Daily StarPersonal Branding in a Social Media AgeThis session covers practical techniques forbuilding and projecting your personal brand,particularly in the age of social networks wherereputation and word of mouth are critical.Bill Reeves, Partner, Comunicato8:00 a.m. to 8:50 a.m. – Asbury Hall A

Best Practices from Your ColleaguesHear from a panel of top assistants on how theymake their office run smoother, clients happierand become invaluable to advisors.Moderated by Laurie Burkhard, Sr. Business Consultant,Securities America along with Sales Assistant Advisory and Cultivating the Assistants Group Members11:00 a.m. to 11:50 a.m. – Salon 8

The NextPhase™ Income DistributionClient Planning ProcessLearn the five key concepts for marketing to and gaining income distribution clients, and identify how to win business using the NextPhase™ approach and marketing materials.Zach Parker, Director Annuities & Insurance, Securities America1:00 p.m. to 1:50 – Salon 7

Developing a Plan to Transition Your C Share Business to AdvisoryGain insight on the regulatory environmentrelating to 12(b)-1 trail commissions, start planning to transition C shares to advisory, and develop the plan to make that transition.Jeremy Robson, Director Advisor Services and Erick Lindewall,Director Advisor Sales, Securities America Advisors2:00 p.m. to 2:50 p.m. – Asbury Hall A

Introduction to Managed OpportunitiesUnified Managed Accounts (UMA)See the new Managed Opportunities UMA, thebenefits of using a UMA, and the technologywe’ve built so you can implement proposals formultiple managers in one brokerage account.Marla Cross, Vice President, and Jeremy Robson, DirectorAdvisor Services, Securities America Advisors3:30 p.m. to 4:20 p.m. – Asbury Hall D

Become Your Clients’ Clear ChoiceIncome distribution track explores depth and breadth of NextPhase™ programs.

Before retirement, the average investor hasthree financial advisors. After retirement,investors pare down to just one advisor.How does an advisor become

a client’s only advisor during thosecritically important retirement years?That’s the question Securities

America asked in 2005. The answerstarted with industry-leading researchthat compared systematic withdrawals,variable annuities and time-segmenteddistribution, resulting in the whitepaper “Capturing the IncomeDistribution Opportunity.” Thatwhite paper recently received theThought Leadership Award from the Retirement Income IndustryAssociation (RIIA) and was alsopublished in the inaugural issue ofthe Retirement Management Journal.In the six years between publishing

the white paper and receiving theaward, Securities America has beenbuilding the industry’s most extensivesupport system targeted at helpingadvisors become the income distribu-tion specialist in their community. “Regardless of the niche in which

you concentrate your business, the transition of thebaby boom generation will touch every advisor to oneextent or another,” said retirement income specialistZach Parker. “Every advisor needs to have a plan andbe prepared to address this need for your clients, orrisk losing clients to an advisor who is prepared.”Today’s Income Distribution Planning Track,

taking place in Salon 7, will feature sessions forbeginners and advance planners and will highlightSecurities America’s latest income distributionresources: an Income Distribution Desk, anexpanded Client Fact Finder and the ProductAllocation Models. With these tools, SecuritiesAmerica continues to lead the industry in retire-ment income distribution planning.

Securities America’s initial foray into incomedistribution began in 2005 when the companybegan offering The Income For Life Model™,

a software and marketing system forgenerating portfolio proposals using atime-segmented method. Within thisstrategy, an investor’s retirementassets are divided into segments andtagged to provide income over aspecific period of time in retirement. Dan Goeken, a Securities America

advisor in Norfolk, Neb., said the visualframework of the time-segmentedstrategy helps him more easily explainhis recommendations to clients. Forexample, one client who still plannedto work for a while had $750,000 in his401(k) plan. He found he could startfunding segments three and later ofhis time-segmented plan by takingan in-service distribution, allowinghim to use investment products notavailable in his 401(k). The client leftsegment two in his 401(k) plan’s stablevalue choice because it already metthe objectives for that segment. “Time-segmented distribution

really provides the structure to easeclients’ anxiety about the earlier segments,because the later segments have a greater growthobjective,” he said.As the time-segmented strategy caught on

among advisors, Securities America recognizedthe need for a way to translate the proposal into actual investments and then monitor each segment’s performance against the plan. The Managed Opportunities® advisory platform,which offers both advisor-directed and third-partymoney manager options, provided the perfectvehicle. In 2010, Securities America rolled outManaged Opportunities® NextPhase™, an enhancedplatform solution that supports a time-segmented

Today’sHIGHLIGHTSToday’sHIGHLIGHTS

ContentsContents

Daily StarTHE

Your business growth expert.

JIM NAGENGAST

Become Your Clients’ Clear Choice (continued) . . . 3Technology Continues to Evolve. . . . . . . . . . . . . . 4Challenges Make SA & Advisors Stronger . . . . . . 5NextPhase™ University Training Program . . . . . 5

Conveniently Earn CE and Firm Element . . . . . . . 6Opening Day Photo Page. . . . . . . . . . . . . . . . . . . . 7New Unified Managed Accounts (UMA) . . . . . . . . 8Specifically for Assistants, Staff and More . . . . . 9

continued on page 3

“As Baby Boomersstart to retire, now isthe time for you tobecome the ‘go to’professional for retirement income distribution.”

