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									                              CENTER FOR DUE DILIGENCE
                               P.O. Box 8  Western Springs, Illinois 60558
                                  (630) 662-0284  Fax (630) 662-0286

Consulting  Research                                               E-mail: CFDD@401kduediligence.com
Competitive Analysis                                                Web: http://www.401kduediligence.com

                                          September 28, 2005

                                   CFDD Advisor Conference
                                   TOPIC DESCRIPTIONS
                        “How To Grow Your Retirement Plans Business Part III:
                           Marketing Advisory Services Instead Of Product”
                                         October 4-6, 2005
                           The Fairmont Chicago, 200 North Columbus Drive
                                          Chicago, Illinois



Tuesday, October 4, 2005

7:00 a.m. - 8:00 a.m.            Registration & Breakfast


8:00 a.m. – 8:15 a.m.

International Ballroom           Introduction
                                 Phil Chiricotti, President, CFDD




8:30 a.m. – 9:30 a.m.

International Ballroom           401k Fiduciary Issues For Sponsors & Advisors:
                                 Plan Investments & Participant Investing
                                 Fred Reish, Managing Director, Reish Luftman Reicher & Cohen
                                        (Sponsored by ING)

The two dominant themes in fiduciary responsibility are (1) the prudent selection and monitoring of
investments by plan sponsors and (2) the development of appropriate portfolios by participants, i.e.,
prudent investments and prudent investing. To satisfy the ERISA requirement that they act for the
exclusive purpose of providing retirement benefits, these issues must be dealt with successfully. The
401(k) industry is devoting enormous resources to solving the problems in both areas. Financial advisors
will need to explain and/or deliver solutions to plan sponsors. It is imperative that advisors understand
the structure of those programs, as well as the fiduciary consequences of their involvement. This session
discusses programs for fiduciary assistance for plan sponsors, including co-fiduciary arrangements and
investment advice by financial advisors, and investment assistance for participants. It also covers how and
when a financial advisor becomes a fiduciary, how to avoid fiduciary status in the 401(k) investment
selection process and how to comply with the fiduciary rules if investment advice is given.



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Tuesday, October 4, 2005 (Continued)

9:45 a.m. – 11:00 a.m.

Gold Room                       Evaluating Analytic Software
                                Panel
                                -Ward Harris (Moderator), Managing Director,
                                        The McHenry Group / PlanToolsTM
                                -Bob Padgette, CFA, CIMA, Managing Director, Klein Decisions, LLC
                                -John Rekenthaler, VP, New Product Development, Morningstar, Inc.
                                -Jeff Schwartz, VP, Director of Sales & Marketing,
                                        Markov Processes International (mpi Stylus)
                                -Peng Chen, Chief Investment Officer, Ibbotson Associates
                                        (Encorr Software)
                                -Marc Odo, CFA, Consultant, Zephyr Associates, Inc., (StyleAdvisor)

The evaluation of current and candidate plan investment options present challenges and opportunities that
this panel will address through a review of popular software packages. Areas of focus will include
performance, risk and style attributes of funds and managed accounts. Asset allocation and portfolio
construction tools will also be discussed.



Crystal Room                    DC/DB Combination Plan Opportunities
                                Panel
                                -Dorann Cafaro (Moderator), Executive VP, 401k Advisors USA
                                -Leo J. Polverini, Jr. VP, MassMutual Retirement Services
                                -Harry A. Dalessio, Regional Sales VP, Prudential Financial
                                -Joe Masterson, Sr VP, Chief Sales Officer,
                                        Diversified Investment Advisors
                                -Gary Jackson, Managing Director, NYLIM

Learn how to double your sales through a single presentation in the world of TRO. This panel will show
advisors how to uncover, present, close and service the lucrative marketplace for combined DC and DB
plans. Advisors attending this session will also benefit from real case examples, marketing materials that
work and other actionables to exploit TRO opportunities.




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Tuesday, October 4, 2005 (Continued)

9:45 a.m. – 11:00 a.m.

State Room                      Growing High Net Worth Rollover Accounts,
                                Best Practices From The Best Advisors & HR Distribution Liability
                                - Bryan M. Burke, AIF, VP & Sr. Retirement Plan Consultant,
                                        Federated Investors
                                - Eugene Maloney, Executive VP & Corporate Counsel,
                                        Federated Investors

Attend this session and hear Bryan Burke discuss the opportunities for retirement rollovers and highlight
the best practices used by successful advisors to grow their rollover business. The presentation includes
10-15 ideas advisors can use immediately to grow their retirement rollover business. Eugene Maloney,
Federated's Corporate Counsel, will also discuss why corporate retirement plan distributions pose a
growing liability for HR departments.



