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Remember meeting with your professors during office hours?  It was the time outside of class to discuss materials and assignments, clarify and ask questions, get ideas and feedback, prepare for an upcoming assignment, and work through problems.  Introducing APIC Office Hours – designed around the same principles as those we took for granted in college, it’s an opportunity to connect with your fellow APIC members to work through problems, receive advice and feedback, share best practices, and learn from your peers.  Groups will be organized around the following themes: 1 Private Client – Jeff Lieberman, moderator 2 Institutional – Jacob Jaacks, moderator 3 Portfolio Construction – Chris Scapillato, moderator 4 Reinvestment Network – Ryan Wroblewski, moderator 5 Practice Management – Allison Rooney, moderator There will be a moderator, but the key to a successful experience is to come prepared:  Have a prospect you’re trying to close?  A finals presentation coming up?  Struggling with a program or procedure?  Have a success story to share?  Bring it to APIC Office Hours and be ready to connect and collaborate! This call will be held quarterly. The call will not be recorded, so don't miss it!

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Join Bruce Burrows as he moderates a discussion regarding team roles and titles led by Kerri Reilly, Managing Director, Field Service Balazs Katona, Executive Director, Field Business Management and Strategy, and Hayley Newlin-Wagner, Vice President, Wealth Management Field 
As teams continue to grow and add new members it is important to review the various titles within Morgan Stanley.  It is also important to understand best practices and career paths for team members. 
During this session Kerri and Balazs will: • Provide an overview of the Support Professionals roles and titles. • Review best practices in how teams are utilizing the roles and titles. • Discuss how teams create guidelines for career development and career paths. • Discuss the Investment Consultant title and how it is being implemented. • Discuss the nuances of funding the roles with AFG/Revenue Share.

Amid heightened uncertainty as the Federal Reserve reverses course on interest rates and equities hit all-time highs, hedge funds can help investment managers reduce volatility without sacrificing returns, according to panelists in this APIConnect. “We trade all of the global futures markets bi-directionally. That is, we can take long positions as well as short positions, so potentially profit from increasing prices as well as decreasing prices,” says Glen Burella, vice president of business development at Dublin based Abbey Capital, an alternative investment firm that focuses on managed futures and foreign exchange. “Because we can go both long and short, we can partake in the upside and protect on the downside.” Morgan Stanley Senior Vice President Michael J. Teague moderates the discussion with Burella, Brady Marotta, senior vice president of Global Investment Manager Analysis (GIMA) at Morgan Stanley, and Brian Kelly, global head of platforms at Millennium Management. “Risk adjusted returns are always an item we key into,” Marotta says, citing a comparison of hedge funds and the S&P 500 during bear and bull markets over the past 25 years. “For this period of time the Sharpe Ratio of the hedge fund index measures .65 versus .44 of equities.” GIMA’s analysis of Abbey’s and Millennium’s 10-year risk metrics and their performance during equity drawdowns shows the potential benefit of incorporating a 20% slice of well managed hedge funds in a portfolio of equities and fixed income securities. “Choosing a lower beta strategy doesn’t mean you are sacrificing absolute return but instead shows that strategies that are not predicated on market appreciation or beta can be additive in multiple ways,” Marotta says. Access to portfolio management talent is one key to success, Kelly says. Millennium’s $68 billion of total assets are managed by about 330 portfolio management teams, with specialists focusing on fundamental short equity; equity arbitrage; quantitative management; and fixed income. “The best long-short traders may come and go over the years, but really a firm that is multi-strat- multi-PM is responsible for manger selection,” Kelly says. “At Millennium we will hire dozens and dozens of managers every year, as well as part ways with managers who no longer are a good fit for our model.”

