ProEquities has a strong belief in financial planning and advice for a fee. By utilizing financial planning, advisors have the ability to create a holistic strategy to help clients achieve their financial goals.
AMP offers robust account and manager performance reporting capabilities via the online client portal. In addition to customized performance reports, advisors have the ability to run the same reports and build custom performance reports for their clients. JoinProEquities.com
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wealth management Available TAMPS:
TURNKEY ASSET MANAGEMENT PROGRAMS OR TAMPS PROVIDE FLEXIBILITY
host of planning software.
CASE DEVELOPMENT AND FINANCIAL PLANNING various STRATEGIES
ProEquities offers third-party money managers or platforms to manage client accounts. The respective manager or platform determines the minimum account size, management fees, and clearing and execution costs.
OPTIONS TO AUTOMATE FINANCIAL PLANNING
ProEquities has a strong belief in financial planning and advice for a fee. By utilizing financial planning, advisors have the ability to create a holistic strategy to help clients achieve their financial goals. We support hourly and flat fee financial planning and offer a
Clients are the most valuable asset in an advisors’ book of business. PESolutions provides access to a team of industry specialists to support advisors in creating optimal solutions for their clients in the areas of investment advisory, insurance, investments, and retail retirement plans. This highly specialized team provides comprehensive direction and guidance on case development involving multiple products and financial planning strategies. PESolutions offers one-on-one consultations, training with our
specialists, and written case development reports that address the planning objectives for your clients. Email us at PESolutions@proequities.com, and we’ll match your question with the appropriate expert.
Daniel Jones Director of Platform Services 205.268.7011 or Daniel.Jones@proequities.com
Financial Planning Tools:
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Which Income Payment Would Your Client Choose? Simple Interest Roll-Up Rate
Annual Withdrawal Percentage
Annual Retirement Income
10.00%
5.25%
$7,875
8.00%
6.00%
$8,400
Don’t let an eye-catching roll-up rate distract you from what clients might really want—the highest amount of guaranteed income.
Learn More This example is for illustrative purposes only. It assumes the purchase of a $100,000 Protective Income Builder Indexed Annuity contract with the Guaranteed Income Benefit for level income at age 65. Level income is elected at age 70 after the benefit base has grown to $140,000. Benefit base amounts for comparison products vary. All payments and guarantees are subject to the claims paying ability of Protective Life Insurance Company. Neither Protective Life nor its representatives offer legal or tax advice. Purchasers should consult with their legal or tax advisor regarding their individual situations before making any tax related decisions. Annuities are long-term insurance contracts intended for retirement planning. Protective Income Builder is a limited flexible premium deferred indexed annuity contract issued under policy form series FIA-P-2011 or FIA-P-2010. The Guaranteed Income Benefit is provided under form series FIA-P-6048. Protective Income Builder is issued by Protective Life Insurance Company located in Birmingham, AL. Policy form numbers, product availability and features may vary by state. Protective Income Builder is not an investment in any index, is not a security or stock market investment, does not participate in any stock or equity investment, and does not contain dividends. Protective is a registered trademark of Protective Life Insurance Company; Protective Income Builder is a trademark of Protective Life Insurance Company. For Advisor Use Only
PABD.698276
(08.17)
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For Financial Professional Use Only. Not for Use With Consumers.
TOGETHER WE Bring Best Practices to Life
Should Your Practice Be More Referable? According to a 2015 study by Spectrem Group1, 58% of affluent investors reported referring their financial
advisor to family and friends. But, financial advisors who work with Loring Ward are different. Very different.
In a 2017 survey of affluent investors working with Advisors who partner with Loring Ward and Dimensional Fund Advisors, 98% said they would refer their financial advisor to friends or family members. Why are Advisors who work with Loring Ward so much more referable? Perhaps it is because they can spend more time focusing on a better client experience and planning, rather than prognostication and managing portfolios. And that can make all the difference for you and your clients. Build the practice and partnership you’ve always envisioned, backed by Loring Ward’s nearly three decades of experience, durable Asset Class Investing approach and exclusive focus on independent advisors.