Finding Returns in the Global Economy . . . . . . 10Shift from C Shares, Avoid 75% Pay Cut . . . . . 11NextPhase™ University Training (continued). . . 11

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Become Your Clients’ Clear Choice (continued from cover)The wave of the future – the wave of Baby Boomers – points to the need for retirement income distribution planning.

Securities America’s director of insurance and annuities. “These toolstend to work better during accumulation years than in distributionyears when clients have less time and fewer new assets coming in (suchas wages) to recover from losses. Tools for risk profiling that rely on hardnumbers like assets and income can certainly give the client a ‘number,’

but they don’t address the client’s needs for major expensesor the impact on the client’s legacy plan. The expandedROI Profile allows the advisor to take a comprehensivelook at all of the client’s needs to create a more effective,efficient income distribution plan.”To help advisors determine which products may be

suitable for each segment when investing client assets intothe NextPhase strategy, Securities America created theProduct Allocation Model.“We identified several options in each segment advisors

could consider as suitable alternatives when creating a planfor their clients,” Parker said. “In addition to summarizingthe various product options, we highlighted factors foradvisors to consider when deciding which products to use.We also provide an Efficient Practice rating to indicatehow easily each product type could be implemented.”Parker will provide more information on the Product

Allocation Model and other NextPhase IncomeDistribution Solutions during the NextPhase IncomeDistribution Client Planning Process session TODAYat 1 p.m. He will also discuss the expanded ROI Profilein detail during the Advanced Planning Concepts forIncome Distribution Specialists TODAY at 2 p.m.

Don’t miss the full line-up of income distribution sessions taking place TODAY in Salon 7:

8:00 a.m. – Introduction to Time-Segmented Distribution and Managed Opportunities NextPhase

11:00 a.m. – Income Distribution Hot Topics, by Smedley Financial Services

1:00 p.m. – The NextPhase Income Distribution Client Planning Process

2:00 p.m. – Advanced Planning Concepts for Income Distribution Specialists

3:30 p.m. – This is Not Your Parent’s Retirement:Income Planning in the New Normal, by Sun Life

4:30 p.m. – Today’s Retirement Challenge: Generating HigherGuaranteed Income When Clients Need it

– Natalie J.S. Hadley

distribution strategy; a retirement income investment strategy designedto seek consistent income throughout retirement.“Managed Opportunities NextPhase offers advisors access to third-party

managers as well as the ability to utilize the advisor-directed technology to effectively manage client assets,” said Bill Kantner, a Securities Americaadvisor in Chadds Ford, Penn. “The enhanced trading andaccount analysis capabilities of Advisor Directed allow me tosave a considerable amount of time in my day-to-day assetmanagement tasks. This is the main reason I’m looking to con-vert as much of my asset base to this platform. The reportingcapabilities allow me and clients to have access to reporting24/7. This closed-loop solution lets me create, implement,manage and report on clients’ assets all on one platform.”The Managed Opportunities NextPhase tools help advisors

identify the appropriate allocation needed across multiple segments as well as the target accumulation for investmentswithin each segment, so that when harvested they will providethe desired income throughout that period of time.Like many advisors, Patricia Hinds, CFP®, a Securities

America advisor in St. Cloud, Minn., says that in her earlyyears, working with clients focused on accumulation. “I had a few clients taking periodic distributions or

occasionally a lump sum, but there was no focus on creatingan income stream from the assets,” she says. “As the clients– and I – got older, we talked about how they would need touse the dollars they saved. It became clear we couldn’t hap-hazardly have investments out there and just tap into thoseaccounts arbitrarily. It’s interesting that although our viewof how we will spend our time in retirement has certainlychanged, clients still arrive at my door with old-fashionedinvestment methodology ingrained in their thinking.”While developing the initial income distribution white

paper, Securities America realized the importance of addressing theimpact that clients’ emotion-based decision making regarding financescan have on portfolio performance. Soon after publishing the whitepaper, Securities America introduced the ROI* Reliability of IncomeProfile, a questionnaire designed to help advisors assess and measureclients’ emotional needs for guaranteed income and reaction tovolatility. To Securities America’s knowledge, the ROI Profile was thefirst of its kind in the industry. Earlier this year, Securities Americaexpanded the ROI Profile to include questions to determine whether aclient will need large lump sums during retirement, and their desire to leave a legacy. The expanded tool, which includes an advisor scoring key and suggestions for products and services based on client responses, has been renamed the Client Fact Finder.“Traditional risk profiling methods have attempted to quantify a

client’s sensitivity to financial loss in a portfolio,” said Zach Parker,

ZACH PARKER

“The expanded ROIProfile allows advisorsto take a full look at all of the client’s

needs to create a moreeffective income distribution plan.”

