2010 Wealth Management Conference
(Live video conference, Toronto CFA Society)
Tuesday, May 4 - 5:40 am – 1:30 pm
Wednesday, May 5 - 5:40 am – 9:00 am
Continuing Education Course:
Eligible for 9.5 CFA Institute CE Credits, IIROC CE
Credits CFP and IMCA forms will be available as well.
Eligible for Tuition Tax Receipt – Form T2202A
CFALA Members: $20.00 for all day access to streaming media video of conference.
Non-Members: $30.00 for all day access to streaming media video of conference.
Non-Members: $30.00 for all day access to streaming media video of conference.
Click date to register: May 4, 2010, 5:40 am – 1:30 pm
May 5, 2010, 5:50 am – 9:00 am
Location: Northern Trust
355 S. Grand Ave., Floor 26
Los Angeles, CA 90071
*Please bring photo Identification
To stay competitive, wealth managers and advisers must develop skills and solutions to successfully serve their clients. Toronto CFA Society will host its 2010 Annual Wealth Management Conference which offers participants an opportunity to stay current with the best practices and innovative thinking necessary for successfully maintaining client relationships and expectations, particularly resulting from the recent financial crisis.
The program draws on the CFA Institute Private Wealth Management Body of Knowledge and will be delivered by high-profile practitioner and academic experts. By offering a variety of practitioner focused topics, this conference uniquely speaks to a wide audience — from the high-net-worth manager and the family office professional to wealth managers serving a broader private client audience.
The conference will include six 1½ to 2 hour advanced level seminars which are focused on the needs of experienced practitioners.
There will be both required and suggested pre-reading and exercises to maximize the value you receive during the sessions.
Topics and Speakers include:
Building a World-Class Wealth Management Business
John Bowen, CEO, CEG Worldwide
While the current market climate is presenting numerous challenges to advisors, it is also providing significant opportunities for those advisors who are positioned to serve their best clients extraordinarily well. This presentation will provide attendees with a high-level understanding of the key business building strategies used by leading wealth managers today. During this presentation, the seven winning strategies of elite advisors will be explored and, based on these strategies, attendees will be provided with actionable, results-oriented information to accelerate their success while serving their clients well.
All attendees will receive a complimentary copy of CEG Worldwide’s recently released book, Breaking Through: Building a World-Class Wealth Management Business. This book will serve as an excellent reference for attendees as they implement what they learn during the presentation.
John Bowen is the founder and CEO of CEG Worldwide. His experience encompasses a career as a financial advisor, including eight years as CEO of Reinhardt Werba Bowen Advisory Services, where he helped manage more than $1.6 billion in assets. John sold that company and subsequently became CEO of Assante Capital Management in the United States. Through these experiences, John learned firsthand
the best practices necessary to achieve substantial success. He also learned that the vast majority of advisors and institutions lacked this roadmap to build a simple and elegant practice. He founded CEG Worldwide to provide other advisors and institutions the lessons CEG Worldwide's ongoing research and his experience had taught him.
John is widely recognized as a leader in the financial services industry. He writes a monthly column for Financial Planning. He is the author or co-author of several books, including Breaking Through: Building a World-Class Wealth Management Business, The Prudent Investor's Guide to Beating Wall Street at Its Own Game and Creating Equity: How to Build a Hugely Successful Asset Management Business.
Marketing for Financial Advisors: Establishing Your Brand
Keith Niedermeier, Ph.D., Director, Undergraduate Marketing Program, Adjunct Assistant Professor of Marketing, The Wharton School
In a crowded marketplace and after the worst financial period in 70 years many advisors find it difficult to distinguish themselves and differentiate their practices. Critical to doing this is to establish your brand and reputational awareness and develop a differentiated value proposition. Keith will teach us the process of how to brand and differentiate our firms and how to utilize the results in advanced marketing campaigns.