To find out more about our distinctive approach to wealth management, visit loringward.com or call our Advisor Relations team at 800.366.7266 – Option 6. THE
WEATLITOH N SOLU ructure to St Bringing cial Life Your Finan THIRD
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Wealth Management? We wrote the book on it. Loring Ward’s The Wealth Solution offers a comprehensive look at the major challenges involved in growing and protecting wealth today. At the heart of the book is a process for managing wealth that is based on almost nine decades of academic and behavioral research as well as extensive practical experience. For your complimentary copy, email Jess at jcathcart@loringward.com.
loringward.com 1 Spectrem Group. (2015). New Spectrem Study Reveals that Affluent Investors Seldom Refer Their Financial Advisor to Others Despite Professing Strong Loyalty [Press Release]. © 2017 LWI Financial Inc. All rights reserved. The material in this communication is provided solely as background information for registered investment advisors and is not intended for public use. Investment advisory services provided by LWI Financial Inc. (“Loring Ward”). Securities transactions offered through its affiliate, Loring Ward Securities Inc., member FINRA/SIPC. Dimensional Fund Advisors is a registered investment advisor and is unaffiliated with LWI Financial Inc. R 17-123 (05/19).
I Get by With a Little Help From my Friends... (in Due Diligence) by Chris Phillips, CFA, MBA; and Shawn Clarke
As financial advisors you have accepted the pivotal responsibility to serve as your clients’ Chief Financial Officer, monitoring and managing a wide-array of financial issues. You must work to understand the needs, wants, and dreams of these clients even if they are not exactly sure what those are themselves — making you an essential part of this relationship. Building a plan to help meet these different goals requires you to pull together a multitude of data points, aggregate and organize them, and then finally build solutions that will provide those clients with the highest probability of success. In instances where you serve as the portfolio manager, you take on the responsibility of building your client a portfolio that seeks the safest and most efficient path to the assets they need for a given time horizon.
SELECTING QUALITY INVESTMENTS YOUR CLIENTS CAN TRUST
Essential to the portfolio construction process is the selection of investment products that will not only provide the required return, risk, and correlation statistics needed, but also the assurances that the firms behind these products are trustworthy and dependable. In taking the steps to research, build, monitor, and ultimately revise those client portfolios there is a long list of activities that must be performed to ensure you are selecting a set of quality investment products. For Advisor Use Only
OUR DUE DILIGENCE COMMITTEE HAS YOUR BACK
Quality is a term used to encapsulate a wide range of essential characteristics that the ProEquities Due Diligence Committee considers when reviewing and approving the products available to you and your clients. We assume the following responsibilities, so you don’t have to: • Researching company viability, sustainability, and accuracy • Assessing and monitoring
To ensure you have the most comprehensive but also qualified list of products available, we have established a consistent, reliable, and repeatable process for onboarding and monitoring a wide variety of product offerings. JoinProEquities.com
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wealth management performance, risk, and product costs • Understanding the sources/ attributions of performance to determine sustainability • Measuring cost/benefit for complex and illiquid investments The responsibility to carry out these activities exists whether performed by a team of seasoned due diligence professionals, or by a one-person office who happens to also be running a business with responsibilities for planning, client servicing, business management, employee management, and a bevy of other issues. Please give us the opportunity to serve as your due diligence desk, so you can focus on running a business.
CONSISTENT MONITORING FOR THE MOST COMPREHENSIVE PRODUCT LISTS
To ensure you have the most comprehensive but also qualified list of products available, we have Chris Phillips established a consistent, reliable, Director of Advisory Investments and repeatable process for onboarding and monitoring a wide 205.268.7040 or variety of product offerings. Chris.Phillips@proequities.com We’re dedicated to protecting you and your clients by making sure quality products are available and consistently monitored. Helping you “sing in tune” is our livelihood. Shawn Clarke Senior Due Diligence Analyst 205.268.4636 or Shawn.Clarke@proequities.com
DUE DILIGENCE COMMITTEE CALENDAR ²
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Build Your Dream Team
How many of you started as a sole practitioner, but now have additional team members? What was your vision and plan for adding team members as your practice grew? How often do you revisit that plan?
As an advice-centric planner, I always start with research to develop a plan. I practice what I advise my clients to do and have outlined a step-by-step plan for building your ideal team. by Holly Bell, Practice Management Consultant, ProEquities
Four years ago my husband and I became empty nesters. Why did we still need the big house? We found the perfect townhome – right area, right price, no lawn to mow, and no outside care. Fun times and world travel, here we come! Then the day to day reality of having three flights of stairs sunk in. Visualize lugging bags of heavy groceries up a flight of steps every few days — not fun. The one story homes in our Nashville neighborhood are remodeled 1950s ranch homes.
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After viewing 20 plus homes, I started to see a pattern of how the planning, thought process, and execution of these remodels had been done. Some were very well thought out, proactive remodels which were reflective of how a family would grow and use a space wisely. Others were done in a reactive mode where planning seemed like an afterthought. What you end up with is a home that has space, but does not flow well or capitalize on what could have been. What a waste of time and money! JoinProEquities.com
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practice management PROACTIVE VS REACTIVE MODELS FOR GROWTH
This served as a stark visualization for me of how some advisors run their practices when adding team members. How much planning goes into assembling a top performing team? Is a top performing team made up of only top producers? Is there a secret formula? Where do you start? As an advice-centric planner, I always start with research to develop a plan. I practice what I advise my clients to do and have outlined a step-bystep plan for building your ideal team.
