The Securities America Blog

Plan Ahead To Face Instable Market Conditions

Securities America Inc. follows certain trends that most of the brokers/dealers should adapt to ensure that their clients are happy in the most difficult times. The volatility of market is a major problem which dissatisfies clients. However, if you communicate efficiently with your clients in such situations, they will continue their business with you.

You should develop an emergency contact plan. If there is a sudden market crash or a natural disaster like the recent hurricane, you should have your contact plan in place. If you segregate your clients in various groups, you can call A+ and A rated clients, to answer their needs and concerns. You can send out emails to all clients expressing your concern by writing that you are aware of the disaster or market crash, and that they should feel free to contact you.

Once you have acknowledged the occurrence, Securities America suggests that you should implement a disaster recovery plan (which should be pre-planned). A common problem is that most of the financial advisors do not have a recovery plan. Apart from a recovery plan, you should also create an emergency management plan, with an assembled emergency kit. An emergency kit can include important records, insurance policies, contracts, office supplies, phone numbers, etc.

The instability in the market is growing the expectation of investors from financial advisors. Securities America Advisors feel that you should provide ‘Second Opinion Service’ (SOS) to help prospective clients evaluate their retirement plans. Most people seek second opinion for the diagnosis of a major health problem, so they will certainly feel secure if you provide SOS for the review of their retirement plans. You can offer this service for a basic flat fee.

If you plan ahead, it will prove beneficial to you. Only when you, as a financial advisor are prepared to face a disaster, your clients will entrust you.

Technology Continues to Evolve to Meet Advisors’ Needs

The Technology Pavilion offers onsite experts and computers to help with your technology questions. Content: Each year at National Conference, Securities America brings you the Technology Pavilion, where one can get hands-on with leading-edge industry technology from Securities America Inc and our strategic partners. A conference fixture since 1999, the Technology Pavilion is centrally located in Salon 5, next to the Asbury Lobby, and staffed by staffers of the Field Technology Team. These people have a combined 120 years of experience in the financial industry. Of that, 98 years have been with Securities America in areas that include compensation, operations,operations sales and compensation. The Field Technology team will be available throughout the conference to answer your questions, demonstrate services and discuss changes. The Technology Pavilion is the place to go if you:

• Want to better understand how to use FA specific solution.

• Want to conduct daily business more efficiently and effectively.

• Want to know about new technologies and features we have added since last year’s meeting.

We will also be collecting your ideas for future enhancements. Many of the improvements to our technology over the years have started with a conversation at the Technology Pavilion. We are constantly tweaking and adjusting our systems to make them as intuitive and efficient as possible through honest, constructive feedback from our advisors. The Technology Pavilion will also have demonstration computers where members of Field Technology will be able to discuss and demonstrate any e*Office Advantage technology that you wish to learn more about. New this year, we will have iPads, iPhones and Android powered tablets available to demonstrate our new solution for accessing e*Office Advantage from mobile devices. Many of our technology partners will be joining us to provide you with information about their services. Morningstar can show you Advisor Workstation and other great services. National Financial and Pershing will both be there to exhibit the powerful technology available from our clearing firms.

Securities America - The journey so far..

Securities America began life as a firm called Financial Dynamics in Omaha, Nebraska, in 1984. Financial Dynamics primarily served insurance professionals in the early days of the company. The firm quickly recognized the need to serve a more sophisticated financial professional who could offer more products than insurance, like mutual funds. As Financial Dynamics began serving this tp more complex financial professional services, the company was formally renamed “Securities America.”

      Headquartered in La Vista, Nebraska, Securities America Financial Corporation (SAFC) is the current holding company for Securities America, Inc. and Securities America Advisors, Inc. SAFC is a wholly owned subsidiary of Ladenburg Thalmann Financial Services Inc.

       Securities America Financial Corporation is a financial services holding company. The firm’s financial representatives provide investment and financial planning services including securities and insurance brokerage, as well as asset management. Think of Securities America as the behind-the-scenes support for financial representatives. Through Securities America’s extensive technology, compliance and operational support, representatives can more readily provide comprehensive and professional service to their clients.

      Securities America supports more than 1,900 talented and well-respected financial representatives with nearly 1,400 offices across the United States. The company is the 7th largest Independent Broker/Dealer (According to Financial Planning Magazine’s Broker/Dealer Survey, 6/09) with representatives investing more than $41 billion for over 503,000 customers nationwide (as of year end 2010). Securities America’s mission is to foster the success of financial professionals so they can provide quality, objective financial advice and services to their clients. 

