MAKING A MONUMENTAL DIFFERENCE

RAYMOND JAMES FINANCIAL SERVICES2014 NATIONAL CONFERENCE FOR PROFESSIONAL DEVELOPMENT

MAKING A MONUMENTAL DIFFERENCE

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Table of Contents

May 19 - 22, 2014 • National Harbor, Maryland

NATIONAL CONFERENCE FOR PROFESSIONAL DEVELOPMENT

4 2014 Education & Marketing Partners

5 Welcome Letter

6 Highl ights

8 General Information

10 Conference at-a-Glance

12 Maps – Gaylord National Convention Center

14 Monday Events & Sessions

24 Tuesday Events & Sessions

32 Wednesday Events & Sessions

44 Thursday Events & Sessions

52 Chairman’s Council

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Here in our nation’s capital, monuments

abound, honoring the achievements of our

nation’s greatest thinkers, dreamers and

doers. Advisors can make a monumental

difference in the lives of their clients, their

communities, their associates and their own

families. Just as you work to create a lasting

legacy through your practice, Raymond

James provides the practical, technological

and professional foundation upon which you

can build it. Here in the land of opportunity,

where free enterprise and entrepreneurship

inspire our greatest leaders, let’s get to work

building something monumental – together.

Table of Contents

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We extend our special thanks and appreciation to these Education & Marketing Partners for making important program contributions to our conference:

AIG Financial Distributors

AllianceBernstein

American Century Investments

American Funds

Baron Funds

BlackRock and iShares

Calamos Investments, LLC

Columbia Management

Delaware Investments

Deutsche Asset & Wealth Management

Eagle Asset Management, Inc.

Eaton Vance Investment Managers

Federated Investors

Fidelity Investments

First Eagle Investment Management, LLC

First Trust Portfolios, LP

Franklin Templeton Investments

Goldman Sachs Asset Management

Hartford Funds

Henderson Global Investors

Invesco

Ivy Funds

Jackson National Life Distributors, LLC

Janus

John Hancock Investments

J.P. Morgan Asset Management

Lazard Asset Management

Legg Mason

Lincoln Financial Group

Lord Abbett

MetLife

MFS Investment Management

Nationwide Financial

Nationwide Funds

Natixis Global Asset Management

Neuberger Berman

New York Life & Mainstay Investments

Nuveen Investments

Ohio National

OppenheimerFunds, Inc.

Pacific Life Insurance Co.

PIMCO

Pioneer Investments

Principal Funds

Protective Life Insurance Company

Prudential Investments

Putnam Investments

RidgeWorth Investments

RS Investments

Russell Investments

Sentinel Investments

Symetra

Thornburg Investment Management

Transamerica Capital, Inc.

Virtus Investment Partners, Inc.

Voya Investment Management

Wells Fargo Advantage Funds

2014 EDUCATION & MARKETING PARTNERS

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SCOTT CURTIS

Dear Fellow Associates,

Welcome to the 2014 National Conference for Professional Development. This year we convene just outside

Washington, D.C., where some of our nation’s greatest leaders, thinkers and innovators worked together to

create a new kind of society – one in which each member is free to pursue happiness and success on their

terms. In and around Washington, D.C., are monuments to the great men and women who made a difference,

who secured the foundation of a nation that puts before all else what we value most as Americans: freedom

and independence.

“Making a Monumental Difference” is the theme for this year’s conference. This year’s theme speaks to your

unlimited potential to truly be an agent of prosperity for your clients. Each of you can make a monumental

difference for your clients, your associates, your employees and your family. It also applies to the commitment

Raymond James makes to you and your business as we strive to provide the resources, services, tools and

educational support for your success.

Over the next four days, immerse yourself in the broadest and most varied collection of industry experts,

innovative technology, business know-how and support resources we have ever assembled. Together, we’ll share

ideas and experiences, discuss important issues and trends that affect your business, explore new technologies

and processes designed to make your days more efficient, and hear from industry icons and cultural observers

on how our business and regulators reflect and challenge our role as wealth managers for clients. We’ll

also hear from some of our very best advisors, successful business owners facing the same challenges and

opportunities as you, as they share their insights and ideas to help you become even more successful.

We are excited to have a trio of brilliant keynote speakers this week. Erskine Bowles, former chief of staff

for President Bill Clinton, former public university president and successful businessman, will provide an

insider’s view of the American political landscape and share his perspective as co-chair of the National

Commission on Fiscal Responsibility and Reform. Chris Gardner, author of the bestselling autobiography

“The Pursuit of Happyness” and an inspiration for the motion picture of the same name, will share his keys to

self-empowerment and beating the odds. And Andy Friedman, the expert on Washington’s political landscape

and regular CNBC contributor, will offer his observations and insights regarding the changing fiscal and tax

climate and what that means for you and your clients.

I encourage you to take advantage of this once-a-year access to the people, ideas and educational sessions

designed specifically to help you make a monumental difference in your practice.

Thank you for attending and for participating in this year’s NCPD – and for dedicating four days to learning,

improving and enjoying our time together in the shadow of our nation’s capital.

WELCOME

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Opening Night Party Along the PotomacMonday, May 19 | 6:30 p.m.Please join us for a Party along the Potomac. Step right out of the back

doors of the hotel and you will immediately be immersed in an exciting,

laid-back environment. Enjoy the natural surroundings of the many outdoor

terraces, all overlooking the beautiful Potomac River, while indulging in

some of the area’s local food and beer trucks. This fun and casual evening

will be made even better by experiencing the numerous lawn games, or by

relaxing in one of the themed dining areas, all while listening to great live

music. It will be an evening you don’t want to miss!

Inaugural Fun Run & Walk Gaylord National Pier: Along the Potomac RiverMonday, May 19 | 5:30 p.m.Jump-start the 2014 National Conference for Professional Development with a Fun Run & Walk! Join legendary marathoners

“Boston Billy” Rodgers and Joan Benoit Samuelson for a run/walk along

the beautiful Potomac River. Enjoy the evening with your fellow participants

and choose from a 5k run or 2k walk. The pace will be leisurely, and

water will be provided along the course. Everyone is encouraged to join

in, so if you’re not looking to lace up those sneakers, come out and enjoy

the beautiful view while cheering on participants! Special thanks to John Hancock (a Boston Marathon sponsor for 29 years), Putnam Investments and Columbia Management, whose generous support has made this inaugural event possible!

Chris GardnerWednesday, May 21 | 1:50 p.m. Few stories are as inspiring and moving as Chris Gardner’s rise from homelessness to becoming the owner and CEO of Gardner Rich LLC. Gardner, the author of the best-selling

autobiography “The Pursuit of Happyness” and

the inspiration for the movie of the same name

starring Will Smith, has surmounted acute

obstacles throughout his life. Gardner shares with his audience the keys

to self-empowerment and the message of beating the odds and breaking

cycles. His presentation has been enhanced to include much of the

pragmatic wisdom featured in his second book, “Start Where You Are.”

Erskine BowlesTuesday, May 20 | 9:40 a.m.A veteran of business and government who – along with former Senator Alan Simpson – was appointed by President Barack Obama to co-chair America’s debt reduction commission, Erskine Bowles is at the center of the national dialogue on what must be done to address America’s deficit crisis. A

successful businessman who leveraged his experience

in the private sector to control spending in the public sector, Bowles served as

the co-chair of the National Commission on Fiscal Responsibility and Reform, a

bipartisan group looking to erase the United States’ multitrillion-dollar debt. Early

in his career, Bowles worked for Morgan Stanley and founded his own financial

investment company before joining the Clinton administration to run the Small

Business Administration and eventually become Clinton’s chief of staff. In that role,

he was a pivotal negotiator in getting America’s first balanced budget in decades.

Himself a Democratic operative and candidate for office, Bowles also trains his eye

on the American political landscape and provides his candid views on the issues now

making their way through Washington.

HIGHLIGHTS

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Andy FriedmanThursday, May 22 | 9 a.m. According to CNBC, Andy Friedman is “one of the nation’s most sought-after speakers on all things political.” An expert on political affairs,

Friedman is known for predicting the outcomes

of Washington tax and fiscal deliberations and

providing investors with strategies to consider

in light of the changing political landscape.

Friedman was a senior partner with the law firm of Covington & Burling

in Washington, D.C., where he practiced for almost 30 years, serving as

head of the tax and corporate groups. He received his bachelor’s degree

as valedictorian from Trinity College in Hartford, Connecticut, and his law

degree from the Harvard Law School. Friedman also served as tax counsel

to Major League Baseball, the National Football League, the National

Basketball Association and the National Hockey League. Friedman appears

on CNBC’s “Squawk Box,” which calls him “Wall Street’s Tax Expert.”

Gala Dinner & PerformancesThursday, May 22 | 7 p.m. This year’s gala features two entertainment powerhouses! The American political satire group The Capitol Steps will be first

to take the stage. Since they began in 1981, The Capitol Steps have

recorded over 30 albums, including their latest, How to Succeed in Congress Without Really Lying. They’ve been featured on NBC, CBS,

ABC and PBS, and can be heard four times a year on National Public

Radio stations nationwide during their Politics Takes a Holiday radio

specials. Following this humorous performance, San Diego dance band

NRG will bring you to your feet as they cover a range of musical styles

and hits from the past and present.

The San Diego dance band NRG

5th Annual Raymond James Charity Golf Classic – Renditions Golf CourseFriday, May 23 | 8 a.m. & 1:30 p.m.

Finish off the 2014 National Conference for

Professional Development with a day of golf!

The fifth annual Raymond James Charity Golf

Classic will take place on Friday, May 23, at

Renditions Golf Course. Renditions features

replicas of holes from major championship

venues, all located in a quiet and serene

corner of Maryland. With the Patuxent River

flowing nearby, the setting is perfect for a

unique grand slam golf experience. Special thanks to Ivy Funds for their generous support of the Charity Golf Classic!

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Hotel InformationGaylord National Resort & Convention Center201 Waterfront StreetNational Harbor, MD 20745Phone: (301) 965-4000

Resort FeeA daily resort fee of $15 is associated with the guest room rate, which Raymond James will incur for the nights charged to the conference. This fee covers high speed Internet, fitness center access, complimentary bottled waters, and complimentary local and toll-free calls.

Business CenterFedEx Office Print and Ship Center is located on the ballroom level of the hotel.Phone: (301) 567-0457 Fax: (301) 567-1813 Hours: 6 a.m. to 9 p.m. daily 24-hour Self-Serve Internet Access24-hour Self-Serve Copying, Printing, Faxing

Fitness CenterThe state-of-the-art fitness center is centrally located on the main floor of the convention ballroom level, between the main convention hall and the hotel. There is no charge for hotel guests.Hours: Open 24 hours a day

Dress GuidelinesThe dress code for all conference sessions and events (other than the Final Night Gala) will be business casual. Items not considered appropriate business casual attire include shorts (other than dress shorts), jeans, tennis shoes, T-shirts, etc.

For Monday’s welcome party, attire is resort casual. Jeans and shorts are appropriate. For Thursday’s Final Night Gala, dress is cocktail attire. Jackets are suggested for men.

PLEASE WEAR NAMETAGS TO ALL MEETINGS AND SOCIAL FUNCTIONS.

Continuing Education (CE) CreditsMany sessions provide the firm element portion of the FINRA requirements for continuing education for all RJFS registered financial advisors. Applications also have been made for many sessions to the CFP® and CPE Boards for approval of CE credits required for those certifications, and many sessions have been approved for state insurance CE credits. Please refer to the Continuing Education brochure for specific information, as well as instructions for obtaining CE credits at the conference. Note: Please read this information carefully.

Session RecordingsA majority of the sessions will be recorded and made available free of charge soon after the conference via the conference app and RJnet.

Ribbon Recognition Chairman’s Council ......................................... Gold Ribbon

FID Director’s Council ...................................... Black Ribbon

Leaders Council .............................................. Green Ribbon

Executive Council ............................................ Red Ribbon

Achievers Club ............................................... Silver Ribbon

FSI Members .................................................. Magenta Ribbon

Badge Identification A colored stripe appears at the bottom of each attendee’s badge to identify their affiliation and/or role.

Independent Contractors Division (ICD) Financial Advisors & Branch Professionals .... Red

Financial Institutions Division (FID) Financial Advisors & Branch Professionals .... Black

Raymond James Home Office .......................... Blue Education & Marketing Partners ....................... Purple Technology Partners ........................................ Green Spouses/Guests .............................................. Pink

Pin RecognitionFSI PAC Members ........................................... Gold and Navy Lapel Pin Chairman’s Council Team Members .......................................... Gold Square Lapel Pin Director’s Council Team Members ........................................... Black Oval Lapel Pin Leaders Council Team Members ........................................... Silver Circular Lapel Pin

Gala Cash DrawingOn Thursday evening, seven names will be drawn for cash awards totaling $3,000. There will be four $250 winners, two more for $500 and one for $1,000. See details included with your registration materials.

GENERAL INFORMATION

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Cellphone PolicyWe ask that all cellphones be turned off or set to “silent” in all sessions. If a conversation is necessary, please leave the session to conduct it where it will not disturb the presenter or other attendees.

Hospitality LoungesOn Tuesday, RJFS will host a hospitality lounge from 9:30 to 11 p.m. in the Cherry Blossom Ballroom, featuring a live performance by Club Phred.

Spouse/Guest Hospitality LoungeThe Spouse/Guest Hospitality Lounge is located on the 18th level of the hotel in Pose Rooftop Lounge. It is open from 8 a.m. to 4 p.m. Monday through Wednesday and 8 a.m. to noon on Thursday. A host will be in the lounge to help spouses and guests arrange activities or register for the elective companion events if space is available. Coffee and pastries will be available Monday through Thursday mornings from 8 to 10 a.m. for adult guests of attendees only, please. All other conference attendees should attend the main breakfast buffet in Prince George’s Exhibit Hall. Conference nametags will be required for admittance to the lounge.

Conference Registration DeskThe conference registration area is located in the Convention Center Prefunction. Conference nametags, information and agendas may be obtained here. A message board is also located beside the conference registration desk. Our Raymond James Financial Services staff will be happy to answer your conference questions and assist with any additional needs you may have.

Desk Hours: Sunday 2 to 7 p.m. Monday 7 a.m. to 5 p.m. Tuesday 7 a.m. to 5 p.m. Wednesday 7 a.m. to 5 p.m. Thursday 7 a.m. to 3 p.m.

CE Information DeskThe CE Information Desk is located at the Potomac A Registration Desk. General conference information, specific information on CE credits/procedures, directions and updates will be available at this location.

UPS Shipping ServicesUPS, the Raymond James approved shipping vendor, will be on-site Wednesday and Thursday from 8 a.m. until 5 p.m. They will be located just outside of Prince George’s C and will have the appropriate paperwork and instructions available to ship materials back to your office. You also will have the opportunity to sign up for a new shipping account.

Experience the sharing culture of this Raymond James event year-round at our proprietary website Practice Intelligence. Here you will find

practice diagnostic tools, a model to help you build success strategies and best-practice tools shared by our partner firms, your most

successful peers and other industry experts.