Regent Room                     Why Affiliate With Other Advisors
                                Stephen Winks, Publisher, Senior Consultant

A new business model is emerging where like-minded advisors are finding strength in numbers.
Independent studies have found that multi-advisor practices advise more assets per client, achieve higher
earnings per advisor, foster a more efficient division of labor and exceed client service expectations.
Multi-advisor practices also have scale, excess capacity, lower costs and are in a position to market a
predatory value proposition. The advisor’s counsel is no longer limited by NASD constraints, and by
leveraging processes and technology, the multi-advisor model can offer far more than the solo practice.
This is the future of the industry and regardless of assets, Stephen Winks will show how advisors can
obtain and take advantage of this value proposition.




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Tuesday, October 4, 2005 (Continued)

11:15 a.m. – 12:30 p.m.

Gold Room                        Professional Designations For Retirement Advisors
                                 Panel
                                 -Donald B. Trone (Moderator), AIFA, Co-Director,
                                         Center for Fiduciary Studies
                                 -Kevin Clift, CIMA, Senior VP – Investments,
                                         Corporate Client Group Director, Smith Barney
                                 -Todd L. Jones, CFP®, AIF®, ARPS, VP, CapTrust Financial Advisors

Fiduciary responsibility is a dynamic and constantly evolving area of the investment industry. In this
post-Enron environment, prospects and clients expect and demand that investment consultants embrace a
higher standard of care. Additionally, both the SEC and the DOL have issued bulletins advising the public
to hold their investment consultants to a fiduciary standard of care. Attendance at this session will reveal
which professional designations can help investment consultants prepare to meet and demonstrate
fiduciary standards.


Crystal Room                     How Providers Can Support The RIA Model
                                 -Sean Kelley, VP, Retirement Plan Sales, NYLIM
                                 -Donald Stone, President, Plan Sponsor Advisors, LLC

The market is still evolving and vendor approaches vary, but mid-market providers that don’t adapt to
changing conditions will see their block of business erode over time. In addition to traditional business,
providers must now support both RIA and fee-based broker-dealer business. This session will focus on
sound fiduciary practices, operational efficiency and specific steps providers can take to support the RIA
model. Barriers that keep providers from becoming RIA friendly will also be discussed. Some of the
areas addressed will include            revenue collection, compensation, share class flexibility,
reporting/disclosure, payment methodology, consultant relationship managers, proprietary fund
requirements, open architecture vs. “best in breed,” sub-advised investments, due diligence, support
tools, conflicts and more. Attend this session and find out the difference between providers that
compromise your business and those that support your business.


State Room                       Increasing Market Share With Stable Value Alternatives
                                 Leo Polverini, VP, Business Development,
                                        MassMutual Retirement Services

When offered to retirement plans, stable value options generally capture a significant portion of
participant assets. To assist clients, establish credibility and create new business opportunities, stable
value options should be fully understood by retirement advisors. This session will focus on key
differentiating characteristics that include credit quality, expenses, compensation, interest rate sensitive
and portability.




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Tuesday, October 4, 2005 (Continued)

11:15 a.m. – 12:30 p.m.

Regent Room                     Analyzing Benchmarks for Investment Selection & Monitoring
                                -Joe Masterson, Senior VP, Chief Sales Officer,
                                       Diversified Investment Advisors
                                -Jim Gaynor, Director, Investment Management Group,
                                       Diversified Investment Advisors

A myriad of analytical tools are available to help select and monitor plan investments, however they can
be confusing and conflicting. As a result, plan sponsors look to you to help them simplify this process.
To do so, attend this dynamic session! This session will equip you to provide plan sponsors with a clearer
explanation of these tools, while helping them gain a better understanding of each tool, the strengths and
weaknesses of benchmarks, indices and performance within peer groups.




12:30 p.m. – 1:30 p.m.          Lunch




1:30 p.m. – 2:45 p.m.

Gold Room                       Making Sponsors Aware Of Their Fiduciary Responsibilities
                                Panel
                                -Kerry Gile (Moderator), Senior VP, Wachovia Retirement Services
                                -Peter Borowsky, Senior VP-Investment Officer, Wachovia Securities
                                -Paul D’Aiutolo, Branch Sales Manager, VP, McDonald Financial Group
                                -Robert J. Rafter, Sr. VP, Consulting Group Institutional Services,
                                         Smith Barney
                                -Phyllis Klein, AIF, Director Retirement Plan Services, CapTrust

Plan sponsors are becoming aware that their fiduciary responsibilities are at the forefront of industry
news. As a financial advisor, how do you help your clients understand and fulfill all aspects of their
responsibilities? Do your clients truly understand the fiduciary requirements under ERISA? Are
providers that you work with offering a simple solution to managing fiduciary liability? Attend this
session to hear an experienced panel of advisors share their insights on best practices, communications
and tools they have found helpful to educate their clients. If you want to increase the value you bring to
your clients, don't miss this session.