      Securities America, Inc. is a registered broker/dealer and a Member of FINRA/SIPC. The firm’s employees provide dedicated support to numerous financial representatives. All customer brokerage accounts at Securities America, Inc. are carried by National Financial Services, LLC (“NFS”), a Fidelity Investments Company, or by Pershing, LLC, (“Pershing”) a subsidiary of The Bank of New York Company, Inc. Investments carried by both NFS and Pershing are protected in accordance with the Securities Investor Protection Corporation (“SIPC”) up to $500,000 (including cash claims limited to $100,000). An explanatory brochure is available at SIPC.org. Both companies have arranged additional protection for cash and securities to supplement its SIPC coverage. This additional coverage provided through Lloyd’s of London will protect assets up to an overall aggregate level of $1 billion for assets in custody at the clearing firm including $1.9 million cash. Neither coverage protects against a decline in the market value of securities. Securities America, Inc. also serves as the corporate agency for the distribution of insurance products. Through this agency, Securities America provides its representatives with a complete line of insurance, annuity and ancillary products. Choose from term, universal and traditional life products, as well as a full range of disability, long-term care and health coverage products. 

      Securities America Advisors, Inc. is a Securities and Exchange Commission Registered Investment Advisor. With more than $13 billion (as of year end 2010) of assets under management and administration, Securities America Advisors, Inc. provides investment management, financial advice, and financial planning through advisors nationwide. Working closely with Securities America Advisors, you and your financial advisor can develop a personalized investment program. Whether you are looking for turnkey solutions or something customized to your unique situation, Securities America Advisors is there to help your advisor meet your needs. We offer you flexibility and expert support, but you and your advisor remain in control of your financial choices. 

      Securities America, Inc. is a member of FINRA/SIPC. Securities America Advisors, Inc. is an SEC Registered Investment Advisor.

Key Tools for Advisors, New Conversations, Continue to Roll Out

New Conversations is a series of business growth tool kits designed by Securities America to help advisors enhance their current relationships with clients and begin relationships with prospective clients. “New Conversations topics and their accompanying tools offer advisors a framework for engaging clients and prospects on important financial topics while showing them how to gain unique insight into the client’s beliefs, values and goals,” said Laurie Burkhard, senior practice management consultant. “New Conversations is an excellent opportunity for advisors to showcase their value proposition and thought leadership with current and future clients in their marketplace.” These high-touch client discussion processes and interactive plans are designed to uncover new assets, deepen client relationships and generate high quality referrals. There are currently six New Conversations modules advisors can use with clients, including the newest module, The Interactive Client Surveys Conversation. Below is a description of each of the current New Conversations topics, modules and tools.

The Client Re-Discovery Conversation According to Private Wealth Magazine, “Advisors who committed themselves to a regular client re-discovery process increased their income 25 percent in the first year without adding a single new client to their practice.” Securities America’s first New Conversations book, “The Client Re-Discovery Conversation,” is a valuable resource and guide, along with actionable tools, to help advisors in building and implementing their own re-discovery process, aimed at reaping the rewards of systematically re-connecting with your clients. Help Clients Get Off the Sidelines Securities America’s second New Conversations book, “Help Clients Get Off the Sidelines,” contains five proven product strategies to help you get clients re-engaged in their financial futures and back into the markets where appropriate for each client’s needs and circumstances. The In-Service Distribution Conversation Identify individuals who may have the option for accessing their employer-sponsored retirement assets while still employed. There may be several reasons an in-service distribution might be the right option for an individual, including the ability to work with you as they near retirement. 

The Professional Alliance Conversation This conversation will help you build relationships with CPAs, attorneys, mortgage brokers and other professional partners in your marketplace through use of its modules process. Working with professional partners can help you expand your services, generate ideal client referrals and ultimately increase revenue.

The Second Opinion Service Conversation “The Second Opinion Service Conversation” is a simple, easily implemented method for increasing referrals in your practice. Nothing says more about the trust someone has for a financial advisor than referring friends, family and colleagues to that professional. Learn how to teach clients to recognize when a referral opportunity for a second opinion presents itself from friends, family and business associates.

“Finding innovative ways to build stronger relationships with clients and to genuinely connect with prospects is what New Conversations is all about.”The Interactive Client Surveys Conversation The newest New Conversations book, “The Interactive Client Surveys Conversation,” is a structured meeting with your most influential clients designed to approach the topic of referrals and generate new business for your practice. This New Conversations topic includes video role plays demonstrating how to create a comfortable, professional atmosphere around asking your clients how they would like to be approached for referrals. To learn more about the Interactive Client Surveys, refer to Monday’s issue of the Daily Star National Conference Paper, page 11, for a more in-depth look at the conversation. For more information on any of these and other Practice Management growth and development resources, call Laurie Burkhard at 800-747-6111, ext. 5314, Chris Kirby at ext. 5304 or Roger Verboon at ext. 5310. To access all of the tools and resources that come with each New Conversations booklet, go to the e*office website’s Business Development section, under the New Conversations link.