Keith is the Director of the Undergraduate Marketing Program and an Adjunct Assistant Professor of Marketing at the Wharton School, University of Pennsylvania. He was previously a Visiting Assistant Professor of Marketing at the Wharton School and spent five years as an Assistant Professor of Marketing at Penn State University. He received his Ph.D. in Social Psychology from Michigan State University in 1999. Keith has taught specialized executive education sessions for firms such as Merrill Lynch, Janney Montgomery Scott, and AXA/Equitable and teaches executives sessions on branding and behavioral finance. Additionally, he is currently the president-elect of the American Marketing Association, Collegiate Chapters Council. He has consulted for General Motors, Proctor and Gamble, ESPN, and the U.S. Floral industry. His research focuses on the social cognitive elements of consumer decision-making. His research has been published in the Journal of Public Policy & Marketing, Journal of Personality and Social Psychology, Journal of Applied Social Psychology, Psychology and Marketing, as well as several other journals and conferences proceedings. He is also the coauthor of two books: Marketing for Financial Advisors and Statistical Analysis of Longitudinal Categorical Data in the Social and Behavioral Sciences. Additionally, Keith has received the Wharton MBA Excellence in Teaching Award and the Whitney Award for outstanding undergraduate teaching.
Incorporating Human Capital into an Integrated Wealth Management Solution
Stephen M. Horan, Ph.D., CFA, Head, Professional Education Content and Private Wealth, CFA Institute
As high net worth investors look to their advisors for meaningful approaches to developing an appropriate asset allocation strategy, several practitioners are incorporating the concept of human capital into their wealth management framework. This session will describe human capital (sometimes referred to as net employment capital) and develop techniques for estimating the magnitude of a client’s human capital on their life balance sheet. The session will also describe how wealth managers might characterize the risk characteristics of that human capital and, by way of illustrative examples, demonstrate how to incorporate an understanding of a client’s earnings stream into the asset allocation decision and risk-management solutions.
In addition, this session will also cover the extensive marketing resources that are available to private wealth practitioners from the CFA Institute.
Steve leads a team of topic areas specialists that develop education content for CFA Institute members. His area of specialization is private wealth management. Prior to joining CFA Institute, he was a
professor of finance at St. Bonaventure University, principal of Alesco Advisors LLC, and a financial analyst and forensic economist in private practice, providing expert witness testimony and preparing economic impact studies. Steve also served as account manager with Manning & Napier Advisors, Inc. and as stockbroker with Quick and Reilly, Inc.
Steve has published two editions of the Forbes Stock Market Course, a comprehensive guide to personal investing and wealth management, and edited a tomb on practical advances in wealth management. He is also the author of numerous articles in leading peer-reviewed journals, such as the Financial Analysts Journal, Journal of Wealth Management, Journal of Financial Research, and Financial Services Review. Steve has also published monographs commissioned by the Research Foundation of CFA Institute and received numerous research grants. His award-winning research has been profiled in leading practitioner publications, including The CFA Digest and Barron’s. He is frequently quoted in the popular press and has been a guest on television networks, such ABC, CNBC, and BNN. Steve has served CFA Institute as both associate editor and abstractor for CFA Digest, and ad-hoc reviewer for Financial Analysts Journal. He also served as education chair for the CFA Society of Buffalo. Steve earned a BBA in finance with a minor in mathematics from St. Bonaventure University and a PhD in finance with a minor in economics from State University of New York at Buffalo.
Prospecting Techniques for Uncertain Markets
Richard L. Peterson, MD, Managing Partner, MarketPsych LLC
Clients' enduring emotional reactions to the financial crisis have added a new dimension of insecurity to the business of financial advising. Many clients who were formerly content with their services are now feeling a high level of mistrust. Such jaded clients can be difficult to communicate with and manage. Furthermore, there is a high level of uncertainty about the market future, with many advisors highly confident of strikingly different outcomes. In this session Richard will discuss communication strategies for rebuilding trust with cynical clients. Additionally, tactics for bringing in new clients - via addressing and working with their mistrust and nervousness - will be explained. Two real-world case studies will allow the attendees to solidify their learning and share experiences.
1. Understand how investor uncertainty biases decision making and drives price changes in the markets.
2. Gain a communication tool - the IDEAS script (Inquire, Describe, Empathize, Add another perspective, and Suggest solutions) - to improve client communication and strengthen relationships.
3. Via two case studies, learn to build stronger relationships, bond with mistrustful prospects, and help clients make better decisions in uncertain markets.