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Tuesday, October 4, 2005 (Continued)

1:30 p.m. – 2:45 p.m.

Crystal Room                    Converting To Level Pricing
                                Panel
                                -Bryan M. Schneider (Moderator), Sr. VP,
                                        Smith Hayes Financial Services
                                -Laura H. Gough, Managing Director, Corporate/Executive Services &
                                        Retirement Plans Services, Robert W. Baird & Co, Inc.
                                -Jennifer Corbaley, Managing Principal, Digital Retirement Solutions

Level compensation is often promoted as the solution to conflicts of interest, but is it really the answer?
Sub-TA fees vary, but is choosing a higher paying sub-TA fund to reduce administrative expense
prudent? Is level compensation even an option if the recordkeeper can’t or won’t recapture commissions?
How does being a plan fiduciary factor in and is level compensation a solution to the commission
management nightmare? What about providing service as a RIA? Attend this session and hear a diverse
panel – advisor, director of retirement services and recordkeeper – share their insights and invite you to
do the same.



State Room                      Maximizing The Benefit Of Non-Qualified Deferred Compensation
                                Plans & The Impact Of Recent Legislation
                                -Samuel Brkich, JD, VP & Chief Counsel, The Newport Group
                                -Kenneth A. Dayton, JD, CPA, Regional Director, The Newport Group

Are there opportunities for the savvy advisor to integrate executive benefits with qualified plans? Yes,
but only if the advisor is up-to-date on the evolving legislation surrounding non-qualified plans. The
American Jobs Creation Act of 2004 substantially changed the rules governing non-qualified deferred
compensation arrangements by establishing new statutory requirements. The act created both an
obligation and an opportunity for plan sponsors to update their plan provisions to increase the value of
this benefit to both the participants and the corporation. Qualified plan advisors are well positioned to
assist clients with these issues and ensure executive retirement benefits are properly structured. The
Newport Group's Chief Counsel, Sam Brkich, and Regional Director, Ken Dayton, will discuss key
provisions of the Act and present opportunities for enhancing plan features in today’s changing
environment.




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Tuesday, October 4, 2005 (Continued)

1:30 p.m. – 2:45 p.m.

Regent Room                       Developing/Implementing Effective RIA Deliveries
                                  At The Sponsor & Participant Level
                                  Erin Eddins, ChFC, Sr. VP, Investment Services, Invesmart Advisors

Today’s marketplace poses many challenges for retirement specialists. The delivery model has changed
to an RIA/fee-based solution and both plan sponsors and participants are demanding more advice and
direction from their advisors. Learn how some advisors are leveraging their skills to satisfy increasing
plan sponsor and participant demand while taking advantage of a changing business environment to
differentiate themselves and grow their business.




3:00 p.m. – 4:15 p.m.

Gold Room                         Individually Managed Accounts
                                  Panel
                                  -Rhonda Evans, PhD (Moderator), Director of Research,
                                          The McHenry Group / PlanToolsTM
                                  -John Rekenthaler, VP, New Product Development, Morningstar, Inc.
                                  -Viggy Mokkarala, Executive Vice President,
                                          Envestnet Asset Management, Inc.
                                  -Bryce James, President, SmartPortfolios, LLC
                                  -Chad Parks, President, Decimal Inc.

Utilization rates and satisfaction levels are rising for specialized products that are crafted to meet specific
needs. This panel will address a range of alternatives designed to help participants achieve retirement
security through professional asset allocation and risk management.



Crystal Room                      New Approaches To Prospecting
                                  Jim Louderback, VP, Larkspur Data

Attend this session and hear Jim Louderback of Larkspur Data discuss the latest developments in
prospecting techniques. Larkspur Data, the financial industry’s leading provider of qualified plan data,
will share sales ideas from top producing retirement advisors around the country. Attendees will also be
encouraged to participate, share and learn from other retirement advisors. How to use fiduciary liability
to open doors and educate potential clients, database technologies and how Larkspur Data’s information
sources have grown to accommodate a changing market will also be discussed.




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Tuesday, October 4, 2005 (Continued)

3:00 p.m. – 4:15 p.m.

State Room                      Developing A Referral Program & Maximizing Centers Of Influence
                                -Matt Gnabasik, Managing Director, Blue Prairie Group
                                -Jeb Graham, Retirement Plan Consultant, CapTrust Financial Advisors

Everyone knows that good referrals are the fastest and most efficient way to gain new clients. The trick is
to build a network of referral sources to complement your other prospecting activities. This session will
discuss how to build a high quality referral network and how to leverage it to gain sales and reduce client
acquisition time. Steps to avoid will also be discussed. If you are looking for ways to build a steady
stream of high quality prospects, this is a must-attend session.