HOW TO CULTIVATE YOUR DREAM TEAM
1. Step one is to have a well-defined business plan. Ask me for an outline to customize. 2. Define each team member’s roles and responsibilities. • List the skill set needed to perform those roles and responsibilities. This list becomes your job description, checklist for interviewing candidates, and performance evaluation. • Stick to the list when hiring! Success comes by having people in roles that match their skillset and ability. Failing to follow this is the No. 1 reason teams underperform. Would you hire a bond manager to manage your client’s equity portfolio?
• A regular meeting to discuss what is working and what is not is another vital communication tool. This is the No. 2 reason teams underperform. 5. Empower team members to do their job. Step back and give your team members the freedom to do what they do best. 6. Assess work and provide feedback regularly. This is the perfect time to evaluate how to improve your practice. 7. Encourage candor. Don’t create a culture that discourages honesty or bringing up challenges. 8. Celebrate success and reward ingenuity!
Success comes by having people in roles that match their skillset and ability.
3. Diversity equals innovation and a higher quality of work. It also brings a variety of ideas and possibilities to the table.
As a practice management consultant, I’m here to take your practice to the next level, help you overcome obstacles, and improve your day-to-day 4. Clear and frequent communication is vital. work life. Contact me with questions on how to • Team members must understand the busi- grow your practice and take your team to the next ness plan and how their role affects the level. execution of that plan. Showing them the interconnectivity is key to having the team Holly Bell can be reached at 615.589.3068, bond and work together. Holly.Bell@proequities.com. For Advisor Use Only
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We Can Help Grow Your Practice
As your business partner, ProEquities seeks to add value and optimize your effective ness. We constantly raise the bar in what we deliver to help drive your success. To this end, we have expanded our business development team and added industry leaders to help your practice thrive. Meet your new, talented team members and connect with them to leverage their expertise. Holly Bell, Practice Management Consultant Holly Bell has worked in the financial services industry since graduating from Purdue. She has started and sold five businesses, including a financial planning practice. Holly has proficiency in consulting, coaching, training, and creating high-level study groups. Her goal is to help advisors reach the next level, as they define it, by removing obstacles that impede growth. She currently resides in Nashville. Contact Holly at 615. 589.3068 or Holly.Bell@proequities.com. Debra Grier, Regional Director of Recruiting / Branch Office Development Deb brings over 25 years of experience in the financial services industry having started her recruiting career at Securities America. Working out of Omaha, she works closely with branch offices located west of the Mississippi River for growth opportunities and identifying succession / acquisition prospects. Contact Deb at 402.216.1833 or Deb.Grier@proequities.com. Blake McCrary, Regional Director of Recruiting / Branch Office Development Blake started his career 23 years ago as a financial advisor and has been a recruiter for the past 17 years, specializing in advising OSJs on how to grow their organizations. His focus will be on branch offices east of the Mississippi River. Blake currently lives in Atlanta and will be returning to Birmingham in the future. Contact Blake at 678.361.2838 or Blake.McCrary@proequities.com.
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Turn Compliance Challenges into Business Opportunities Regardless of regulatory uncertainty, market and consumer forces are reshaping the delivery of advice. The fiduciary environment is here to stay and poses significant challenges for advisors and firms in numerous areas including compliance, operations, client relationship, product offering, etc.
This is your opportunity to stand out.
Envestnet’s Fiduciary Solutions are here to help you not only comply but thrive under an evolving regulatory environment.
Best Interest Advice
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Account Aggregation to demonstrate and document understanding of the client with Yodlee and Wheelhouse
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Financial planning with Logix and MoneyGuidePro
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To learn more about how Envestnet’s fiduciary solutions can help you navigate the regulatory change, please visit www.envestnet.com/fiduciary. FOR HOME OFFICE AND ADVISOR USE ONLY. ©2017 Envestnet, Inc. All rights reserved.
