Clinic Agenda

Click here for Speaker Materials (handouts/audio/video produced for select sessions)

THURSDAY, August 14

7:15 a.m. Continental Breakfast
7:30 a.m. - 8:20 a.m.

Showcase Sessions (2 concurrent)

"Prudential Life Insurance - Providing Powerful Solutions" 
    Joe Kaplan, CFP, CLU, ChFC

Life Settlements: Your Client's Unknown Asset 
    Darwin Bayston, CFA

Life settlements are one option frequently overlooked by advisors and their clients. Further, not understanding the life settlement option is oftentimes cited as the primary reason more advisors don't discuss this alternative. This session, presented by the president of the Life Insurance Settlement Association, will provide an introduction to life settlements and why this should be considered an asset in every senior's portfolio. Specific topics include: definitions, industry history, regulatory and licensing requirements, transaction participants and their roles, when to consider a settlement, its implications and factors that influence the price of a policy.

8:30 a.m. - 9:30 a.m.

Session Sponsor:

Working Effectively with Widows: Practical Tips to Serve These Women
    Kathleen Rehl, PhD,CFP
FACT: The statistics are shocking. 70% of widows fire their advisor after the death of their spouse. In this session, we explore how grief and emotions can cause a cognitive disconnect that can sabotage their financial planning. It will provide insight into widows' specific needs for financial help and support and will give practical suggestions on how to interact more effectively in strengthening your relationship with your widowed clients.

9:40 a.m. - 11:10 a.m. CE SESSIONS (2 concurrent)
Long Term Care Planning—What Your Clients Want to Know
and What Advisors Need to Know

    Barbara DeBerry, CLU, ChFC, CFP, CASL, CLTC
This session will equip you to advise your clients about long term care planning across generations. We will discuss recent changes to the long term care insurance product and to the industry as a whole. We'll look at why premiums have increased. Will the increases continue? What companies still sell long term care insurance? And what seemingly minor medical issues can lead to uninsurability? You'll learn about the tax-advantaged funding options provided by the Pension Protection Act. Most importantly, we'll go beyond the technical aspects to discuss what a long term care event does to a family and to the best laid financial and estate plans. You'll see that insurance may or may not be appropriate for your clients, but that the one essential is a long term care plan.

Estate Planning for Families that Have a Member with Special Needs
    Harry Ehrenberg, CLU
Parents of children with special needs lie awake at night worrying about their child's future. Two of the most important concerns are: Who will take care of my child when I no longer can due to my death, disability, or old age?, and How can I leave an inheritance to enhance the quality of his life without disqualifying him from government benefits? The planning process for addressing these concerns consists of three components:

  • Legal Component: How you can preserve your child's Medicaid eligibility using a special needs trust to accept gifts and inheritances
  • Life Care Planning Component: Writing a life care planning guide
  • Financial Component: Special considerations when funding a special needs trust

11:20 a.m. - 12:10 p.m. Showcase Sessions (2 concurrent)
Planning for the Modern Family
    Jim Allen, CFP, CLU, ChFC, MSFS, CAP
    Jeffrey I. Hollander, JD
    MetLife Premier Client Group
Based around the characters of the popular TV show Modern Family, the presentation discusses the myriad estate and retirement planning issues faced by this fictional family. These issues include: a second marriage where the new spouse is the same age as the children from the prior marriage, a noncitizen spouse and a same sex couple with an adopted child. The presentation discusses a wide range of insurance based planning strategies like qualified terminal interest (QTIP) trusts, qualified domestic trusts (QDOTs), using life insurance for estate equality, partner lifetime access trusts, and partner testamentary trusts.

Protecting Assets and Diversifying Income
    Dan Monaco, CFP, CLU, ChFC, CASL/Lincoln Financial Distributors
The American Taxpayer Relief Act (ATRA) of 2012 has driven incomes taxes higher and estate taxes lower. This presentation will highlight those changes and provide planning strategies using life insurance to drive tax-efficient income, reduce risk, and drive portfolio return.

12:10 p.m. - 1:50 p.m.

Lunch - Lunch in Exhibit Hall provided to all attendees.  Also, book signing by Kathleen Rehl in Exhibit Hall at the Protective Life booth.  Kathleen's book,  "Moving Forward on Your Own: A Financial Guidebook for Widows", will be provided to attendees by Protective Life at their booth.  Limited quantity.

