2014 symposium book

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Amelia Island, FloridaOMNI Amelia Island Plantation Resort

®

Greetings and Welcome to the Beach! We are so proud to have our business partners and guests here to learn from each other while on the path

to mutual success. Our belief is that there is no question, challenge or need that can’t be answered within

our own group, and each of you makes the J.W. Cole family collectively better. Thank you for making the

effort to be here with us!Since our 2013 meeting, J.W. Cole has experienced continued growth and all of the positive change that

accompanies success. In order to accommodate this growth, we have upgraded our headquarters and

made a number of key additions to our staff on both coasts, deepening our bench in areas including

Operations, Marketing, Accounting and Commissions. These additions are essential components of our

ability to continue to serve each of you as you grow your own businesses.

With every Symposium comes the challenge of balance between inspiration, education and

entertainment. Our simple Symposium goal is that you leave feeling as though our efforts might have an

impact on some part of your future success… much like your efforts impact the ultimate success of your

clients.

This year, we will begin to explore the deeper motivations inside ourselves and the clients we serve, trying

to identify, clarify and move towards greater purpose in life. We passionately believe that the direction

of elite thinking in our industry lies deep within the dreams and passion of individuals, far beyond

allocations and returns. If we can spend a moment reflecting on our own dreams and passions, we can

have even deeper and more meaningful conversations with clients, giving us the ability to truly help them

towards their own personal definitions of success.Speech topics for this year include: personal development, political influences on our industry, the

Advisory Practice of the future, the economics of SLOW, keeping your stamina, the special traits of

female clients, as well as a focus on the core values of J.W. Cole and the ultimate moment for a “purpose

question.” Our keynote inspiration will focus on family and how life can change in an instant. We also

have dozens of product alliance partners in attendance because they believe in the Advisors of J.W. Cole.

They bring their industry insights and product knowledge to us as a force multiplier for your business.

Please be sure to engage with them and discover how they can make your business better.

When you think of your most important business partner, we want you to be proud that J.W.

Cole is passionate about your personal success, passionate about the success of your

business, passionate about the personal and career success of our employees, and

hopeful that we play a relevant part in the success and happiness of all we touch.

Have a wonderful time here at the beach!Your friends and partners of the J.W. Cole Family

• AssetMark• Atlas Energy LP• Realty Capital Securities

• Brinker Capital• Franklin Square• Griffin Capital• Hines Securities• Midland National Life

• National Financial Services• Sammons Retirement Solutions• Security Benefit Life• U.S. Energy• Walton International

• Absolute Capital• American Trust Retirement• Ash Brokerage• CCA Funds• Cole Realty Holdings, LLP

• Inland Real Estate Group• MetLife• Sowell Management Services• T. Rowe Price• The Pacific Financial Group

Platinum Product Alliance Partners

• Allianz Life• CPS Insurance Services• CreativeOne• Curian Capital• DressanderBHC• FIG Marketing• Flexible Plan Investments

• Financial Professionals Group• Hanlon Investment Management• Howard Capital Management• Jackson National Life• Steadfast Companies• VOYA Financial• Weatherstone Capital Management

Silver Product Alliance Partners

Bronze Product Alliance Partners

Gold Product Alliance Partners

We want to thank all of our sponsors for helping to bring a great 2014 Symposium experience to our Partner Advisors. Th ank you for your support and partnership!

Facility Map

The Marketplace

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Absolute Capital 41Albridge Solutions 33Allianz Life 5American Trust Retirement 15Ash Brokerage 11AssetMark 22Atlas Energy LP 6BlackDiamond 38Brinker Capital 7CCA Funds 13Cole Capital 28CPS Insurance Services 42CreativeOne 24Curian Capital 3DressanderBHC 19Emerald Connect 37

FIG Marketing 45Finance Logix 36Financial Professionals Group 27Flexible Plan Investments 1Franklin Square 10Griffin Capital 14Hanlon Investment Management 26Hines Securities 25Howard Capital Management 16Inland Real Estate Group 2Jackson National Life 12Laser App Software 35MetLife 44Midland National Life 9National Financial Services 40Realty Capital Securities 29