Practice Intelligence helps you keep your best ideas from this event out of the “Good Idea Graveyard” with a variety of tools at your disposal.

What’s the easiest way to get your hands on these tools? Simply send an email to [email protected] with “NCPD”

in the subject line. This will forward an email to you with links to these and other great resources. If you have a smartphone with a QR Code

reader, simply scan the square code and your phone will create the email for you!

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Main Breakfast

Monday | May 19 Tuesday | May 20

Lunch

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Fun Run | Gaylord Pier

Hospitality Lounge

Lunch / Faith and Fellowship Luncheon

Resource Center Reception

REGISTRATION DESK OPENS AT 7 A.M. DAILY

7 a.m.

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Party along the Potomac

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New Financial Advisor/ Spouse and Guest Welcome

Conference Kickoff

General Session | Scott Curtis

General Session | Erskine Bowles

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General Session | Top Advisor Best Ideas

2014 CONFERENCE AT-A-GLANCE

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Compliance, Supervision, Fixed Income & Variable

Annuity Sessions

Wednesday | May 21 Thursday | May 22

Main Breakfast

General Session | Paul Reilly Remarks Followed by Q&A with Scott Curtis

Lunch & Resource Center

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Partner Sessions

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Gala Dinner & Live Performance by The Capitol Steps

Main Breakfast/ Branch Professional Service 1st Breakfast

Lunch & Resource Center

Gala ReceptionIn

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Live Performance by NRG

REGISTRATION DESK OPENS AT 7 A.M. DAILY

7 a.m.

8 a.m.

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10 a.m.

11 a.m.

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General Session | Market Outlook with Jeff Saut

General Session | Chris Gardner

Top Advisor Sessions

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General Session | Andy Friedman

Educ. & Mktg. Partner

Sessions

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Branch Professional

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GENERAL SESSIONS

FID SESSIONS

TECHNOLOGY SESSIONS

PROFESSIONAL DEVELOPMENT SESSIONS

BRANCH PROFESSIONAL SESSIONSTOP ADVISOR SESSIONS

COMPLIANCE, SUPERVISION & FIXED INCOME SESSIONS

EDUCATION & MARKETING PARTNER SESSIONS

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✪ Registration

GENERAL SESSIONS

RESOURCE CENTER & MEALS

BRANCH PROFESSIONALSESSIONS

BREAKOUT SESSIONS

TECHSESSIONS

BREAKOUT SESSIONS

TECH CENTER & INTERNET

CAFÉ

BREAKOUT SESSIONS

TECHSESSIONS

✪ CE Desk

✪ UPS

✪ Photographer

MAPS ARE AVAILABLE ON THE NCPD MOBILE APP ««

MAPS

The NCPD Mobile App The power to create a customized schedule of sessions you want to attend, receive important up-to-the-minute conference updates, and map exactly where you need to go – right in the palm of your hand.

APP-SOLUTE INDEPENDENCE

To access the NCPD Mobile AppiPhone or iPad user – Visit Apple App Store and search NCPD 14.Android user – Visit Google Play Store and search NCPD 14.BlackBerry or other smartphone user – Point your browser to http://rjncpd.gatherdigital.com (note: omit www) and bookmark it.Desktop and laptop computers – The conference app can be accessed from any web browser. Simply visit http://rjncpd.gatherdigital.com (note: omit www) and bookmark it.

For all usersYour login is the email address used to register, and the password is rj2014. There will also be app support in the Technology Center if you have questions or need assistance.

Convenient features at your fingertips

Key Information – Access speaker and session information.

Customizable MySchedule – Browse and select the sessions you want to attend and view your schedule across multiple devices.

Site Map – See handy drop pins to find where you need to go.

Attendee Profile – Update your profile from your desktop.

Searchable & Sortable – Find just what you’re looking for quickly and easily.

Surveys – Rate sessions and speakers at the end of each session, not days later.

Notes – Take notes during the session on your tablet or smartphone and email to any email address.

DOWNLOAD THE FREE NCPD MOBILE APP NOW.

NCPD INSIDERYour exclusive scoop on what’s happening at the conference!

Check out NCPD Insider for session recaps, photos and conference

highlights. Updates and new articles are posted throughout the day,

so be sure to check back regularly.

You can easily browse this extra content through the NCPD 2014

mobile app, as well as on ncpdinsider.com where you can search

and sort articles by topic and flip through event photo galleries. It’s

all designed so you can find what you need, when you need it!

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Perseverance and spirit have done wonders in all ages.

– George Washington

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MONDAY EVENTS + SESSIONS

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«M«

GENERAL SESSIONS

FID SESSIONS

TECHNOLOGY SESSIONS





7:00 – 5:00 Conference Registration | Convention Center Prefunction

8:00 – 8:50 Breakfast | Prince George’s Exhibit Hall CD

8:30 – 9:30Session details on page 16

Compliance Town Hall MeetingPotomac C/1-3

Client Center: Transitioning Chesapeake G

What Can Client Reporting Do for You?Chesapeake 1

Delaying the Tax ReaperMaryland A/1-3

Client Center: Best PracticesChesapeake H

CRM: Best PracticesChesapeake J & K

iPad: IntroductionChesapeake A-C

Trading Systems: Trading through PMCChesapeake I

GPM: Introduction to Collaborative PlanningChesapeake 2 & 3

9:00 – Noon THREE-HOUR SESSION: Super CE: IRA Planning | Potomac AB

9:40 – 10:40Session details on pages 17-18

Charting Your Course: CompliancePotomac C/1-3

iPad: Advanced FeaturesChesapeake A-C

Practice Management: ReportsChesapeake 1

Why Bonds? … Why Now?National Harbor 2-3

Client Center: TransitioningChesapeake G

PMC: Creating Proposals in PMC Chesapeake J & K

Positioning Assets Against Interest RatesNational Harbor 10-11


GPM: Retirement FeaturesChesapeake 2 & 3


Don’t Be in the Minority PartyPotomac C/1-3

Branch AutomationChesapeake A-C

Optimize Your PracticeChesapeake I

Supervisory PitfallsMaryland A/1-3


PMC: Using PMC’s Research Tools Chesapeake J & K

Donor Advised FundsNational Harbor 10-11


GPM: The Living PlanChesapeake 2 & 3

Noon – 12:50 Lunch | Prince George’s Exhibit Hall CD

Noon – 5:00 Technology Center & Internet Café | Maryland CD


Succession Planning Potomac C/1-3



Analyzing Risk and Creating Best Practices Potomac D/4-6



The Continuing Evolution of HybridsNational Harbor 10-11


GPM: IntroductionChesapeake 2 & 3


Cultivating Your Network through LinkedIn Chesapeake I

1:00 – 3:00 TWO-HOUR SESSION: CFP® Ethics | Maryland B/4-6


Charting Your Course: CompliancePotomac C/1-3

Donor Advised FundsNational Harbor 10-11

Client Data PrivacyChesapeake I

I Received a Customer Dispute Potomac D/4-6

GPM: Using GPM for Ultra-HNW ClientsChesapeake A-C

PMC: Creating ProposalsChesapeake J & K




3:00 – 5:00 TWO-HOUR SESSION: Seventh Annual IIMC Workshop | Maryland B/4-6


Social Media and AdvertisingPotomac D/4-6



Supervisory Pitfalls Maryland A/1-3

Trading Systems: Trading through PMCChesapeake I


Branch AutomationChesapeake A-C


4:00 – 5:00 New Financial Advisor Welcome | Cherry Blossom Ballroom Spouse/Guest Welcome | Woodrow Wilson Ballroom

5:30 – 6:30 Fun Run | Starting Line at the Gaylord Pier

6:30 – 9:00 Party along the Potomac! | Potomac Terraces

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7 a.m. – 5 p.m.Conference Registration | Convention Center Prefunction Stop by registration for badges, schedules and conference information, located on the second level of the convention center between the Potomac and Maryland ballrooms.

8 – 8:50 a.m.Breakfast | Prince George’s Exhibit Hall CDEnjoy breakfast, open to all registered attendees and guests, before the day of learning begins.

8:30 – 9:30 a.m.

Client Center: Transitioning from Account InquiryChesapeake GAccount Inquiry has had a long and successful career at Raymond James, but will be retired this summer. As such, learn how you can take advantage of Client Center. This course will offer an in-depth look at the key functions within Account Inquiry and how you can find those same, and often times more enhanced, functions within Client Center. An interactive walkthrough and detailed cross-reference guide will be a part of your transition preparation.

Client Center: Best PracticesChesapeake HClient Center has delivered productivity gains and streamlined interaction by consolidating information from more than 30 systems. Discover how to leverage that integration by fully utilizing Client Center. In this course you’ll discover how to take advantage of the advanced search feature, locate clients who hold specific positions and then take specific actions such as initiate a block trade, run client reports and take advantage of the various options, settings and preferences, and see the most commonly identified best practices the branches have identified while using Client Center.

Trading Systems: Discretionary Trading through PMCChesapeake ILearn how Portfolio Management Center model creation and trading functionality can make your discretionary practice more efficient.

What Can Client Reporting Do for You?Chesapeake 1Decrease report preparation time, deliver consistent professional reports and during this session learn to maximize your time spent with clients by increasing your efficient use of the Reporting tab. Best practices will be shared to assist you in navigating the Reporting tab located in Client Center, as well as an overview of the new client reporting platform being delivered later this year, which will include report packaging, scheduling and new reports.

CRM: Best PracticesChesapeake J & KThis course will examine the overall areas of CRM such as Notes & Activities, Households, Views, Mail Merge and Outlook Functionality and identify best practices within each. By using these practices, you’ll create efficiency in your practice and get back the only truly limited resource within our business … time.

GPM: Introduction to Collaborative PlanningChesapeake 2 & 3This hands-on introductory session will provide an overview of the GPM planning process and highlight core features of the tool. Get started on building plans collaboratively with clients to create a differentiated client experience.

TECHNOLOGY SESSIONS

8:30 – 9:30 a.m. VARIABLE ANNUITY

Fourth Annual RJFS Compliance Town Hall MeetingJason Thackeray, Chief Compliance Officer, Raymond James Financial Services AdvisorsPotomac C/1-3Please join us once again for this open forum discussion on all things compliance. Senior members of the RJFS Compliance staff will be on hand to field questions on policies, procedures, exam priorities, regulatory and legislative issues, and anything else you’d like to discuss. This session satisfies the mandatory compliance credit.

Delaying the Tax ReaperScott Stolz, Senior Vice President, Raymond James Private Client Group, Raymond James Insurance GroupVanessa Marcos, Vice President, Variable Annuity Sales, Raymond James Insurance GroupMaryland A/1-3Clients are just now finding out just how much more they will pay in taxes to support all of the current government programs. But that’s just the beginning. The data leads to only one possible conclusion: Taxes are going to have to go up even more. Suddenly, tax-deferred investing is once again of great importance in any retirement planning. Come hear about something you haven’t heard about in over 10 years – choosing tax-deferred variable annuities based on performance rather than income benefits.

iPad: IntroductionChesapeake A-CThis session is directed at those who are considering purchasing an iPad or have recently acquired one and are interested in knowing how it might help their practice. Here you will uncover the abilities and advantages that iPad has to offer, as well as learn how to take full advantage of it in the course of your business. You will discover basic device configuration and interaction and how to access Raymond James systems and resources, hear some key advice, and learn about applications and accessories.

COMPLIANCE SESSION

VARIABLE ANNUITY SESSION

TECHNOLOGY SESSIONS

17

9 a.m. – Noon

IRA Planning (pre-registration is required for this course)Ed Barrett, CFP®, ChFC®, CLU, CEBS®, RPA, CRPS®, CRPC®, Instructor, Broker Educational Sales & Training, Inc. Potomac ABThis course is designed to give the financial and insurance professional an in-depth review of individual retirement arrangements. The course will review the following: history of IRAs, various types of IRAs (traditional, employer-sponsored, Roth, etc.), planning strategies with IRAs, use of annuities inside IRAs, creditor protection of IRAs, and maximization with life insurance. Following the lecture, an exam will be required for full course credit.

9:40 – 10:40 a.m.

Charting Your Course: Compliance Guidance for Managing Your PracticeAutumn Bonsall, Regional Compliance Officer, Raymond James Financial ServicesKatharine Michaels, Regional Compliance Officer, Raymond James Financial ServicesPotomac C/1-3Join your compliance team as they discuss the unique challenges of keeping your practice compliant within today’s regulatory environment. Using relevant case studies and providing best practices, learn how to mitigate risk and enhance branch procedures. This session satisfies the mandatory compliance credit.

Why Bonds? … Why Now?Nick Goetze, Managing Director, Fixed Income Capital Markets, Raymond James Financial Ted Ruddock, SVP, High Net Worth, Raymond James FinancialSarah Tucker, SVP, Director of Marketing & Education, Fixed Income Capital Markets, Raymond James Financial National Harbor 2-3Why is now still an appropriate time to allocate bonds to an income investor’s portfolio? Long favored as the asset class to satisfy a client’s need for predictable income, fixed income has come under scrutiny recently due to an emphasis on the risks of rising rates to bond valuations. Is all this noise distracting clients from their primary objective for income? The session identifies key considerations, characteristics, risk factors and successful strategies of true fixed income, whether rates go up, down or even sideways, while addressing clients’ unique suitability considerations. This session satisfies the mandatory fixed income credit.

SUPER CE SESSION

COMPLIANCE SESSIONS

FIXED INCOME SESSION

9:40 – 10:40 a.m.

Positioning Your Clients’ Assets to Protect Against Rising Interest RatesRenee Larson, Vice President, Raymond James Insurance Group Johnna Chewning, Vice President, Raymond James Insurance GroupNational Harbor 10-11This session will cover the use of alternative methods to produce higher yield, shorten maturity and reduce interest rate risk in a rising interest rate environment. In addition, it will provide an overview of how the various types of income annuities can be positioned in the client’s portfolio to generate a higher cash flow with guarantees. We also will discuss utilizing life and LTC insurance to help your clients protect their portfolio, allowing them to maintain their lifestyle and maximize their legacy goals.

iPad: Advanced FeaturesChesapeake A-CUncover some of the essential applications on the iPad that will improve your productivity by allowing you to do more when you are away from your desk. This session will focus on using the iPad for prospecting, client engagement, client communications and client reviews. This session will help you turn the iPad from a fun device into an integral tool.


Client Center: Best PracticesChesapeake HClient Center has delivered productivity gains and streamlined interaction by consolidating information from more than 30 systems. Discover how to leverage that integration by fully utilizing Client Center. In this course you’ll discover how to take advantage of the advanced search feature, locate clients who hold specific positions and then take specific actions such as initiate a block trade, run client reports and take advantage of the various options, settings and preferences, and see the most commonly identified best practices branches have identified while using Client Center.

INSURANCE SESSION

TECHNOLOGY SESSIONS

Monday, May 19«M«


TECHNOLOGY SESSIONS

18

10:50 – 11:50 a.m. SUPERVISION SESSION Supervisory Pitfalls: Recent Trends and Legal Case StudiesCourtney Haddad, Vice President, RJFS Branch Supervision, Raymond James Financial ServicesHenry Stiles, Associate Corporate Counsel, Raymond James Financial ServicesMaryland A/1-3As a supervisor, you are the one in charge, but you know all too well that your job description does not even begin to cover the many roles you actually fill. In today’s regulatory environment, supervisors and their supervisory delegates have more complex responsibilities than ever before. Please join Supervision and Legal for a power-packed session with current case scenarios and solid skills to help you maximize your role as a supervisor. This session will satisfy the supervision credit.