The e*Office NextPhase™ Support CenterIn addition to the many professional and expert staff who are knowledgeable about retirement income distribution, there are some key materials available to you at your convenience on the e*Office Website. They include White Papers: Capturing the Income Distribution Opportunity and Marketing Yourself as an IncomeDistribution Specialist; Advisor Training: Implementing Income for Life in NextPhase, Introduction to NextPhaseCoaching (New Session Starts Sept. 1, 2011) and many NextPhase Coaching Resources; Marketing Materials:NextPhase Strategy Overview Brochure, NextPhase Trifold Brochure, NextPhase Client Presentation with posters,invitations, letters and press releases (presentation coming soon!), Retirement Myth #1 flyer and Retirement Myth #2 flyer; Tools: Confidential Fact Finder Advisor Guide, Confidential Fact Finder, Product Allocation Model Presentation and Product Allocation Model Handouts.

The Technology Pavilion is the place to go if you:}Want to better understand how to use a specific solution.

}Want to conduct daily business more efficiently and effectively.

}Want to know about new systems and features we’ve added since last year’s conference.

We will also be collecting your ideas for futureenhancements. Many of the improvements toour technology over the years have started witha conversation at the Technology Pavilion. We are constantly tweaking and adjusting our systems to make them as intuitive and efficientas possible through honest, constructive feedback from our advisors.The Technology Pavilion will also have

demonstration computers where members ofField Technology will be able to discuss anddemonstrate any e*Office Advantage technologythat you wish to learn more about. New thisyear, we will have iPads, iPhones and Androidpowered tablets available to demonstrate our newsolution for accessing e*Office Advantage frommobile devices.Many of our technology partners will be joining

us to provide you with information about theirservices. Morningstar can show you AdvisorWorkstation and other great services. NationalFinancial and Pershing will both be there toexhibit the powerful technology available fromour clearing firms. Futureware Distributors willbe attending to discuss and take orders for com-puters, printers, scanners and other hardware foryour office. If you are interested in performancereporting, stop by the Albridge booth for ademonstration and make sure to talk withCashEdge about how their service can automat-ically integrate not-held assets into this system.Redtail CRM will showcase its web-based, easy-to-use client management solution designedspecifically for financial professionals. EmeraldPublications is available this year to help answerquestions about effective online marketing usinga professional website and will also discuss theirnewsletters, seminars and other materials.If you need to check your email or the markets,

visit the Cyber Café, located adjacent to theAsbury Rotunda at the entrance into the AsburyLobby, directly across from the TechnologyPavilion. Don’t get too engrossed, though! Wewant you to make the most of your time with usby attending conference sessions and learningfrom your peers, our home office professionals andproduct sponsor representatives.

– LisaJo CrawfordTechnology Pavilion HoursSaturday . . . . Noon to 5 p.m. & 8 p.m. to 10 p.m.Sunday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 7 p.m. Monday . . . . . . . . . . . . . . . . . . . . 8 a.m. to 6 p.m.Tuesday . . . . . . . . . . . . . . 7:00 a.m. to 10:00 a.m.

Each year at National Conference,Securities America brings you theTechnology Pavilion, where you can gethands-on with leading-edge industry

technology from Securities America and ourstrategic partners.A conference fixture since 1999, the

Technology Pavilion is centrally located inSalon 5, next to the Asbury Lobby, and staffed

by members of the Field Technology Team.These professionals have a combined 120 years ofexperience in the financial industry. Of that, 98 years have been with Securities America inareas that include operations, management,sales and compensation.The Field Technology team will be available

throughout the conference to answer your ques-tions, demonstrate services and discuss changes.

Technology Continues to Evolve to Meet Advisors’ NeedsThe Technology Pavilion offers onsite experts and computers to help with your technology questions.

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Challenges Make Securities America and Advisors StrongerHoltz tells audience, “Don’t maintain – get better!” at his inspirational opening-night keynote address.

said. “If you’d like to experience that kind ofgrowth in your fee-based assets, we’ll be startingour fifth class in late October.”Nagengast closed his comments with a reminder

of what made Securities America the nation’s seventh largest independent broker/dealer.“The reasons you joined us and the reasons

you stay – none of that has changed,” he said.“Our payouts remain competitive, our technologystands head and shoulders above other b/ds. Our fee-based programs are among the mostflexible and automated in the industry. Andwhen it comes to income distribution, no otherbroker-dealer comes close. I see only great thingsahead for Securities America, for you and foryour clients. I’m glad to have all of you on board.You don’t want to miss out on being part of shaping the future of the industry’s most progres-sive, innovative and intelligent broker-dealer.”Lou Holtz then took the

stage, delivering a “GamePlan for Success” messagethat underscored Nagengast’scomments.“There’s a rule of life: you’re

either growing or you’re dying,”Holtz said. “A tree is growing,or it’s dying; so is a marriage; so is a person. It doesn’t have a thing to do with age. There’s no agerestriction on dreams. But growing or dying haseverything to do with trying to get better.“When you maintain, you’re dying,” he

continued. “You never have any ideas. You neverhave any enthusiasm. You never have a reason tocelebrate. I finally realized I wasn’t tired of coach-ing. I was tired of maintaining. The more success-ful you are, you have to make sure you don’t justmaintain. You have to ask, ‘How can I get better?’That’s why dreams are so important – because that’swhere you’re trying to go.”

