The American College
Financial Education for Securities, Banking,
& Insurance Professionals.

Workshops

 

Management Career Opportunities (Panel)
Facilitator: Thomas Stephens
MetLife: Willie Thomas
Prudential: Kathleen Doucet
 
Through a panel discussion, participants will hear from a group of managers about their respective journeys into a management career. Potential questions include:

  • Share with us the highlights of your career path and why you chose to go into sales management.
  • What would you do differently if you had to do it over again?
  • What advice did you get when considering a management career? What advice would you give someone considering a management career?
  • What and how has your professional development helped you be successful in management?
  • How did you transition from being a successful advisor to being a manager?

 

African American Women (Panel)
Facilitator: Mary Quist-Newins
MetLife: Lee Ann Fatalo
Prudential: Alice Barnes
 
Through a panel discussion, participants will hear from a group of female advisors about their respective careers and best practices for other females in the industry. Potential questions include:

  • Why did you choose a career in the financial services industry?
  • Share with us the highlights of your career path.
  • What do you do to stay connected (to your company, community, colleagues, family, etc.)?
  • What are your unique abilities as a woman and how do you leverage them to meet the needs of your clients?
  • What advice would you give to women who are considering or just beginning a career in this industry?
  • How do you handle work/life balance?

 

Planning for Retirement in an Uncertain Tax Environment
Delvin Joyce
 
Burgeoning entitlement programs, the growing federal deficit and coming tax changes make staying up-to-date on current tax laws important. Help clients minimize taxes on retirement income triggered by:
   • Mutual fund turnover ratios
   • Rebalancing
   • Required minimum IRA distributions
 
Learn how tax diversification can spread liability among taxable, tax-deferred and tax-free investments. Consider repositioning clients' dividend paying, capital gain paying and interest-bearing investments into an annuity so they can tap different income sources based on the tax climate.

 

Healthcare reform: what DOES it means FOR your financial practice?
Allen C. McLellan, LUTCF, CLU®, ChFC®, CASL®, CFP®
 
This presentation starts with a high-level overview of the Patient Protection and Affordable Care Act that establishes major reforms in America's healthcare system. We will discuss the significant impact of healthcare reform on financial planning, especially relating to small business owners and senior clients. As the U.S. "Baby Boomer" population grows older, the need for healthcare services will continue to increase, along with pressures on the entire healthcare system. Thus, we will consider practical ways the financial advisor can assist clients in healthcare planning in an uncertain environment.

 

Practice Management: Planning for Your Practice Like a Business Owner
Marianne Newman
 
As a professional in the financial services industry, It can be said we provide for the financial security of our clients by assessing their current state, designing a plan, implementing that plan, then following up on the plan over the long haul. Can we say we approach our own practice with the same efficiency? This session will lay out a plan to take your practice to the next level in doing for yourself what you do for your clients. By having a business plan and visiting that plan to keep it alive all year, you can achieve success on your own terms like you may never have before.

 

Practice Management: Enhance Your Approach to Staffing within Your Practice
Yvonne Kennedy-Harris
 
Enhance Your Approach to Staffing Within Your Practice. Learn how to make staffing decisions for today and tomorrow. Concrete strategies to help you decide:
   • When should I hire?
   • How should I hire?
   • Whom should I hire?

 

Connecting Through Stories
Idrisa Abdul-Hamid
 
Attract and engage clients through the use of values-based story telling. These are some of the ways it can improve results: position yourself to become a trusted advisor, create and deliver your own stories, connect with prospective clients on an emotional level, develop better sales ideas and close more sales

 

Cash Value Life Insurance: How to Steer the Most Reliable Savings Vehicle
Tim Radden

  • Mr. / Ms. Agent: Are you the gas or the brakes?
  • Selling the Problem, not the Product
  • The "Right-Try" Angle
  • Forget the closes – work on your opens
  • Do I LEASE or do I BUY: (Term vs. Permanent)
  • Detours, roadblocks, traffic jams and speed bumps: Handling common objections

 

Cash Value Life Insurance: How to Steer the Most Reliable Savings Vehicle
Tim Radden

  • Mr. / Ms. Agent: Are you the gas or the brakes?
  • Selling the Problem, not the Product
  • The "Right-Try" Angle
  • Forget the closes – work on your opens
  • Do I LEASE or do I BUY: (Term vs. Permanent)
  • Detours, roadblocks, traffic jams and speed bumps: Handling common objections

 

The Power of ROTH
Kevin Sledge
 
Two recent pieces of legislation have eased IRS rules concerning Roth IRA conversions for high income clients. In effect, these laws provide clients with greater flexibility to control tax liability on Roth IRA conversions without worrying about required distributions or future tax increases. Also on the agenda
   • Beneficiary RMD requirements
   • Recharacterizations
   • Roth 401(k)s
   • How a variable annuity with living benefit can turn tax-free income into guaranteed tax-free income for life

 

Estate Planning is for Everyone
Jeffrey Hollander
 
Life insurance is an integral part of the solution to help clients preserve their estate for their heirs. There are many aspects to estate planning. This workshop will provide you with an overview of the following key areas:
   • Creation of an estate
   • Decisions as to who inherits your assets how they inherit them
   • Minimizing and funding expenses and taxes associated with dying

 

Business Succession Planning for the Diverse Owned Business
Jeffrey Hollander
 
All business owners need a business succession plan. However, while most have worked hard to achieve their goals, most have not given thought to the impact that their retirement, disability or death could have upon the continued existence and success of their business. This workshop will:

  • Provide an insight into the succession issues that your business owner clients may face as well as explore potential solutions to better position your clients and their businesses for the next generation and beyond.
  • Help you understand how to identify a "suitable" successor who can allow your business to maintain its Minority Business Certification status in order to ensure the long-term viability of your businesses and the financial security of their families.

 

Connect to Close - Powerful and Proven Strategies for Closing More Sales
Maribeth Kuzmeski
 
This workshop will provide you with immediate tactics to develop trusting relationships quicker and have prospects and clients wanting to do business with you. Increase your social IQ and fast track your sales closes with new and existing clients. Make every face-to-face meeting and seminar more successful! You will gain:

  • Three specific techniques to increase your social awareness and social IQ - skills that even the best closers can sharpen
  • Powerful conversation starters that will forge real and lasting connections with your prospect
  • Meeting Agenda to follow for creating profitable business relationships during any face-to-face meeting
  • Method for assessing another person's personality quickly so you can customize your conversation

 

Team Selling Practice Models: Evolution Towards Interdependence and Growth
TBD
 
Growth through Interdependence is best achieved as advisors begin to leverage their time and expertise by teaming with other advisors who share their vision, work ethic and values. Veteran advisors will increase productivity by leveraging skill set, marketplace and infrastructure. Newer advisors will accelerate their development through exposure to established business and high sales activity augmented by an established clientele.

 

Serving Seniors: Perspectives on Diminished Capacity and Elder Financial Abuse
Anne Frigo
 
This session provides medical, legal, and industry insight to help understand the unique challenges for financial representatives associated with diminished decisional capacity of clients and elder financial abuse.

  • Learn about best practices while working with senior clients
  • Understand red flags in relation to diminished capacity
  • Know how to escalate your concern if a client exhibits diminished capacity
  • Realize the risks associated with diminished capacity and elder financial abuse

 

register today
 
images of keynote speakers Founding and Presenting Sponsor MetLife logo

 

Platinum Sponsor Northwestern Mutual logo
 
Gold Sponsors
New York Life logo