Donor Advised FundsJon Muir, Trust Consultant, Raymond James Trust National Harbor 10-11Our trust consultants will walk through donor advised funds (DAF), public charities that provide donors with an immediate tax benefit for their irrevocable contributions made to the fund. The consultants will expound on how the donations are invested and the benefits of using a DAF for both the client and the financial advisor.

Branch Automation: Money Movement, Client Onboarding, eSignatureChesapeake A-CDiscover how to create efficiencies with tools for journaling, onboarding and the new eSignature process. In addition, hear what technology is coming later this year to further improve processes in your business.

Client Center: Transitioning from Account InquiryChesapeake GAccount Inquiry has had a long and successful career at Raymond James, but will be retired this summer. As such, learn how you can take advantage of Client Center. This course will offer an in-depth look at the key functions within Account Inquiry and how you can find those same, and often times more enhanced, functions within Client Center. An interactive walkthrough and detailed cross reference guide will be a part of your transition preparation.


TRUST SESSION

TECHNOLOGY SESSIONS

9:40 – 10:40 a.m.

Practice Management: Focus Report & Book Management ReportsChesapeake 1Many advisors spend a lot of time working IN their business, but how much time do they truly dedicate to working ON their business? In this presentation, a review of the tools Raymond James offers, such as the new Focus report along with the corresponding Book Management reports, will illustrate areas where you can break down your current business makeup and identify opportunities for business expansion and growth.

PMC: Creating Proposals in PMC with New FeaturesChesapeake J & KThis hands-on session will highlight the new flexibility of the Quick Proposal Solution Path of PMC. You will learn how to create proposals using an existing model portfolio, using an existing set of Raymond James accounts or using ticker symbols. Come see why PMC usage was up 50% in the first month that Quick Proposal was deployed.

GPM: A Deeper Dive on the Retirement Features in GPMChesapeake 2 & 3This hands-on session will review the features that matter most to clients transitioning to their next phase of life. We will take an in-depth look at life expectancy, Social Security, cash flow in the Retirement Framework, modeling healthcare expenses in a plan, long-term care insurance and annuities.

10:50 – 11:50 a.m.

Don’t Be in the Minority Party – How an Effective Business Continuity Plan Can Preserve Your PracticeAlyssa Meyer, VP, Director Of Compliance, Raymond James Financial ServicesErin Eckhouse, Education Manager, Raymond James Financial ServicesMatt Croft, Manager, Operational Risk and Privacy, Raymond James FinancialPotomac C/1-3Learn important steps financial advisors can take to ensure business continuity in everyday situations from intermittent weather to catastrophic events. Explore technology, marketing and staffing tips from real-life situations. This session satisfies the mandatory compliance credit.

TECHNOLOGY SESSIONS

COMPLIANCE SESSION


TECHNOLOGY SESSIONS

19

10:50 – 11:50 a.m. TECHNOLOGY SESSIONS Optimize Your Practice with New Fixed Income and UIT ResourcesChesapeake IEnhance your trading experience and streamline practice management with the latest enhancements to the BondDesk and UIT trading platforms. Be introduced to time-saving tools in the new UIT order entry and position management system. Sarah Tucker and Kristy Thomas will integrate timely strategies for portfolio reviews and proposal tools with actual success stories in a lively presentation.

PMC: Using PMC’s Research Tools to Make Your Business More EfficientChesapeake J & KPMC contains a robust product database with over 30,000 products available. This hands-on session will highlight how key features such as tagging favorites, product comparison reports, simulated portfolios and product factsheets can streamline your investment process. Can PMC be a free replacement for third-party product research tools you are currently paying for out of your pocket?

GPM: The Living PlanChesapeake 2 & 3Once created, a GPM plan can become the “common language” of your ongoing relationship with clients and how your value is measured. This hands-on session will go deeper on key features that empower the “living plan” including Executive Summary, Investment Policy Statements, Periodic Review report template, sharing plans through Investor Access, and adopting plans for ongoing monitoring through Star Track.

Noon – 12:50 p.m.Lunch | Prince George’s Exhibit Hall CDEnjoy a nutritious lunch, open to all registered attendees and guests.

Noon – 5 p.m.Technology Center & Internet Café | Maryland CDThe Technology Center showcases the latest Raymond James technology solutions. Learn about improvements that are available today, what is being worked on, and provide your feedback for future enhancements. New this year is “Office of the Future … Available Today” where you can learn about ways to better engage your clients. The Internet Café provides PCs so you can log into Advisor Access, check email and surf the web. Be sure to stop by!

1 – 2 p.m.

Succession Planning: Navigating the Purchase/Sale of Your Practice, Branch Affiliation Issues, and Customer Complaint ReportingMike Alford, SVP, Deputy General Counsel, Raymond James Financial Henry Stiles, Associate Corporate Counsel, Raymond James FinancialPatrick Jinks, CPA, Director, Succession Planning & Acquisitions, Raymond James Financial ServicesPotomac C/1-3We’ll walk through the legal requirements for purchasing and/or selling a practice, as well as discuss the pitfalls for improperly sharing commissions with retiring financial advisors. Please join Mike Alford, our deputy general counsel, and Henry Stiles, Esq., as they discuss the potential risks to the branch if a succession plan is not in place. Mike serves on SIFMA’s Compliance and Legal Executive Committee and is a frequent speaker at industry conferences. He also serves as an arbitrator for FINRA and NFA. This session satisfies the mandatory compliance credit.

Analyzing Risk and Creating Best Practices for Your Investment Advisory BusinessScott Waterbury, RIA Compliance Officer, RJFSA, Raymond James Financial Services AdvisorsPotomac D/4-6This presentation will discuss current investment adviser compliance priorities with a look at how evolving regulatory guidance and requirements may affect your practice. We will review such matters as the 2014 SEC focus on dual registrants, disclosure documents, other common deficiencies and the recent FINRA Regulatory Notice regarding plan rollovers to individual retirement accounts. This session satisfies the mandatory compliance credit.

INSURANCE SESSION The Continuing Evolution of HybridsJim Swink, Vice President, Raymond James Insurance Group Renee Larson, Vice President, Raymond James Insurance GroupNational Harbor 10-11More companies are developing insurance products that provide both life insurance and long-term care insurance coverage. The insurance companies design these products in different manners, and they can be used in multiple situations.

VARIABLE ANNUITY SESSION Delaying the Tax ReaperScott Stolz, Senior Vice President, PCG Investment Products, Raymond James Insurance GroupVanessa Marcos, Vice President, Variable Annuity Sales, Raymond James Insurance Group Maryland A/1-3Clients are just now finding out just how much more they will pay in taxes to support all of the current government programs. But that’s just the beginning. The data leads to only one possible conclusion: Taxes are going to have to go up even more. Suddenly, tax-deferred investing is once again of great importance in any retirement planning. Come hear about something you haven’t heard about in over 10 years – choosing tax-deferred variable annuities based on performance rather than income benefits.

COMPLIANCE SESSIONS

Monday, May 19«M«

20

1 – 2 p.m.



1 – 3 p.m.

CFP® EthicsMal Makin, CFP®, Branch Manager, Westerly, Rhode Island, Raymond James Financial ServicesMaryland B/4-6Each CFP® is required to earn two credits in ethics for each two-year reporting period – this program qualifies. Mal will highlight areas that may be problematic for advisors.

2:10 – 3:10 p.m..

Charting Your Course: Compliance Guidance for Managing Your PracticeThomas Ackermann, Regional Compliance Officer, Raymond James Financial ServicesRob Blenis, Regional Compliance Officer, Raymond James Financial ServicesPotomac C/1-3Join your compliance team as they discuss the unique challenges of keeping your practice compliant within today’s regulatory environment. Using relevant case studies and providing best practices, learn how to mitigate risk and enhance branch procedures. This session satisfies the mandatory compliance credit.

TECHNOLOGY SESSIONS

TWO HOUR SESSION

COMPLIANCE SESSIONS

1 – 2 p.m.




Cultivating Your Network through LinkedIn – Introductory SessionChesapeake IOver 90% of financial advisors are using LinkedIn today as a highly effective tool for building and growing relationships with clients and prospects. Learn how to set up a LinkedIn profile and build a network of connections so you, too, can realize the value in this social media site.


TECHNOLOGY SESSIONS


TECHNOLOGY SESSIONS

21

2:10 – 3:10 p.m..

I Received a Customer Dispute – Now What?John Bowman, Dispute Resolution and Regulatory Affairs Officer, Raymond James Financial ServicesPotomac D/4-6A customer dispute can be one of the most stressful events in a financial advisor’s career. A customer dispute brings with it financial, regulatory and reputational risk as well as emotional distress that can have a negative impact on your practice. Often financial advisors are caught off guard when they are notified of a customer dispute, and questions quickly come to mind like what is the process for handling a client dispute? Will I have to amend my U4? How long will a client dispute, if reportable, be visible to current and future clients? Will I be covered by errors and omissions insurance if there is a settlement? Are my legal fees covered? What is my deductible? All of these questions and more will be answered during this information-packed session, as well as a discussion about current complaint and regulatory trends. This session satisfies the mandatory compliance credit.

Why Bonds? … Why Now?Nick Goetze, Managing Director, Fixed Income Capital Markets, Raymond James Financial Ted Ruddock, SVP, High Net Worth, Raymond James FinancialSarah Tucker, SVP, Director of Marketing & Education, Fixed Income Capital Markets, Raymond James Financial National Harbor 2-3Why is now still an appropriate time to allocate bonds to an income investor’s portfolio? Long favored as the asset class to satisfy a client’s need for predictable income, fixed income has come under scrutiny recently due to an emphasis on the risks of rising rates to bond valuations. Is all this noise distracting clients from their primary objective for income? The session identifies key considerations, characteristics, risk factors and successful strategies of true fixed income, whether rates go up, down or even sideways, while addressing clients’ unique suitability considerations.

Donor Advised FundsJeanne Connolly, Trust Consultant, Raymond James Trust National Harbor 10-11Our trust consultants will walk through donor advised funds (DAF), public charities that provide donors with an immediate tax benefit for their irrevocable contributions made to the fund. The consultants will expound on how the donations are invested and the benefits of using a DAF for both the client and the financial advisor.

COMPLIANCE SESSIONS


TRUST SESSION

2:10 – 3:10 p.m..

GPM: Using GPM for Ultra-High Net Worth ClientsChesapeake A-CGPM is not just for retirement planning for mass affluent clients. Learn how you can use GPM to have meaningful conversations with ultra-HNW clients who are not concerned with running out of money, but want to know what their wealth can mean for their lifestyle and legacy. Specific features for business owners and corporate executives also will be highlighted.


Client Data Privacy: Threats and Solutions that Impact Your PracticeChesapeake IHear about the latest threats to your clients, and ultimately to your practice, including elder abuse, identity theft, email account takeovers, and sharing of client information. You also will learn about the new vendor management process, latest best practices to protect your practice and changes in privacy regulations.

PMC: Creating Proposals in PMC with New FeaturesChesapeake J & KThis hands-on session will highlight the new flexibility of the Quick Proposal Solution Path of PMC. You will learn how to create proposals using an existing model portfolio, using an existing set of Raymond James accounts or using ticker symbols. Come see why PMC usage was up 50% in the first month that Quick Proposal was deployed!


TECHNOLOGY SESSIONS

Monday, May 19«M«

22

3:20 – 4:20 p.m..

Branch Automation: Money Movement, Client Onboarding, eSignatureChesapeake A-CDiscover how to create efficiencies with the tools for journaling, onboarding and the new eSignature process. In addition, hear what technology is coming later this year to further improve processes in your business.





TECHNOLOGY SESSIONS3 – 5 p.m.

Seventh Annual IIMC WorkshopDaren Easterling, Ph.D., CIMA®, Vice President, Director of Investment Consulting, Asset Management Services Maryland B/4-6Join us again at the seventh annual IIMC Workshop to learn about our team’s latest research and hear from your fellow advisors.

3:20 – 4:20 p.m.

Social Media and Advertising: Are You in Compliance?Patrick Cuillo, Compliance Officer, Raymond James Financial Services William Brill, Compliance Supervisor, Raymond James Financial ServicesPotomac D/4-6Get ready to explore how you and your team can be compliant in using social media, seminars and other forms of communication with clients, prospects and centers of influence. We will discuss best practices and regulatory guidance to help you craft an effective communication strategy. This session satisfies the mandatory compliance credit.

Supervisory Pitfalls: Recent Trends and Legal Case StudiesCourtney T. Haddad, Vice President, RJFS Branch Supervision, Raymond James Financial ServicesHenry A. Stiles, Esq., Associate Corporate Counsel, Raymond James Financial ServicesMaryland A/1-3As a supervisor, you are the one in charge, but you know all too well that your job description does not even begin to cover the many roles you actually fill. In today’s regulatory environment, supervisors and their supervisory delegates have more complex responsibilities than ever before. Please join Supervision and Legal for a power-packed session with current case scenarios and solid skills to help you maximize your role as a supervisor. This session will satisfy the supervision credit.

TWO HOUR SESSION

COMPLIANCE SESSION

SUPERVISION SESSION

TECHNOLOGY SESSIONS



23

3:20 – 4:20 p.m..


4 – 5 p.m.New Financial Advisor Welcome | Cherry Blossom BallroomIf this is your first national conference, please join us for an overview of the week ahead.

Spouse/Guest Welcome | Woodrow Wilson BallroomFor spouses and guests who are interested in learning more about the National Harbor and D.C. areas. Join us for an area overview and an opportunity to mingle with other spouses and guests.

5:30 – 6:30 p.m.Fun Run sponsored by John Hancock, Putnam Investments & Columbia Management | Starting Line at the Gaylord PierJump-start the 2014 National Conference for Professional Development with a Fun Run/Walk. The pace will be leisurely, and water will be provided along the course. Everyone is encouraged to join in, so if you’re not looking to lace up those sneakers, come out and enjoy the beautiful view while cheering on participants!

6:30 – 9 p.m.Opening Night Party along the Potomac! | Potomac TerracesStep right out of the back doors of the hotel to enjoy the natural surroundings of the many outdoor terraces, all overlooking the beautiful Potomac River, while indulging in some of the area’s local food and beer trucks. It will be a fun and casual evening you don’t want to miss!

TECHNOLOGY SESSIONS Notes

Monday, May 19«M«

On matters of style, swim with the current; on matters of principle, stand like a rock.

