Alexandra Nawoichik, senior CEC specialist in Practice Management
at Putnam Investments, shared ways to optimize your LinkedIn
profile, including:
• Share your passions. One in five clients select their advisor
based on the advisor’s activities outside the office.
• List reasons to connect.
• Include your contact information in the summary. Most people
won’t click past the main page to the contact info page.
• Ask clients for LinkedIn connections to spouses and children.
During the session on the multigenerational practice, Tyler DeHann, director
of Retirement Solutions at Principal Financial Group, suggested employing
the following tactics to efficiently build a practice that crosses generations:
• Segment clients based on their preferred topics and
communication style.
• Ask younger clients to invite their parents to meetings.
• Build relationships with clients’ beneficiaries before they
inherit assets.
Jared Weiner, executive vice president and chief strategy officer of The
Future Hunters, presented a session sponsored by Brighthouse, making
the following predictions about the years to come:
• Entirely new jobs will exist we can’t imagine today – requiring changing
skill sets and competencies. Trust will become the ultimate luxury.
Clients will pay more for relationships.
• The importance of sustainable investing will increase.
• Advisors will need to understand how Gen Y and Gen Z impact their
parents’ and grandparents’ decisions.
The conference closed with lunch and a Pass the Mic activity, in which
advisors took turns describing the unique measures they’ve taken to grow
their business. Vickie Garcia from Securities America shared her early
success in launching a W Source networking group with professional
women from other industries who help each other grow their businesses.
Other ideas included reaping the rewards by establishing personal credibility
through writing for leading trade journals, purchasing 10 firms from retiring
advisors and working with millennial investors.
Prior to the event, we launched our sixth annual LIWF LIFT Mentoring
program in which experienced top female advisors were paired with
up-and-coming female advisors. So far, 23 pairs from Securities America
have participated in the mentorship program.
The event also provided forums for advisors to network and for all
attendees to learn about the wide assortment of products and services
Ladenburg Advantage offers.
Next year’s event will take place Oct. 14-16 at the Roosevelt Hotel in
New Orleans.
NOVEMBER 2018 | The STAR 20