Regent Room                     Prudent Practices For 401(k) Investment Committees
                                Rocco DiBruno, Director Retirement Group,
                                       Thornburg Investment Management
                                Ronald E. Hagan, President, Roland/Criss Fiduciary Services

Regardless of size, plan sponsors have one important fiduciary responsibility in common – to prudently
oversee the investment management of the plan assets. To mitigate fiduciary exposure and ensure a
prudent process is being followed, most small plan sponsors and advisors could benefit from guidance.
This session will examine the function and provide insight into the establishment and ongoing operation
of investment committees in accordance with ERISA standards. Topics covered will include best
practices, techniques to enhance presentation skills, important fiduciary issues, responsibilities and
documentation of prudent conduct.




4:15 p.m. – 5:45 p.m.

Exhibition Area                 Cocktail Party




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Wednesday, October 5, 2005
7:00 a.m. - 8:00 a.m.          Breakfast



8:00 a.m. – 9:15 a.m.

Gold Room                      How To Price Services When Transitioning From
                               Commissions To Fee-Based Business
                               Panel
                               -Glenn A. Dial (Moderator), VP, National Sales Manager,
                                       Ceridian Retirement Plan Svcs
                               -Al Otto, AIF, Executive VP, White Horse Advisors
                               -Camp R. Wynn, CFA, VP, Colonial Trust Company
                               -Brian Ward, Managing Director–Investments,
                                       Ward Financial Advisory of Wachovia Securities

Fiduciary issues, competitive pressures and ethical considerations have convinced you to move your
retirement practice from commissions to fees. How should you price your services--hourly, project-based
or asset-based? How do plan sponsors respond to different fee arrangements? Should large plans be
priced differently from smaller plans? Hear how an expert panel made the transition and how they
addressed the myriad questions pertaining to effective, profitable pricing practices.



Crystal Room                   Synergy-Based Selling: Leveraging Payroll Providers
                               Kendall Kay, LLIF, VP, Marketing, Strategic Planning & Business
                                      Development, ADP Retirement Services

More often than not, a plan prospect will have a payroll provider in place before they decide to offer a
retirement plan. This session will explore the opportunity for Advisors to enhance their retirement
business by capitalizing upon existing synergies within a consultative sales environment. Specific
emphasis will be placed upon developing an individual value proposition and the impact of total service
integration.



Regent Room                    Measuring The Effectiveness of Participant Communications
                               Peter Newkirk, President, Newkirk

From the smallest TPA to the largest provider, participant communication costs represent a considerable
component of overall expenses. While it is a necessary expenditure, that uneasy feeling that you’re not
getting your money’s worth remains. This session will explore new behavior-based communication
techniques that allow you to try different approaches and measure the effectiveness of your programs.




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Wednesday, October 5, 2005 (Continued)

8:00 a.m. – 9:15 a.m.

State Room                       How To Market Fiduciary Advisory Services:
                                 Transitioning From Product Peddler To Plan Advisor
                                 Pete Swisher, VP Wealth Management & Advisory Services,
                                        Unified Trust Company

If your goal is to be among the top retirement plan advisors, your technical competence and service
infrastructure must be without equal. Based on the best practices of successful advisory firms, Pete
Swisher will provide a template for acquiring the knowledge, people, and processes of the top tier
advisory firms. The discussion will include a template for overall fiduciary governance of a qualified
plan (and why most IPS's are lacking), advice on achieving technical mastery with the least possible time
investment and snapshots of how top advisors are creating better reality with their service infrastructure.




9:30 a.m. – 10:45 a.m.

Gold Room                        Developing A Business Exit Strategy
                                 Panel
                                 -Timothy O’Brien (Moderator), CEO, ExpertPlan, Inc.
                                 -Lisa G. Kottler, VP Retirement Services, National Financial Partners
                                 -Bill Chetney, President, 401(k) AdvisorsUSA
                                 -J. Fielding Miller, CIMA, CEO, Managing Partner, CapTrust

Most business owners think about an exit strategy at some point, but regardless of the time frame, poor
planning can result in unforeseen consequences. This session will help advisors avoid pitfalls by
discussing strategies to build brand, equity and access liquidity to grow your business organically or by
acquiring another book. Exciting alternatives are available to advisors today and in addition to
diversifying business risk, the panelists will discuss the pros and cons of equity conversion and increasing
flexibility by changing your b-d or TPA relationship.



Crystal Room                     Investment Outlook
                                 Mario DiVito, Investment Relationship Manager,
                                        American Funds Institutional Group

Take a walk around the globe with the Cap Group’s (American Funds) Mario DiVito as he analyzes
recent performance, longer secular trends and key economic factors driving the financial markets. The
future outlook, areas of opportunity and implications for investors will also be discussed.