– Thomas Jefferson

24

TUESDAY EVENTS + SESSIONS

25

«T«

GENERAL SESSIONS

FID SESSIONS

TECHNOLOGY SESSIONS







8:00 – 8:50 Branch Professionals Technology Breakfast | Maryland CD

8:00 – 8:50 FID Breakfast | Woodrow Wilson Ballroom

9:00 – 5:00 Technology Center & Internet Café | Maryland CD

9:00 – 9:10 General Session: Conference Kickoff | Potomac AB

9:10 – 9:40 General Session: Making a Monumental Difference | Potomac AB

9:40 – 10:30 General Session: Erskine Bowles | Potomac AB


Randy GerberMaryland A/1-3

Casey PatrickPotomac D/4-6

Optimize Your PracticeChesapeake I

Jim KruzanMaryland B/4-6

$1 Million Reasons to Use GPMChesapeake 4-6


Billy PetersonNational Harbor 10-11



Kalita BlessingNational Harbor 2-3


GPM and HiddenLevers: Stress TestingChesapeake 2 & 3

John BurkePotomac C/1-3


Cultivating InfluenceCherry Blossom

11:40 – 12:40 Main Lunch | Prince George’s Exhibit Hall CD Faith and Fellowship Luncheon | Woodrow Wilson

12:50 – 2:40 General Session: Top Advisor Best Ideas | Potomac AB


Avoiding the Cliff: Succession PlanningMaryland A/1-3

Public Speaking 2.0Potomac C/1-3


Performance Train Your FA BrainNational Harbor 2-3

Wealth, Retirement & Portfolio SolutionsPotomac D/4-6

Disclosure System: Outside ActivityChesapeake 1

What’s a Bond Investor to Do?Chesapeake D-F

ETF RoundtableChesapeake 7-9


AMS Outlook: Double-digit ReturnsMaryland B/4-6

An Insurance Plan for Increased ProductionChesapeake 4-6

Timely Tips on LeadingCherry Blossom

Building Your Practice to SurviveNational Harbor 10-11



Better Use of Social MediaChesapeake 7-9

Trusted Allies PanelPotomac D/4-6

Optimizing your Social Media PresenceChesapeake I

Resumes, Interviews and ReferencesMaryland A/1-3

Taking the Mystery Out of SegmentationChesapeake 4-6


Fad Diets, Dietary Supplements and RxNational Harbor 2-3

Leveraging GPM and PMCPotomac C/1-3


Portfolio & Technical Strategy GroupChesapeake D-F



Substantially Increase Your AssetsMaryland B/4-6


“Behind the Scenes” in OperationsCherry Blossom

Business Development on the GoNational Harbor 10-11


5:00 – 6:00 Resource Center Reception | Prince George’s Exhibit Hall CD

9:30 – 11:00 Hospitality Lounge featuring Club Phred | Cherry Blossom Ballroom

26

10:40 – 11:30 a.m.

Do You Remember When …Randy Gerber, Branch Manager, Columbus, OhioMaryland A/1-3Do you remember the healthy dose of fear and adrenaline-driven excitement you had when you started your business? Do you remember how happy you were then? Come hear Randy talk about creating a culture of innovation and excitement in your business to bring back that adrenaline rush on a profitable basis as well as creating a culture in which your employees enjoy their work and thrive.

Using Service Models and Retainer Fees to Enhance Service and Spur Revenue GrowthJim Kruzan, Branch Manager, Fenton, MichiganMaryland B/4-6Looking to systematize and enhance your client experience? Trying to provide clients the service they deserve while making the economics work? Jim will discuss how implementing service models can provide guidance to those who really need help, but also creates a value proposition where clients are willing to pay additional retainer fees for the experience.

The Winning Formula – Go to the Front and Improve Your PositionBilly Peterson, Branch Manager, Ogden, Utah National Harbor 10-11Billy will discuss lessons learned as a professional jockey and how they translated into his success as a financial advisor. Learn how to “take the blinders off” to find areas of weakness and opportunity.

Will Your Business Survive without You? Transitioning an Ensemble PracticeKalita Blessing, Financial Advisor, Dallas, TexasNational Harbor 2-3How do you design a successful transition from two founding partners to five partners today? Learn how Quest Capital Management survived and thrived after transitioning the remaining founding partner. We will highlight how we are structured as an ensemble firm and how this led to an easy transition, highlighting what worked and the challenges that had to be overcome. We will also address what we could have done better and the challenges ahead.

To Index or Not?John Burke, Branch Manager, Iselin, New JerseyPotomac C/1-3We will make more of a difference with our clients through investing than anything else we do – for better or worse. There are five jobs we all do: operations and managing the branch, marketing, financial planning, client service and investing. The last three are what we do for clients. If you can invest client money well, you make everything else easier. It is hard to differentiate with planning; client service is huge but everyone is promising great service. More referrals come from better investing and clients reaching their planning goals with more frequency.

TOP ADVISOR SESSIONS

7 a.m. – 5 p.m.Conference Registration | Convention Center PrefunctionStop by registration for badges, schedules and conference information, located on the second level of the convention center between the Potomac and Maryland ballrooms.


8 – 8:50 a.m.Branch Professional Technology Breakfast | Maryland CDThis breakfast provides branch professionals attending the conference exclusive access to the technology center to learn about and explore the highlighted systems and tools.

8 – 8:50 a.m.FID Breakfast | Woodrow Wilson Ballroom

9 a.m. – 5 p.m.Technology Center & Internet Café | Maryland CD

9 – 9:10 a.m.

Conference KickoffDavid Sisemore, Regional Director, ICD Regional Management, Raymond James Financial ServicesPotomac ABJoin David Sisemore for an overview of our week.

9:10 – 9:40 a.m.

Making a Monumental DifferenceScott Curtis, President, Raymond James Financial ServicesPotomac AB

9:40 – 10:30 a.m.

Erskine Bowles RemarksErskine Bowles, Co-Founder, The Campaign to Fix the DebtPotomac ABJoin Erskine Bowles, a veteran of business and government who – along with former Senator Alan Simpson – was appointed by President Obama to co-chair America’s debt reduction commission, for his take on the national dialogue concerning what must be done to address America’s deficit crisis.

GENERAL SESSION

GENERAL SESSION

GENERAL SESSION

27

10:40 – 11:30 a.m.

Leveraging Technology in Practice Growth and Client ServiceCasey Patrick, Branch Manager, Atlanta, GeorgiaPotomac D/4-6Learn how Casey freed up time to allow him to spend more quality time with his top clients. Growth is difficult to manage but leveraging technology will allow you to work with the clients you want in the manner you desire.

$1 Million Reasons to Use GPMPat Faulkner, Financial Advisor, Executive Vice President and Managing Director, Monarch Bank Scott Piggush, Financial Advisor, Homestar Investment ServicesChesapeake 4-6In 2013, over 20% of the firm’s GPM plans were generated by FID financial advisors. Hear how two $1 million FID advisors have created a new normal in their business by utilizing GPM to develop sophisticated financial planning strategies when working with high net worth clients.





TOP ADVISOR | FID SESSION

TECHNOLOGY SESSIONS

10:40 – 11:30 a.m.

Optimize Your Practice with New Fixed Income and UIT ResourcesChesapeake IEnhance your trading experience and streamline practice management with the latest enhancements to the BondDesk and UIT trading platforms. Be introduced to time-saving tools in the new UIT order entry and position management system. Sarah Tucker and Kristy Thomas will integrate timely strategies for portfolio reviews and proposal tools with actual success stories in a lively presentation.



GPM and HiddenLevers: Stress Testing and Risk Tolerance in the Planning ProcessChesapeake 2 & 3This session will highlight the importance of stress testing in the collaborative planning process to accelerate client trust and understanding. Additionally, we will highlight our new relationship with HiddenLevers, a sophisticated portfolio stress-testing tool, and how it is integrated in the GPM process. You will be able to have conversations with your clients no other advisors in the industry are capable of!

Cultivating InfluenceStephanie Dollschnieder, Founder and CEO, UpSwing Performance Improvement, Inc. Cherry BlossomHow can we influence people when we have no direct authority? This presentation is an entertaining exploration of the nature of influence and the importance of communication in developing your ability to sway or inspire, affect or induce in both your professional and personal lives.

TECHNOLOGY SESSIONS

BRANCH PROFESSIONAL SESSION

Tuesday, May 20«T«

TECHNOLOGY SESSIONS

BRANCH PROFESSIONAL SESSIONS

GENERAL SESSIONS


FID SESSIONS

28

2:50 – 3:50 p.m.

Performance Train Your FA BrainDr. Richard Peterson, MarketPsych LLC National Harbor 2-3Learn exercises from modern neuroscience to help you stay positive, motivated and productive. FAs experience many of the same stresses as high-performance athletes – circumstances out of their control, long slumps, volatile fans (clients) and high expectations. In order to prevent burnout and maintain high performance over the long term, top FAs develop positive habits that cultivate creativity, equanimity and resilience. This course accelerates the learning that the best FAs experience over their careers. In this course FAs will learn and practice five proven brain-training exercises for enhancing motivation, optimism, creativity, emotional resilience and comfort with market uncertainty.

What’s a Bond Investor to Do? Evolving Your Fixed Income Portfolio for the Next CyclePricilla Hancock, Managing Director, JP Morgan Asset ManagementChesapeake D-FInvesting in bonds has become increasingly challenging over the past year. As we look to the future, what’s the role of fixed income in a diversified portfolio? Is it time to move to equities? Or cash? Or just move everything short? How can investors protect their portfolios from the uncertainties of interest rates and inflation? Where are the opportunities for return and/or income? And what about specific asset classes? Are emerging markets dead? Are there any opportunities left in high yield? What about bank loans? And what’s going on with municipal bonds? In this discussion, we’ll take a look at a framework for fixed income portfolio construction and examine some of today’s most frequently asked questions.

AMS Outlook: Double-digit Returns for 2014?George A. Raffa, CIMA®, Senior Vice President, National Sales Manager, Asset Management Services Nicholas L. Lacy, CFA, Vice President, Consulting Services, Director of Institutional Research, Asset Management ServicesMaryland B/4-6Come hear George Raffa and Nicholas Lacy discuss how Freedom is positioned to maintain the strong performance of 2013 and is ready to capitalize on opportunities moving forward. Understand how this solutions-based approach can work for clients of various risk tolerances.

Building Your Practice to Survive the Next Rough LandingDave Lee, Director, PCG Education, Raymond James Financial National Harbor 10-11Up markets are great, but they can also promote complacency, which can impact your ability to service clients and damage or destroy your business. Learn how to prevent this by building resiliency into your business now, so you not only survive but thrive when things get tough.

PROFESSIONAL DEVELOPMENT SESSIONS11:40 a.m. – 12:40 p.m.Main Lunch | Prince George’s Exhibit Hall CDEnjoy a nutritious lunch, open to all registered attendees and guests.

11:40 a.m. – 12:40 p.m.Faith and Fellowship Luncheon | Woodrow Wilson

12:50 – 2:40 p.m.

Top Advisor Best IdeasGerry Klingman, Branch Manager, New York, New YorkJudith McGee, Branch Manager, Portland, OregonMal Makin, Branch Manager, Westerly, Rhode IslandMark Smith, Branch Manager, Greenwood Village, ColoradoRandy Carver, Branch Manager, Mentor, OhioVan Pearcy, Branch Manager, Midland, TexasPotomac ABHear from some of our top advisors in a “TED” format, with each advisor focusing on their key messages in information-packed 15-minute blocks.

2:50 – 3:50 p.m.

Avoiding the Cliff: The Economics of Succession PlanningPatrick Jinks, CPA, Director, Succession Planning and Acquisitions, Raymond James Financial Services Nate Lenz, AAMS, Sr. Consultant, Succession Planning and Acquisitions, Raymond James Financial ServicesMaryland A/1-3Your livelihood. Your financial stability. Your legacy. Whether you plan to retire tomorrow or work for the foreseeable future, the steps you take today will have a major impact on the viability of your long-term plan. Join us as we walk through a variety of succession scenarios, outlining both the financial and psychological implications, to help you understand which route may be the best for you. While there is no one-size-fits-all approach to succession planning, understanding your options and planning accordingly will ensure that your practice continues to thrive.

GENERAL SESSION



GENERAL SESSIONS


TECHNOLOGY SESSIONS

FID SESSIONS

29

2:50 – 3:50 p.m.

Public Speaking 2.0: Knock Your Skills up a NotchChris Jahnke, Speech Coach, Positive Communication Potomac C/1-3This highly interactive session will help you articulate your expertise with polish and credibility. This speech coach to Michelle Obama and corporate CEOs shares best practices for presenting yourself and your ideas more effectively. Skill-building exercises will refine your signature speaking style.

Rapid Fire: Best Ideas from Wealth, Retirement & Portfolio SolutionsPatrick O’Connor, SVP, Wealth, Retirement & Portfolio SolutionsPat Daxon, VP, Wealth, Retirement & Portfolio Solutions Kristie Kindstrom, VP, Wealth, Retirement & Portfolio Solutions Bo Bohanan, Director, Retirement Plan ConsultingChet Pinckernell, Director, Portfolio SolutionsAnne Platt, Director, Investment StrategyPotomac D/4-6Are you keeping pace with the rapidly changing competitive landscape for financial advice? This fast-paced session will highlight the best ideas from Wealth, Retirement & Portfolio Solutions. High net worth client issues, “robo-advisors,” collaborative “paperless” planning, model-based portfolio management, the new Investment Strategy Committee, ERISA fiduciary issues, new technology initiatives and more will be covered.

ETF Roundtable: Managing Duration in a Rising Interest Rate EnvironmentAmy Charles, SVP, Director, Closed-End Fund Research, Raymond JamesRon Heller, CEO, Senior Portfolio Manager, Peritus Asset ManagementKevin W. Quigg, CIMA, Global Head, ETF Sales Strategy Group, State Street Global Advisors Kevin Ireland, Director of Institutional Investments, ALPS Distributors Inc.Chesapeake 7-9It is becoming increasingly important to balance clients’ need for income with their risk tolerance to interest-rate sensitive asset classes. The panel’s guests will discuss ways to generate income while also managing interest-rate risk through the use of exchange-traded funds. Join us as our distinguished panel of ETF experts discusses strategies and products that can assist in managing your clients’ income needs through the use of ETFs.

An Insurance Plan for Increased ProductionJimmy May, Branch Manager, First Bank & Trust Vanessa Levan, Financial Advisor, Busey BankChesapeake 4-6Results have shown that FID advisors who incorporate life insurance into their practice have greater success with production during non-fee months. Join two top FID life insurance producers along with Jim Swink, Raymond James Insurance Group, VP of Life Insurance Sales, as they share how integrating life insurance has created a 13th month of revenue.


PROFESSIONAL DEVELOPMENT | FID SESSION

2:50 – 3:50 p.m.


Client Center: Client Center Best PracticesChesapeake HClient Center has delivered productivity gains and streamlined interaction by consolidating information from more than 30 systems. Discover how to leverage that integration by fully utilizing Client Center. In this course you’ll discover how to take advantage of the advanced search feature, locate clients who hold specific positions and then take specific actions such as initiate a block trade, run client reports and take advantage of the various options, settings and preferences, and see the most commonly identified best practices branches have identified while using Client Center.

Disclosure System: Outside ActivityChesapeake 1This session will offer step-by-step instructions for associates requesting, reaffirming and ending their own outside business activities. Additionally we will offer step-by-step instructions to branch managers for reviewing their associates’ disclosed outside activities.