– Natalie J.S. Hadley

The Securities America 2011 Connect!National Conference opened with apacked general session featuring JimNagengast’s inaugural conference

address as the company’s chief executive officerand thoughts from keynote speaker Lou Holtzon having a “game plan for success.” KirkHulett, senior vice president of strategy andpractice management, served as the evening’shost. Nagengast addressed the challengesSecurities America faced in the past few years,most notably the legal matters surroundingMedical Capital and Provident Royalties.“It’s been about two years since these two

private placements began to unravel and entan-gled Securities America in one of the biggest challenges we’ve faced in our 27-year-history,”Nagengast said. “Like any other challenge we’vehad, we worked our way through it and learnedfrom it. I believe that ultimately we will be astronger company for having weathered this.”Nagengast went on to discuss the sale of

Securities America by parent companyAmeriprise Financial. “We are in an excellent position to move on

to the next chapter,” he said. “The sale processis moving quickly, and we expect to begin meeting with prospective buyers when we getback from the conference, with a keen focus onfinding a new ownership structure that createsthe least disruption to you and your clients.”Nagengast announced the members of the

newly created Advisor Committee, which willprovide feedback on select aspects of the newownership process. The Advisor Committeemembers in alphabetical order by last name are:Nate Bergeland, Bob Binn, Chuck Blossom,Jack Connealy, Arthur Cooper, John Egan,John Jenkins and Gregg Lipsitz.“We’ve mentioned before that key senior

leaders are closely involved in the new ownership process, but for the majority of ourhome office employees, it’s business as usual,”Nagengast said. “We have continued to focus onour key initiatives for 2011: NextPhase™

Retirement Income Distribution, Ease ofBusiness and Business Growth.”Each day of the conference will focus on one

of those initiatives, Nagengast said, starting withNextPhase Retirement Income Distribution.“About two years ago, we committed

ourselves to making Securities America theindustry thought-leader on retirement incomedistribution and building resources to help advisors specialize in this important industrytrend,” he said. “What we created is, bar none,the most comprehensive income distributionplatform in the financial services industry, and itjust keeps getting better.”Financial Planning magazine recently ranked

Securities America seventh among independentbroker/dealers based on 2010 revenues,Nagengast said, but simply getting bigger isn’tnecessarily the best measure of success. Monday’s focus will be on Securities America’sease of business projects and the 50+ technologyenhancements made so far this year, includingOnline Account Setup, the new AccountServicing Tool and an upgraded reports engine. Tuesday’s conference focus will be on Business

Growth. The company’s vanguard growth pro-gram, Next Level – Building the Million DollarPractice, has a current class of 22 advisors whohave placed $14 million in SAA fee-based pro-grams since their program start in January 2011.“A randomly selected comparison group of

advisors placed $5 million into SAA fee-basedprograms during the same period, meaning our Next Level advisors are outpacing the comparison group by 180 percent,” Nagengast

The NextPhase resources will help you:} Embrace a time-segmented distribution strategy in your practice.

}Understand the complexities and solutions for constructing livable retirement distribution solutions.

}Approach clients and prospects to discuss time-segmented distribution solutions.

} Learn the full capabilities of the NextPhase platform on ManagedOpportunities®, which allows you to build, implement and manage the process all in one place.

} Learn how to select the best product for each client’s unique retirement solution.

}Create a branding plan to become recognized as a retirement income distribution specialist in your practice’s region or market.

}Create a marketing plan to tap into the huge Baby Boomer opportunity.

} Structure your internal workflows to support income distribution planningclient service.

Securities America believes so strongly in the importance of retirementincome planning – both for clients to prepare for the distribution phaseand for advisors to best serve the needs of those clients – that it offeredits NextPhase University as the only pre-conference session at this year’s

national conference. More than 70 advisors attended the session.If you missed the pre-conference workshop, plan to attend TODAY’s NextPhase

Income Distribution Client Planning Process session at 1 p.m. in Salon 7. Thisone-hour session offers an overview of what you need to specialize in retirementincome distribution planning. The 12-week NextPhase™ Coaching Program,that starts Sept. 1, provides a great follow up to today’s client planning session,guiding you on implementing processes and tools we’ve created for advisors.Securities America will be taking the one-day NextPhase University on the

road for regional events in July, August and September. Watch your daily e*Staremail for dates and locations.The NextPhase Coaching Program includes bi-weekly, one-on-one

coaching sessions, implementable tools and in-depth training from ourexperts in income distribution planning.