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Wednesday, October 5, 2005 (Continued)

9:30 a.m. – 10:45 a.m.

Regent Room                     How TAG Can Help You Leverage Technical Knowledge &
                                Distinguish Your Practice
                                Richard N. Carpenter, CPC, CEBS, President,
                                       Technical Answer Group, Inc.

You don't make money finding the answer...you make money delivering it. The Technical Answer Group
(TAG) delivered over 78,000 answers to pension professionals across the country last year. Attend this
session and hear Richard Carpenter, President and founder, explain how to leverage knowledge of ERISA
and the Internal Revenue Code.



State Room                      Best Practices For Monitoring & Selecting Investments
                                Donald Stone, President, Plan Sponsor Advisors, LLC

The retirement plans market has matured and what was once a best practice may not be today. This
session will be a lively discussion of the best practices advisors should be using today. We will also look
at obstacles to meeting this standard and whether clients are ready to implement a best practices approach.




11:00 a.m. – 12:15 p.m.

Gold Room                       What Retirement Advisors Should & Should Not Expect
                                from Their B-D: “B-D Perspective”
                                Panel
                                -Pat Oberlander (Moderator), Director Retirement Services,
                                        McDonald Financial Group
                                -Laura H. Gough, Managing Director, Corporate/Executive Services &
                                        Retirement Plans Services, Robert W. Baird & Co, Inc.
                                -Brant Griffin QKA, Director-Corporate Services Group, VP,
                                        Oppenheimer & Co., Inc.

From a B-D perspective, this breakout session will explore the difference between reasonable and
unreasonable advisor expectations. The panel will discuss the different approaches BD’s take with regard
to retirement advisor support, but with the same goal in mind: drive more profitable retirement plans
business. Advisor interface will be encouraged and who knows, advisors might gain some insight into
how to make that next “No” a “Yes”.




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Wednesday, October 5, 2005 (Continued)

11:00 a.m. – 12:15 p.m.

Crystal Room                    Leaving Your B-D & Setting Up Shop As An Independent RIA
                                James D. Stoker, Managing Director,
                                       Water Street Investment Consultants, LLC

Numerous factors should be considered before advisors decide to leave their broker-dealer to establish an
independent consulting firm. Philosophically, advisors must determine the environment that enables them
to meet client needs most effectively. From a practical standpoint, advisors must also determine if they
have the resources, both capital and personnel, to start a business. This session will provide a roadmap
for advisors determined to create their own firm. Topics covered will include a business plan, entity
status, RIA registration, ongoing compliance, payroll, accounting and methods of sharing ownership.
Hardware and software requirements will also be discussed.



Regent Room                     Maximizing The Trustee/Custodian’s Value
                                David Semmler, VP, Sales, MG Trust (Formerly Matrix)

In the world of unbundled retirement plans, the advisor's primary partnership is with the recordkeeper, but
how well do you know the trustee/custodian? This important component of the unbundled, "best-of-
breed" solution could help make or break the sale and ensure your client remains happy down the road.
Topics discussed will include services, features, regulatory history, process automation, experience
and sales support.



State Room                      Beyond 401(k) - TRS & The RIA Model
                                For Plans Under $25 Million
                                Dan McGee, VP-Business Development, Principal Financial Group

The trend toward bundling retirement services/solutions at the plan sponsor level is growing. As an
advisor, how do you capitalize on this trend and ensure you are focused on the markets “Beyond 401(k)
Plans?” This session will outline market trends toward bundling, outline various market segment
opportunities, provide ideas on how to capture these markets and differentiate yourself in your local
marketplace.




12:15 p.m. – 1:15 p.m.          Lunch




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Wednesday, October 5, 2005 (Continued)

1:15 p.m. – 2:30 p.m.

Gold Room                       What Retirement Advisors Should & Should Not Expect
                                From Their B-D: “Advisor Perspective”
                                Panel
                                -Randy Long (Moderator), Managing Principal,
                                        SageView Advisory Group
                                -Trisha Brambley, President, Resources For Retirement, Inc
                                -Dorann Cafaro, Executive VP, 401k Advisors USA
                                -Douglas G. Prince, Senior VP, Stifel Nicolaus

What are the top ten things to look for when considering a change to a new BD? All B-Ds are not alike.
This advisor panel will discuss a list of reasonable expectations designed to make transitions smooth and
beneficial.