Timely Tips on Leading as a Branch ProfessionalTodd Gartrell, CFP®, RCC, Assistant Regional Director, ICD Southeast Division, Raymond James Financial Services Cherry BlossomIn this session, Todd Gartrell, a former branch manager, will go over how, as a branch professional, you can be a leader in the branch in setting a tone of success and therefore increasing not only your own value to the branch, but also the value of the financial practice you support.

TECHNOLOGY SESSIONS



30

4 – 5 p.m.

Substantially Increase Your Assets with Foundations and Endowments in Your Own BackyardGeorge A. Raffa, CIMA®, Senior Vice President, National Sales Manager, Asset Management Services Robert C. Burns, CFA, AIF®, Director of Institutional Consulting Services, Asset Management ServicesMaryland B/4-6Learn how the new Raymond James Institutional Portfolios, custom-designed for foundations and endowments with $3 million to $50 million, can help you significantly grow your book of business. Asset Management Services’ George Raffa and Bob Burns outline how these hybrid portfolios, anchored in Freedom’s institutional process, utilize separately managed accounts, ETFs and actively managed mutual funds. We strongly believe this is a better mousetrap than what institutions are currently using. Join us to start capitalizing on this opportunity now.

Business Development on the GoKip Gregory, Principal, The Gregory Group National Harbor 10-11Millions rely on tablets and smartphones as a portable lifeline to clients, colleagues and the office. Most never shift out of first gear. This session will teach you tips and tricks for harnessing the power of your smart devices to gather intelligence, communicate and follow up more effectively.

Trusted Allies PanelMike Hines, Branch Manager, Atlanta, Georgia Holmes Pettey, Financial Advisor, Clarksdale, Mississippi Kalita Blessing, Financial Advisor, Dallas, Texas Corey Vertich, Financial Advisor, Ft. Myers, Florida Randy Carver, Branch Manager, Mentor, Ohio Potomac D/4-6Come and listen to top advisors Mike Hines, Holmes Pettey, Kalita Blessing, Corey Vertich and Randy Carver share how they have utilized Raymond James Trust to deepen client relationships and win new business.

Taking the Mystery out of Client SegmentationMelisa Lindsay, Director, Investment Sales, Addison Avenue Investment ServicesRich Narez, Vice President, Addison Avenue Investment ServicesSteven Kruchten, President, Bremer Investment ServicesChesapeake 4-6The benefits of client segmentation can be profound, and it’s not as hard as you may think. In this session, FID will demonstrate a simple tool that can deliver a client segmentation list for your practice in less than 10 minutes. You also will hear from two FID institutions that have taken segmentation to a new level by integrating solutions for marketing to existing clients and targeting new client segments of bank-only customers.


PROFESSIONAL DEVELOPMENT | FID SESSION

4 – 5 p.m.

Better Use of Social MediaMichelle Lynch, Director, Raymond James MarketingLisa Turley, Vice President, Advisor Services, Raymond James Marketing Chesapeake 7-9In this session, you will hear from a panel of financial advisors who are successfully using web marketing and social media strategies to improve referrals, support marketing efforts and enhance overall brand awareness. You’ll hear tips on how to improve your search results, suggestions for what to post and ways to assess success.

Resumes, Interviews and References – Oh My!Andrea Schlapia, Founder & CEO, Ironstone Maryland A/1-3Identifying, selecting and developing your team is not a task to take lightly. Hear from your peers Rex Whiteside, Judy Singleton and Zach Hayes in a panel discussion, facilitated by Andrea Schlapia of Ironstone, on how they successfully navigated the hiring gauntlet and have the teams to prove it. Sponsored by Destra

Fad Diets, Dietary Supplements and Rx from A to Z: What Works & What is Worthless in 2014!Dr. Mark Moyad, Co-Director, Men’s Health Program, University of MichiganNational Harbor 2-3Is it worth trying or a waste of time and money? Join Dr. Mark Moyad, author and director of Complementary and Alternative Medicine at the University of Michigan Medical Center, as he discusses what works and what’s worthless regarding drugs, supplements, heart health, ED, new diets and much more.

Portfolio & Technical Strategy Group Introduction: How to Best Use Our Services and Review of Guided Model PortfoliosMike Gibbs, Director, Portfolio and Technical Strategy, Raymond James Financial Chesapeake D-FPlease join Mike Gibbs, the head of the newly formed Equity Portfolio & Technical Strategy group, as he briefly introduces the services offered by the group and explains how to utilize them in your practice to better serve your clients’ equity needs. Additionally, Mike will dedicate a substantial portion of the presentation to discuss the four Model Portfolios – Core Growth, Equity Income, Equity Income Plus and the Sector ETF Portfolio – offered by the group.




TECHNOLOGY SESSIONS

FID SESSIONS

31

4 – 5 p.m.

Leveraging Goal Planning & Monitoring (GPM) and Portfolio Management Center (PMC) – Insights from Your PeersPotomac C/1-3Hear from fellow top advisors on how they are leveraging GPM and PMC within their practice in this panel-driven session. We will take a deep dive into how each advisor has integrated these new tools into their client advisory experience and gained efficiency in their practice by doing so. We also will discuss the initial challenges, the meaningful successes and how each advisor is using these tools to take their practice to new heights.




Optimizing Your Social Media PresenceChesapeake IFinancial advisors are identifying new prospects and deepening existing relationships by leveraging social media as a key tool in their overall marketing strategy. Learn advanced techniques that will allow you to optimize your existing social media presence while improving the efficiency of time invested in these activities.

TECHNOLOGY SESSIONS4 – 5 p.m.




“Behind the Scenes” in Operations: An Insider’s Guide to Client OnboardingTrudy Bixby, Sr. Vice President, Operations, Raymond James & Associates Cherry BlossomLearn tips to smooth out the client onboarding process and make it go right the first time, from opening accounts to transferring assets and setting up cash management features. Also discover upcoming changes to make it even easier for you to bring on new business.

5 – 6 p.m.Resource Center Reception | Prince George’s Exhibit Hall CDJoin our Education & Marketing Partners, Educational Exhibitors and home office departments for the annual Resource Center Reception.

9:30 – 11 p.m.Hospitality Lounge featuring Club Phred | Cherry Blossom BallroomJoin us for great music, dancing and cocktails.

TECHNOLOGY SESSIONS



Always bear in mind that your own resolution to succeed is more important than any other one thing.

– Abraham Lincoln

32

WEDNESDAY EVENTS + SESSIONS


7:30 – 9:00 Main Breakfast (breakfast also served outside of compliance & supervision sessions) | Prince George’s Exhibit Hall CD



I Received a Customer Dispute National Harbor 2-3

Don’t Be in the Minority Party Chesapeake D-F


Analyzing Risk and Creating Best PracticesPotomac C/1-3

Social Media and AdvertisingChesapeake 4-6


Charting Your Course Potomac D/4-6

Supervisory Pitfalls: Recent TrendsMaryland B/4-6

9:10 – 10:00 General Session: Paul Reilly Remarks Followed by Q&A with Scott Curtis | Potomac AB

33

«W«

GENERAL SESSIONS

FID SESSIONS

TECHNOLOGY SESSIONS






Low Yields, an Aging PopulationChesapeake 10-12

Disruption in MotionNational Harbor 10-11


The New Geography of Investing Chesapeake 4-6

From Capitol Hill to Main StreetNational Harbor 2-3

Client Data PrivacyChesapeake I

Rising Interest Rates Chesapeake 7-9

Ahead of the Trends: Washington UpdatePotomac C/1-3

Disclosure System: Outside ActivityChesapeake 1

How to Build a Professional PracticeChesapeake D-F

Beyond the Taper: Fixed IncomePotomac D/4-6


Investing for a New WorldMaryland A/1-3


GPM: Intro to Collaborative PlanningChesapeake 2 & 3

Guide to the MarketsMaryland B/4-6


Financially Advising CouplesCherry Blossom


Susanna RobinsonChesapeake 10-12

Joel Adams & Pat VarneyNational Harbor 2-3


Marty KoomanChesapeake 7-9

GPM/PMC/Reporting: Building ModelsChesapeake A-C

Optimize Your PracticeChesapeake 2 & 3

Jeff Kowal & Aaron KowalPotomac C/1-3


Bringing Home the BaconCherry Blossom

Carl StuartMaryland A/1-3


Mary OwensMaryland B/4-6


12:10 – 1:40 Lunch & Resource Center | Prince George’s Exhibit Hall CD

1:50 – 2:50 General Session: Chris Gardner | Potomac AB


Orlando’s Outlook: The Six-Year ItchChesapeake 10-12

The Power of Alternatives and Tax Deferral National Harbor 10-11


The Art of Acquiring the Affluent Chesapeake 4-6

Bond StrategiesNational Harbor 2-3

PMC: Using PMC’s Research ToolsChesapeake J & K

Communicating Your Value Chesapeake 7-9

Municipal BondsPotomac C/1-3

GPM: A Deeper DiveChesapeake 2 & 3

Ten Common Myths Chesapeake D-F

Media Replay Potomac D/4-6

The FormulaCherry Blossom

A Prescription for RetirementMaryland A/1-3

GPM: Using GPM for Ultra-HNW ClientsChesapeake A-C

Changing the ConversationMaryland B/4-6



Distinctly Different: Ya Gotta Stand OutChesapeake 10-12

Market Perspectives: Economic UpdateNational Harbor 10-11

Cultivating Your Network – LinkedInChesapeake I

Tax-Sensitive Investing Chesapeake 4-6

The Top 10 Investment Themes National Harbor 2-3


Take Charge of the New Reality Chesapeake 7-9

2014 Investment UpdatePotomac C/1-3


Avoid Getting Fired Chesapeake D-F

Dynamic Duo: A Brand and a Process Potomac D/4-6


Connecting to the Next Generation Maryland A/1-3


Clients Will Benefit from BorrowingCherry Blossom

ThumbonomicsMaryland B/4-6


34

8 – 9 a.m.

Charting Your Course: Compliance Guidance for Managing Your PracticeKatharine Michaels, Regional Compliance Officer, Raymond James Financial ServicesSaad Rahmouni, Regional Compliance Officer, Raymond James Financial ServicesPotomac D/4-6Join your compliance team as they discuss the unique challenges of keeping your practice compliant within today’s regulatory environment. Using relevant case studies and providing best practices, learn how to mitigate risk and enhance branch procedures. This session satisfies the mandatory compliance credit.

Don’t Be in the Minority Party – How an Effective Business Continuity Plan Can Preserve Your PracticeErin Eckhouse, Education Manager, Raymond James Financial ServicesMatt Croft, Manager, Operational Risk and Privacy, Raymond James FinancialChesapeake D-FLearn important steps financial advisors can take to ensure business continuity in everyday situations from intermittent weather to catastrophic events. This session satisfies the mandatory compliance credit.

Social Media and Advertising: Are You in Compliance?Patrick Cuillo, Compliance Officer, Raymond James Financial ServicesWilliam Brill, Compliance Supervisor, Raymond James Financial ServicesChesapeake 4-6 Get ready to explore how you and your team can be compliant in using social media, seminars and other forms of communication with clients, prospects and centers of influence. We will discuss best practices and regulatory guidance to help you craft an effective communication strategy.

Supervisory Pitfalls: Recent Trends and Legal Case StudiesCourtney T. Haddad, Vice President, RJFS Branch Supervision, Raymond James Financial ServicesHenry A. Stiles, Esq., Associate Corporate Counsel, Raymond James Financial ServicesMaryland B/4-6As a supervisor, you are the one in charge, but you know all too well that your job description does not even begin to cover the many roles you actually fill. In today’s regulatory environment, supervisors and their supervisory delegates have more complex responsibilities than ever before. Please join Supervision and Legal for a power-packed session with current case scenarios and solid skills to help you maximize your role as a supervisor. This session will satisfy the supervision credit.

COMPLIANCE SESSIONS

SUPERVISION SESSION

7 a.m. – 5 p.m.Conference Registration | Convention Center Prefunction

7:30 – 9 a.m.Main BreakfastPrince George’s Exhibit Hall CDEnjoy the main breakfast, for those attendees not eating in their Compliance, Variable Annuity or Supervision sessions.

8 a.m. – 5 p.m.Technology Center & Internet Café | Maryland CD

8 – 9 a.m.

I Received a Customer Dispute – Now What?John Bowman, Dispute Resolution and Regulatory Affairs Officer, Raymond James Financial ServicesNational Harbor 2-3A customer dispute can be one of the most stressful events in a financial advisor’s career. A customer dispute brings with it financial, regulatory and reputational risk as well as emotional distress that can have a negative impact on your practice. Often financial advisors are caught off guard when they are notified of a customer dispute, and questions quickly come to mind like what is the process for handling a client dispute? Will I have to amend my U4? How long will a client dispute, if reportable, be visible to current and future clients? Will I be covered by errors and omissions insurance if there is a settlement? Are my legal fees covered? What is my deductible? All of these questions and more will be answered during this information-packed session, as well as a discussion about current complaint and regulatory trends. This session satisfies the mandatory compliance credit.

Analyzing Risk and Creating Best Practices for Your Investment Advisory BusinessScott Waterbury, RIA Compliance Officer, RJFSA, Raymond James Financial Services AdvisorsPotomac C/1-3This presentation will discuss current investment adviser compliance priorities with a look at how evolving regulatory guidance and requirements may affect your practice. We will review such matters as the 2014 SEC focus on dual registrants, disclosure documents, other common deficiencies and the recent FINRA Regulatory Notice regarding plan rollovers to individual retirement accounts. This session satisfies the mandatory compliance credit.

COMPLIANCE SESSIONS

GENERAL SESSIONS



35

8 – 9 a.m.

Why Bonds? … Why Now?Nick Goetze, Managing Director, Fixed Income Capital Markets, Raymond James Financial Ted Ruddock, SVP, High Net Worth, Raymond James FinancialSarah Tucker, SVP, Director of Marketing & Education, Fixed Income Capital Markets, Raymond James Financial National Harbor 10-11 Why is now still an appropriate time to allocate bonds to an income investor’s portfolio? Long favored as the asset class to satisfy a client’s need for predictable income, fixed income has come under scrutiny recently due to an emphasis on the risks of rising rates to bond valuations. Is all this noise distracting clients from their primary objective for income? The session identifies key considerations, characteristics, risk factors and successful strategies of true fixed income, whether rates go up, down or even sideways, while addressing clients’ unique suitability considerations.

Delaying the Tax ReaperScott Stolz, Senior Vice President, Raymond James Private Client Group, Raymond James Insurance GroupVanessa Marcos, Vice President, Variable Annuity Sales, Raymond James Insurance GroupMaryland A/1-3Clients are just now finding out just how much more they will pay in taxes to support all of the current government programs. But that’s just the beginning. The data leads us to only one possible conclusion: Taxes are going to have to go up even more. Suddenly, tax-deferred investing is once again of great importance in any retirement planning. Come hear about something you haven’t heard about in over 10 years – choosing tax-deferred variable annuities based on performance rather than income benefits.

9:10 – 10 a.m.