Realty Capital Securities 30Redtail Technology 39Sammons Retirement Solutions 8Security Benefit Life 17SmartOffice 31Sowell Asset Management 43Steadfast Companies 4T. Rowe Price 21The Pacific Financial Group 23U.S. Energy 20VOYA Financial 32Walton International 18Weatherstone Capital Management 34

SYMPOSIUM AGENDA SNAPSHOT

Monday, October 27th, 201411:00 – 1:30 Meet and Greet the Product Alliances The Marketplace1:30 – 1:45 “Life is a Great Big Canvas” Magnolia Ballroom1:45 – 2:45 “Integrity, Imagination, Independence” John Carlson & RJ Wood Magnolia Ballroom2:45 – 3:30 “Chalkboard Psychology” Craig Towle Magnolia Ballroom3:30 – 4:30 “The Real Truth About Success” Garrison Wynn, Business Humorist/Success Coach Sponsored by Realty Capital Securities Magnolia Ballroom5:00 – 9:00 J.W. Cole Welcome Beach Party Oceanside Beach Sponsored by Midland National and Sammons

Tuesday, October 28th, 20147:00 – 8:00 Breakfast with your Product Alliance Partners The Marketplace Sponsored by Security Benefit and Franklin Square 8:00 – 9:00 “What’s Up on Capitol Hill” Thomas Rowley, Executive Director - Invesco Sponsored by Jackson National Magnolia Ballroom9:00 – 10:00 “Building the Next Generation Wealth Management Firm” Matt Matrisian, Senior Vice President - AssetMark Sponsored by AssetMark Magnolia Ballroom10:20 – 11:00 Breakout Session #111:10 – 11:50 Breakout Session #2 12:00 – 1:00 Lunch with your Product Alliance Partners The Marketplace Sponsored by Griffin Capital and Walton 1:00 – 2:15 “How Do We Make the Best of…SLOW” Bruce Johnstone, Managing Director of Fidelity Sponsored by National Financial Magnolia Ballroom2:15 – 3:05 “Executive Stamina” Benjamin Sorensen, Executive Coach/Author Sponsored by T. Rowe Price Magnolia Ballroom3:20 – 4:00 Breakout Session #34:10 – 4:50 Breakout Session #45:00 – 5:40 Breakout Session #56:00 – 7:00 Cocktail Reception The Marketplace Sponsored by U.S. Energy 7:00 – 10:00 J.W. Cole Appreciation Dinner “Life Changes in an Instant” Lee Woodruff, Author and CBS Contributor Sponsored by Atlas Energy Magnolia Ballroom

Wednesday, October 29th, 20147:00 – 8:00 Breakfast with your Product Alliance Partners The Marketplace Sponsored by Hines and Brinker8:00 – 9:00 “Deepening Client Engagement” Brian Nelson, Vice President - National Financial Sponsored by National Financial Magnolia Ballroom9:00 – 10:30 “Annual Compliance Meeting” Paul Caron, Todd Pack, RJ Wood Magnolia Ballroom10:30 – 11:00 Closing Remarks & Prize Giveaway Magnolia Ballroom

1:30 - 1:45 SYMPOSIUM KICK OFF “Life is a Great Big Canvas”

11:00 - 1:30 Meet and Greet the Product Alliances The Marketplace

5:00 - 9:00 J.W. Cole Welcome Beach Party Oceanside Beach “Ok Gidget… Put on your flip flops & come on down to the Oceanfront for an evening of friendship, fun and lots of fire pits!”

MONDAY GENERAL SESSION

“Integrity. Imagination. Independence.” John Carlson & RJ Wood Our two Founding Principals discuss the accomplishments of our past year, the challenges facing our industry, and how we are shaping your firm around our core principles of Integrity, Imagination and Independence.

1:45 - 2:45 Magnolia Ballroom

“The Real Truth About Success” Garrison Wynn Garrison Wynn helps people make the jump from being great at what they do to developing the qualities it takes to be consistently chosen for the job. Mr. Wynn has presented to some of the world’s most effective leaders, from multibillion-dollar manufacturers and national associations to top New York Stock Exchange firms. He will discuss today’s uncertain times and how commitment and humor can serve as catalysts for success.


