Bi-Monthly Conference Call Monday, April 13 Our broker dealer
Transcription
Bi-Monthly Conference Call Monday, April 13 Our broker dealer
Of Note in this Issue: Volume 4, Issue #6 April 7, 2015 Success with Insurance Tax Deferred Investing Product and Research Ideas TREVOR HERE Bi-Monthly Conference Call Monday, April 13 Our broker dealer conference call is held on the second Monday of every month. Our next call is on Monday, April 13, 11:00 a.m. Central/Noon Eastern. Conference Call: (712) 432-1212; Meeting ID: 107872578# Tax Deferred Investing: Post Conference If you would like a copy of Don Deans’ presentation from the conference regarding Tax Deferred Investing, please send me an email at [email protected]. Thank you again to Don for making it available to our group Your Conference Photo! If you took a professional photo during our conference, we have the files! They are too large to email directly, so Marlene Arteta will be sending you a link to download the file. Since these downloads expire, please contact her to receive your file [email protected] Setting Yourself Up For Success: by Chris Wells, President, Sandlapper Insurance Services Do you have a plan for each and every appointment you put on your calendar or do you just step out of the car (or the client walks into your office) and you are just figuring it out on the fly. If you are a golf fan like myself, you know that the best players in world have a game plan for each and every hole before the round even starts. While there is no guarantee to the success, having a plan in place does give them the best chance to succeed. Below are 9 tips that will give you the best opportunity to succeed. Successful Appointment Tips 1) Don’t go too far - Know when to stop your 1st appointment. Remember, the 1st appointment is all about discovery and continuing to build rapport with your client. No recommendations will be made; however, areas for concern will be pointed out to address during the 2nd and 3rd appointments. 2) Don’t say too much - Allow the client to do most of the talking, they will tell you what you need to know. Active listening is critical. Focus on identifying their needs and concerns so you can help address them in the product solutions and strategies you present later; such as annuities, life insurance, long term care insurance, etc. 3) Don’t interpret as you go - Gather all the facts before giving any concerns, this allows the client to give you a complete view and you to prepare your concerns one at a time. 4) Ask open-ended questions - “What do you want to accomplish in today’s meeting?” “How does that make you feel?” Other questions that help in the fact finding process include probing “Tell me more about that” or “What else should I know?” or “Can you provide me with an example?” 5) Be the same person - Be the same person in the appointment that you were in the workshop presentation - A calm, confident, knowledgeable professional who is more than capable of helping them. Think of the professionals that you immediately feel at ease with their demeanor: the confident doctor or airline pilot. Remember, someone asking for an appointment has already decided they like you, now you just have to lead them to becoming a client! 6) Solve problems, don’t sell - Pushing a sale puts you in a position of weakness, that you NEED the client. Problem Solving helps put you in a position of strength, viewed as the financial professional you are and that they can benefit from your knowledge and services. 7) Your success is found in your alone time - Do your homework and be prepared. Continue to study and learn about our industry. Things are constantly changing and you need to stay sharp so we can continue to help address our client’s concerns. 8) Surrender to process - Many times I’ve seen advisors try to market themselves but not have a true process behind their efforts. The best advisors will construct a practice that has a refined process. They will also -1- have a refined process behind each and every client encounter that they follow as well. By having a process it allows you to focus on the prospect's needs and minimize confusion on what to do. 9) Stay relaxed - When I role play with some advisors prior to appointments, sometimes their anxiousness is so palpable, I can feel it through the phone! When delivering information keep the information simple, to the point, showing how clients will clearly benefit from the solution. At the end of the meeting, regurgitate the