April, 2018 - Login Page

1 Partner Tools A Compilation of Partner Tools to Help You Engage Clients and Prospects and Strengthen Your Practice March 2017 ACQUISITION AND SUCCESSION PLANNING 3 BEHAVIORAL FINANCE/INVESTOR BEHAVIOR 4 BUSINESS DEVELOPMENT 7 estate PLANNING 12 HEALTHCARE AND AGING ISSUES 13 LIFE PLANNING 15 MARKETING 16 PRACTICE MANAGEMENT 20 RETIREMENT PLANNING 27 SOCIAL SECURITY 32 TAXES 34 WEALTH MANAGEMENT STRATEGIES 37 WORKING WITH FEMALE CLIENTS 39 MARKETS 18 PROFESSIONAL DEVELOPMENT/COACHING 26 Availability of presentations contained in this guide is subject to change. Please contact the appropriate Partner Wholesaler to verify that the presentation is available. Back to Table of Contents Advisor Group | Partner Tools | 3 Partner Name of Program Description Delivery Method Contact Information AB Succession Planning: Beginning with the End in Mind Execution Guide Advisors who have invested much of their lives building a thriving business often find ensuring business continuity or planning an exit strategy to be one of the most painful personal decisions.

2 Many avoid making proactive decisions and thereby risk undermining client confidence, devaluing their business, affecting the salability of the practice, or leaving suddenly because of health or other unexpected events. This highly practical program can help advisors grapple effectively with business continuity and provides guidance on how to build a successful exit strategy. It examines the challenges from psychological, practical and financial perspectives. It will help readers resolve their personal discomfort and outlines the key steps that can maximize the value of a business. The goal is to make an advisor s process of exiting as creative and manageable as possible. In person, Webinar or Local Wholesaler 1- 800-227-4618 MainStay Investments 10 Steps to Adding Family Members Flyer Family members are a "warm" source of referrals. Adding adult children and parents, who may already be mentioned as part of your client's accounts or goals, can help ensure the retention and continuity of client assets for years to come.

3 This flyer provides you with ways to make the connection. Digital PDF/ Hardcopy Call New York Life & MainStay Investments at 888-474-7725 opt 2 MainStay Investments Family Tree Worksheet This worksheet can help advisors to create a record of a client's extended family, enhance the quality of their existing relationships, and provide opportunities to add family members to their client roster. Digital PDF/ Hardcopy Call New York Life & MainStay Investments at 888-474-7725 opt 2 The National Benefit Corp (TNBC) Business Succession Planning: Buy/Sell and Key Person Insurance Strategies Your client is a business owner and needs help with a succession plan. TNBC's guide to insurance solutions including Buy/Sell strategies, Key Person coverage and Business Loan protection. White Paper Call the TNBC Life Sales Division at 800-275-8622 ACQUISITION AND SUCCESSION PLANNING Back to Table of Contents Advisor Group | Partner Tools | 4 Partner Name of Program Description Delivery Method Contact Information AB How to Talk About Performance Whitepaper Experience working with FAs for nearly three decades has revealed that even highly effective advisors are challenged by their clients expectations about performance.

4 Almost every advisor has lost one or more clients because of disappointing returns, and especially in the aftermath of the great beta trade of 2009 2015, advisors are struggling with managing client expectations and chronic disappointment stemming from muted investment returns. To address this universal challenge, the AB Advisor Institute has translated key information from the studies of how clients make decisions to create a conversational strategy designed to profoundly reframe the way clients think about the role of their advisor and their expectations for performance. In person, Webinar or Local Wholesaler 1- 800-227-4618 AIG Managing Emotions in Volatile Markets Turnkey, client-friendly program helps clients avoid costly emotional mistakes and use time-tested strategies to navigate through volatile markets. Client Seminar, Client Brochure, Client Invitations Contact your AIG Financial Distributors Wholesaler or call the Annuity Sales Desk at (888) 502-2900 or Mutual Fund Sales Desk at (800) 232-1230 BNY Mellon / Dreyfus Brave Conversations on Personal Retirement Brave Conversations is a new program to introduce retirement planning to clients and prospects.