Paul Reilly Remarks Followed by Q&A with Scott CurtisPotomac ABJoin Paul Reilly, Chief Executive Officer, Raymond James Financial, for his insights on the firm and the industry; followed by an open Q&A with RJFS President Scott Curtis moderated by Carl Stuart.

10:10 – 11:10 a.m.

Low Yields, an Aging Population, and the Potential for Rising Rates Have Combined to Create a “Perfect Storm” for Fixed Income Investors – Lord AbbettMike Weldon, Partner, Director of Marketing, Lord Abbett Chesapeake 10-12With tapering underway, investors are fearful of the impact of rising rates on their portfolios, but may be asking themselves the wrong questions. Join us as we address the following: the two bond markets – not all bonds act alike; the myth of duration; what a rise in interest rates might look like; which sectors have typically performed well in rising rate environments.


VARIABLE ANNUITY SESSION

GENERAL SESSION


10:10 – 11:10 a.m.

The New Geography of Investing – American Funds David Polak, Equity Investment Specialist, American Funds from Capital Group Chesapeake 4-6Today we see the need for a new paradigm in portfolio construction. In an increasingly integrated global economy, a company’s country of domicile is becoming less relevant than where it does business. As such, the domicile approach to measuring geographic exposure is increasingly disconnected from the fundamentals that drive companies and portfolios. We believe: Advisers, consultants and investors should be flexible and think outside the traditional asset allocation framework. Economic exposure, or revenue-based analysis, is a much better tool for understanding the risks and opportunities embedded in portfolios. Broad mandates such as global equities, or those defined by objectives such as capital appreciation or dividend growth, provide a better framework for defining portfolios and as the building blocks of an asset allocation program.

Rising Rates: What You Might be Surprised to Learn – Franklin Templeton InvestmentsRob Richardson, CIMA®, National Spokesperson, Franklin Templeton InvestmentsChesapeake 7-9What are the most noted givens in life? Death and taxes are the two universal answers. We can now add one more to that list: Interest rates will rise sometime in the future. Proper asset allocation does not allow us to abandon fixed income, even knowing that rates will rise in the future. Learn which asset classes have historically done best when rates rise.

How to Build a Professional Practice – OppenheimerFunds, Inc.Paul Blease, Director, CEO Advisor Institute, OppenheimerFunds, Inc.Chesapeake D-FA customer comes to a salesperson and says, “Go get me that.” A client comes to a professional and says, “Help me, I’m out of my depth.” There are two fundamental business models around which you can organize your practice: a professional model or a sales model. We have operated as salespeople throughout most of history, both structurally and interpersonally. This is the greatest impediment to your ability to control, execute and grow your practice. Many of the sales model’s key components run counter to a successful professional practice. This session will help you evaluate and refine or adjust your practice so that it better aligns with the professional model.

Investing for a New World: Managing through Low Yields and High Volatility – BlackRock and iSharesMark Peterson, Director of Investment Strategy and Education, BlackRock Maryland A/1-3In the aftermath of nearly unprecedented market turmoil and disruption, many investors discovered that their portfolios were not nearly as protected from downside risk as they thought. Learn how expanding the asset allocation opportunity beyond the traditional notion of “diversification” can help you build better, more risk-aware portfolios for your clients. This session will also explore the use of active and index solutions to navigate the current investment landscape.


Wednesday, May 21«W«

36

10:10 – 11:10 a.m.

Beyond the Taper: Fixed Income Opportunities in a Post-QE World – Prudential InvestmentsBrian LoDestro, CFA, SVP, Senior Portfolio Advisor, Retail Product Management, Prudential Fixed Income Potomac D/4-6Rising rates and the prospect of the end of the Federal Reserve’s quantitative easing program have led to apprehension among fixed income investors. This presentation addresses the confusion by discussing factors that influence interest rates, demonstrating how market dislocations have created opportunities for value-oriented fixed income investors, and offering specific recommendations regarding fixed income multi-sector allocations that we believe have the greatest risk/return potential. This session qualifies for one CFP® and CIMA credit. Attendees will also receive a voucher that is valid for up to 16 CE credit hours.



Client Center: Best PracticesChesapeake HClient Center has delivered productivity gains and streamlined interaction by consolidating information from more than 30 systems. Discover how to leverage that integration by fully utilizing Client Center. In this course you’ll discover how to take advantage of the advanced search feature, locate clients who hold specific positions and then take specific actions such as initiate a block trade, run client reports and take advantage of the various options, settings and preferences, and see the most commonly identified best practices the branches have identified while using Client Center.


TECHNOLOGY SESSIONS

10:10 – 11:10 a.m.

Guide to the Markets – JP Morgan Asset ManagementJoseph Tanious, Executive Director, Global Market Strategist, JP Morgan Asset ManagementMaryland B/4-6In this presentation, Joseph Tanious, Global Market Strategist for J.P. Morgan Funds, examines the outlook for the U.S. and global economies, risks to the outlook, the valuation of financial assets and opportunities for investing in 2014 and beyond. Joseph will be using slides from J.P. Morgan Funds’ Guide to the Markets, an industry-leading publication designed to provide a clear understanding of both markets and the economy.

Disruption in Motion – Ivy FundsDavid Borberg, CFA, Vice President, Director of Product Management, Ivy FundsNational Harbor 10-11Wireless dexterity brings opportunity in the age of global innovation: Technology and innovation are not only changing our communication and interaction, they are changing our lives. As information becomes more mobile and people more engaged with the world around them, the companies creating disruptive technologies and innovative ideas are well positioned for growth. This presentation covers the evolution of mobility, unplugging a plugged-in society, enhancing consumer engagement and loyalty (including millennials) and the future of mobility.

From Capitol Hill to Main Street – InvescoThomas Rowley, Executive Director, Retirement Services, Invesco National Harbor 2-3With baby boomers facing retirement, growing political discontent, high U.S. debt and rising healthcare and Social Security costs, many lawmakers and political analysts agree that reform is inevitable. Here we discuss the latest news from Washington impacting how Americans will save for retirement.

Ahead of the Trends: Washington Update on Retirement Savings Initiatives – Columbia ManagementAbram Claude, Vice President, Columbia Management Learning Center® Potomac C/1-3Learn about critical legislative and regulatory proposals surrounding individual retirement savings and workplace plans; the new trends in pension plan de-risking and why that may expand lump sum options for participants; and get ahead of the 2014 SEC and FINRA focus on financial advisor rollover practices.


TECHNOLOGY SESSIONS




37

10:10 – 11:10 a.m.

Client Data Privacy: Threats and Solutions that Impact Your PracticeChesapeake IHear about the latest threats to your clients, and ultimately to your practice, including elder abuse, identity theft, email account takeovers and sharing of client information. You also will learn about the new vendor management process, latest best practices to protect your practice and changes in privacy regulations.

Disclosure System: Outside ActivityChesapeake 1This session will offer step-by-step instructions for associates requesting, reaffirming and ending their own outside business activities. Additionally we will offer step-by-step instructions to branch managers for reviewing their associates’ disclosed outside activities.

PMC: Creating Proposals in PMC with New FeaturesChesapeake J & KThis hands-on session will highlight the new flexibility of the Quick Proposal Solution Path of PMC. You will learn how to create proposals using an existing model portfolio, using an existing set of Raymond James accounts or using ticker symbols. Come see why PMC usage was up 50% in the first month that Quick Proposal was deployed.


Financially Advising Couples: Engaging with Both PartnersDenise P. Federer, Ph.D., Behavioral Psychologist, Owner and Founder, Federer Performance Management Group, LLC Cherry BlossomMany financial professionals admit that they are not comfortable advising couples. This workshop will address essential gender issues as well as providing a step-by-step behavioral guide to developing the necessary processes to advise women and couples effectively.

TECHNOLOGY SESSIONS


11:20 a.m. – 12:10 p.m.

The Legacy and Future of a 40-Year Advisory BusinessSusanna Robinson, Branch Manager, Raleigh, North CarolinaChesapeake 10-12What can we learn from a financial advisory practice that spans four decades and two generations? Susanna Robinson will share the insights she and others have gained from her father, Gene Langley, one of the founding RJFS branch owners. In addition she will discuss how the business has been successfully handed over to the next generation while continuing to experience growth.

What I Learned from My 15 Years of Having a Professional CoachMarty Kooman, Branch Manager, Altoona, Pennsylvania Chesapeake 7-9What do Eric Schmidt (of Google), Tiger Woods, Michael Jordan and Tom Brady all have in common? They all have a personal coach. Shouldn’t you have a coach? As a coaching enthusiast, Marty has been deeply involved with Dan Sullivan’s Strategic Coach, Steve Moore’s High Speed Strategic Planning, Ron Carson’s Peak Advisor Alliance and now John Bowen’s CEG Worldwide. There will be highlights and a few takeaways from all of these programs. Which coaching program is the best for you?

Integrating Coaching Groups and Effective MarketingJeff Kowal, ChFC, CLU, Branch Manager, Waukesha, WisconsinAaron Kowal, CFP®, Financial Advisor, Waukesha, Wisconsin Potomac C/1-3Jeff and Aaron will discuss how they have integrated techniques from various coaching groups to create a successful marketing strategy. They will also cover the importance of marketing to current clients as well as prospective clients to take your business to the next level of success.

Setting Client ExpectationsCarl Stuart, Branch Manager, Austin, TexasMaryland A/1-3In his 35-year career, Carl has learned that setting client expectations is the single most important component of client retention, practice scalability and high profitability. He will share in detail his experience and current practices.

Building Your Business in a Team EnvironmentMary Owens, Branch Manager, Grass Valley, CaliforniaMaryland B/4-6Owens Estate and Wealth Strategies Group will be presenting its unique methodology of building its business in a team environment, utilizing an investment committee for discretionary asset management and a focus on client communication via video.



38

11:20 a.m. – 12:10 p.m.


Optimize Your Practice with New Fixed Income and UIT ResourcesChesapeake 2 & 3Enhance your trading experience and streamline practice management with the latest enhancements to the BondDesk and UIT trading platforms. Be introduced to time-saving tools in the new UIT order entry and position management system. Sarah Tucker and Kristy Thomas will integrate timely strategies for portfolio reviews and proposal tools with actual success stories in a lively presentation.

Bringing Home the BaconMargaret McMullen, International Speaker and Consultant, Ripple Effect Strategies Cherry BlossomDo you feel the pressure of successfully juggling a family, career and community involvement or other pursuits? Do you experience stress or guilt when you don’t meet unrealistic expectations? Learn how to use a variety of tips and techniques to help you be present in the moment, reduce stress and enjoy a successful career and fulfilling personal life.

12:10 – 1:40 p.m.Lunch & Resource Center | Prince George’s Exhibit Hall CDEnjoy a buffet lunch and full Resource Center featuring our Education & Marketing Partners, Educational Exhibitors and home office departments as your schedule permits.

1:50 – 2:50 p.m.

The Pursuit of Happyness: Chris Gardner RemarksChris Gardner, Author & Keynote SpeakerPotomac AB Few stories are as inspiring and moving as Chris Gardner’s rise from homelessness to become the owner and CEO of Gardner Rich LLC, the bestselling author of the autobiography “The Pursuit of Happyness,” and inspiration for the movie of the same name starring Will Smith in the role of Chris Gardner. Surmounting acute obstacles throughout his life, Gardner shares with his audiences the keys to self-empowerment and the message of beating the odds and breaking cycles. His presentation has been enhanced to include much of the pragmatic wisdom featured in his second book, “Start Where You Are.”

TECHNOLOGY SESSIONS


GENERAL SESSION

11:20 a.m. – 12:10 p.m.

The Power of NetworkingJoel Adams, Branch Manager, Executive Vice President, Southside Bank Pat Varney, Financial Advisor, Bank of ColoradoNational Harbor 2-3Even though they are associated with different banks in separate states, that hasn’t stopped Joel and Pat from collaborating on ideas to implement valuable changes within their respective businesses. Hear how their networking partnership helped to double their assets and production in less than four years.

GPM/PMC/Reporting: Building Models Across the Core Advisory ToolsChesapeake A-CThis session will provide an overview of how Goal Planning & Monitoring, Portfolio Management Center and Client Center Reporting can support an efficient models-based investment process. We will demo how to build and maintain models across these tools and save hours in your week in preparing for client meetings.




TOP ADVISOR | FID SESSION

TECHNOLOGY SESSIONS

39

3 – 4 p.m.

Orlando’s Outlook: The Six-Year Itch – Federated InvestorsPhilip J. Orlando, CFA, Senior Vice President, Chief Equity Market Strategist, Federated Investors Chesapeake 10-12Phil Orlando returns to share his candid views on the increasingly entwined nature of politics, economics and the financial markets. After 2013, which was the S&P 500’s best year since 1997, the “easy money” in stocks has already been made, and headwinds clearly abound. How will the Federal Reserve’s leadership transition and the upcoming midterm congressional elections impact monetary and fiscal policy, economic growth and financial-market performance? Don’t miss this always popular and highly rated session!

The Art of Acquiring the Affluent – First TrustChris Jeppesen, Chief of Advisory Practices, First Trust Chesapeake 4-6Gleaned from 50 of the industry’s elite advisors and teams, Chris will discuss how they are getting the most results from their efforts, and adapting to sustain a higher growth rate in the future. How you do what you do, makes all the difference.

Communicating Your Value – John Hancock InvestmentsKatie Stevens, Relationship Manager, National Accounts, John Hancock InvestmentsChesapeake 7-9John Hancock can help you have the fee discussion. In our presentation, we cover all the essential points in what is often the most challenging conversation advisors have with clients. The program is designed to: Define the real issue with fees; explore strategies used by top producers; identify the key elements of your brand and begin the process of creating your personal value policy; and take specific steps to create a clear and consistent value message for your team, your clients and your prospects.

Ten Common Myths: the Trivial, the Troubling and the Tragic – Wells Fargo Advantage FundsPeter Chiappinelli, CAIA, CFA, Investment Strategist, GMO, LLCChesapeake D-FRules of thumb, little quips and myths dominate this industry. Sometimes these are harmless ways to explain complex items. Other times they are downright dangerous. This session will debunk some common myths – about the economy, market “cheapness” and advisor business practices – and will leave you reeling.

EDUCATION & MARKETING PARTNER SESSIONS3 – 4 p.m.

A Prescription for Retirement: The Impact of Healthcare Reform on Client Assets – New York Life/MainStay InvestmentsStephen Rathford, Member, Executive Speakers Bureau, New York Life/MainStay InvestmentsMaryland A/1-3Healthcare is now widely considered to be a basic expense in retirement. The objective of this presentation is to educate advisors about several facets of the new healthcare law and the impact that it can have on a person’s retirement assets and lifestyle. The presentation speaks to the need for a guaranteed source of income to help cover basic expenses in retirement, including healthcare costs, as well as the willingness of pre-retirees to explore guaranteed sources of income.

Changing the Conversation: Building More Resilient Portfolios to Target Outcomes – Principal FundsBen Rotenberg, CFA, Director, Principal Management Corporation Maryland B/4-6Abandoning the traditional style box approach, Principal Funds will look at a variety of investment strategies and their effectiveness, and show how alternatives can support a better approach to seeking more consistent, and less volatile, returns.