information discussed at the meeting and confirm what the next steps will be with the client. Supervision: Compliance Update by Carolyn Jenkins Don’t assume that any and all non-securities compensation falls under your OBA/DBA. The AWC referenced in the article below is a good reminder that many of the relationships we engage in over the course of our business ARE independent of our OBA/DBA, and securities business and as such need to be approved PRIOR to engaging in such business. Remember, our “regulatory” body is member funded and therefore has no qualms when raising revenue to play gotcha. Best practices for you whenever adding or expanding the capabilities of your practice is to just call first and put the onus back to your broker dealer as to whether it is a disclosable OBA or not. Don't let them “getcha” with a gotcha. http://www.brokeandbroker.com/2725/oba-finra-awc-/ Investment Programs – “NEW” Research and Marketing Department As part of our “High Touch” support in 2015, our new Research and Marketing Department provides updates and other pertinent information provided by the Fund Sponsors and learned from other sources. This on-going research obtained through due diligence meetings and interviews with portfolio managers and economists will begin to appear here regularly. Requests for research and review of additional fund groups can be emailed to Liz at [email protected]. Post-Recession Investors Show Depression-Era Healthcare Fears How many FAs use IBB, iShares NASDAQ Biotechnology? If you’ve been using it for the past 1 year, 3 years and/or 5 years, good job. However, going forward I would expect increased volatility, if not a correction in biotech. Looking for another way to invest in the Health Care industry? Check out Highland Long/Short Healthcare Fund (HHCAX), managed by Highland Capital. Morningstar categorizes HHCAX as a long/short equity fund, with a mid-cap growth investment style. The 5 yr average annualized total return of 11.36% (as of 4/2/14, at NAV with all dividends and capital gains reinvested) is in the 9th percentile. It is rated 4 stars by Morningstar. The attached article from MFS discusses the results of a 2014 Investor Sentiment Survey. Five key takeaways: Most respondents, in all generations, say growth is their top priority for retirement investing. Investors’ asset allocations are lower in stocks and higher in cash than may be advisable in seeking to maximize growth. Most investors do not understand the potential risk of underinvesting. Ge n X/Y investors prioritize growth for retirement, but also focus far more on income than expected. Baby Boomers have a decided preference for growth. What are the implications for advisors? Education is important so your prospects and clients understand their own disconnect. Why Long/Short Healthcare? -2- Heath care is one of the largest and fastest growing components of US GDP A great way to “play” Obamacare, largest structural change in 50 years Opportunity to invest in the Biotechnology Revolution Active management is optimal as correlations decline and dispersion increases Highland’s strategy seeks to deliver alpha and attractive absolute returns at low beta correlation to the S&P 500. Floating Rate Funds Concierge Services: FINRA Approved Marketing Worried about interest rates moving up? Floating rate funds can help blunt some of the downward pressure on NAVs as interest rates increase. Highland also has a fund called Highland Floating Rate Opportunities Fund, an open-end fund AND a closed-end fund, NexPoint Credit Strategies Fund (NYSE: NHF.) Get more information at www.highlandfunds.com or 877-665-1287. Materials We are in the process of creating FINRA approved marketing materials. We now have a prospecting letter available for use by all SANDLAPPER reps that has been approved by compliance. This letter can be customized with your personal contact information. Please note that all materials, approved or not, must be submitted to SANDLAPPER Securities compliance before using it. Please contact Elizabeth Stevens for a copy of the letter. As always if you have any comments or questions, please email [email protected] or call her at 512-567-5836. Product Updates: **To submit products for review complete submission form. Please return completed forms to me at [email protected]. *** Sandlapper Student Housing’s DST SL Enclave West in Edwardsville, Illinois has $4,000,000 available with 63.39% LTV and 6.5% year one master lease payment, this property