Sponsored by:

Sponsored by:

“Chalkboard Psychology” Craig TowleMost companies know What they do, good companies study How to do things better, and great companies know Why they are in business… but what about individuals? This fun talk will explore challenging ourselves to find personal purpose in life and proven methods we can use to increase our own likelihood for success.

2:45 - 3:30 Magnolia Ballroom Sponsored by:

Sponsored by:

12:00 - 1:00 Lunch with your Product Alliance Partners The Marketplace Sponsored by Griffin Capital and Walton International

10:20 - 11:00 Breakout Session 1 *see following two pages for details

11:10 - 11:50 Breakout Session 2 *see following two pages for details

Sponsored by:

“Building the Next Generation Wealth Management Firm” Matt Matrisian Matt Matrisian is Senior Vice President and Director of Practice Management at AssetMark. Matt has almost 20 years of experience focusing on practice management and business building concepts for the financial planning community. He has been a featured speaker at numerous industry conferences and has published articles in Investment News, Investment Advisor, Financial Planning and On Wall Street magazines.


“What’s Up on Capitol Hill” Thomas Rowley Thomas Rowley is an Executive Director with Invesco, where he is responsible for analyzing the evolving retirement landscape, and developing actionable strategies designed to help investors and Financial Advisors maximize their retirement planning opportunities. Tom’s insights reflect more than 20 years of experience in the industry, and he seeks to explain the complexities of legislative, investing, tax and social issues through his personal experiences and with straightforward clarity.


7:00 - 8:00 Breakfast with your Product Alliance Partners The Marketplace Sponsored by Security Benefit Life and Franklin Square

Sponsored by:

TUESDAY MORNING GENERAL SESSION

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*All JWCollege™ Courses are located in the LIVE OAK ROOM

10:20 - 11:00 TUESDAY MORNING BREAKOUT SESSION #1

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Structuring Energy Investments: Aligning Risks and RewardsVicki Burbridge from Atlas will discuss how investing in the drilling and production of natural gas, natural gas liquids and oil gives accredited investors an opportunity to include domestic energy assets as part of their portfolio.

PANEL DISCUSSION - Growing Your Business with AssetMark – Advisor Best PracticesAssetMark’s David Pologe will moderate a panel discussion with a select group of JW Cole Advisors as they explore ideas for building a great business based on practice efficiency and scale. Discover what’s working for these top advisors and learn what you can do to take your practice to the next level with AssetMark.

Invest in Real Estate like an InstitutionDifferentiate yourself from the competition as Katie Grider discusses how to identify real estate markets with positive historical and forecasted growth, providing you with additional options for your high net worth clients seeking Capital Appreciation opportunities.

The Personality ConnectionThe dynamics of personality are crucial to the communication and decision-making process. Personality can enhance client relationships, and it can also be a massive roadblock to any kind of success. This value-add presentation from the dynamic Karen Leparulo delivers actionable business and relationship building strategies that make the difference.

The Paradigm Shift from Passive to Active Money ManagementJoin Hanlon’s Steve Allbritton as he reviews the money management landscape and discusses Hanlon’s active management strategy approach at increasing returns, and attempting to reduce volatility in your clients’ portfolios.

Five Ideas to Help Protect Assets Under ManagementCPS invites you to join Scott White and Tom Virkler to uncover 5 different concepts you can implement into your practice to help clients not only protect their assets, but potentially lower their tax exposure while doing so.

Volatility Control Indices: The Truth Behind the HypeVolatility Control is the newest industry innovation and is making a huge impact. Join Bryce Biklen in this informative session as he explores this innovation, including the true definition of “volatility control,” how volatility control works with a fixed index annuity, and the role of alternative indices and the competitive landscape.

Course 1 (10:20am – 11:00am) Becoming the Most Valuable Part of Your Advisor’s Business(Tim Schultz & Craig Towle, J.W. Cole) Technology, Process & Product is important, but business will always succeed or fail because of the people involved. This motivational kick off to JWCollege™ will prepare you to become the single most important asset in your Advisor’s business.