5 It is holistically based on the financial behaviors of Earning, Spending, Investing and Insuring (ESIITM). We demonstrate a set of practical new tools to facilitate more effective retirement planning conversations, with immediately actionable steps for clients and prospects. In person, via webinar, via local wholesaler 1- 800-346-8893 Dividend Capital Financial Decision Making Styles Worksheet This is a value-add takeaway worksheet for advisors to give to clients to complete. This worksheet will help financial advisors identify with their clients based on the information they provide regarding how they make decisions and what style they appear to follow based on the Financial Decision Making Styles Advisor Guide. Printed or electronic Contact Sales Desk: Franklin Templeton Investments Availability Bias Do instinctive behaviors impact our investment decisions?

6 Watch this short video on the quirks of investor behavior. Online Video Contact Franklin Templeton Sales and Marketing Services at (800) DIAL BEN/(800) 342-5236 or visit BEHAVIORAL FINANCE/INVESTOR BEHAVIOR Back to Table of Contents Advisor Group | Partner Tools | 5 Franklin Templeton Investments Herding Do instinctive behaviors impact our investment decisions? Watch this short video on the quirks of investor behavior. Online Video Contact Franklin Templeton Sales and Marketing Services at (800) DIAL BEN/(800) 342-5236 or visit Franklin Templeton Investments Home Country Bias Do instinctive behaviors impact our investment decisions? Watch this short video on the quirks of investor behavior. Online Video Contact Franklin Templeton Sales and Marketing Services at (800) DIAL BEN/(800) 342-5236 or visit Franklin Templeton Investments Loss Aversion Do instinctive behaviors impact our investment decisions?

7 Watch this short video on the quirks of investor behavior. Online Video Contact Franklin Templeton Sales and Marketing Services at (800) DIAL BEN/(800) 342-5236 or visit FS Investments Crisis Response Form This form will help prepare you and your clients in the case of an investing crisis. The process includes the following steps: 1. Investing credo 2. Anticipate the crisis 3. History/lessons 4. Actions 5. Opportunities 6. Self-management tools Print/electronic Contact Rebekah Brooks at Griffin Capital Millennials, Robo-Advisors and You With robo-advisors posing significant competition to financial advisors for market share of the millennial demographic, it is more important than ever for advisors to be continuously aware of the ever-changing landscape that they are a part of and of their position in it. This article provides a glimpse into the millennial mentality, shedding light on the rationale and assumptions that draw many millennials to robo-advisors over human ones.

8 Most critically, it provides actionable suggestions which any financial advisor can leverage in order to optimize his or her practice, large or small, to better cater to the millennial demographic. Article Call our Sales Desk at 866-606-5901 Natixis 2016 Individual Investor Survey Our fifth-annual Global Survey of Individual Investors offers a look inside the expectations of 7,100 investors in 22 countries. It offers a clear view into the challenges facing investors and the behaviors that may keep them from achieving their goals. Whitepaper Call the Natixis Sales Desk at 800-862-4863 Back to Table of Contents Advisor Group | Partner Tools | 6 Prudential Investments Bring Your Challenges Learn about the human behaviors that are getting in the way of planning for our financial future. Vanguard Putting a Value on Your Value: Quantifying Vanguard Advisor's Alpha The Vanguard Advisor's Alpha framework has outlined how financial advisors can add value through relationship-oriented services such as wealth management and behavioral coaching.

9 Vanguard now has attempted to quantify the potential worth to the clients' net returns. Vanguard believes that advisors can add "about 3%" in net returns over time to their client's portfolio. In addition, implementing Vanguard's "Advisor's Alpha" framework helps advisors distinguish their skills and their practice. Whitepaper PDF or hardcopy Call the Vanguard Sales Desk at 800-997-2798 Vanguard Quantifying the Impact of Chasing Fund Performance Use this piece to: See how a buy-and-hold fund strategy outperformed a performance-chasing strategy over the 10 years ended December 31, 2013 Learn why a fund's past performance is not indicative of its future results Review research that demonstrates why Vanguard believes performance-chasing is a misguided investment approach Print Call the Vanguard Sales Desk at 800-997-2798 Vanguard Required' or 'Desired' Returns?

10 That is the Question. Many investors who seek help from a financial advisor arrive with unrealistic return expectations based on outside factors such as advertisements, the news media, or what "peers" are doing. These investors' desired return is often different from their required return, the level they actually need to meet their long-term goals. Donald G. Bennyhoff and Colleen M. Jaconetti explain that understanding the difference between required and desired results is important to investors as well as their advisors. The required return is the return necessary to accomplish the goals that they have determined to be most important while bearing a level of risk that the investor feels is most palatable. While required returns are an output of the investment plan, desired returns are an input--that is, a return target based more on "want" than "need.