offers investors no closing risk. Audited financials are now available for Tiburon Saltwater Reclamation Fund I and Tiburon Saltwater Reclamation Fund II. Please contact Natalyn Klump for information. TEI Diversified Income & Opportunity Fund II announces new property acquisition of Club Hill Apartments in Columbus, GA. For more information please see Supplement no. 8 to the PPM published March 3, 2015.GPB Capital Holdings, LLC as previously announced is anticipated to close to new investors April 30, 2015. However, due to the limited number of investor slots within the Fund, the actual close date may occur before the anticipated close date. Please contact your Ascendant Capital representative at 877.410.1250 or [email protected]. Inland’s Colorado Multifamily DST published Supplement No. 4 to the Private Placement Memorandum. Investors and advisors should retain this document for their records. For more information, please contact Inland Private Capital Corporation at 888.671.1031 Hamilton Point Investments, LLC Fund Liquidity Event: HPI Real Estate Opportunity Fund I, LLC, which was raised and invested in 2010 and 2011, acquiring twelve apartment properties, was fully liquidated at year-end 2014 with all proceeds returned to investors. Each property was sold at a profit and investor annual returns net of fees averaged above 14.5%. Fund Closing: HPI Real Estate Opportunity Fund III, LLC closed to new investors on December 31, 2014, having been fully subscribed with over $80,000,000 of equity. To date that fund has acquired ten properties for over $200,000,000 and is under contract to close on its final two investments by mid-April. New Fund Offering: HPI Real Estate Opportunity Fund IV, LLC was launched in January 2015. This fund continues the investment strategy as the firm’s previous investment funds, acquiring high quality multifamily apartment properties to provide investors with a tax deferred 7% annual distribution, paid quarterly, and a 14% IRR net to investors over the fund’s five-year hold period. Please contact Kristen Becher regarding this new offering and upcoming conference calls at [email protected] or on 860 598-5008. MVP REIT is pleased to announce its latest acquisition, which closed in March 2015. Garage Type: Multi-Level; Location: Fort Worth, Texas; Purchase Price: $23,500,000; Spaces: 1,013 Gentry Mills Capital is pleased to announce that GMI-Orlando, LP is fully subscribed. The sponsor, Gentry Mills Capital, raised $4,182,735 through the broker dealer community for the purchase of limited partner interests in GMI— Orlando, LP. Phillips Edison Grocery Center REIT II: We are pleased to provide you with information regarding the upcoming close of the Phillips Edison Grocery Center REIT II, Inc. ("PEGCR II") public non-listed offering. This offering will close to new investments upon the earlier of: A) Selling $1.6 billion in shares of common stock OR B) June 30, 2015. Through January 22, 2015, approximately $583.9 million (23.5 million shares) have been sold. In order to allow for associated processing time needed, the transfer agent for PEGCR II will accept subscriptions in good order dated on or before June 30, 2015 and received no later than August 30, 2015. Funding for submitted -3- subscriptions must also be received on or before August 30, 2015. PEGCR II will promptly return any subscription it is unable to accept due to reaching the maximum offering size prior to receipt of that subscription. FS Energy & Power Fund (FSEP) follow-on investor materials are now available. For new business, please use the follow-on kit and ensure that investors receive a copy of the prospectus. For more information, or to order additional kits, please contact the sales desk at 877-372-9880. Recent Products Approved: Product Date Approved FS Energy & Power Follow-on 3/28/15 Contact John Dickens / 215-298-9853 / [email protected] ARC Property Trust 3/12/15 American Realty Capital RCA II 3/12/15 Julie Pacquette / RC Securities / National Account Manager / (617) 584-4739 Inland Austin Lakeshore Multifamily DST 3/10/15 Keith Lampi / [email protected] / 630586-4988 Products Under Review: Product Status RK Properties Azure Creek at Tatum Ranch LLC With Committee Behringer Harvard NIP DST IV With Analysts BR Ansley DST With Analysts Shopoff Land Fund III With Analysts KBS With Analysts Resource Royalty Income & Growth Fund IV LP With Analysts Shopoff Land Fund III With Analysts ARC Global Trust II With Analysts ARC Healthcare