Language is just one of the keys to delivering constructive feedback, according to Practice Strategy Team Trainer Sue Hadden “If you say, ‘why did you do that?’ that’s when people start getting a little defensive,” Hadden says in this APIConnect. Instead, “make sure you use the words ‘how’ and ‘what,’” she says. “They open up your mind.” Moderated by Morgan Stanley Associate Director Madison Lieberman and Senior Vice President Michael Teague, the online discussion covers everything from choosing the appropriate location to reading body language to deliver feedback that improves performance and self-awareness and increases motivation for team members. Hadden also engages with Lieberman in a role-playing exercise to illustrate the five-step process for effective feedback. Making feedback a part of the workplace culture helps make team members more receptive, Hadden says. “If there is a culture in your team that giving feedback is all about positive intentions, and you are giving and delivering feedback to that teammate, that individual, and it’s out of the best intentions to help them elevate performance, they are going to be more willing to listen to you.” The first of the five steps is to ask if the team member is open to feedback about a recent behavior or task. The second step is to get the person’s view, first asking what went well, then what could have been done better. Step three is to present your views, expressing agreement about the things the person did well, and only then adding that you noticed something the person could have done better. Step four is to discuss a solution or way forward. And step five is to test for agreement, making sure the solution makes sense, and that the person will follow through. During a question-and-answer session, Hadden discusses how the process can be adjusted for a colleague or superior rather than someone who reports to you; how to deliver feedback long after the fact, in year-end reviews for instance; and suggests what to do if the pattern of behavior persists after feedback is delivered. The link includes newly-posted supplement documents with sample questions.

Do you or anyone on your team want to obtain a CIMA designation? APIC is excited to announce an exclusive APIC-only cohort for Winter 2025 to obtain a CIMA designation. This exclusive offering will provide candidates with a community of other Morgan Stanley advisors seeking the same designation, provide private group learning lessons, and along with tuition reimbursement, will cover much of the cost associated with obtaining your designation including travel to the capstone course at Chicago Booth. Schedule (detailed version available at the link below): • Weekly virtual sessions will begin on Tuesday, January 7 and run for 13 weeks. Sessions will be 90-minutes in length. • Participants will then join the in-person Certification Exam Prep Workshop at the Gleacher Center at the University of Chicago April 7-9, 2025. Costs: • Participants will be required to pay the full registration fee up-front $5,745, of which $5000 may be covered by the firm's Tuition Reimbursement Policy (advanced approval required) • Travel, lodging and most meal expenses will be covered by sponsors of this event (provided sponsor goals are met). • The fee covering the first attempt at the computerized test is included in this cost. Subsequent retakes are currently $225 each. Join us for a 30-minute information session - featuring: • Representatives from the Investments & Wealth Institute & Chicago Booth • Jacob Jaacks, a recent-CIMA designee to discuss the work required and the benefit of being surrounded by your Morgan Stanley Colleagues • Stephanie Velez, VP, Practice Strategy, Head of Designations - to provide designation guidance from the firm Registration is now open - This program is available on a first-come-first-served basis. Registration closes December 1, or once full. APIC Members, and their team members (regardless of membership type) are eligible for this offering. This offering will only be made on a first-come-first-served basis. This program will require a minimum number of participants to operate, as well as sponsor funding. To view the Firm's Tuition Reimbursement Policy, use this link: https://home.ms.com/pub/content/dam/meatms/pdf/NA-and-Global/Linked-to-Content-on-Me-at-MS/USA/t/Tuition%20Reimbursement.pdf

Remember meeting with your professors during office hours?  It was the time outside of class to discuss materials and assignments, clarify and ask questions, get ideas and feedback, prepare for an upcoming assignment, and work through problems.  Introducing APIC Office Hours – designed around the same principles as those we took for granted in college, it’s an opportunity to connect with your fellow APIC members to work through problems, receive advice and feedback, share best practices, and learn from your peers.  Groups will be organized around the following themes: 1 Private Client – Jeff Lieberman, moderator 2 Institutional – Jacob Jaacks, moderator 3 Portfolio Construction – Chris Scapillato, moderator 4 Reinvestment Network – Ryan Wroblewski, moderator 5 Practice Management – Allison Rooney, moderator There will be a moderator, but the key to a successful experience is to come prepared:  Have a prospect you’re trying to close?  A finals presentation coming up?  Struggling with a program or procedure?  Have a success story to share?  Bring it to APIC Office Hours and be ready to connect and collaborate! This call will be held quarterly. The call will not be recorded, so don't miss it!