Crystal Room                    Using Behavioral Science To Manage Sponsor Expectations
                                About Risk Tolerance & Fund Selection
                                Panel

                                -Ward Harris (Moderator), Managing Director,
                                        The McHenry Group/PlanTools™
                                -Bob Padgette, CFA, CIMA, Managing Director, Klein Decisions, LLC
                                -Rhonda Evans, AIF®, PhD., Director of Research,
                                        The McHenry Group / PlanToolsTM
                                -Al Otto, AIF®, Executive VP, White Horse Advisors

Successful retirement sales are often based upon subjective and personal feelings about investment
decisions – even at the committee level. This panel of academic, technology and adviser experts will
address new and powerful solutions to help the plan sponsor make and document better decisions
regarding asset class and fund selection.


Regent Room                     Successful 401(k) Advisor Profiles & Trends
                                -Merl Baker, Principal, Brightwork Partners, LLC
                                       (Sponsored by MassMutual)
                                -Andy O’Rourke, Director, Distribution Channel Marketing,
                                       MassMutual Retirement Services

Listen to Merl Baker, Principal of Brightwork Partners, LLC discuss the findings of their 4th annual
survey of approximately 500 401(k) producers. Andy O’Rourke, Director of Distribution Channel
Marketing for MassMutual Retirement Services will join Merl to offer a provider’s perspective on
successful interactions with 401(k) producers and their clients. In this session, you will learn which
criteria are most important to 401(k) producers in selecting providers, how they evaluate the performance
of providers, the types of products and services successful advisors select and why and understand the


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Wednesday, October 5, 2005 (Continued)

1:15 p.m. – 2:30 p.m.

frequency with which advisors recommend various service models. You’ll also find out about trends that
have evolved over the four years the survey has been conducted. Benefits to audience: benchmark
themselves to successful advisors, learn about trends in the industry from an advisor perspective, learn
best practices.



State Room                      Gross-To-Net Pricing & Administering Plan Expense
                                Reimbursement Accounts: All Providers Are Not Equal
                                Glenn A. Dial, VP, National Sales Manager,
                                       Ceridian Retirement Plan Services

Gross-To-Net Pricing is rapidly becoming the ticket to play in the $5 Million and up DC marketplace.
This session details the advantages of positioning Gross-To-Net Pricing with your prospects and existing
clients. More importantly, it accentuates the parameters a provider must have in place for this
methodology to be successful. The process of disclosing provider fees, Sub TA revenue credits and how
to audit these accounts will all be discussed.




3:00 p.m. – 4:15 p.m.

Gold Room                       Managing Your Clients: Continuing The Value Added Process &
                                Navigating The Minefield Of Client Relationships
                                Panel
                                -Carol J. Skinner, QPA (Moderator), President,
                                        Sterling Retirement Plan Services, Inc.
                                -Barbara Best, VP – Investments, Capital Strategies Group
                                        of Wachovia Securities
                                -Michael Morris, VP, Gradison McDonald Financial Group
                                -Joseph S. Moynihan, CEBS, CIMA, Sr. VP, McDonald Financial Group

Prospecting and client management in our business often involves a diverse group of employer
representatives and their advisors, each with a unique set of concerns. Using a “value-added” process
during your prospecting and pre-sale activities is essential, but how do you make the value you offer
relevant to a frequently diverse body of decision makers in an ever changing field of play that involves
much more than just plan investments? After the sale, can your hard earned clients articulate the value
you continue to add? Help your clients understand your ongoing value by extending the “value-added”
process into your post-sale client management activities. This workshop will review the entire spectrum
of a “value-added” process, as it relates to our business, from prospecting through client management.




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Wednesday, October 5, 2005 (Continued)

3:00 p.m. – 4:15 p.m.

Crystal Room                    How To Market The Value Of The RIA Approach
                                Panel
                                -Mark A. Metz, (Moderator) Sr. VP, Sales & Marketing Director,
                                        Principal Trust Company (formerly ABN- AMRO/Chicago Trust)
                                -Matt Gnabasik, Managing Director, Blue Prairie Group
                                -Al Otto, AIF, Executive VP, White Horse Advisors
                                -Ken Ulrich, AIF, Sr. VP, Complete Pension Services, Inc.

Participate in a discussion led by a panel of industry experts and learn how to define the value of the RIA
approach. You will also gain insights into how you can differentiate your RIA approach from other
business models. A well crafted message helping prospective clients understand why your approach is
clearly in their best interest will help you build trust and confidence, the key ingredients in successful,
long term client relationships.



Regent Room                     Plan Sponsor & 401(k) Market Insights: An Inside Look At What
                                Your Clients Are Telling Us
                                Lisa M. Smith, Senior Vice President,
                                        Fidelity Investments Institutional Services Co., Inc.