The Elite Summit Attendees Raised $37,000 to Improve the Los Cabos Community
ProEquities has established a tradition of making a positive impact at its annual rewards trip, The Elite Summit. Through a series of serendipitous connections, an Art Benefit was held at the event in April 2017, and funds were raised to support Casa Hogar — a home for abused or neglected children in Los Cabos. “With so much to be thankful for, we thought we’d continue our fundraising tradition in Los Cabos,” said Ellen Michael, ProEquities marketing and communications director. “Giving back doesn’t have to have boundaries.” The children and teenagers that form part of the family at Casa Hogar de Cabo San Lucas are received under the protection of municipal and state-level social services, according to Jayson Stirrup, executive director at Casa Hogar. The non-profit organization provides care to 38 boys For Advisor Use Only
and girls, and prepares them for adoption or to be reunited with their families. Older teens who transition out of the home at 18 years of age are given opportunities to attend college or obtain a job. The organization relies solely on fundraising and the generosity of others. Michael was put in touch with Stirrup to see how ProEquities could help. She proposed a silent auction that would feature artwork made by the children at Casa Hogar with supplies donated by ProEquities. For the live auction, Stirrup connectJoinProEquities.com
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resources and support ed Michael with artist Ivan Guaderrama who graciously agreed to provide three prints, and became so moved by the mission of Casa Hogar, he ended up also donating an original oil painting and a large copper angel sculpture. Stirrup and five of the children were invited to attend the Art Benefit and watch their artwork and that of Guaderrama raise valuable funds. The 39 advisors and ProEquities leadership were gracious in their bidding. At the end of the night, the event soared past its $6,000 goal, raising a total of $37,650. One hundred percent of the money raised went to Casa Hogar. “The children were flattered that their paintings fetched high bids, especially when I clarified to them that the amounts were in dollars, not pesos!” Stirrup says. “There was definitely a sense of accomplishment and pride in contributing to the financial wellbeing of their home.”
Avery Coode with Ivan Guaderrama
At the end of the night, the event soared past its $6,000 goal, raising a total of $37,650. One hundred percent of the money raised went to Casa Hogar.
The funds allowed Casa Hogar to repair a pressure washer, rewire the video surveillance system and purchase new security cameras, repair the wastewater treatment plant, and purchase a new front gate and motor for additional security. Casa Hogar was also able to install a concrete platform and roof for a 55,000-liter water storage system. This platform essentially allowed the organization to triple its original water cistern project, eliminating the need to truck in water in case of a shortage.
moved after meeting the Los Cabos children and seeing their artwork on display.
Knowing Casa Hogar can better provide for the children through money raised at The Elite Summit gives deeper meaning to the artwork that hangs in Bob Coode’s vacation home in Hilton Head. Coode, a managing partner of Skoda Minotti Financial Services in Cleveland, Ohio, attended The Elite Summit with his family. They were all deeply
“My granddaughter Avery fell in love with a painting of angels, and my wife fell in love with a painting of a turtle. I’m not sure where the bidding stopped, but my granddaughter wasn’t about to lose that angel,” he says. “Those paintings now hang in our home in Hilton Head and remind us every time we look at them how lucky we are.”
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Candid Conversation with Kyle Atkins
Meet Kyle Atkins, an advisor with a laser focus on preserving his clients’ wealth for future generations. He believes we should use obstacles as the fuel to determine where the next opportunity will be. And he’s a fast-talking, dynamic auctioneer who motivated his peers to make a lasting impression on the local community in Los Cabos. You recently attended The Elite Summit rewards trip in Los Cabos and inspired attendees to generously donate at the Art Benefit to support Casa Hogar. Talk about your experience at the event and how these trips are beneficial for advisors. This year, the event was focused on idea sharing and fellowship with other top performers. Everyone I talked to really appreciated the improved format and the international destination. When I understood we were having a live auction to benefit a local non-profit organization, I wanted to help encourage people to raise money for a good cause. We were able to honor these kids and their efforts by supporting them in a big way. Their dreams came alive on canvas, and we all made sure every bid had a positive impact. For Advisor Use Only
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practice management How have your Certified Financial Planner and Chartered Financial Consultant designations supported the success of your practice? In order to be top of your game, you have to continually learn. The designations were integral, especially early on, to practice and give the best advice possible to our clients. Things are always changing, and it’s critical to be ahead of the curve, so we can support our clients effectively and help navigate them through challenges. What are the top challenges facing the financial industry currently? How do you and your team address these issues? How do events like these represent the culture of ProEquities?
Our number one challenge is the tremendous amount of noise and clutter out there. I heard someone say recently that “attention is the prize,” and that’s certainly the truth. We aim to break through this noisy landscape by making sure our team is focused on utilizing our individual strengths. We train our staff in effective communication, because messages and their delivery methods resonate with one audience that might not necessarily make sense to another.
