Agenda as of 2/02/18
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Tuesday, February 6, 2018
12:00pm – 12:45pm
Registration and Lunch
12:45pm – 1:00pm
Opening Remarks
Craig Pfeiffer, President and Chief Executive Officer, Money Management Institute
MMI Distribution Leadership Forum Co-Chairs
John Moninger, Director of Retail Sales, Eaton Vance
Mark Spina, Head of Advisor & Intermediary Solutions, Russell Investments
Brett Wright, Co-Head of Client Group, Macquarie Investment Management Americas
1:00pm – 2:00pm
Opening Keynote Session
Proven Strategies to Transform Your Wholesaling Practice
Rob Shore, CEO and Founder, Wholesaler Masterminds
2:00pm – 3:00pm
General Session
Gaining Leverage with Specialists
This session will explore the top strategic initiatives of the firms your organization is likely to be targeting at the field level. The emphasis will be on aligning with a target’s major initiatives and the ins and outs of working with specialists rather than the home office. We will also examine how firms judge and compensate their specialists relative to the top initiatives. Topics include:
- Identifying the best opportunities to partner at the individual level.
- Building a plan with specialists that includes specifics such as sales management partners, advisors who are focused on the firm’s initiatives, and your firm’s investment solutions that best fit the target firm’s needs.
- Agreeing on expectations for both sides of the partnership.
- Monitoring the partnership through regularly agreed upon check-ins and progress reports – and striking the right balance between too much contact vs. not enough.
Moderator:
Bill Rader, National Sales Manager, External Sales, American Century Investments
Panelists:
Timothy Herrera, Vice President, Director of Mutual Funds & ETF's, Janney Montgomery Scott
Jeff Waclawik, Vice President, Relationship Management, Fidelity Investments
3:00pm – 3:30pm
Networking and Refreshment Break
3:30pm – 4:30pm
General Session
Maximizing Internal Partners
Partner or perish! Best-in-class wholesalers operate at a high level of coordination and collaboration with their colleagues in Key Accounts and Internal Sales. With these teams exerting more influence over sales results, this panel will focus on how to take full advantage of your firms’ business resources to create sales leverage. Topics to be discussed:
- Engaging – how to partner most effectively with Internal and Key Account teams.
- Creating access – how to use Internal and Key Accounts to gain advisor trust.
- The rise of Internals – evolving from support function to proactive sales agents.
- Data – sourcing, sorting and utilizing data with/from Internal and Key Accounts.
- CRM – best practices for sharing and receiving information with Internal and Key Accounts.
- Professional development – partnering with your Internal and Key Account colleagues to fine-tune your approach and messaging about capital markets, products, and client firms.
Moderator:
Mark Spina, Head of Advisor & Intermediary Solutions, Russell Investments
Panelists:
John Hourigan, Vice President, Business Development, Lockwood Advisors
Karen Lutomski, Managing Director, Nuveen Investments
Steven Pietricola, Regional Vice President, Eaton Vance
Terry Riordan, Senior Regional Director, Voya Investment Management
4:30pm – 5:30pm
General Session
Survive and Thrive in an Age of Disruption: How Wholesalers Can Stay Relevant and Influence the Buying Decision
The sales cycle has changed dramatically as advisors focus less on transactional business, rely more on home office research, and leverage technology and the internet for market insights and practice efficiency. The broad shift from active mutual funds to passive and ETF products is also creating disruption, forcing wholesalers to reinvent their value propositions to remain successful. In this session, top industry wholesalers will share insights on creating value in an environment of changing advisor needs and expectations. Key takeaways include:
- How leading wholesalers are enhancing their technical skills to engage with more sophisticated advisor teams.
- Examples of what a consultative sales approach looks like.
- How to articulate a differentiated value proposition to an advisory team.