Back by popular demand, the APIConnect committee is proud to offer an opportunity to get your required ethics credit in a fresh, rich way. Attendees will receive 2 CFP Ethics credits and/or 2 IWI Ethics Credits. Registration is required. This class will be led by Melissa Kemp, Executive Director of the Financial Planning Association of Greater Phoenix. In 2017, Melissa developed a fun and interactive Ethics course titled "A Pragmatic Walk Through the Ethical Looking Glass". This course quickly became popular with CFP® professionals, because it incorporated gamification and competition and utilized authentic Anonymous Case Histories from the Disciplinary Ethics Commission. Among the continuing feedback from professionals taking the course, many noted it was the first time an approved Ethics course actually delivered on every required learning objective and carved out time for useful ethics discussions. In 2018, when the CFP® Board of Standards elected to produce its own new Ethics Course in advance of rolling out the new practice standards, Melissa served on the Ethics Work Group volunteering time and talent to shape the new course. Much of her early work proving that fun and interactive courses were possible and could meet the Ethics Learning Objectives opened a path for the final course to integrate many concepts from the Pragmatic Walk Through the Ethical Looking Glass. Melissa’s work with the CFP board enables her to offer a richer delivery of the accredited course as she utilizes Mentimeter, an interactive tool that creates an immersive experience. Ethics education, delivered by Melissa, maximizes the value, which translates in time well spent. ADVANCED REGISTRATION IS REQUIRED FOR THIS SESSION. THIS SESSION WILL NOT BE AVAILABLE FOR A REPLAY AND YOU MUST ATTEND THE LIVE CALL TO RECEIVE CREDIT. Click the "Add To Outlook" button below to register for this session.

Morgan Stanley’s tagline is “first class business in a first class way,” and although APIC members are committed to delivering ‘first class” service to their clients, in many cases, they may be undercharging their clients for the services and insights they provide. In “Are You Leaving Money on the Table with your Advisory Pricing?,” Keith Munroe, a director with Morgan Stanley’s Consulting Group, walks APIC members through a data-based process they can use to determine the true value of the expertise they offer investors, while, at the same time, ensuring their fees align with industry standards. To make his point, Keith shares the details of one advisor who was underbilling the value of his work to the tune of more than $281,000 annually. Keith, who is credited with being one the architects of Morgan Stanley’s pricing model, shows FAs how they can avoid falling into a similar trap by using national benchmark rates, support rates and other metrics that enable them to set their pricing “in stone.” This session lasts more than an hour, but FAs will want to stick around for the entire webinar as Keith offers an exclusive look at how Morgan Stanley’s letter-based pricing program works and how it can help FAs significantly increase their earnings. He also discusses Value Your Advice, a website dedicated to helping FAs accurately price the client experience they deliver. As Keith reminds APIC members, billing clients accurately isn’t just about ensuring you are profitable, it’s an essential step in making sure your practice is as efficient as it can be.     Webinar attendees will learn:   • Which data and online tools FAs can use to determine the true value of the services they provide to clients. • How poorly managed accounts and discount sharing can actually undermine your earnings potential.  • Steps FAs can take to accurately compare their fees to those of their peers at both a regional level as well as nationally.