The biggest draw of this company culture is the family atmosphere and perceptible loyalty. The Art Benefit we supported at The Elite Summit is a wonderful representation of our personality. I truly appreciate coming together with my colleagues and spending time with them. In every family, there are always little aggravations that generally mean we’re all moving forward together. But when push comes to shove, we know everyone is Being able to unplug and take a step back are taking care of each other. That’s a big part of who vital to business success. It’s trips like The Elite we are as a company. Summit that allow us to do big picture thinking away from all the distractions and focus on stratHow would you characterize your compre- egy and upcoming priorities. The other part of hensive financial planning approach? that is making sure to surround yourself with the right people who understand and are onboard When we talk about true wealth, it’s way more with that shared direction. than just the money. It’s really about core values and what matters most to our clients. How do we It’s also important to keep in mind that obstacles make sure health, education, charitable goals, are not the problem — DOL, commissions, techand experience are passed along to our children nology, whatever it is – we have to understand and grandchildren? We must understand the ho- that obstacles and opportunities are parallel. We listic view to ensure our clients are able to leave should use obstacles as the fuel to determine a lasting legacy. where the next opportunity will be. For Advisor Use Only
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practice management What advice would you offer an advisor just getting into the business? We’ve got to have the research and the investment knowledge to take care of our clients. But as advisors, we can’t forget the flip side of the coin. We must make sure our clients are thinking about empowering their children and grandchildren with the knowledge to protect their wealth. There are very few families that take the time to protect their family assets — passing on the understanding of the value of money. It’s easy to give someone the investment account, but it’s difficult to impress work ethic and determination. Making sure we’re helping our clients pass along these lessons to their family is paramount to protecting their wealth. Kyle Atkins is an independent financial advisor affiliated with ProEquities. He can be reached at 864.585.7526 or kyle@atkinsfinancial.com.
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resources and support
2018 BERMUDA — June 27-July 1
The Elite Summit is a rewards celebration for our most distinctive advisors. Trip qualification is based on 12-month performance period, and our elite representatives join the ProEquities leadership team for a luxurious retreat.
Held in both domestic and international locations, an exclusive group of advisors are invited to build closer relationships with their peers and the ProEquities leadership team. It’s an opportunity to recognize commitment to excellence and dedication to professionalism. The 2018 trip will be hosted in Southampton, Bermuda on June 27 – July 1. The exclusive Platinum Experience is earned by ProEquities Advisors and Business Owners / Branch Builders who significantly exceed the qualification requirements and lead their peers by raising performance standards. These distinctive qualifiers benefit from extra amenities during their exotic getaway.
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Learn more about JAForlines at ETF Trends Strategist Channel, hosted by State Street Global Advisors
Awarded
2016 “Strategist of the Year” by Envestnet, Inc. and Investment Advisor magazine
The Tactical Core for Client Portfolios A Risk-Managed Core Holding JFG Portfolios are designed to lower costs and volatility, while producing long-term capital appreciation. We are asset allocators, not market timers—our portfolios evolve over time to manage risk and capture opportunities, rather than switching quickly between assets. Our portfolios are used as the risk-managed core of a client’s portfolio.
We offer 4 risk-adjusted Global Tactical strategies ranging from Income to Growth. Global Tactical Allocation is our flagship moderate risk portfolio.
Global Tactical Income
Global Tactical Conservative
63 Forest Avenue, Locust Valley, NY 11560
Global Tactical Allocation
Call us (516) 609-3370
Global Tactical Growth
Visit www.jaforlines.com
The material contained herein is not an offer or solicitation for the purchase or sale of any financial instrument. It is presented only to provide information on investment strategies, opportunities and, on occasion, summary reviews on various portfolio performances. Returns can vary dramatically in separately managed accounts as such factors as point of entry, style range and varying execution costs at different broker/dealers can play a role. For broker/dealer use only.
When it comes to alternative investments, you can’t put a dollar value on confidence. CNL Securities has spent decades earning that confidence from leading financial advisors.
CNL Securities | Member FINRA/SIPC (866) 650-0650 | CNL Center at City Commons 450 S. Orange Ave. | Orlando, FL 32801-3336
Investors should be advised to consider the investment objective, risks, charges and expenses of an offering carefully before investing. There is no assurance the stated investment objectives will be met. FOR BROKER-DEALER AND RIA USE ONLY. This information does not constitute a solicitation of an offer to sell and/or buy any specific security offering. Such an offering is made by the applicable prospectus only. A prospectus should be read carefully by an investor before investing. Financial advisors are advised to consider investment objectives, risks, charges and expenses carefully before recommending an investment. There are no assurances an investment’s stated objectives will be achieved. Broker-dealers and other firms are reminded that offering-specific communications distributed by a financial advisor should be accompanied or preceded by a prospectus in accordance with federal securities laws. Investments in non-traded real estate trusts (REITs) and non-traded business development companies (BDCs) are subject to significant risks. These risks include limited operating histories, reliance on the advisors, conflicts of interests, payment of substantial fees to the advisors of the company and their affiliates, limited liquidity, and liquidations at less than the original amounts invested. Investing in these products is not suitable for all investors. Investors should consult a financial professional to determine whether risks associated with an investment in the shares are compatible with their investment objectives. © 2017 CNL Intellectual Properties, Inc. All Rights Reserved. CNL® and the Squares Within Squares design trademarks are used under license from CNL Intellectual Properties, Inc. CSC-0217-16532-BD
Nurture Brand Advocates and Spend Less on Marketing by Chris Jeppesen, Chief of Advisory Practices at First Trust
It’s true that top professionals never take their foot off the gas when it comes to client acquisition. For some, though, this doesn’t mean their number of clients changes much year-to-year, but the quality is continually progressing. Natural attrition and occasional right-sizing based on ideal client fit is offset by continually raising the bar that defines the ideal client. This enables you to project scarcity and create an environment where clients appreciate belonging to your community – and prospective clients aspire to belong.