Richard works at the intersection of investor psychology and financial markets. Through his training firm MarketPsych LLC, he instructs financial professionals in the use of psychological insights to improve their decisions and strengthen client relationships. He is also the managing director of MarketPsy Capital
LLC, a psychology-based market research and asset management firm. His financial psychology research has been published in leading academic journals, textbooks, and profiled in the financial media. His book, Inside the Investor’s Brain (Wiley, 2007), was praised as “outstanding” and a “seminal text” by Barrons. Richard earned cum laude degrees in electrical engineering (BS), arts (BA), and medicine (MD) from the University of Texas, performed post-graduate neuroeconomics research at Stanford University and is Board-certified in psychiatry. He lives in Los Angeles with his wife and two daughters.
Foreign Exchange Management for the Private Client
Andrew Spence, Global Head of Research, Rates and Foreign Exchange,TD Securities
As more portfolio managers invest outside of their country’s borders, foreign currency movements have an increasingly large impact on the performance of their client’s portfolios. Andrew will examine the distinction between hedging exposure to maximize asset mix diversification and pursuing active FX management as a source of alpha. He will review the different methods of individual currency valuation
and how best to forecast a spot FX rate. Finally, he will give some practical tips on how to approach the FX hedging and management decision that will maximize portfolio returns to a geographically dispersed asset mix.
Andrew leads the research team for Rates and Foreign Exchange at TD Securities. Based in Toronto and with analysts in London, New York and Singapore, the research team monitors developments in the global economy and capital markets and offers strategic and tactical advice to both institutional investors and corporations. Andrew has worked on both the sell and buy sides of the street. On the buy side at a large Canadian pension plan, Andrew lead the asset return forecasting process that shaped long-term asset allocation, and directed the risk-management overlay program. During 2002 and 2003, Andrew was seconded to the Bank of Canada as Special Adviser to the Governor, and is a current member of the C.D. Howe Institute’s Monetary Policy Council. Andrew started his career as an economist in H.M. Treasury in London where he was engaged in macro economic policy advice for government ministers. He holds an M. Phil. in Economics from the University of Bath, England.
The Future of Life-Cycle Saving and Investing: The Retirement Phase
Zvi Bodie, Ph.D., Professor of Finance and Economics, Boston University School of Management
The aging population and changing demographic landscape in many developed countries is well known and has been written about extensively. An attendant issue is the development of cutting edge financial solutions to meet the retirement planning needs of the populace. To this end, Professor Bodie, whom Time Magazine recently highlighted as one of the world's top three thinkers on retirement investing and the stock market, will speak about lifecycle investing including choosing among the features and products designed for consumers by financial engineers, the technology process that will make these products affordable for not just the wealthy but also the middle class, and the necessary investor education that will focus on helping consumers choose the appropriate product features that they can afford.
Zvi Bodie is the Norman and Adele Barron Professor of Management at Boston University. He holds a PhD from the Massachusetts Institute of Technology and has served on the finance faculty at the Harvard Business School and MIT’s Sloan School of Management. Professor Bodie has published widely on pension finance, personal finance and investment strategy in leading professional journals including: the Journal of Finance, Journal of Financial Economics, American Economic Review, Journal of Political Economy, Journalism Investment Management, Journal of Portfolio Management, Financial Analyst Journal and Harvard Business Review. His books include The Future of Lifecycle Savings and Investing and Foundations of Pension Finance. His textbook, Investments, co-authored with Alex Kane and Alan Marcus is the market leader in graduate and undergraduate programs at business schools globally as well as used in the certification program of the CFA Institute and the Society of Actuaries. His textbook, Financial Economics, is co-authored with Nobel Prize winning economist, Robert C. Merton. His latest book is Worry-Free Investing: a Safe Approach to Achieving your Lifetime Financial Goals. In 2007, the Retirement Income Industry Association gave him their lifetime achievement in applied retirement research awards. Professor Bodie is a two time winner of the Financial Analyst Journal, Graham and Dodd Scroll Award (1985, 1996). A copy of his recent monograph, The Future of Life-Cycle Saving and
Investing: the Retirement Phase, will be given out at the conference.
Who Should Attend
Private client portfolio managers, Private client relationship managers, Wealth managers and experience investment advisers, Consultants, Family office professionals, Financial planners and Private bankers.
Methods of payment accepted: Visa/Mastercard, American Express and Discover. If you prefer to pay by check please register online and select "purchase order" as your payment option and enter your last name as the purchase order number. Mail check to: CFA Society of Los Angeles, 350 S. Grand Ave, Suite 1680, Los Angeles CA 90071.
*Credit card payments will only be accepted through the secure online registration, and not by phone or email.