ABA Wealth Management & Trust Conference
March 3 - 5, 2013 • Hyatt Regency New Orleans • New Orleans, LA

Conference Overview  |  Program
 

2012 Conference Program

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As the 2013 program is being developed, please view the 2012 program below to understand the topics and sessions typically covered at the conference.
 

Topic Key
A – Asset Management
F – Fiduciary/Estate Planning/Philanthropy Responsibility
R – Regulatory/Risk Issues
B – Business Development
M – Management & Leadership

Wednesday | Thursday | Friday

Wednesday, March 14, 2012
10:00 am - Noon	Catch Up on CTFA Credits Make plans to attend these back-to- back sessions on topics critical to your role and provide 2.0 CTFA credit hours: 10:00 - 10:50 am (F) A Trustee's Duties and Ethical Considerations Michael E.S. McCarthy, Managing Director, Office of Chief Fiduciary, U.S. Trust, Bank of America Private Wealth Management The duties of prudence, loyalty and impartiality are well known by every professional fiduciary, and are often tested by the practical difficulties that arise in trust administration.  This session will examine current developments in fiduciary ethics and identify critical issues that will require your judgment as a fiduciary.  11:00 - 11:50 am (A) Fiduciary Investing:  Best Practices for the New Normal Ronald Florance, CFA, Managing Director of Investment Strategy, Wells Fargo Wealth Management In this informative session, you will identify investment best practices that go beyond the parameters of traditional modern portfolio theory, and address a full spectrum of private client needs and concerns.
1:00 - 2:00 pm	Opening General Session Economic Update Richard Bernstein, founder, CEO and chief investment officer, Richard Bernstein Advisors, LLC Dr. David Kelly, Chief Market Strategist, J.P. Morgan Funds Two top investment strategists will discuss the state of the global markets, assess relative opportunities for investments, and highlight potential opportunities yet to be leveraged by the markets. This moderated session will allow these strategists to speak at length and will afford them the opportunity to agree to disagree in the interpretation of economic trends and data. Attendees will leave with timely investment ideas for 2012, have a framework for assessing prudent asset allocation approaches for the next decade, and be prepared to address whether or not the asset markets will remain highly correlated.
2:15 - 3:45 pm	Concurrent Sessions (A) The Evolution of Alternative Investing:  New Approaches, New Thinking, New Conversations Scott Welch, CIMA, Senior Managing Director, Fortigent Company, LLC Alternative investments play an increasingly important role within High Net Worth portfolios, but many advisors and investors still struggle with incorporating them appropriately within diversified portfolios.  More than ever, bankers and wealth managers need to stay abreast of the changing nature of – and changing conversation regarding – alternative investments. Topics will include: • The argument for including alternative investments in diversified portfolios • Current trends – due diligence; growing importance of mutual funds and registered products; the state of hedge fund replication • Applying Core/Satellite thinking to building alternative investment portfolios • Managing liquidity, cost, and tactical portfolio management • Building appropriate portfolios for HNW investors  (F) "Location.  Location.  Location." William Campbell Ries, Esquire, Tucker Arensberg, P.C. Donald J. Roman, Partner, Wealth Management Tax Services, PricewaterhouseCoopers, LLP Many would assume that a trust is administered, taxed, and governed pursuant to the laws of the state in which the trust was created. Perhaps it is this assumption that has given rise to the idea that a trust has an identifiable "situs" or home base. In reality, the concept of trust situs is not so simple. A trust can be administered in one state, governed by the laws of another state, and subject to tax in multiple states.  This session will focus on trust situs planning from both the legal and tax planning points of view.  Various ways of implementing this planning will be discussed, including the decanting approach especially for those cases where a trust presently does not allow a change in situs or place of administration, and when decanting can allow a Trustee to move a trust to another jurisdiction for administration, creating the opportunity for favorable tax treatment or governing laws.  (B) Financial Services in a Mobile World Jon Bluth, Senior Vice President of Product Management, SunGard Eileen VanScoy, Executive Vice President of Product Management, SunGard The mobile landscape is rapidly evolving, and the financial services industry is striving to keep pace. Similar to the Internet's early days, fragmentation, security concerns, legacy infrastructure, monetizing solutions and ROI considerations present challenges and opportunities that must be analyzed and addressed to fully capitalize on the sweeping changes brought about by an increasingly mobile world. This presentation looks at financial firms' emerging and actual opportunities and risks in deploying mobile technology, and discusses various approaches they can take to cost-effectively and responsibly leverage its many benefits to their business and their clients.
3:45 - 4:00 pm	Break
4:00 - 5:30 pm	Concurrent Sessions (M) Leveraging Operational Benchmarks To Achieve Sustainable, Profitable Growth Michael Kostoff, Partner, WISE Gateway LLC In these difficult economic times, it is clear that wealth management executives must "do more with less"--they must drive increased revenue growth while simultaneously reducing costs. This presentation will outline how managers can leverage operational performance benchmarking to accomplish this goal, and deliver profitable growth that is sustainable in any kind of economy.   Strategies for improving staff productivity, ensuring support structure cost efficiencies and enhancing sales performance will be discussed. (F) Litigation Update Dom Campisi, Attorney, Evans, Latham & Campisi This presentation will provide a comprehensive examination of fiduciary risk, and the tools with which to manage them effectively. (B) High Performance Sales Leadership Strategies Designed for Today Dan Richards, CEO, Clientinsights  Recent markets mean that financial advisors face unprecedented scepticism – but for those who get it right, unprecedented opportunity as well. This session will provide insights in three critical areas. First, it will identify the high impact activities by advisors that research demonstrates correlate with success.  Second, it will outline best practices from organizations that have had success in helping advisors implement these activities. And finally, it will help every participant develop an action plan to apply these insights in his or her own organization.
5:30 - 6:30 pm	Opening Reception in the Marketplace