ensures they move from the funnel, into the pipe, and then into your onboarding process. Not only does this ensure that new clients feel accomplished when they come onboard (instead of feeling they have been sold something), they are on the fast track to advocacy as well.
Professionals understand the need to put clients into the funnel using targeted, linked, and sequential processes rather than a random “spray and pray” approach. Once in the funnel, a fit process that attracts prospects rather than chasing them
ATTRACT RATHER THAN PURSUE
For Advisor Use Only
It takes more time, money and effort to convert a new prospect into a customer or client than it does to convert an existing client into a referralgenerating advocate.
Most professionals fixate on how many clients they can get when the true goal should be how many advocates they can create. That is where the value lays, especially over the long haul.
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client acquisition
Let’s look at your existing clients – the top branches of the tree:
• Do you have customers who aren’t aware of all the services you provide?
• Customers do some business with you, but they also • Do you have a compelling do some business with one way to convey your full array or more of your competitors. of offerings in order to convert customers into clients? • Clients empower you fully and do all their business with • Can you position the conyou, but never send referrals. cept of full empowerment as a service to your customers • Advocates are the dream rather than as a benefit to clients. They are fiercely loyyou? al and wave your flag whenever the opportunity arises. • Do you have a clear, replicaThey consistently introduce ble process (without soundprospective clients to you. ing needy) to communicate to your clients why, who, and There is an efficiency compohow they should be introducnent to the branches on the tree. ing people to you? It takes more time, money, and effort to convert a new prospect ACHIEVE CONSISTENT into a customer or client than it CLIENT ACQUISITION does to convert an existing cli- Wouldn’t it be great if your clients ent into a referral-generating ad- not only knew why they should vocate. Stop working so hard at refer someone to you but also convincing new people, and in- who is a good fit for you? stead work with people who are Your understanding of how to already convinced. clearly communicate the above points and concepts to your cliNURTURING YOUR ents will grow with a defined ADVOCATES You can conduct your own anal- process for accomplishing each ysis right now by answering activity. Find out how to achieve consistent client acquisition in these core questions: The Advisor Playbook. • Are you getting all the referrals you deserve? For Advisor Use Only
For a complimentary e-book, reach out to First Trust at 800.621.9533. Videos articulating some of the recommended tactics are posted at FTportfolios.com.
Chris Jeppesen Chief of Advisory Practices First Trust JoinProEquities.com
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Does a RISING RATE ENVIRONMENT or lack of yield have you concerned?
Are you and your clients well-positioned to handle MARKET VOLATILITY or a pullback?
Braver Tactical High Income 3 Total Return Bond Strategy 3 Tactical, Risk-Focused 3 High Income Generation When Engaged 3 Long-Term Track Record 3 Complements a Bond or Equity Portfolio
Innovation Built on Experience
ABOUT BRAVER CAPITAL | Since 1988, Braver Capital has been managing traditional, fundamental Total Portfolio Solutions designed to meet the growth, moderate and conservative objectives of long-term investors. In addition, we employ quantitative, tactical Satellite strategies engineered to complement a core portfolio with a sleeve designed for alpha-seeking growth, enhanced income opportunities, or downside risk controls.
To learn more, visit our website at www.bravercapital.com email us at info@bravercapital.com or call us today at 617-559-3413. All investments involve risk, including the loss of principal, and cannot be guaranteed against loss. The strategy seeks to achieve high income for its investors by investing in high-yield mutual funds and ETFs. The material in this communication is provided solely as background information for registered investment advisers and is not intended for public use. Unauthorized use is prohibited. Braver Capital Management is an asset management division of Adviser Investments, LLC, an investment adviser registered with the Securities and Exchange Commission.