Michael Teague, a 35-year veteran with Morgan Stanley, introduces “Family Gifting Strategies and the Tax Sunset” by reminding attendees that — regardless of the outcome of the November elections — the Tax Cuts and Jobs Act (TCJA), which was was signed into law in 2017, expires at the end of 2025. Once that happens, says Julia Fuentes, Vanguard’s financial planning & coaching strategist, it will likely impact nearly every one of your clients and their investment strategies — especially if they are high-net worth investors. Julia begins her presentation with a quick overview of the TCJA and then jumps immediately to what the impending sunset means for investors, which will be nothing short of monumental. As of January 1, 2026, rules around itemization, individual tax rates, deductions and personal exemptions will shift. Many of your clients will have to pay more in taxes, she says, and that includes a growing share of those consumers who will be on the hook to pay the alternative minimum tax (AMT). These changes may force many of your clients to have to rethink their retirement and estate planning. In other words, the impending tax sunset could mean many of your clients will need to revisit all of their set investment strategies. However, as Julia explains, this represents an opportunity for you to have important conversations with your clients about how the impending tax-law changes will impact them and steps you both can take together to be better prepared for 2026. This webinar will arm you with the ammunition you need to help make sure those conversations are productive.

Remember meeting with your professors during office hours?  It was the time outside of class to discuss materials and assignments, clarify and ask questions, get ideas and feedback, prepare for an upcoming assignment, and work through problems.  Introducing APIC Office Hours – designed around the same principles as those we took for granted in college, it’s an opportunity to connect with your fellow APIC members to work through problems, receive advice and feedback, share best practices, and learn from your peers.  Groups will be organized around the following themes: 1 Private Client – Jeff Lieberman, moderator 2 Institutional – Jacob Jaacks, moderator 3 Portfolio Construction – Chris Scapillato, moderator 4 Reinvestment Network – Ryan Wroblewski, moderator 5 Practice Management – Allison Rooney, moderator There will be a moderator, but the key to a successful experience is to come prepared:  Have a prospect you’re trying to close?  A finals presentation coming up?  Struggling with a program or procedure?  Have a success story to share?  Bring it to APIC Office Hours and be ready to connect and collaborate! This call will be held quarterly. The call will not be recorded, so don't miss it!

Morgan Stanley SVP Sheila Davis starts off the session by identifying a variety of data housed in 3D that she uses daily to track her month-to-month revenue projections and more. She then offers an overview of simple house cleaning tips FAs can take to ensure their clients are properly categorized in the system (based on their household status) and that they're earning all the discounts they deserve. Sheila also highlights resources FAs can use to make sure they are properly compensated as well as some simple tips on how they can build their business. Next, Katie Hancock, who is COO for one of the firm’s largest mega-teams, gives her suggestions on how (and when) FAs should use the Partnership Portal to track revenue and more. She also identifies resources FAs can use to make sure they aren’t missing out on any overlooked earnings while suggesting additional website resources that enable them to “slice and dice” data that can be used for actionable insights that benefit both colleagues and clients.   This webinar has literally made money for your colleagues - see what it can do for you!

How important is it for FAs to have a thorough understanding of Social Security benefits and intricacies around payouts? As Graham T. Kimmerer, senior strategist of business development at MFS Investment Management, reminds webinar attendees — according to one survey — 93 percent of clients say they would find a new financial advisor if their existing FA gave them bad advice about the program. In other words, FAs can’t afford to have any less than a full understanding about Social Security and how it works. This webinar is jam-packed with important information about the many complexities and misconceptions surrounding the program, including the “quirky” methodologies Uncle Sam uses to calculate benefits and payouts. Kimmerer also discusses the many technicalities woven into the program and steps your clients can take to maximize benefits. He also reveals how common life events — early retirements, part-time earnings, divorces, remarriages and the death of a spouse — can reduce or enhance your client’s benefits. In addition to answering many common questions about the program, Kimmerer also identifies many opportunities in the typical Social Security conversation where FAs can deepen client relationships and even expand their client base. No matter how much your clients earn or where they are on their time horizon, sooner or later, they are going to ask you about Social Security and this webinar will help arm you with the information you need to guide them through the Social Security maze.