The Power of Alternatives and Tax Deferral in Portfolio Construction – Jackson National Life Distributors, LLCJohn Stadtmueller, Director, Seminar Systems, Jackson National Life Distributors, LLCNational Harbor 10-11 This presentation highlights the challenges advisors face when constructing portfolios in today’s environment, and positions tax deferral as a key element of improving returns while reducing risk. Core themes include: (1) Volatility (2) Correlation (3) Risk management and (4) Rising tax environment.

Mapping a Path Forward: Bond Strategies for an Evolving Market – PIMCOTony Crescenzi, EVP, Market Strategist and Portfolio Manager, PIMCO National Harbor 2-3Please join us for a timely discussion about the challenges and opportunities facing investors in the evolving bond market today. PIMCO portfolio manager and market strategist Tony Crescenzi will review PIMCO’s outlook for interest rates and provide a framework for structuring fixed income allocations to help clients achieve their investment goals.



TECHNOLOGY SESSIONS

EDUCATION & MARKETING PARTNER SESSIONSGENERAL SESSIONS

BRANCH PROFESSIONAL SESSIONSFID SESSIONS

40

3 – 4 p.m.




The FormulaMargaret McMullen, International Speaker and Consultant, Ripple Effect Strategies Cherry BlossomHave you ever wished you’d had the right words to use, only to think of them an hour later? This session will help you understand human physiology and brain function, in order to more effectively influence people, stay in control under stress, come across as more powerful and be better equipped to handle difficult people and situations.

4:10 – 5:10 p.m.

Distinctly Different: Ya Gotta Stand Out – Putnam InvestmentsDon Connelly, President & CEO, Don Connelly & Associates, LLC Chesapeake 10-12A commoditized marketplace is one in which a number of companies offer similar products or similar services at similar prices with similar results. Presentations are similar, as are client experiences. Products, presentations, sales efforts and service become commoditized. If it is your goal to become an elite advisor, it is imperative that you step away from the crowd. From learning how to break out of the commodity trap to understanding the Harvard Business School study of successful salespeople, to identifying and strengthening one’s core competency and learning how to communicate with clients more clearly, this compelling presentation covers five key areas that need to be mastered for an advisor to become Distinctly Different.

TECHNOLOGY SESSIONS



3 – 4 p.m.

Municipal Bonds: Building Roads, Schools, Hospitals and a Well-Diversified Portfolio – Thornburg Investment ManagementChristopher Ryon, CFA, Portfolio Manager, Managing Director, Thornburg Investment Management Potomac C/1-3This is a comprehensive review of the macroeconomic forces driving interest rates and how these forces drive the municipal market from both a value perspective and credit perspective. We will focus on value metrics, credit fundamentals and portfolio construction in an effort to provide financial advisors the insights needed to construct a portfolio of municipal bond funds for their clients, accounting for various risk tolerances and investment horizons.

Media Replay – Hartford Funds Bill McManus, CIMA®, Strategic Markets, Hartford Funds Potomac D/4-6The mainstream financial media consistently conveys that the market is about to collapse. This presentation can help you reduce the media’s impact on your clients’ anxiety and the fear-based decisions that hurt their long-term results. By sharing historical patterns of crisis and the market’s ability to grow wealth through recessions and bear markets, you can prepare your clients to avoid panic decisions when the next “Crisis of the Day” makes headlines.

GPM: Using GPM for Ultra-High Net Worth ClientsChesapeake A-CGPM is not just for retirement planning for mass affluent clients. Learn how you can use GPM to have meaningful conversations with ultra-HNW clients who are not concerned with running out of money, but want to know what their wealth can mean for their lifestyle and legacy. Specific features for business owners and corporate executives will also be highlighted.



TECHNOLOGY SESSIONS

TECHNOLOGY SESSIONS



41

4:10 – 5:10 p.m.

Tax-Sensitive Investing – Russell InvestmentsFrank Pape, CFA, Director, Consulting Services, Russell Investments Chesapeake 4-6With the most recent changes to the federal tax code, high net worth investors will be disproportionately impacted. Knowing how to evaluate, critically review and implement tax-aware strategies can make a meaningful difference in client portfolios. Attendees will benefit from Russell’s tax-aware perspectives in five areas: current fiscal landscape, how taxes impact your clients (and your practice), evaluating tax-efficient investments, tax implementation strategies and Russell’s approach.

Take Charge of the New Reality: Seizing Opportunities in a Slow Growth Environment – Fidelity InvestmentsLarry Sinsimer, SVP, Practice Management, Fidelity Investments Chesapeake 7-9This presentation delivers strategies that may help advisors and their clients to continue moving forward as the economy and markets continue to recover. It outlines the need to take charge of client portfolios and make the most of investing opportunities in order to reach goals. It identifies strategies for the new reality, including opportunities in fixed income, equities and sectors.

Avoid Getting Fired – MFS Investment ManagementDoug Orton, VP, Business Development Consultant, MFS Investment Management Chesapeake D-FFamily fortunes can be destroyed when a client dies. Doug Orton will discuss how successful advisors have helped clients and protected their practices as assets are transferred from one generation to the next. You will learn specific strategies to start the family wealth conversation and convert your clients’ most successful children into current clients.

Connecting to the Next Generation – Eaton Vance Investment ManagersDavid M. Richman, National Director, Eaton Vance Advisor Institute, Eaton Vance Investment ManagersMaryland A/1-3Are you likely to retain the assets of your clients after they pass on? Requests for introductions may be met with skepticism or even outright disinterest or disdain. Learn how to facilitate small informal gatherings of your older clients and their friends for a thought-provoking discussion about life’s greatest lessons. This program provides a road map for planning and delivering your own Legacy Beyond Money workshops. The presentation includes video clips from an actual workshop and provides specific insights on the approach to the invitation, questions to ask throughout the session and suggested strategies for follow up in order to become favorably “discovered” by the next generation. Better to be discovered than announced.

EDUCATION & MARKETING PARTNER SESSIONS4:10 – 5:10 p.m.

Thumbonomics: The Findability Formula for LinkedIn – Calamos Investments LLCHeather Lutze, CEO, Findability Group, Sponsored by Calamos Investments LLCMaryland B/4-6Did you know that social media sites like Twitter, YouTube and LinkedIn are search engines? Be inspired with new ideas and a greater understanding of how to leverage social media for findability and how keyword research can help find you, including what tangible steps you can take to be successful on the key social media sites. The presentation covers how to set up and optimize your social media sites and how to get real paying business from social media, as well as mobile marketing tactics like QR codes, Yelp.com optimization and more.

Market Perspectives: Economic Update – Goldman Sachs Asset ManagementCandice Tse, Vice President, Senior Portfolio Strategist, Goldman Sachs National Harbor 10-11For financial advisors, keeping up with macroeconomic trends and significant global events is important for success. Knowing how to address an ever-changing economic environment is critical for portfolio performance and the ability to address client needs. In this presentation, we will update you on our “10 for 2014”: How to navigate 10 of the most significant factors driving the economy and highlight potential investment opportunities in this environment.

The Top 10 Investment Themes – Deutsche Asset & Wealth ManagementLarry Adam, CFA, CIMA®, CFP®, U.S. Chief Investment Strategist, Deutsche Asset & Wealth Management National Harbor 2-3A member of Deutsche Bank’s U.S. investment and management teams, Larry Adam is responsible for investment strategy and asset allocation for U.S. discretionary client portfolios and is a key voice in the Global Investment Committee. Widely quoted and featured in industry publications and financial television programs, Larry is skilled at putting U.S. and global economies in perspective with overarching themes. In this session, Larry discusses recent market news and developments as well as his outlook on themes that investors should watch for in 2014 and beyond.

2014 Investment Update and Large Cap Equity Series Review – Nuveen InvestmentsBob Doll, CFA, Chief Equity Strategist, Senior Portfolio Manager, Nuveen Asset Management, Nuveen Investments Potomac C/1-3Please join us as Bob Doll follows up on his 10 predictions for 2014 and the theme that as confidence begins to return, it will lift the economy and equities. During this session Bob will discuss his expectations for the U.S. economy and interest rates, how he expects the equity and fixed income markets to perform for the remainder of the year, and how his predictions for 2014 have fared year to date.



42

4:10 – 5:10 p.m.

PMC: Creating Proposals in PMC with New FeaturesChesapeake J & KThis hands-on session will highlight the new flexibility of the Quick Proposal Solution Path of PMC. You will learn how to create proposals using an existing model portfolio, using an existing set of Raymond James accounts, or using ticker symbols. Come see why PMC usage was up 50% in the first month that Quick Proposal was deployed!

GPM: The Living PlanChesapeake 2 & 3Once created, a GPM plan can become the “common language” of your ongoing relationship with clients and how your value is measured. This hands-on session will go deeper on key features that empower the “living plan” including Executive Summary, Investment Policy Statements, Periodic Review report template, sharing plans through Investor Access and adopting plans for ongoing monitoring through Star Track.

How to Recognize When Clients Will Benefit from BorrowingLaetitia Boyle, Vice President, Securities Based Lending Manager, Raymond James Bank Cherry BlossomPlanning for the future means managing both sides of the balance sheet and providing flexibility for your client to meet unexpected events or opportunities. Learn more about lending options for your clients that will allow them to keep their investment strategy intact while accomplishing their goals.

TECHNOLOGY SESSIONS


4:10 – 5:10 p.m.

Dynamic Duo: A Brand and a Process – Natixis Global Asset ManagementRachel Chamberlain, Assistant Director, Natixis Advisor Academy, Natixis Global Asset Management Potomac D/4-6To be successful as a financial professional it is imperative to have both a brand and a process. This program will help you develop a strong personal brand and also identify a few keys to successfully executing a plan. Explore the framework of successful brands, the impact of having a personal brand and action ideas for communicating your personal brand message.



Cultivating Your Network through LinkedIn – Introductory SessionChesapeake IOver 90% of financial advisors are using LinkedIn today as a highly effective tool for building and growing relationships with clients and prospects. Learn how to set up a LinkedIn profile and build a network of connections so you, too, can realize the value in this social media site.



TECHNOLOGY SESSIONS

TECHNOLOGY SESSIONS



43

Notes


Far and away the best prize that life offers is the chance to work hard at work worth doing. – Theodore Roosevelt

44

THURSDAY EVENTS + SESSIONS

45

«Th«

GENERAL SESSIONS

FID SESSIONS

TECHNOLOGY SESSIONS







8:00 – 8:50 Branch Professional Service 1stSM Breakfast | Cherry Blossom Ballroom


9:00 – 10:00 General Session: Andy Friedman | Potomac AB


Leveraging Your Time with TechnologyChesapeake 10-12

Serious ShiftMaryland B/4-6


Social SecurityChesapeake 4-6

Planning for Healthcare in RetirementNational Harbor 2-3

Optimizing Your Social Media PresenceChesapeake I

Innovation, Temperament and InvestingChesapeake 7-9

You Are Your BrandPotomac C/1-3


Mapping out Social Security RetirementChesapeake D-F

Long-Term Care ExpensesPotomac D/4-6


Bear-Proof Your BusinessMaryland A/1-3


GPM: Collaborative PlanningChesapeake 2 & 3

Advisors Guide to Estate PlanningNational Harbor 10-11


Houston, We Have a ProblemCherry Blossom

11:10 – 12:50 Lunch & Resource Center | Prince George’s Exhibit Hall CD

1:00 – 2:00 General Session: Market Outlook with Jeff Saut | Potomac AB

1:00 – 2:00 Branch Automation: Money Movement, Client Onboarding, eSignature | Cherry Blossom

2:10 – 4:10 TWO HOUR SESSION: Equity Research Panel | Potomac D/4-6


Three Questions that Predict Future QualityChesapeake D-F

The Value of Debt – How to ManagePotomac C/1-3


All Systems Go!National Harbor 10-11

Client Data PrivacyMaryland B/4-6


Aging: The Most Important ConversationChesapeake 4-6

GPM/PMC/Reporting: Building ModelsChesapeake A-C

GPM: A Deeper DiveChesapeake 2 & 3

Fixed-Income Investing in a Post-QE WorldMaryland A/1-3


Work Is Theater, Part ICherry Blossom

The Language of RiskNational Harbor 2-3

Trading Systems: Discretionary TradingChesapeake I


Practice AcquisitionChesapeake D-F

Survival Strategies for Business OwnersPotomac C/1-3

Using PMC’s Research Tools Chesapeake J & K

Mastering Stress, Resilience and ChangeChesapeake 4-6



Price Matters: the Global AdvantageMaryland B/4-6


Work Is Theater, Part IICherry Blossom

An Underdeveloped Revenue Stream …National Harbor 2-3


A Monumental Foundation for IncomeMaryland A/1-3


6:30 – 7:00 Gala Reception | Potomac Foyer

7:00 – 9:00 Gala Dinner with Performance from The Capitol Steps | Potomac AB

9:00 – 11:30 Live Performance from NRG Dance Band | Potomac AB

9:00 – 11:30 Piano Lounge | Cherry Blossom

46

10:10 – 11:10 a.m.

Social Security: Spouses, Widows and Divorcees and Everything You Didn’t Know to Ask – Pioneer InvestmentsKaren Ireland, Practice Management Director, Pioneer Investments Chesapeake 4-6This presentation aims to help advisors understand the complex rules governing situations if a client has ever been married. For couples who are currently married, special attention will be given to what happens if a spouse claims benefits before full retirement age or after full retirement age, the options if one spouse claims before or after the other spouse, and what happens if one spouse worked in a government position that did not pay into Social Security. The presentation also examines the options available to widows and the impact that the deceased’s claiming age could have on the widow’s benefit. We also explore options available to divorcees and the effect of remarriage on their benefits. This presentation is filled with numerous case studies to help cement the concepts.

Innovation, Temperament and Investing: A Conversation with Richie Freeman, ClearBridge Investments – Legg MasonRichard Freeman, Managing Director, Senior Portfolio Manager, ClearBridge Investments/Legg Mason Tal Daley, Managing Director, Senior Investment Specialist, ClearBridge Investments/Legg MasonChesapeake 7-9This portfolio manager of all-cap strategy (SMA and MF) – who just celebrated 30 years managing the same fund – will discuss innovations in healthcare and the energy renaissance and what to expect from mergers and acquisitions activity. You don’t want to miss the insights provided by Richie’s experience.

Mapping out Social Security Retirement Strategies – AIG Financial DistributorsMichael Fodrea, ChFC, CLU, CASL, Assistant Vice President, Advanced Markets, SunAmerica Retirement Markets, Inc. Chesapeake D-FAgainst the backdrop of its history and impending financial challenges, we will discuss Social Security benefit election rules and strategies for optimizing Social Security retirement benefits in the context of a broader retirement income plan.


7 a.m. – 3 p.m.Conference Registration | Convention Center PrefunctionStop by registration for badges, schedules and conference information, located on the second level of the convention center between the Potomac and Maryland ballrooms.


8 – 8:50 a.m.Branch Professional Service 1stSM Breakfast | Cherry Blossom BallroomThis breakfast will provide branch professionals an opportunity to have an open Q&A discussion with a panel of home office department heads during breakfast. The goal of the session is to gather feedback from our branches on what is working well and areas that can be improved upon from a Service 1st perspective.