Raising the Bar for Customer Experience
by Blaine Miller, MBA; and Timothy Vardaman
As we continue to improve on the relationship ProEquities cultivates with our advisors and your clients, we are constantly evaluating ideas to enhance the advisor experience by being more proactive with the services we provide. It’s this commitment that gave rise to the launch of a new client experience initiative called CX and a company-wide goal to earn a 95% or better service score, measured by our advisors. Equally important to the longterm value we create is the investment to support our employees. This means investing deeper in the professional development of our people and engaging everyone at ProEquities to help drive solutions that create a more proactive service culture.
DIVERSE PROFESSIONAL DEVELOPMENT GROUP BRIDGES THE GAP
For this purpose, the ProEquities leadership team selected a group of employees to help fuse the combination of these import-
ant goals — exceptional service and employee development / engagement. These individuals comprise our inaugural Professional Development Group. Selected from many areas of the company, each team member has the experience and attitude to drive change with a strong interest in improving the service we provide. This innovative program is on a fast track that started in May with a scan of internal perceptions of service and some preliminary recommendations. These
Selected from many areas of the company, each team member has the experience and attitude to drive change with a strong interest in improving the service we provide. For Advisor Use Only
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resources and support
insights led to an external scan to gather perspectives, and all advisors, sales assistants, and branch managers were invited to provide survey feedback in July and August. We have reviewed all responses and are working to develop a comprehensive action plan that addresses concerns that were expressed and enhances the strengths identified.
DEVELOPING COMPANYWIDE STANDARDS
We will continue to optimize our sustainable service strategy and keep you informed about the CX initiative. As always, we value your feedback when we exceed expectations or when we fall short of our service standards. Thank you for all you contribute in helping ProEquities be a responsive, service-minded organization acting on your behalf.
For Advisor Use Only
Blaine Miller Chief Supervision Officer 205.268.5910 or Blaine.Miller@proequities.com
Timothy Vardaman Managing Director of Operations 205.268.6739 or Timothy.Vardaman@proequities.com
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Nashville: March 18-21
2018
NATIONAL BUSINESS BUILDERS CONFERENCE
SAVE THE DATE National Business Builders Conference March 18-21, 2018 | The Westin Nashville Join your top performing peers for ProEquities’ annual enrichment event at the brand new Westin in downtown Nashville, just steps away from many of music city’s iconic hotspots. This is the premier business development conference designed for all levels of advisors, staff, and strategic partners.
Mark your calendar for the 2018 National Business Builders Conference! Registration information will be released early next year. ProEquities, Inc., Member FINRA & SIPC
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Advisor Portal Got a Facelift
As we refine ProEquities’ position as a premier financial services company supporting independent financial advisors, RIAs, and BGAs across the nation, we continue to adapt and modify the tools and resources available to demonstrate our commitment to customer service and high quality performance. In keeping with that goal, we have revamped our secure intranet site, Advisor Portal. Our approach was to streamline the site, making the information you need more easily accessible. Unnecessary or outdated information was purged to eliminate redundancy and simplify navigation. The primary navigation in the top menu bar provides quick access to departmental information. In case you’re looking for content that may have moved, there is a site map on the homepage available for reference.
INTEGRATED WEBSITE LAUNCHED WITH VALUE PROPOSITION
Our redesigned, public-facing website at ProEquities.com launched in June 2017. The enhanced functionality provides a more user-friendly experience, intuitive navigation structure that demonstrates our value proposition, and content-delivery based on target audience. For questions about updated marketing materials or general marketing needs, contact the Marketing and Communications Department.
For Advisor Use Only
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Recognize Our Newest Advisors? They found a firm that delivers more. Since 1985, ProEquities has been the destination of choice for ambitious and entrepreneurial advisors seeking a firm that can deliver more . . . More responsive service. More solutions. More stability. More direct access to senior leaders. More assurance the firm you’re joining not only ‘gets’ your vision, but is as excited about it as you are. If you know an advisor looking for a new firm, introduce us. Call us at 1.866.933.2163 or email Join.Us@ProEquities.com.