NextPhase™ University Prepares Future Income Distribution SpecialistsTraining programs help advisors turn concepts into real-world client acquisition opportunities.

continued on page 11

LOU HOLTZLOU HOLTZ

By attending this session, advisors will havecompleted the FME 111 Anti-MoneyLaundering Training. This session has beenapproved for one CFP® and one PACE®

continuing education credit. This session isalso approved for one Nebraska state insurance continuing education credit. The second Compliance Continuing

Education session will be Tuesday from11:30 a.m. to 1 p.m. in the Grand HarborBallroom South and will feature Kevin Miller,Securities America vice president, chief compliance officer and deputy general counsel,and a panel of industry experts. By attendingthis session, advisors will have completedthree of the online courses: FME 112Prospecting and the Initial Client Meeting;FME 113 Managing Ongoing ClientRelationships and Suitability Considerations;and FME 114 Professional Responsibilityand Conduct. This session has been approvedfor one-and-a-half CFP® and one-and-a-halfPACE® continuing education credits. To receive full credit for completing these

courses at the National Conference, advisorsmust scan their conference badge in and out atthe session. Advisors can attend one or bothcourses and receive the corresponding FirmElement credit for each, or attend both sessions and fulfill their total Firm Elementrequirement for 2011. By attending both sessions, advisors will fulfill their 2011 AnnualCompliance Meeting requirement, althoughbranch managers may require advisors toattend an additional compliance meeting toreceive information particular to the branch.The attendance information from National

Conference will be uploaded to the LearningManagement System (LMS) on e*Office, andthe appropriate items will show as completedon those systems. The Compliance Max systemwill be updated to show the annual compliancemeeting requirement as completed for thoseadvisors who attend both of the national conference sessions.Advisors who are unable to attend one of

the sessions at National Conference will needto complete the corresponding courses onlinethrough the Learning Management System(LMS) on e*Office for Firm Element. Coursesmust be completed by Oct. 31, 2011.Advisors who have a regulatory element

requirement for 2011 must still complete theFirm Element conference sessions or courses.The firm element and regulatory element aretwo separate FINRA requirements.Please note: Insurance continuing education

credits may not be applicable in all states.

– LisaJo Crawford

This year’s National Conference iscommitted to helping advisors conveniently earn needed continuingeducation credits. With more than

30 different sessions offering continuingeducation credits, you are sure to leave theconference with a wealth of knowledge. You canalso get the 2011 Firm Element continuing

education requirement off your to-do list theeasy way – by attending both Firm ElementContinuing Education sessions here at theNational Conference.The first session will be Monday from 8 a.m.

to 9 a.m. in the Grand Harbor Ballroom Southand will feature Ryan LaFountain, SecuritiesAmerica’s anti-money laundering analyst.

Conveniently Earn Your CE & Complete 2011 Firm ElementEach year the National Conference is ideal to easily complete many compliance and regulatory CE requirements.

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NextPhase™ University Attendees Enjoy Saturday’s LuncheonBreaks provide time to dine and discuss what advisors are learning.

If You’re Not Growing, Then You’re Dying.A packed opening session embraces keynote Holtz’s philosophy.

NextPhase™ University – Retirement Income Distribution Planning Pre-Conference Education SessionMore than 70 advisors learn about time-segmented retirement income planning from Zach Parker, Securities America’s resident expert.

Income distribution is becoming vital to advisors’ practices, so NextPhase™ University was this year’s sole pre-conference focus.

Emcee Kirk Hulett Welcomes AllThe conference opens with information, education and Kirk’s trademark wit.

Securities America CEO Jim NagengastJim’s passion for advisor success shinesas he kicks off this year’s conference.

Opening Night Keynote Speaker InspiresFamous coach and television sportscasterLou Holtz drives home the keys to success.

Focusing on NextPhase™, Ease of Business & Practice GrowthIncome distribution pre-conference sessions and an upbeat opening night kick off this year’s National Conference.

For practices using an advisory approach, thecreation of a UMA offers a way to streamlineaccount maintenance and management beyondconsolidated reporting already available withSecurities America’s Managed Opportunitiesand Managed Opportunities Advisor Directed.Rather than separate brokerage accounts foreach mutual fund wrap or separate account wrapportfolio selected, advisors can complete one setof client paperwork to open one account. With the UMA’s open architecture, advisors

can have multiple investment types and usemultiple managers and portfolios. The ManagedOpportunities platform lets advisors build theirown models that can be saved and applied tomultiple client accounts, making it easy toimplement portfolio adjustments, such as assetallocation or manager changes, to all accountsassociated with a model. With a UMA, changing managers while maintaining themodel for the account has been simplified.Advisors can create their own models by

choosing any of the separate account wrap ormutual fund wrap portfolios on the ManagedOpportunities platform, which includes toolsthat will make recommendations to help advisors determine the appropriate asset allocation model for their client. The minimumfor each model is calculated based on the investment products or portfolios used, theirrequired minimum and the allocation to theproduct. The asset class allocation with thehighest required minimum sets the minimum forthe overall model, and can be as low as$150,000. Envestnet acts as the overlay manager, conducting trades and rebalancing asdirected by the third-party manager or the advisor, saving the advisor time.“The ability to combine multiple asset types