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Structuring Energy Investments: Aligning Risks and RewardsVicki Burbridge from Atlas will discuss how investing in the drilling and production of natural gas, natural gas liquids and oil gives accredited investors an opportunity to include domestic energy assets as part of their portfolio.

Why Advisors are Turning to Multi-Asset Income for Retirees in a Low-Yield EnvironmentAs you search for income strategies and effective diversification for unpredictable markets, join Tom McCarthy as he reveals AssetMark’s multi-asset income strategies. These portfolios are designed to look at more categories within fixed income and to broaden the traditional fixed-income to include other income-producing asset classes.

The Apartment Opportunity ContinuesKevin Cool will discuss Steadfast’s real estate philosophy and their belief that with strong demand, improving occupancy and increasing rental rates, the U.S. apartment sector is experiencing unrivaled investment opportunities for investors.

Cumberland A

11:10 - 11:50 TUESDAY MORNING BREAKOUT SESSION #2

Cumberland C

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Ossabaw

Why Have BDC’s Become So Popular?Business development companies or BDCs can be a source of potential income, paid in the form of distributions, for investors. Join Chris McCaffety from Hines as he investigates this asset class and uncovers why a BDC, such as the HMS Income Fund, might make sense for your clients’ portfolios.

Course 2 & Lunch (11:10am – 12:50pm) The Big Brainstorm – JWCollege™ Networking(Gail Leonard & Katrina Greear, J.W. Cole) Dynamic group discussions, using the same successful JWCentric open-space formula, around what YOU want to talk about, leads to answers and ideas that YOU can use immediately when you return to your offices.

Robo Advisors – What This Means to Your BusinessThe robo-advisor model has steadily added market share, and new larger industry icons have decidedto throw their hat in the ring. Weatherstone’s Erik Hardin will discuss what this will mean to thetraditional Advisor and how to insulate your business from a potentially game-changing shift in our industry.

Advisor EXCELLENCECurian’s Amy Temkin presents Advisor Excellence, an informative session that provides the opportunity for advisors to focus on five key areas to better manage their business: Strategy, Human Capital, Operations, Marketing, and Financial Management. Challenge yourself to apply these practical recommendations and strive for excellence in the management and profitability of your business.

Talbot

Stay or Go - Looking at IRA Rollovers from a Consumer PerspectiveJoin TJ Hussar as he reveals the current IRA rollover market trends, discussing how retirees and job changers look at the IRA rollover decision, and the factors that contribute to the decision to “stay” or “go” from their old 401k and invest in an IRA.

12:00 - 1:00 Lunch with your Product Alliance Partners The Marketplace Sponsored by Griffin Capital and Walton International


Sponsored by:

Sponsored by:


“How Do We Make the Best of…SLOW” Bruce Johnstone Mr. Johnstone serves as a Managing Director and Senior Marketing Investment Strategist at Fidelity Investments. Mr. Johnstone is a Chartered Financial Analyst, an M.B.A. graduate of Harvard Business School, and has held numerous positions in his 41-plus-year tenure at Fidelity Investments. His discussion will allow us to gain economic and market insight from one of the most brilliant minds in the investment services industry.

“Executive Stamina” Benjamin Sorensen Benjamin Sorensen brings a rich mix of corporate experience, non-profit work and teaching ability to help individuals maximize their talents, leverage strengths and gain as many tools as possible to succeed in their organization. His discussion will focus on how to increase your energy and endurance levels to accomplish tasks at hand and strategic goals.

6:00 - 7:00 Cocktail Reception The Marketplace Sponsored by U.S. Energy

TUESDAY AFTERNOON GENERAL SESSION

A Fidelity Investments Company

“Life Changes in an Instant” Lee Woodruff, Author and CBS ContributorLee Woodruff knows that life can change in an instant. When her husband, ABC World News Tonight’s Bob Woodruff, was severely wounded in a roadside bomb attack in Iraq, Lee’s family, career, and future was turned upside down. A successful freelance writer, businesswomen and best-selling author, Lee has not only overcome immense obstacles, but done so with tremendous strength and grace – all on a public stage. Engaging, heartfelt and candid, Lee Woodruff’s dynamic presentation will remind you that nothing is stronger than love and hope.