Moderator:
Brett Wright, Co-Head of Client Group, Macquarie Investment Management Americas
Panelists:
Bruce Green, Regional Director, Macquarie Investment Management
Ryan Keating, Vice President, Account Manager, PIMCO
Michael Turner, Vice President, Territory Sales, American Century Investments
5:30pm – 6:30pm
Cocktail Reception
Wednesday, February 7, 2018
8:00am – 8:30am
Breakfast
8:30am – 9:30am
General Session
The Asset Management Industry in 2020
While asset management distribution remains a relationship-based business, the conversations and the professionals involved in them are evolving. As advisors migrate to fee-based models and more wealth managers look to centralize key investment functions, there is a growing need for sales professionals who possess a combination of sales and analytical skills – and the ability to focus on solutions over products. With pending regulatory changes only likely to accelerate these trends, it is critical for Distribution and Key Accounts executives to evaluate the impact on their current sales strategies. Key takeaways from this session will include:
- Which intermediary channels are currently winning market share, and why – and which are best positioned for future growth.
- Key trends that are leading to a consolidated – but more sophisticated – industry.
- How market share and consolidation trends impact asset managers’ strategies and engagements.
Bing Waldert, Managing Director, U.S. Research, Cerulli Associates
9:30am – 10:30am
Concurrent Breakout Sessions – Choose one of three
Keys to a Winning Advisor Model: “Peer- Led” Channel Discussions
Each breakout will explore how wholesalers can best differentiate themselves on the service side of the business and the core tenets of success. Among the questions to be addressed:
- What should you do to get in the door? What should the first meeting look like and who should attend?
- How do sales cycle pipelines differ for various products?
- How do top wholesalers segment their books?
- What do different service models look like?
- What is the impact of different levels of home-office influence?
- Which resources do wholesalers rely on most?
- What are the best practices for leveraging technology?
Wirehouse Channel
Moderator: Jeff Carlin, Managing Director, National Sales Manager, Nuveen Investment
Panelists: Casey Gage, Regional Director, Macquarie Group
Jack Snyder, Managing Director, Divisional Manager, Nuveen Investments
Brett Walsh, Director, BlackRock Financial Management
IBD/RIA Channel
Moderator: John Moninger, Director of Retail Sales, Eaton Vance
Panelists: William Chisholm, Regional Consultant, Thornburg Investment Management
Megan Hopps, Divisional Sales Manager, T. Rowe Price
Daniel McCarthy, Vice President, Eaton Vance Distributors
De-Channelized
Moderator: Patrick Feigley, Executive Vice President, Head of U.S. GWM Sales, PIMCO
Panelists: Jason Bonney, Regional Vice President, Voya Investment Management
Jim Brown, Regional Director, Macquarie Investment Management Americas
Jill Hamilton, Vice President, Account Manager, PIMCO
10:30am – 11:00am
Networking and Refreshment Break
11:00am – 12:00pm
General Session
You 2.0: Reaching Your Full Potential Through Personal Development
In today’s complex distribution landscape, information overload, seemingly endless choices, and exponential growth expectations set the bar for success higher and higher. Our final group of professionals offers personal perspective on the accreditations, training, and self-development strategies that can help you become the trusted advisor and preferred resource your advisor clients need as they guide their own clients to make sound financial decisions.
Moderator:
Dr. Eric Downing, Senior Fellow, Center for Strategic Leadership and Planning
Panelists:
Ryan Ander, Vice President- Territory Sales, American Centrury Investments
Scott Engroff, Sales Manager, Wells Fargo Asset Management
Tim Halverson, Regional Director, Russell Investments
12:00pm – 1:00pm
General Session and Luncheon
The Relentless Solution Focus: The Ultimate Measure of Mental Toughness
Dr. Jason Selk, considered one of the country’s premier performance coaches, has helped Fortune 100 executives and their organizations – along with well-known professional and Olympic athletes – develop the mental toughness necessary for high-level success. In this keynote presentation, he discusses Relentless Solution Focus (RSF), a proven methodology that helps leaders develop the discipline needed to overcome obstacles to achievement – both professionally and personally – and produces organizations that are healthier, happier, and more successful. Dr. Selk will demonstrate simple exercises you can use to retrain your brain to quickly replace the negative thinking that arises when we are confronted with a problem with solution-focused thought within 60 seconds.
Dr. Jason Selk, Performance Coach & Best-Selling Author
1:00pm
Closing Remarks
John Moninger, Director of Retail Sales, Eaton Vance
Arlen Oransky, Senior Vice President, Chief Membership and Programs Officer, Money Management Institute
New York Athletic Club