Trust III With Analysts The list above shows products recently approved and those under review. For a complete list of products and programs currently available go to http://aiinsight.com/ and log in. Equity Updates Sponsor Sandlapper Capital Sandlapper Student Housing Inland Inland Inland Inland Inland Inland Passco CSRA CSRA CSRA Dahn JF Capital AEI ExchangeRight Program TSWR II SL Enclave West Austin Lakeshore Multifamily DST Colorado Multifamily DST Carmel Multifamily DST Retail Portfolio DST Modesto Retail Center DST Mountain View Retail DST Columns at Wakefield MOB Texas Portfolio III DST MOB Portfolio II DST Komar Desert Center DST Dahn America360 Storage DST JFC Windsor DST AEI Net Lease Portfolio II DST Net-Leased Portfolio 8 DST -4- Equity Remaining $23,000,000 $4,000,000 $14,300,000 $31,900,000 $4,500,000 $4,675,000 $500,000 $300,000 $251,475 $3,642,818 $3,464,445 $7,272,088 $3,832,000 $1,274,600 $11,121,000 $3,000,000 BRINGING IT HOME WITH THE CEO BY TREVOR GORDON 25% of 2015 in the Rear View Mirror… It’s hard to believe that we have already closed the first quarter of 2015. Where does the time go? Historically, Q1 tends to be a slower period of growth in the individual practices, largely due to the time spent with tax filing season, but it shouldn’t. The fresh start a new year brings should be an optimal time for prospecting and production. If Q1 is spent doing the reviews and rebalancing (as needed) with clients, each meeting provides a great opportunity to ask for the referral. As clients are seeing the net gains (or losses) in the assets they have held away from you, there too are opportunities to capture more assets through consolidation, reduction of overlap and redundancy in a portfolio. You should also start early discussions for 2015 tax planning. With this information in mind, how did you (we) shape up in Q1 2015 compared to last year? Q1 – 2014 Q1 – 2015 $3,118.23 $321,515.98 With the acquisition of Colony Park in Q2 2014, we added a great additional source of revenue and capabilities for our retail customers. The additional reps and advisors have been a welcome addition to the SANDLAPPER family. Retail BD Revenue Q1 – 2014 Q1 – 2015 $825,729.61 $937,005.54 A nice start to the year with a 13.48% increase over Q1 2014. For Q1 2014 the Top Five reps represented 60.15% of that number and this year it is 70.72%. While we would like to see the overall results spread more widely amongst the reps, we highlight this number because there is a great significance to the data. Three of the 2014 Top Five to represent the number above were part of an office that is no longer with us. Not only did the remaining SANDLAPPER reps step up and fill the void left, you exceeded what was done previously. Accounts Opened Q1 – 2014 Q1 – 2015 81 58 The only number to give us a little disappointment is in the 40% reduction in accounts opened. As stated above, the first quarter of the year provides several naturally imbedded opportunities to prospect new business, and the reduction in accounts opened shows that we may have missed some opportunities. If you did not open any new accounts in the first quarter, you may want to re-focus your prospecting efforts on new clients and capturing assets. 2015 is off to a good start on a collective basis. Looking at individual rep by rep results, many of you are falling behind already. Let us know what we can do to help you get going and improve the profitability of your practice. In this, as with every issue of the Rep Digest, you will see and hear from all the areas of our business with new ideas, refreshers as well as solid product vendors that give you an immediate deliverable to help you grow and enhance your business. It is up to you and you alone to seize on these opportunities as well as your own experiences and your network to grow your business. This is a dynamic time in the markets and with capital formation…are you participating? Trevor This newsletter is for Broker Dealer/RIA Use Only. This is not an offer to buy or sell securities. Such offers may only be made to suitable investors by prospectus as required by law. Securities offered through SANDLAPPER Securities, LLC (Member FINRA/SIPC). This newsletter has not been approved for public use and MAY NOT be distributed to clients and prospects. Copyright ©2011 - 2015. All Rights Reserved. Contact Editor Marlene Arteta with any questions at 312-505-1014 or [email protected] -5-
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