1:50 p.m. - 3:20 p.m. CE SESSIONS (2 concurrent)
Estate Planning Through the Ages: Challenges and Solutions for Life-Cycle Estate Planning
    Terry Stanaland, JD, ChFC, CPA
In this fast-paced, hard-hitting session, Mr. Stanaland will examine the particular concerns and specific issues faced by people as they walk the pathway of life. Beginning with the newly emancipated young adult and continuing through the last stages of life, the presentation will offer concrete, practical advice for the challenges presented at each stage. Drawing from more than thirty years of experience, Mr. Stanaland will address often over-looked issues including:

  • Mandatory terminations of children's trusts vs. withdrawal rights
  • Beneficiary designation for parents of minor children who have not established trusts
  • IRA conduit trusts for minor children
  • Rescue remedies for over-funded UTMA's
  • Planning for possibility of second marriages
  • Third party special needs trusts for parents and surviving spouses

Retirement Distribution: A Framework for Creating and Managing Income
    Timothy M. Kiesling, CLU, ChFC, RICP, CRPC
Strategies available for an investor's portfolio during the distribution phase differ significantly from strategies used during the accumulation phase. Investors approaching retirement must prepare to face a number of risks including longevity risk, sequence of return risk, inflation/deflation and taxation risk. This session will provide an overview of the current retirement market along with proven strategies to assist in designing a retirement income and wealth transfer plan which most efficiently achieves the client's goals.

3:30 p.m. - 4:45 p.m.


Using the Historic Volatility Calculator
    Richard Weber, MBA, CLU, AEP; Josh Lipson
The Historic Volatility Calculator (HVC) is a supplemental tool allowing producers and advisors to independently test a planned premium calculated in an insurance company's IUL or VUL policy illustration (single or joint insureds). It will also test a UL policy's expense deviation based on a standardized expense benchmark, and make a recommendation for an initial or in-force planned premium that offers a substantial "probability of success" that the policy will meet its expectations. Use this free benefit of Society membership to help clients understand that the "cheapest" planned premium often equates to a very high probability that the policy will lapse before the insured's average life expectancy and for ongoing management of a UL / IUL / VUL policy.

Lessons in Growing a Practice
    Kristin Pirris, LUTCF, CFP; Justin Smith, CFA, CFP; Josh Chase, CFP; Jim Christian, CLU, ChFC
You've been in financial services for some, but not many years. You're making it, but you want a "bigger slice of the pie." Ever wonder what young advisors who have made it are doing? How they have been able to thrive while others merely survive? If you've been in the profession for relatively few years and are ready to take the next step up, this panel has the goods. You'll gain valuable insights as you hear how these advisors built their success, and you'll take home practical, reliable tips and strategies that worked for them–and will work for you! If you don't have a ton of experience, if you want to find more clients or new markets, or if you are established but want to share some good information with a family member or young associates in your office, this session is a MUST.

5:15 p.m. - 6:45 p.m.
Reception Sponsor:

Networking Reception/Dinner

FRIDAY, August 15

7:15 a.m. Continental Breakfast
7:30 a.m. - 9:00 a.m. CE SESSIONS (2 concurrent)
Planning for Retiring Baby Boomers: Assessing Client Cognitive Function–
Why Would I Want to DO That?

    A. Frank Johns, JD, LLM, CELA, CAP and Richard M. Weber, MBA, CLU, AEP
In this session, we go “beyond Neasham”, discussing financial elder exploitation issues as they present differently in various states. Those familiar with the case know the "Alice in Wonderland" saga Glenn Neasham endured, including a favorable appellate decision overturning his felony conviction and the subsequent challenge by the State Attorney General to the California Supreme Court. If your first reaction is, "well, that's not me. I'm ethical, so I don't have a problem," ask yourself if this a reasonable reaction or a case of cognitive dissonance, where you change your impression of the "real" world to accommodate your sense of who you are and how you operate? The session explores several cornerstones of awareness and presents a top ten list of things that should be part of the initial advisor/client relationship to recognize and accommodate cognitive impairment. Procedures to deal with cognitive impairment issues are beneficial to the client and family and should be part of a "client's interest above my own" professional practice as well.

The Rise of Gray Divorce–and Dealing with the Fall Out
    April Hill, JD
While the overall divorce rate has fallen, for those over 50 it has doubled in the last 20 years. At the stage in life when people may have reached their financial goals and are looking at, or may even be in retirement, divorce can wreak havoc on finances and long term plans. Issues such as increased reliance on fixed sources of income (Social Security and pensions), the splitting of assets (retirement accounts), beneficiary designations on life insurance policies, health insurance, and more must be dealt with from a new vantage point. In this session, April will discuss the financial implications of a gray divorce and the complexities that must be addressed for our older clients who are divorcing.