Thursday, March 15, 2012
7:00 - 8:00 am	Power Breakfasts It's Not Your Grandmother's Bond Market:  Evolving Your Fixed Income Strategy Priscilla Hancock, Executive Director, Fixed Income Strategist - JP Morgan Asset Management Thirty years of falling interest rates have driven positive returns for fixed income investors, and 2011 was no different.  But today's low rates make it virtually impossible to repeat these strong performances.  And volatility, the eventuality of rising rates, and the potential for inflation all pose challenges.   Investors need to look beyond their traditional long only portfolios and consider options ranging from inflation protection to opportunistic, unconstrained investing.   This session will discuss the changing fixed income environment, examine some of these investment options and explore how to build a diversified client portfolio for this new paradigm. European Equities: Too Much Uncertainty, Or an Opportunity for Active Managers? Andrew Clifton, Equity Portfolio Specialist, Vice President, T. Rowe Price Group The current situation in Europe is widely identified as the main uncertainty faced by investors for 2012 and beyond. We will share our perspectives on how the situation may unfold, and where T. Rowe Price's international equity portfolio managers are currently identifying investment opportunities in the region.
8:00 - 9:00 am	General Session (R) Regulatory Update James Marion Managing Director National Fiduciary Advisor Executive U.S. Trust, Bank of America Private Wealth Management Phoebe Papageorgiou Senior Counsel Center for Securities, Trust and Investments American Bankers Association In its second year of implementation, the Dodd-Frank Act has imposed major changes to the regulation and supervision of the financial services industry, including to wealth management business lines. This session will delve into these fast-paced developments from both a practical and policy standpoint to analyze their purpose and what it means for your institution.
9:00 - 10:00 am	Break in the Marketplace
10:00 - 11:30 am	Concurrent Sessions (F) Fiduciaries in a Post-Dodd-Frank World Martin E. Lybecker, Partner, Perkins Coie The Dodd-Frank Act gave the Securities and Exchange Commission authority to impose the same standard of care on both broker-dealers and investment advisers, sometimes referred to as the "Uniform Fiduciary Standard."  If the SEC decides to exercise this new authority, how would it affect broker-dealers, investment advisers and trust departments as channels for wealth management and advisory services? This session will delve into these aspects of a potential new rulemaking, as well as how the trust department fiduciary standard differs from the standard for investment advisers under the securities laws. (A) Scaling Advice Delivery – A Bank Wealth Management Case Study Jack Fatica,  VP, Investment Product Management, PNC Asset Management Gavin Spitzner, SVP, Business Development,  Prudential Wealth Management Solutions Bank wealth management organizations are being charged more than ever with improving topline revenue growth while maintaining profit margins and responding to increasing regulatory oversight.  Evolving portfolio management technologies and business models are creating newfound approaches to scaling advice delivery.  This session will address industry best practices encompassing People, Process and Technology and will provide an in-depth case study of how one Top 10 bank wealth management organization went through their decision-making process and is leading the evolution. (B) Family Wealth Management Pat Armstrong, Senior Vice President and Managing Director, Family Dynamics, Wells Fargo Arne Boudewyn, Senior Vice President and Senior Director, Family Dynamics, Wells Fargo This breakout is designed to explore strategies for engaging high net worth families in conversations about the qualitative, non-financial dimensions of wealth, sometimes referred to as the human, intellectual or social capital.  Drawing on research and best practices in the area of family dynamics, the presenters will focus their discussion on challenges and opportunities facing wealth advisors as they work with various family profiles on a range of business and estate planning concerns.   The presenters will illustrate how to surface and leverage family motivators through an interactive discussion with participants, highlighting conversation starters that can enhance the planning process.