Sponsored by:

3:20 - 4:00 Breakout Session 3 *see next three pages for details4:10 - 4:50 Breakout Session 4 *see next three pages for details5:00 - 5:40 Breakout Session 5 *see next three pages for details

7:00 - 10:00 J.W. Cole Appreciation Dinner Magnolia Ballroom

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3:20 - 4:00 TUESDAY AFTERNOON BREAKOUT SESSION #3

Course 3 (3:20pm – 4:00pm) The Tech Savvy Office is The Optimal Office(Rosie Adams, J.W. Cole) Technology is about creating leverage. Unfortunately there are too many Advisor offices that have trouble selecting the best technology to implement. Our Director of Applied Technology will lead this exploration of top technologies that J.W. Cole offices are integrating successfully.

Optimizing Productivity with StreetscapeJoin Streetscape Consultant Jay Falkner as he covers Streetscape best practices designed to help you salvage your time and spend more time working ON your business rather than IN your business. He will discuss many of the different tools and functions to help run an efficient brokerage business and provide your brokerage clients with the very best experience.

Credit Investing and the Hidden Cost of LiquidityJoin Jay Sluis to learn how investing in private credit may enhance a fixed income portfolio. In this session, Franklin Square will describe the benefits of credit investing, the opportunities illiquidity offers, and the unlisted fund structure in practice.

Investing in Commercial Real EstateThere are many options that are available for investing in commercial real estate. However, some options can be potentially better than others based on an investor’s net worth, risk tolerance, and desired time commitment, to name a few. Join Jon Leffew from RCS as he discusses the ABCs of REIT investing and commercial real estate.


A Powerful Current Income Strategy in America’s Fastest Growing Industry – HealthcareRick Martens takes a closer look at coupling the expanding healthcare economy with a real estate investment to provide investors a source of income and deliver tax efficient returns.

Reclaim Your Time With a Smart IRA Solution!Voya’s Erik Timmerman shares tools on how to improve your time management, gather more clients, and generate more revenue in your practice. Plus, a great IRA Solution for gathering more assets in the retirement rollover market that can be immediately implemented into your business.

Perpetual Marketing & Lead Generation… That Actually Works!It’s Not Just about Product… It’s about Seeing More Clients! Join Perry Papadopoulos as he demonstrates how to build your annuity business in less than 90 days, utilizing a combination of marketing techniques that include lead generation systems, business building processes, and point-of-sale tools.

Game ChangersHistorically, equities have proven profitable for investors. Even today, a majority of U.S. investors’ assets are held in domestic equities. But, in this era of unprecedented market volatility, Zarif Karwandyar explores other types of investments to help diversify clients’ portfolios.

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Course 4 (4:10pm – 4:50pm) Compliant Branch Office Setup(Robert L’Amour & David Mitchell, J.W. Cole) Running a great business starts with running a compliant business. This session makes everything you need to know about running a compliant office easy to understand and gives you a checklist to make sure your office passes inspections with flying colors.

Investing in Commercial Real EstateThere are many options available for investing in commercial real estate. However, some options can be potentially better than others based on an investor’s net worth, risk tolerance, and desired time commitment, to name a few. Join Jon Leffew from RCS as he discusses the ABCs of REIT investing and commercial real estate.

Using Oil and Gas to Expand Your BookLearn to go beyond just a tax write-off with oil and gas investments as Mike Haven discusses exciting strategies that can be applied to your book of business. See how planning strategy ideas like Roth Conversions, Gifting, PIG/PAL, and others can become interesting tools for your accredited clients.

Income Planning Practices and Prices Using Index and Income AnnuitiesIn a prolonged period of low interest rates, Advisors continue to search the landscape to find income sources for their clients. CreativeOne’s Paul McGillivray examines a variety of new strategies using index annuities and income annuities to provide needed income streams to client portfolios.

How to Grow Your Practice by 50% Next YearHoward Capital Management is proud of being marketing oriented, setting them apart from other Money Management firms. Join Jay Jones as he reveals the tools that they have created to help Advisors grow their practices and stay in front of their clients.

Streamline Your Practice and Help Clients Make the Right Decisions at the Right Time.Tom Reiman will lead a behavioral finance conversation that will center on helping you focus your clients attention on what’s most important, giving you more time to grow your business while driving the best possible client outcomes.