and multiple managers into one account, withone set of paperwork and one 1099, will saveadvisors a great deal of time, giving them moretime to spend with clients,” King said. “Advisorswho have delayed converting their practice to afee-based model because they perceived it as toomuch work have no reason to delay any longerwith the Managed Opportunities UMA. We know regulatory changes regarding Class Cshares are coming, which makes it even moreimportant that advisors take advantage of thesimplicity of the UMA.”Managed Opportunities UMA provides the

same advisor benefits that have made the original Managed Opportunities program one ofthe fastest growing at Securities AmericaAdvisors. The client profile and suitability questionnaire helps advisors choose an appropriate asset allocation strategy. Portfoliosand investment policy statements – customizedto an individual client’s securities restrictions,tax concerns and cash management needs – can

One client registration, one account,one set of paperwork and one 1099 –that’s the simplified account structureadvisors can gain with the new

Managed Opportunities® Unified ManagedAccount (UMA) from Securities America.“UMAs were originally designed as a way to

bring multiple separate account managers intoone account,” said Dennis King, senior vice

president of business development. “Workingwith Envestnet, Securities America has takenthe UMA strategy one step further by develop-ing a UMA that brings mutual fund wrap strate-gists into one account. No other firm does that.”According to Envestnet, UMAs are one of the

fastest growing investments in the industry. By2013, an estimated $327 billion in client house-hold assets will be managed through UMAs.

Simplify Advisory Business with New Unified Managed AccountSecurities America Advisors adds a fourth option to the Managed Opportunities platform to meet advisor needs.

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continued on page 9

Specifically for Assistants, Staff, Office Managers and MoreThe Ideal Assistant Track is designed to help all of your practice’s staff maximize efficiency and effectiveness.

1:00 p.m. to 1:50 p.m.Your Disaster Recovery and Emergency Client Contact PlanDo you have a plan if a disaster hit your office,whether a fire, tornado or hurricane? We alllike to hope this will never happen to us, butwhat if it did? Could you quickly recover, reassure your clients and keep down time to aminimum? This session will cover the basics to putting in place a well-thought-out disasterrecovery plan, as well as a strategy you canenact to contact clients quickly in case of an emergency.Laurie Burkhard, Senior Business Consultant

2 p.m. to 2:50 p.m.Leading and Managing PeopleHow do you get people to follow your lead?Your success depends upon your ability to influence the actions of others. Leading andManaging People gives you practical tools andframeworks that help you lead more effectivelyto achieve the results you need. Learn proactive, proven techniques for setting jobexpectations, coaching employee performance,providing constructive feedback, and takingcorrective action, while maximizing employeeproductivity and job satisfaction. Nicole Cummings, Director of Training andHuman Resources

3:30 p.m. to 4:20 p.m.Making Complicated Tasks Simple Using ChecklistsBased on the bestselling book, ChecklistManifesto, this session will discuss what checklists can do and what they can’t do, aswell as which tasks in your office are a mustfor checklists!Laurie Burkhard, Senior Business Consultant

4:30 p.m. to 5:20 p.m. Invest Wisely! Select the Right CRM for Your PracticeYou undertake important tasks and work hardeach day to be successful in the long run,including: A) delivering great service toclients, B) Communicating thoroughly andtaking great notes, and C) protecting yourpractice. Selecting an appropriate ClientRelationship Management (CRM) system tosupport “D) All of the above” is crucial. Attendthis session to learn more about existingCRMs, and how to make an informed decisionand invest wisely in the technology you use toreach your next level of success. Chris Kirby, Practice Management Consultant

As a long-standing leader in PracticeManagement programs, tools and services, weare confident these sessions will serve yourpractice well!

– LisaJo Crawford

Every year, Securities America invitesassistants to accompany advisors to theConnect! National Conference to learnclient service, team management,

personal productivity, staff career paths, workflow analysis and marketing. The IdealAssistant Track on Sunday is built specificallyto meet the needs and concerns of all levels ofassistants – advisor assistants, professional staff,

office managers, etc. These six sessions providea wealth of practical and implementable ideas,tips and tools for assistants and office managersto take back to the office and apply to theiradvisor’s practice.“Securities America has long been a leader in

providing training specifically for assistants andoffice managers, based on the belief thatbehind every successful advisor is a talented,supportive staff,” said Kirk Hulett, SecuritiesAmerica senior vice president of strategy andpractice management. “For more than adecade, Securities America has included theIdeal Assistant track at National Conference,which over time has evolved to include specific sessions for office managers, designatedprincipals and associate advisors.”