9:10 a.m. - 10:00 a.m. Showcase Sessions (2 concurrent)
Policy Valuation: A Key to Growing Your Business
    Peter Hershon / Coventry
In an ever-changing environment, there are no guarantees that your client's financial plan will stay on course. Whether it is due to personal, estate or business changes, a life insurance policy valuation resulting in a life settlement can be the solution that puts them back on track. Peter will present ideas on using policy valuation as a valuable prospecting and client retention tool.

Using Life Insurance to Bridge the Retirement Gap
    Kristin O. Bulat, JD, LLM / NFP
This session will explore the modern uses of life insurance to provide benefits during a client’s lifetime and beyond. It will focus on how to utilize the tax advantages of life insurance to help your clients reach their goals. It will also delve into the interplay between the current uses of life insurance and estate planning techniques.

10:10 a.m. - 11:40 a.m. CE SESSIONS (2 concurrent)
Practical Asset Protection Techniques
    James S. Aussem, JD, AEP
This presentation is a nuts and bolts approach for helping clients protect their assets from business and personal creditors. We will present practical review techniques that financial advisors can use to provide clients with the protection they want. Attendees will learn about the most popular approaches, including asset protection trusts (domestic and foreign), as well as the use of entities to segregate risks and the titling of assets.

Understanding Baby Boomer Business Owners: Options for Transitioning the Business
    Christopher Mercer, ASA, CFA,ABAR
Whether you or your business is ready for a transition now, or you are working to get ready for that eventuality, you need to be sure that you, your family, other shareholders and the business are ready. This session will provide an understanding of the current trends that affect this generation of business owners; what works and what doesn't work in different situations; and the impact that valuation and buy-sell agreements have on this process. Learn what the options are for transitioning the business so you can realize your dreams in the next phase of your life.

11:40 a.m. - 1:00 p.m. Lunch - Lunch in Exhibit Hall provided to all attendees.
1:00 p.m. - 2:00 p.m. EDUCATIONAL SESSIONS (2 concurrent)
Advisor Fear vs. Client Fear: Should Older Investors be Fearful of Advisors or
Should Advisors be Fearful of Working with Older Investors?

    Josh Chase, CFP
It's well known that investors fear the unknown. With the increased complexity of investments and regulations coupled with the general mistrust often applied to financial advisors, it has become more difficult than ever to find that level of trust required in any advisory relationship. But what about the advisor? Should the advisor fear working with older clients? FINRA has targeted treatment of senior investors by brokers and firms among its regulatory priorities for 2014. Was my communication clear to this client? Did they understand the information as I explained it? Did I explain it in a way they could understand it? Does our generation gap cause communication barriers that I don't understand? Did I follow all regulations when working with this older client and is that enough? Should other family members or children be privy to financial activity or should I protect privacy? Where can I find the answers? Josh will share specific experiences of working with older clients that caused him to reassess the value and risk of the relationships and why this fear caused him to make a career move.

Winding Down Your Practice / Discussion
    Mike Dow, CPA, CLU, ChFC, AEP (Moderator); Ralph Steiner, CLU, ChFC;
    Edward L. Howat, Jr., CLU, ChFC, LUTCF, RCC
In this session geared to young professionals, leader Mike Dow and panelists Ralph Steiner and Ed Howat, Jr., will facilitate a discussion among attendees on the topic of winding down an advisory practice. Specifically, the session will cover what experienced advisors who are leaving the business look for in young professionals who want to move up. And what do young advisors new to financial service need to know about rising to the next level? If you’re relatively new in the profession, you don’t want to miss this peer-group learning experience filled with practical information that will put you on the path to a more profitable future.

2:10 p.m. - 3:10 p.m. CLOSING CE SESSION
Advanced Social Security Planning
    Ruthann M. Driscoll, JD, CLU, CFP
Take your knowledge of Social Security planning to the next level. Social Security benefits can be one of the most valuable sources of retirement income. With the advanced information in this session, you'll be able to advise your clients on how to use Social Security benefits to generate maximum retirement income and risk protection. We will begin with a brief review of the history and basic rules governing Social Security benefits. Following that we will examine the various strategies available to those individuals retiring in the near future that will help maximize their benefits. Finally, we will discuss certain offset and reduction rules that can significantly impact the level of benefits available.

Program Concludes