11:30 am - 12:45 pm	Luncheon with Speaker The Art of Vision Erik Wahl Your best sustainable edge in business is your ability to visibly differentiate yourself from your competition. The Art of Vision is an entertaining and highly practical program that uncovers new ways to make your organization more creative and ultimately more profitable. It is no longer enough to have good customer service and a good product. The truly great companies have altered the landscape to create a unique experience for the customer. Whether its sales, service or leadership principles; professionals at all levels can achieve superior performance by creatively differentiating themselves from the competition.
12:45 - 1:30 pm	Dessert in the Marketplace
1:30 - 2:30 pm	General Session: (A) HNW Asset Allocation Challenges:  What does a truly global portfolio look like?   Ronald Florance, CFA, Managing Director of Investment Strategy, Wells Fargo Private Bank Global investment strategy is all the rage in today's investment discussions.  Asset allocations for high net worth investors are no longer a domestically oriented strategy centered on stocks, bonds, and cash.  Investment strategies today address the global opportunities investors have.  Issues to be addressed in this presentation include what are appropriate global asset classes, what is a global neutral portfolio, and how can advisors incorporate a home country bias appropriately.
2:30 - 2:45 pm	Break
2:45 - 4:00 pm	Concurrent Sessions (M) Expert Teams Produce Extraordinary Results Stephen Doty, Investment Executive, Northeast Division, U.S. Trust, Bank of America Private Wealth Management David R. McCune, Region Director, Wells Fargo Wealth Management Group HNW client demands are clear –  they want to be served by a team of professionals.  Clients seek a team of advisors with specific roles and complementary skills and talents, aligned and committed to a common purpose of putting the client first, and who consistently exhibit levels of creativity and collaboration that produce extraordinary results.    But how do we get teams to perform at this level?  How do we integrate uniquely qualified individuals to think and act as a team?  This interactive session will explore the philosophies that make the team approach successful and share actual experiences of a winning team. (A) Scaling Advice Delivery – A Bank Wealth Management Case Study Jack Fatica,  VP, Investment Product Management, PNC Asset Management Gavin Spitzner, SVP, Business Development,  Prudential Wealth Management Solutions Bank wealth management organizations are being charged more than ever with improving topline revenue growth while maintaining profit margins and responding to increasing regulatory oversight.  Evolving portfolio management technologies and business models are creating newfound approaches to scaling advice delivery.  This session will address industry best practices encompassing People, Process and Technology and will provide an in-depth case study of how one Top 10 bank wealth management organization went through their decision-making process and is leading the evolution. (F) Planning for Same-Sex Couples:  Overcoming the Challenges Michael E.S. McCarthy, Managing Director, Office of Chief Fiduciary, U.S. Trust, Bank of America Private Wealth Management When it comes to meeting wealth management and legacy goals for same-sex couples, working with skilled advisors to create a sound strategy and assemble appropriate documentation can make all the difference.  Many states have granted greater legal rights to gays and lesbians through domestic partnership, civil union and marriage.  However, federal income and estate tax issues are evolving and complicate effective estate planning.  As a result, traditional financial and estate planning techniques are not always available to same-sex couples.  Advisors must keep current to navigate this constantly shifting legislative and judicial environment.  This session will provide an update on the current partnership rights and benefits for LGBT couples nationally.  In addition, this session will address issues of wealth transfer with different rules, varying income tax planning options, dealing with incapacitation and the appropriate documentation that is required to accomplish your client's legacy goals.
4:00 - 4:15 pm	Break
4:15 - 5:30 pm	Roundtable Discussions Come tap into the wisdom of the crowds in these informative group discussions, you will have the opportunity to share best practices, and gain insights into managing your business better.  Discussion Topics Include: Trust Administration Investments Sales Leadership and Management
5:30 - 6:30 pm	Reception in the Marketplace