For Advisor Use Only For Advisor Use Only
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Welcome New Advisors: 2017 Partners — NAME
Dana Adams Kelly Adams Christopher Bateman Darrell Beahon David Blancett Neal Brubaker Ryan Buckenmeyer Robert Bye Susan Carlson William Carlson Monique Castillo Debra Cohn Larry Creekmore Robert Crews George Crim, II Elias Crist Paul Cummins Celita Davis Ken Davis Diane Davis Jason Ernst Amanda Fichter Lawrence Fichter David Flynn Rodney Gyurke Myra Handelman Bradley Holland William Horne Steven Houser Michelle Hu Jeremy Jenkins Jon Johnson Peter Keim James Kent Bernard King Shane Landis Samuel Lechleiter Cal McDermid Joshua McIntire Daniel McIntyre James Milford Keith Nast Kevin Nice Louis Perkins Troy Perkins Michael Pfister Greg Phelps Bill Pickering Reed Pickering Barry Pittenger Dennis Ragosa Rich Ralston Carlos Reed Jimmy Reed Joseph Reiner Richard Russell Kathleen Roat Rick Simerly Corinne St. Laurent Alexandra Stanton Harrison Stenberg John Stone Todd Talbot Christopher Tanner Jacob Taylor Christopher Toler Kyle Tomlinson Christopher Vines Mark Walsingham James West Andrew Whitaker Weslee Williams Jeromy For Advisor Use OnlyWood
LOCATION Bartlett, TN Prospect, KY Seattle, WA Warren, PA Hixson, TN North Newton, KS Toledo, OH Fargo, ND Englewood, FL Englewood, FL Philadelphia, PA Middletown, PA Santa Rosa Beach, FL Deland, FL Steubenville, OH Atlanta, GA Green Clove Springs, FL Oviedo, FL Davidson, NC Davidson, NC Bismarck, ND Roswell, GA Roswell, GA Minneapolis, MN Oregon, OH Oakbrook, IL Mitchell, IN Columbia, TN Middletown, PA Sugarland, TX Middletown, PA Nashville, TN Marietta, OH Kenova, WV Charlotte, NC Ephrata, PA Brentwood, TN Fort Pierce, FL Baton Rouge, LA Muskego, WI O’Fallon, MO Bloomfield Hills, MI Goshen, IN Pasadena, TX The Woodlands, TX Longwood, FL Canton, GA Sanford, FL Winston Salem, NC Brentwood, TN Fort St. Lucie, FL Pensacola, FL Brentwood, TN Brentwood, TN Middletown, PA Farmington Hills, MI Orlando, FL Fort Walton Beach, FL Sanford, FL Edina, MN Seattle, WA Fairfax, VA Birmingham, AL Mobile, AL Minneaplois, MN Bidwell, OH Canton, GA Birmingham, AL Edina, MN Sandusky, OH Jacksonville, FL Canton, GA Salt Lake City, UT
PREVIOUS FIRM Lincoln Financial Securities CSSC Brokerage Waddell & Reed Stifel Nicolaus & Company Lincoln Financial Securities Other Lincoln Financial Securities United Planners Lincoln Financial Securities Lincoln Financial Securities Oppenheimer & Co. CU Investment Solutions Lincoln Financial Securities Merrill Lynch Stifel Nicolaus & Company Other Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities US Bancorp Investments NPC NPC Cambridge Lincoln Financial Securities Private Client Services Lincoln Financial Securities Lincoln Financial Securities CU Investment Solutions Transamerica Financial CU Investment Solutions Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Advisors Signator Investors Lincoln Financial Securities Lincoln Financial Securities Other CU Investment Solutions Scottrade Inc. Lincoln Financial Securities Other Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities SA Stone Lincoln Financial Securities Lincoln Financial Securities CU Investment Solutions One America Lincoln Financial Securities Lincoln Financial Securities Lincoln Financial Securities Other Other Lincoln Financial Securities Princor Cetera Investments Northwestern Mutual Signator Investors Lincoln Financial Securities Securities America Gradient Securities Lincoln Financial Securities CUSO Financial Services Lincoln Financial Securities KPG Capital Partners
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Talk to a Business Development Consultant about joining us. Call us at 866-933-2163, or email Join.Us@proequities.com.
Speak to a customer service associate or reach a ProEquities team member. Call 800.288.3035, or email by using this general rule: Firstname.Lastname@proequities.com.
About ProEquities Founded in 1985, ProEquities, member FINRA/SIPC, is an independent RIA with a broker/dealer and headquartered in Birmingham, Alabama. This wholly owned subsidiary of Protective Life Insurance Company supports more than 750 independent advisors nationwide in serving their clients. ProEquities and its partner firms help you maximize your effectiveness as an independent financial advisor. Learn more about our advisor-centric financial services and find out how we can help optimize your business.
ProEquities, Inc. 2801 Hwy 280 South Birmingham, AL 35223
We Listen. We take the time to listen so we can work with you to develop a solution for your financial needs. We Think. We consider what you tell us and ask clarifying questions so that we truly understand your overall objectives and the unique challenges that stand between you and your dreams. We Respond. Only then do we reply...not with a cookie cutter answer but with a personalized action plan...a roadmap that will help lead you in the direction you want to go.
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