8 a.m. – 3 p.m.Technology Center | Maryland CD

9 – 10 a.m.

Andy Friedman RemarksAndy Friedman, Wall Street’s Tax Expert Potomac AB According to CNBC, Andy Friedman is “one of the nation’s most sought-after speakers on all things political.” An expert on political affairs, Andy is known for predicting the outcomes of Washington tax and fiscal deliberations and providing investors with strategies to consider in light of the changing political landscape.

10:10 – 11:10 a.m.

Leveraging Your Time with Technology – Delaware InvestmentsBrett Wright, CIMA, CPWA, Western Divisional Manager, Delaware Investments Chesapeake 10-12This presentation discusses a challenge that every financial advisor faces: growing his or her practice. Growing an advisory practice takes time and patience. The key is being able to distinguish yourself and your practice from the competition. One way is through the use of technology, being aware of it, and using it to your advantage. Brett Wright will briefly discuss how technology has evolved, the impact it can have and, more importantly, how it can help them organize, leveraging more of the advisor’s time to help them grow their business.

GENERAL SESSION


GENERAL SESSIONS


TECHNOLOGY SESSIONS

47

10:10 – 11:10 a.m.

Bear-Proof Your Business: New Ideas for Portfolio Construction – SymetraJohn Rafferty, Vice President, Marketing, Retirement Division, SymetraMaryland A/1-3No one knows where the markets will go in 2014, but most agree that risks abound in the new economic realities of today. The general consensus is that rates will head higher and record-setting equity markets are due for a correction. For those with concerns that yesterday’s safe-money havens may serve up more adventure than conservative investors can handle, we’ll explore new portfolio constructions as well as strategies for taking income in volatile markets.

Financial Advisors Guide to Estate Planning – Transamerica Capital, Inc.John Koehler, CFP®, ChFC, CLU, CRPC, Senior Vice President, Advanced Markets, Transamerica Capital, Inc.National Harbor 10-11It’s only a matter of time before retirement planning becomes estate planning, and today’s top advisors recognize how the two go hand in hand. To attract and retain high net worth clients, an understanding of estate planning concepts and strategies is a fundamental part of meeting their expectations. It’s also necessary to meet their objectives. This presentation provides an overview of the estate planning concepts every financial advisor should know and is accompanied by a quick reference guide that you can use in your practice.

Serious Shift: How Experience Delivery Can Save Your Practice – Transamerica Capital, Inc.Dennis Moseley-Williams, Principal, DMW Strategic Consulting Maryland B/4-6The only unique competitive advantage is the exceptional experience an advisor can create for his or her clients. Dennis Moseley-Williams examines the attributes and behaviors of very successful advisors (VSAs), showing that the transition begins with changing – or shifting – one’s attitudes and expectations in order to deliver client experiences that are consistent, memorable and meaningful. He addresses the obstacle of resistance to change and ways to overcome it so that your business becomes your art, not simply a job.

Planning for Healthcare in Retirement – Nationwide FinancialCarlo L. Cordasco, Jr., CRPC, Vice President, Nationwide Financial National Harbor 2-3A CE-credited seminar for advisors that simplifies the complexities of retirement healthcare costs and how advisors can help clients plan for these expenses.

EDUCATION & MARKETING PARTNER SESSIONS10:10 – 11:10 a.m.

You Are Your Brand: The PHD Personal Branding Process – RidgeWorth InvestmentsBrandon Shea, Managing Director, DCIO National Sales Manager, RidgeWorth InvestmentsPotomac C/1-3 Building a strong personal brand is a critically important way to distinguish yourself and your practice from the crowd. Not only does it allow you to control how your image is received and interpreted by your intended audiences, it also allows you to control the message and define who you are and what you stand for, rather than passively allowing others to do it for you – which they will.

Plan for Their Financial Future, Help Clients Prepare For Long-Term Care Expenses, a Wealth Protection Strategy – Lincoln Financial Group Jacen Work, Divisional Sales Manager, Lincoln Financial GroupPotomac D/4-6Healthcare costs have been on the rise, and that’s an important fact for your clients. How will health-related costs impact their assets? Will the cost of long-term care (LTC) allow them to leave a legacy? Have a solution on-hand to plan for health-related expenses in retirement and strategies to help protect client assets from long-term care expenses. Offer them a strategy that provides tax-advantaged reimbursements for their qualified long-term care costs. Build your LTC funding with Lincoln MoneyGuard® solutions.




TECHNOLOGY SESSIONS

Thursday, May 22«Th«

48

10:10 – 11:10 a.m.

Houston, We Have a Problem – All Systems Are No Go!Andrea Schlapia, Founder & CEO, Ironstone Cherry BlossomIf your system is in your advisor’s head or scribbled down on a Post-it note, you really don’t have a system – the “devil is in the details.” Shift from chaos and confusion to order and organization. Learn to divide and conquer to intentionally design, document and manage the operational infrastructure of the practice. Sponsored by Destra

11:10 a.m. – 12:50 p.m.Lunch & Resource Center | Prince George’s Exhibit Hall CDEnjoy a buffet lunch and full Resource Center featuring our Education & Marketing Partners, Educational Exhibitors and home office departments as your schedule permits.

1 – 2 p.m.

Market Outlook with Jeffrey SautJeffrey Saut, Chief Market Analyst, Raymond James FinancialPotomac AB Join Raymond James’ chief market analyst for his always entertaining and enlightening outlook on the markets.

Branch Automation: Money Movement, Client Onboarding, eSignatureCherry BlossomDiscover how to create efficiencies with the tools for journaling, onboarding and the new eSignature process. In addition, hear what technology is coming later this year to further improve processes in your business.

2:10 – 4:10 p.m.

Equity Research PanelJeffrey Saut, Chief Market Analyst, Raymond James Financial Richard Bernstein, CEO & CIO, Richard Bernstein Advisors LLCPotomac D/4-6Jeff and Rich will share their latest and greatest investment themes for 2014, including the American industrial renaissance and American energy independence. This is an interactive session that will allow generous Q&A opportunities from the audience.


GENERAL SESSION

TECHNOLOGY | BRANCH PROFESSIONAL SESSION

TWO-HOUR SESSION

10:10 – 11:10 a.m.


Optimizing Your Social Media PresenceChesapeake IFinancial advisors are identifying new prospects and deepening existing relationships by leveraging social media as a key tool in their overall marketing strategy. Learn advanced techniques that will allow you to optimize your existing social media presence while improving the efficiency of time invested in these activities.




EDUCATION & MARKETING PARTNER SESSIONSTECHNOLOGY SESSIONS

TECHNOLOGY SESSIONS


GENERAL SESSIONS


49

2:10 – 3:10 p.m.

Three Questions that Predict Future Quality of LifeJohn Diehl, Senior Vice President, Strategic Markets, Hartford Funds Chesapeake D-FMIT AgeLab has identified three simple questions that assess how prepared your clients are to live well in retirement. Learn how these questions uncover important factors that will determine your clients’ future quality of life and serve as a starting point for planning a satisfying retirement.

All Systems Go!Andrea Schlapia, Founder & CEO, Ironstone National Harbor 10-11Are you the bottleneck in your practice? Give your team direction so everyone knows what to do, protect key knowledge assets and “clone” your experts by creating systems for your business. Learn an implementation process to create procedures to accelerate both team member and practice performance. Sponsored by Destra

Aging: The Most Important Conversation You’re NOT Having with Your ClientsKathleen Pritchard, CRPC®, CLU®, ChFC®, CFS®, CPWA®, Managing Director, Head of Advisor Business Development, Legg Mason Chesapeake 4-6Looking to build bridges to the next generation while generating referrals and more income? Adopt a process to help clients address the realities of aging. Created with Johns Hopkins University, this session includes tools to help you do this by facilitating conversations on this important topic.

Fixed-Income Investing in a Post-QE WorldJames Camp, CFA, Managing Director, Fixed Income, Eagle Asset Management, Inc.Maryland A/1-3Bonds may be losing their popular luster but should remain an integral part of an investor’s overall allocation. James discusses the importance and nuances of fixed-income and income-oriented investing in a post-QE world.

M.A.I.N. Street – The Language of Risk Gary DeMoss, Managing Director, Invesco ConsultingNational Harbor 2-3Invesco has teamed up with communication strategy firm Maslansky, Luntz + Partners to find out what clients hear. This group is well known for shifting public opinion by applying unique research to create phrases like “Contract with America,” “Death Tax” and “Energy Exploration.” Gary will apply the group’s research to the financial industry to provide you with actionable ideas for impactful communication with your clients and prospects.

PROFESSIONAL DEVELOPMENT SESSIONS2:10 – 3:10 p.m.

The Value of Debt: How to Manage Both Sides of a Balance Sheet to Maximize WealthBill Geis, Head of Retail Banking, Raymond James Bank Joe Wessel, Retail Lending Sales Executive, Raymond James BankThomas Anderson, Best-selling Author & Multimillion Dollar ProducerPotomac C/1-3“Value of Debt” was a Top 10 business book in 2013. Best-selling author and $3MM producer Thomas Anderson will review how the strategic use of debt can enable wealthier individuals and families to become progressively wealthier. The presentation focuses on helping clients determine what is an optimal debt ratio, as well as the costs, benefits and risks of these tactics. Raymond James Bank will join the discussion to review resources available to implement these simple yet effective strategies.

Client Data Privacy: Threats & Solutions that Impact Your PracticeMaryland B/4-6Hear about the latest threats to your clients, and ultimately to your practice, including elder abuse, identity theft, email account takeovers, and sharing of client information. You also will learn about the new vendor management process, latest best practices to protect your practice and changes in privacy regulations.

GPM/PMC/Reporting: Building Models Across the Core Advisory ToolsChesapeake A-CThis session will provide an overview of how Goal Planning & Monitoring, Portfolio Management Center and Client Center Reporting can support an efficient models-based investment process. We will demo how to build and maintain models across these tools and save hours in your week in preparing for client meetings.



PROFESSIONAL DEVELOPMENT | RJIF SESSION

TECHNOLOGY SESSIONS


50

3:20 – 4:20 p.m.

Mastering Stress, Resilience and ChangeAndrew Bernstein, Founder, Resilience Academy Chesapeake 4-6Where does stress come from? Difficult clients? Regulatory changes? Growing your book? Join Andrew Bernstein as he shares his highly rated resilience process, beloved by thousands of skeptical financial advisors. This program will give you a smart new tool to take apart challenges at work and at home.

Price Matters: The Global Advantage for Asset Allocation: RiverFrontMichael Jones, CFA, Chairman and Chief Investment Officer, RiverFrontMaryland B/4-6U.S. equity prices have outperformed international markets for the past three years, leaving developed international equities substantially undervalued relative to U.S. alternatives. As always, investors seeking to buy low in international markets will have to overcome the fears (e.g., can Japan escape recession and will the ECB ever act instead of just talk?) that create these low prices. In this session, RiverFront’s Price Matters methodology quantifies the upside opportunity in international markets relative to the U.S. and outlines the economic and geopolitical developments that may make 2014 the first of many years of relative outperformance for developed international equities.

An Underdeveloped Revenue Stream … Strategic AlliancesMike Byrnes, President, Byrnes Consulting, LLC National Harbor 2-3Interested in knowing how to improve your strategies with strategic partners to grow business? Join industry writer and consultant Mike Byrnes as he shares steps to create and cultivate strategic alliances that can make a significant improvement in your firm’s business development efforts.

A Monumental Foundation for IncomeNick Goetze, Managing Director, Fixed Income Capital Markets, Raymond James Financial Sarah Tucker, SVP, Director of Marketing & Education, Fixed Income Capital Markets, Raymond James Financial Maryland A/1-3Has the noise about rising rates caused clients to lose focus on the importance of maintaining a solid foundation that protects wealth? Our fixed income experts share current strategies and timely opportunities to fulfill income needs for the long term, whether rates rise, fall or stay flat.

PROFESSIONAL DEVELOPMENT SESSIONS2:10 – 3:10 p.m.




Work Is Theater. Strive for an Award-winning Performance, Part IEileen J. Kennedy, CEO, The Kennedy Factor Cherry BlossomPlaces. Lights. Curtain up! Providing a consistent, exceptional client experience is like an actor performing for an audience. Join Eileen Kennedy with over 15 years’ experience as an assistant director and stage manager, for a dress rehearsal to improve your practice management and business development processes.

3:20 – 4:20 p.m.

Practice Acquisition: Becoming the Buyer of ChoicePatrick Jinks, CPA, Director, Succession Planning and Acquisitions, Raymond James Financial ServicesNate Lenz, AAMS, Sr. Consultant, Succession Planning and Acquisitions, Raymond James Financial ServicesChesapeake D-FWhile many advisors are well prepared, the vast majority have yet to develop a viable plan for the succession of their business. This lack of planning paired with the current demographics within the industry creates tremendous opportunities for those advisors who have the capacity and drive to become the buyer of choice. Join us to hear concrete steps you can take to develop your acquisition strategy, target potential sellers and best position yourself as the buyer that stands out from the pack.

TECHNOLOGY SESSIONS




TECHNOLOGY SESSIONS


51

3:20 – 4:20 p.m.

Survival Strategies for Business OwnersJim Swink, Vice President, Raymond James Insurance GroupRenee Larson, Vice President, Raymond James Insurance GroupPotomac C/1-3There are several risk management strategies every business owner should consider to ensure the long-term viability of the business and the successful transition of the business to family members or to new owners. Come hear how these concepts can be used to open conversations with business owners and valuable centers of influence.





PROFESSIONAL DEVELOPMENT SESSION

TECHNOLOGY SESSIONS

3:20 – 4:20 p.m.


GPM: The Living PlanChesapeake 2 & 3Once created, a GPM plan can become the “common language” of your ongoing relationship with clients and how your value is measured. This hands-on session will go deeper on key features that empower the “living plan” including Executive Summary, Investment Policy Statements, Periodic Review report template, sharing plans through Investor Access and adopting plans for ongoing monitoring through Star Track.

Work Is Theater. Strive for an Award-winning Performance, Part IIEileen J. Kennedy, CEO, The Kennedy Factor Cherry BlossomPlaces. Lights. Curtain up! Providing a consistent, exceptional client experience is like an actor performing for an audience. Join Eileen Kennedy, with over 15 years’ experience as an assistant director and stage manager, for a dress rehearsal to improve your practice management and business development processes.

6:30 – 7 p.m.Gala Reception | Potomac Foyer

7 – 9 p.m.Gala Dinner with Live Performance | Potomac ABJoin us for an elegant dinner accompanying our Gala Awards Ceremony and Cash Drawing! Dinner is followed by a performance by The Capitol Steps.

9 – 11:30 p.m.Live Performance from NRG Dance Band | Potomac ABContinue the party with our live dance band.

9 – 11:30 p.m.Piano Lounge | Cherry BlossomGet ready to sing along at our popular after-hours piano lounge.

TECHNOLOGY SESSIONS



MAKING A MONUMENTAL DIFFERENCE

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Transcript of MAKING A MONUMENTAL DIFFERENCE