Assistants can also learn from attending conference sessions outside the Ideal Assistanttrack. Assistants are encouraged to attend allother sessions at the conference to increase theiroverall knowledge of the industry, allowing themthe opportunity to better support advisors and tocreate a well rounded office. Assistants whoattend National Conference also gain hands-onexperience using Securities America’s latest

technological tools and learn how to use softwareand other programs in-depth. With nearly 100assistants attending the conference each year, theopportunities to connect with and learn from theexperiences of others are massive. Assistants willleave with numerous ideas they can implementinto the daily operations of their practices.For staff who can’t attend the National

Conference or want to further expand theirskills, Securities America offers AssistantUniversity, which will be October 5-6 at the Hilton Omaha this year. Assistants are also encouraged to participate in thee*Certification program for assistants, availableonline through the e*Office Educenter.

8:00 a.m. to 8:50 a.m.What You Need to Know About ComplianceCompliance is a constant in any financial services office. Find out what you should bedoing to help protect the practice and ensureclean audits. Adam Proskovec, Director of Surveillance (Roger Verboon, moderator)

11 a.m. to 11:50 a.m.Best Practices from Your Colleagues You spoke and we listened! Attendees want tohear best practices from other offices and howto implement them. Come hear from a panel oftop assistants on how they make their officerun smoother, keep clients happier and becomeinvaluable to their advisor.Sales Assistant Advisory Board and Cultivating the Assistants Group members (Laurie Burkhard, moderator)

“Securities America has longbeen a leader in providing trainingspecifically for assistants andoffice managers, based on the

belief that behind every successfuladvisor is a talented support staff.”

KIRK HULETT

be created online in about 10 minutes. All required account initiation and investmentdocuments can be downloaded and printed fromwithin Managed Opportunities, and advisorshave online access to rolled-up reports, updateddaily, on assets at a household level, regardless of different registrations or money managersused. The UMA offers even more streamlined reporting than the consolidated reports available on the Managed Opportunities separate account program. Learn more at Managed Opportunities

Unified Managed Account TODAY at 3:30 p.m.in Asbury Hall D.

– Natalie J.S. Hadley

New UMAs (continued from page 8)

“I think that over the next five years, theequity markets will be below their historicalreturns and that rising interest rates will impactbond prices,” he said in an interview. “Inflationis the wild card.”In addition, the global economic picture

continues to evolve, Spitzmiller said. “TheUnited States was at the forefront of the worldeconomic environment in the past. Today, wehave to look at the economy globally. There areopportunities in emerging markets, and theU.S. is becoming a smaller player.”“Advisors can’t rely on a static buy and hold

strategy any more,” Spitzmiller said. “They willneed to look for opportunities to add less traditional products, like exchange traded fundsand open-ended mutual funds in the alternativespace, to diversify portfolios beyond equitiesand bonds to increase returns. The way advisorshave been constructing portfolios may not bethe way to do it now. The markets may bealmost double the lows of March 2009, but themarkets and the economy are not the same asthey were before the meltdown.”Iron Point, which is a sister company to

Securities America, manages objective-basedportfolios allocated for long-term investingusing a strategic allocation with a tactical over-lay. The strategic approach uses a diversifiedlong-term neutral allocation customized for theclient. The tactical overlay aims to improverisk-adjusted rates of return by taking advantageof changing market conditions.The company’s investment methodology uses

both top-down and bottom-up analysis. Thetop-down analysis examines the macro view ofthe markets, while the bottom-up analysis narrows in on the individual securities to generate a balanced perspective of the currentstate of the economy, as well as identify trendsthat may occur. Don’t miss this opportunity to learn more

about economic and market trends in the coming years, and how those factors will affectportfolio construction. Portfolio Constructionin the Years Ahead will be held TODAY at4:30 p.m. in Asbury Hall D, and is worth onehour of continuing education credit for theCFP® and PACE® designations.

– Natalie J.S. Hadley

The United States has enjoyed a longhistory of leading the world economy,but the realities of the new globaleconomy will make the U.S. a smaller

player and create opportunities for the rest ofthe world, particularly in emerging markets. Inhis session Portfolio Construction in the YearsAhead, Iron Point Capital Management ChiefInvestment Officer Jeff Spitzmiller will look at

why investors who became more conservativefollowing the 2008 market decline will find itmore difficult over the next few years to earn arate of return necessary to meet their goals.Spitzmiller will start with a look at the market

and economic environment over the past few years, and the risks that could derail theeconomy, causing some asset classes to performbetter than others.

Finding Returns in a New Global Economy Changes PerspectivesIron Point looks at portfolio construction themes as the U.S.’s economic influence declines.

Daily StarTHEDaily StarTHE

“Today we have tolook at the economyglobally. There are

opportunities in emerg-ing markets and theU.S. is becoming asmaller player.” JEFF SPITZMILLERJEFF SPITZMILLER

Securities America, Inc., Member FINRA/SIPC. Securities America Advisors,Inc., an SEC Registered Investment Advisor. Copyright June 2011,

Securities America. All Rights Reserved. For Broker/Dealer Use Only.