Fidelity Investments will offer an industry viewpoint on how prepared Americans are for retirement, as
well as some unique perspective concerning the current status of the defined contribution industry relative
to plan design, plan performance and participant behavior. This session will target specific areas where
plan sponsors and participants need assistance from advisors, as well as the drivers of loyalty and
retention. Don't miss this opportunity to obtain industry insights, best practices and practical data that
will assist you with your 401(k) prospecting and servicing.




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Wednesday, October 5, 2005 (Continued)

3:00 p.m. – 4:15 p.m.

State Room                      Support Services For Retirement Advisors
                                Bill Chetney, President, 401(k) AdvisorsUSA

Developing and maintaining the highest quality service platforms is critical to differentiate your
successful practice from others. Broker-dealers are not generally helpful in this area because most don’t
understand or support retirement business. Advisors attending this session will hear Bill Chetney discuss
the methods used by many of the top retirement advisors to build and sustain successful retirement
practices. Areas of focus will include investment due diligence analysis, efficient RFP processes,
strategic alliances and the importance of organized study-groups which share intellectual capital.




4:15 p.m. – 5:45 p.m.

Exhibition Area                 Cocktail Party




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Thursday, October 6, 2005
7:00 a.m. - 8:00 a.m.           Breakfast



8:00 a.m. – 9:15 a.m.


Gold Room                       Should Advisors Offer Other Services
                                Panel
                                -Trisha Brambley(Moderator), President, Resources For Retirement, Inc
                                -Jim Scheinberg, CIMA, Director-Corporate Services Group, VP,
                                        Oppenheimer & Co., Inc.
                                -Vincent Morris, VP, Bukaty Companies Retirement Services

Advisors specializing in ERISA retirement plans must offer more than investment analysis and
enrollment seminars to add value and cement relationships in today's competitive environment. This panel
will compare the differences between core services like due diligence checklists, ensuring timely
contributions, fiduciary insurance, fidelity bonds, Investment Policy Statements, investment monitoring,
communication plans, fiduciary meetings and plan investments with value added services like RFP
searches, treasury services, demographics analysis, board training, wealth management and cafeteria plan
administration. Attend this session to find out how you can become an extension of the HR department
and be viewed as an indispensable ERISA consultant.



Crystal Room                    Fiduciary Reporting
                                -Ward Harris, Managing Director, The McHenry Group / PlanToolsTM
                                -Al Otto, AIF®, Executive VP, White Horse Advisors
                                -Rick Tasker, President, Epoch Consulting Group

Delivery of plan sponsor support for investment policy and plan-specific fiduciary monitoring is rapidly
becoming a requirement for advisors and institutions. Service providers are responding and a range of
solutions exist for outsourcing this operational burden. This session will feature an open discussion on
WHAT, WHY, HOW, WHO, and WHEN regarding these services, which some are calling the “killer
commodity.”




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September 28, 2005



Thursday, October 6, 2005 (Continued)

8:00 a.m. – 9:15 a.m.

State Room                      How To Use Wholesalers Effectively
                                George Fahey, Sr. VP/National Sales Director,
                                       Retirement Plans/Oppenheimer Funds Inc.

Time is money and the cost of client acquisition is soaring at the rate of 10% per year. Using wholesalers
effectively is now a necessity because today's team-based selling environment is not only costly, but
increasingly complex. The length of time to close a plan is also increasing while the percentage of wins
and average plan size is decreasing. Effective wholesaling certainly enhances the economics of sales and
service, but it also provides the infrastructure to meet client expectations. This session will discuss the
products, services and support available through various wholesaler models. Those attending will also
learn how to utilize high impact sales processes, packaging the right pricing and services and leading edge
support from contemporary wholesaling systems.


International Ballroom          How To Build A Dynamic & Automated Prospecting Engine
                                Panel
                                -Tom Herbruck (Moderator), Retirement Specialist & Shareholder,
                                        Herbruck Alder
                                -Mike Taffi, Program Manager, 401k Sales Force, LLC
                                -Thomas E. Hoffman, Certified Fund Specialist, Chartered Retirement
                                        Plan Specialist, KAF Financial Advisors, LLC
                                -Brian Lampsa, VP Retirement Plan Group,
                                        Howe Barnes Investments, Inc.
                                -Randy Long, Managing Principal, SageView Advisory Group

Working to invent a shared lead-generation program, four advisors launched the first 401k Sales Force
tele-prospecting campaign in early 2005. Since the campaign launch, they have leveraged the successes
and disappointments of multiple tele-prospecting campaigns in each of their regions. Mike Taffi will
present the quantified results of past marketing campaigns as well as the system he has established to
automate tele-prospecting services for retirement plan advisors. Advisor panel participants will discuss
their unique approaches to marketing as well as their past experience and future plans for tele-
prospecting.




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Thursday, October 6, 2005 (Continued)

9:30 a.m. -10:45 a.m.