Built to Last – The Client Directed Solution!Learn the discovery process for helping clients protect their family and provide for the next generation. Lauren and William Wright will provide case study examples using the tools and calculators that make product solutions easy and effective.

Retirement Strategies and Fixed Index AnnuitiesJoin Matt Ohme as he covers the commonly used 4% rule and the possibility it could be negatively impacting your clients’ retirement income. Also examined are Traditional roll-ups and other FIA strategies, which can help generate a retirement income.

4:10 - 4:50 TUESDAY AFTERNOON BREAKOUT SESSION #4

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5:00 - 5:40 TUESDAY AFTERNOON BREAKOUT SESSION #5The Net Lease Advantage – Investing in Institutional Quality Commercial Real Estate Through a net-lease strategy, retail investors have access to high quality commercial real estate that can increase portfolio diversification, provide a source of current income, hedge against inflation, lower portfolio volatility and manage portfolio risk. Join Kaana Smith to hear more about the net lease opportunity and how it may benefit your clients’ portfolios.

Understanding Inland Real Estate Income Trust, Inc.During this session, Nathan Rachels will discuss necessity-based, multi-tenant retail, Inland Income Trust product features, Inland Income Trust compared to previously-sponsored REITs, and why Inland Income Trust is a solid choice.

Managing Expectations in Uncertain MarketsA logical, disciplined approach is required to onboard a new client and manage their expectations as the relationship continues. Len Durso, AIF will show how a systematic approach to client relations and education will produce lifelong clients and a thriving practice.

“Building Futures” Just Got a New MeaningEngage with Metlife’s Mitchell Gatewood as he highlights the need for establishing guaranteed future income, explaining the innovative features of MetLife products, and touching on how best to position these solutions with your clients.

Elevate the Investor ExperienceLeading Advisors are using their portfolio management and performance reporting platform to not only efficiently manage their firms, but to also close more business and build their brand with prospects and clients. Join Black Diamond as they showcase how they can help you provide clients with the very best experience.

Be Found. Get Referred. Stay Connected.In today’s business world, the internet is the fastest growing source of information. Without a web presence, your business risks never being found. How do you break through the clutter? Tyler File will show you several ways!

When Does an FIA beat a 7% Rate of Return?Join Chad Blanton and Tony Peckich from FIG as they share unique ideas that will allow you to easily close sales and transition assets to fixed income alternatives that provide stronger guarantees than a portfolio yielding 7% returns!

Course 5 (5:00pm – 5:40pm) Taking Control of Your Client Experience through Streetscape Empowerment (Jay Falkner, NFS - Lucy Ortiz, J.W. Cole) The power and capabilities of the NFS Streetscape Platform are waiting to be unlocked in your office. Come hear about the entitlements you can use to improve your Client Experience.

“Deepening Client Engagement” Brian Nelson Brian Nelson is Vice President of Advisor Programs for National Financial®, a Fidelity Investments company. Mr. Nelson is responsible for building and managing National Financial’s practice management offering, designed to help advisors realize maximum organic growth in their practices. Mr. Nelson is a 15 year industry veteran, specializing in helping advisors build profitable, sustainable businesses. Brian is widely regarded as an expert who has the unique ability to simplify the over-complicated.


“Protecting Your Greatest Asset” Paul Caron, Chief Compliance Officer Paul Caron will moderate a panel including RJ Wood and Todd Pack, highlighting a year in review from the perspective of our Compliance Department. Case studies, industry trends, and expectations for the future will be discussed as we work to protect your greatest asset… YOUR BUSINESS!

WEDNESDAY MORNING GENERAL SESSION

Sponsored by:

7:00 - 8:00 Breakfast with your Product Alliance Partners The Marketplace Sponsored by Hines and Brinker

“Chalkboard Reflections, Prizes and Symposium Closing Remarks” Craig Towle Taking a moment to reflect on what we have learned together, and how we will challenge ourselves to make a difference in the lives we touch.


“An investment in knowledge pays the best interest.” - Benjamin Franklin



2014 symposium book

Documents

Transcript of 2014 symposium book