Friday, March 16, 2012
7:00 - 8:00 am	Power Breakfasts   Individualizing Institutional Portfolios for HNW Investors Scott Welch, CIMA, Senior Managing Director, Fortigent Company, LLC   1.  Building an "Endowment-ish" portfolio for Taxable HNW clients a.  Passive vs. Active b.  Use of Alternatives c.   How UMA is changing the game d.   The role of tactical investing 2.  A new conversation about alternative investing a.   What the growth of liquid alternatives means b.   Adopting a core/satellite approach to alternative investing 3.  Goals-Based Investing a.   Why goals-based? b.   Building goals-based portfolios c.   Why reporting matters   Innovations in Risk Analysis Mark Odo, CFA, CAIA, CFP, Director of Applied Research, Zephyr Associates, Inc Jamie Atkinson, Director Institutional Sales, Sentinel Investments   *   Learn how to organize modern portfolio statistics in to a useful framework   *   Introduce and explain newer metrics for measuring risk to your clients
8:00 - 9:00 am	General Session Making it Personal – Relationships and Wealth Management Joseph Michelli, PhD, Author and Organizational Consultant Delivering financial performance for your clients is not enough.  Learn the tools that will engage, retain, build loyalty, and grow referrals.
9:00 - 10:00 am	Break in the Marketplace
10:00 - 11:15 am	Concurrent Sessions (F) The Prudence of  Using Alternative Investments in a Well-Diversified Fiduciary Portfolio Eugene "Gene" Maloney, Executive Vice President & Corporate Counsel, Federated Investors Investors seeking broader diversification within their portfolios are increasingly considering alternative investments, including commodities, private equity and financial derivatives. Such investments are not only complex, but they present unique risk and fiduciary challenges.  In this session, Mr. Maloney will offer his perspective and guidance on the appropriate process that wealth managers and trustees should employ to integrate these non-traditional assets into client portfolios. (B) Client Acquisition in a Wired World Kathleen Pritchard,  Director, Head of Program Marketing and Customer Insights, Legg Mason In today's competitive business landscape, financial professionals who fail to leverage the power of the Internet to acquire new clients are doing themselves a serious disservice. By cultivating an online presence that showcases your specific expertise and service offering, you not only create opportunities to meet qualified prospects, but also build credibility and rapport that increases your chance of winning their business. Key topics include best practices for websites and email campaigns; building a network of contacts to facilitate referrals, both as an individual and a professional; using online search tools to identify potential clients, understand their individual needs/interests and use that information in initial meetings to open more new relationships; managing your online reputation; delivering a consistent message that reflects your value proposition; recognizing compliance concerns; and more. Also featured is a discussion on how financial professionals can enhance their client acquisition efforts by using popular online "social networking" services like LinkedIn, Facebook, and Twitter. (B) The Changing Retirement Landscape:  A Case Study Approach Michael I. Falcon, Managing Director, Head of Retirement, J.P. Morgan Asset Management The retirement landscape is changing, with the onset of the Baby Boomer retirement wave and the growth of the DC plan segment.  The assets that are in play are enormous across the individual wealth and retirement plan marketplaces.  Banks are well positioned to capture these opportunities, if they can adapt by coordinating among business units and developing innovative solutions and distribution strategies.  This session will explore retirement trends, opportunities and innovations, and share a case study of JP Morgan's implementation of its cross-functional retirement distribution strategy.
11:30 am - 12:30 pm	Closing General Session (R) Washington Update Andy Friedman Get the latest from inside the beltway on the upcoming elections, policy, Congress, and taxes with Andy Friedman, Washington insider and frequent guest on many major news outlets.
12:30 pm	Conference Adjourns

Program Questions? Please contact John Capotosto for more information.