Daily StarTHEDaily StarTHE

PublisherSecurities America Marketing Department

Editor and Lead WriterNatalie J.S. Hadley

Staff WriterLisa JoDean Crawford

Graphic Design, Photography Editing, Production and DistributionDerek Layne Peterson, MBA

Shift from C Shares to Advisory Helps Advisors Avoid 75% Pay CutSecurities America’s new coaching program assists advisors in transitioning to a fee-based practice.

the shares being out of the contingent deferredsales charge (CDSC) period.“Making the transition to a fee-based practice

can appear intimidating to advisors, but thetools, processes and resources Securities Americaprovides help advisors approach this change

gradually and systematically in a way that makessense for the advisor, their staff and their clients,”Robson said. “It does take time to make the transition, and there’s no getting around some ofthe work required, but clients and advisors bene-fit in the long run. Over the past 17 years, SAAhas helped hundreds of advisors transition to afee-based advisory practice, and I don’t know ofany advisors who have regretted it.”The SEC has stated it plans to return to

finalizing and implementing new rules on mutual fund fees this summer. You don’t want toface a potential 75 percent reduction in income.If you have never considered a move to fee-basedbusiness, or you’ve considered it before and foundreasons not to change, plan to attend today’s session at 2 p.m. in Asbury Hall A.

– Natalie J.S. Hadley

If you knew a situation was brewing thatwould cut your income by 75 percent, wouldyou take steps to mitigate the impact oravoid it all together? Advisors who rely

heavily on trail commissions from mutual fund C shares will face that very situation if theSecurities and Exchange Commission (SEC)moves ahead with its proposed rule to cap 12(b)-1fees at 25 basis points (bps).“No business can survive a 75 percent cut in its

revenue,” said Jeremy Robson, SecuritiesAmerica Advisors’ director of advisory services.“Advisors need to prepare now for the comingrule changes by analyzing their business and howa true fee-based advisory approach can not onlypreserve that income but expand it.”Robson and Erick Lindewall, SAA director of

advisory sales, will present today’s session,Developing a Plan to Transition Your C ShareBusiness to Advisory at 2 p.m. in Asbury Hall A. “In addition to avoiding the potential loss

of income due to the fee cap on C shares, transitioning to an advisory structure allows theadvisor to provide a deeper level of service toclients,” Robson said. “That can mean gainingadditional assets the client may currently holdelsewhere. An advisory approach also makes theadvisor’s practice more valuable. An advisorypractice typically sells for one and a half to twotimes revenues; a practice based on C shares typically sells for 50 percent of revenues or less.Advisors buying books of business are looking foradvisory-based practices.”Clients who move from mutual fund C shares

to an advisory relationship can access a broaderspectrum of investments, Robson said. Around5,000 mutual funds, separate account models,mutual fund wrap portfolios, and exchange traded funds can be accessed through variousSAA programs. By comparison, around 2,000mutual funds offer C shares.Earlier this year, SAA piloted its new

JumpStart Advisory Coaching Program, which

helps advisors develop a transition plan.Delivered online in five sessions, the 12-weekprogram includes bi-weekly individual coachingsessions, implementable tools and training fromSecurities America experts in fee-based business.Session topics include creating a fee-based

business plan, pricing, investment manager andplatform selections, the client communicationplan (with scripts) and workflows. The nextJumpStart Advisory Coaching Program sessionbegins Oct. 4. For more information and to register, visit the Advisory Business tab of thee*Office website and click on the JumpStartAdvisory Coaching link.SAA has other initiatives planned that will

make transitioning from C shares to advisorybusiness even easier, including a small accountprogram to accommodate investors who don’tqualify for normal account minimums, andagreements with mutual fund providers to allowshare class exchanges to eliminate capital gainsexposure from the liquidation of C shares. Elevenfund companies so far allow tax-free (non-reportable) conversions to advisory class shares,including American Funds, Invesco AIM,Fidelity, Allianz, Oppenheimer and FranklinTempleton. All conversions are dependent on

“Over the past 17 years, SAA hashelped hundreds of advisors transition

to a fee-based advisory practice, and I don’t know of any advisors

who have regretted it.”

JEREMY ROBSON

Advisors who complete NextPhase University at National Conference or the 12-week NextPhaseCoaching will have access to Securities America’s new Income Distribution Desk.“This training is a basic necessity for implementing retirement income distribution in your practice,”

Parker said. “There are a lot of variables, however, as advisors get into creating plans for clients. We established the Income Distribution Desk to support advisors in building income distribution proposals and plans for clients. Completing NextPhase University or the NextPhase Coaching programis a prerequisite for accessing the Income Distribution Desk.”Securities America experts staffing the Income Distribution Desk will create the proposal in the advisor’s

system using a completed client profile sent by the advisor, and will consult with the advisor on the initialportfolio plan. A printed and bound copy of the proposal and plan, including specific recommended investments, is shipped to the advisor. Advisors meeting all of the prerequisites will have access to theseservices at no charge.“The Income Distribution Desk helps the advisor focus on relationships, while we act as the back office

or paraplanner,” Parker said.Sign up for the NextPhase Coaching Program that will be starting September 1, by contacting Teri Heim

at theim@saionline.com or 800-747-6111, ext. 5305.– Natalie J.S. Hadley

NextPhase University (continued from page 5)