Gold Room                        Maximizing The Value Of Your Practice
                                 & Monetizing Your Investment
                                 -Thomas V. Bruns, Divisional Sales VP – Western Division,
                                        U.S. Group Pensions, John Hancock Life Insurance Company
                                 -Bob Ossey, Partner, Business Health, PTY., Ltd.

Are you positioned for success in the 21st century? Is the value of your practice based only on the new
sales revenue you generate tomorrow? How can you improve the efficiency and value of your business
and practice? Tom Bruns and Bob Ossey will provide cutting edge advice on how to build profitable,
sustainable and relevant practices. Participate in a "Business HealthCheck" to examine your business
model and see how it benchmarks against industry peers. Step back from the pressures of day-to-day
business life and take a careful look at the direction in which your practice is traveling. You'll be
presented with market trends, marketing ideas and business structures that can help you maximize the
value of your practice and monetize your investment. Position your business so that it doesn’t retire when
you do!


Crystal Room                     Operational Audits
                                 Brian Hubbell, Principal, Findley Davies, Inc

In addition to prudent investment selection and monitoring, fiduciary responsibilities include ensuring
accuracy in the "operation" of qualified retirement plans. Over the past 10 years, the IRS and DOL have
created "voluntary" programs to provide plan sponsors authority and procedures for correcting specified
operational errors. As a result, fiduciaries are pursuing periodic "operational audits" to detect potential
errors and initiate corrective action, as necessary. This session will summarize the available correction
programs and describe the steps involved in conducting operational audits.


State Room                       How To Move Your Practice Upstream & Compete Effectively
                                 In The $25-100 Million Market
                                 -Jim Scheinberg CIMA, Director-Corporate Services Group, VP,
                                         Oppenheimer & Co., Inc.
                                 -Brant Griffin QKA, Director-Corporate Services Group, VP,
                                         Oppenheimer & Co., Inc.

How do you take what you’ve learned in the small plan market and win and retain business in the mid
markets? Practice management techniques, discover marketing tools, educational necessities and an array
of services. Learn what is important to sponsors, how to leverage your existing client list and create niche
markets. Five actionable steps to become more of a player in this lucrative and changing arena will be
revealed.




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September 28, 2005



Thursday, October 6, 2005 (Continued)

9:30 a.m. -10:45 a.m.

International Ballroom          To Fee Or Not To Fee: What Are The Questions?
                                Panel
                                -Sean Kelley (Moderator),VP, Retirement Plan Sales, NYLIM
                                -Mark Kordonsky, Principal, Sageview Advisory Group
                                -Tom Phillips, CEO, Investor Fiduciary Services
                                -Jon Upham, Sageview Advisory Group

Hear from three different industry experts on how to properly value, price and deliver advisory services in
a fee-based environment. What are the practical considerations of operating with this model? Panelists
will discuss a wide range of relevant topics, including how to structure service contracts, billing
arrangements, liability management and other issues.




11:00 a.m. – 12:15 p.m.

International Ballroom          “It’s The Future:” DC Developments & The Retirement Business
                                 David Wray, President, Profit Sharing/401(k) Council of America
                                        (Sponsored by Diversified Investment Advisors & Transamerica
                                        Retirement Services)

This session will discuss how current and future changes in the defined contribution system will affect
individuals and corporations servicing the retirement business. Specifically addressed will be the
transition from the sponsor focus on structure and process to solutions that deliver desired results. The
impact on defined contribution service providers will also be addressed.




Center for Due Diligence
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Page 21
September 28, 2005



Unassigned Topics

The following is a list of unassigned topics suggested by the CFDD’s advisor network. These topics will
be considered as replacements should any current topic be cancelled and/or for future conferences.

- Seminars, Associations & Conferences For Retirement Advisors
- RIA Registration
- Ongoing Compliance For RIAs
- O&E Coverage & Fiduciary Liability Insurance For RIAs
- Computer-Based Systems For Advisors: Prospecting, Client Management & Performance Reporting
- Advisor Technology To Efficiently Manage Rollover Accounts
- The Ideal 401k Plan Menu




                “For organizations and employees alike, the only real security is
                            the ability to adapt, change and grow.”




Conference Contact Information:

Center for Due Diligence
P.O. Box 8
Western Springs, Illinois 60558
Phone: (630) 662-0284
Fax: (630) 662-0286

Email: cfdd@401kduediligence.com
CFDD Home Page: http://401kduediligence.com
Advisor Conference Homepage: http://www.401kduediligence.com/CFDDconference2005.asp




                                     Center for Due Diligence
                               P.O. Box 8, Western Springs, IL 60558
                           Phone: (630) 662-0284 Fax: (630) 662-0286
             E-mail: CFDD@401kduediligence.com - Web: http://www.401kduediligence.com

								
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