Are your high-net worth clients interested in exploring tax-efficient alternative investment opportunities? Then don’t miss this illuminating conversation between Chris Scapillato, Vice President Alternative Investments Distribution, Melissa A. Haag, LLIF, Regional Vice President Zurich Private Wealth Group, and Kate Willsen, Senior Relationship Manager, Global Platforms, Millennium, as they walk through several tax-efficient alternative investment strategies now available to Morgan Stanley FAs and investors.  Melissa starts things off with her overview of Private Placement Variable Annuities (PPVA) and Private Placement Life Insurance (PPLI), both of which can provide investors with tax-friendly exposure in the alternative investment space.    “There are two flavors of private placements that are available based on what your client’s needs are,” she explains. “Regardless of whether or not it's the tax-deferred route through a PPVA or the tax elimination route through private placement life insurance, the big ‘so what’ here is — at the end of the day — they are both ways to improve your client’s after-tax returns at an efficient price.”  Melissa and Kate then share additional insights including ways your clients can allocate towards alternative investments while working to preserve wealth for future generations, steps you can take to minimize costs while maximizing growth and how Morgan Stanley works to ensure you and your clients can remain flexible when picking and choosing alternative investment choices.        “Remember, you’re not locked in,” says Melissa. “As you and your clients fall in and out of love with [different portfolio] managers - or want additional diversification - you are always able to reallocate amongst the managers in the platform.” With tax season now in full bloom, this is one webinar you don’t want to miss. 

Remember meeting with your professors during office hours?  It was the time outside of class to discuss materials and assignments, clarify and ask questions, get ideas and feedback, prepare for an upcoming assignment, and work through problems.  Introducing APIC Office Hours – designed around the same principles as those we took for granted in college, it’s an opportunity to connect with your fellow APIC members to work through problems, receive advice and feedback, share best practices, and learn from your peers.  Groups will be organized around the following themes: 1 Private Client – Jeff Lieberman, moderator 2 Institutional – Jacob Jaacks, moderator 3 Portfolio Construction – Chris Scapillato, moderator 4 Reinvestment Network – Ryan Wroblewski, moderator 5 Practice Management – Allison Rooney, moderator There will be a moderator, but the key to a successful experience is to come prepared:  Have a prospect you’re trying to close?  A finals presentation coming up?  Struggling with a program or procedure?  Have a success story to share?  Bring it to APIC Office Hours and be ready to connect and collaborate! This call will be held quarterly. The call will not be recorded, so don't miss it!

What does 2024 have in store for you and your clients? APIConnect invited James Macey, Sr. Investment Strategist at BNY Mellon Investment Management, and Claudio Macchetto, Managing Director of Golden Tree Asset Management, to share their outlook for the future in this fascinating webinar.  

James reminds attendees that only a year ago many analysts were predicting a global recession, which didn’t play out as predicted. Instead 2023 investors were asked to negotiate rising interest rates, stock surges, and “‘the biggest two month rally in fixed income since 1982.” All of which helped get 2024 off to a solid start. “Fundamentals are still pretty good, we’ve got inflation softening, the Fed is on hold and economic growth looks pretty good,” he says. Add to that strong earnings and profit estimates, a positive  labor market, and — despite some signs of inflation — leave him “cautiously optimistic” about 2024 markets.  Claudio then discusses recent credit trends. At a high level, he says, “credit is very attractive today,” but he cautions FAs to be aware of a high degree of risk in the market, which he attributes to “lower quality credit issuers.” Over the last two decades, he explains, high-yield bonds have increasingly earned higher quality ratings, but, at the same time, “the average quality of loan issuers has deteriorated massively,” due to the growth in leverage loan and private credit markets. His advice to FAs? “Be very cautious in certain areas like loans … you need to dig into the fundamentals.” That is just the beginning. James and Claudio field a wide variety of questions about what’s in store for 2024. It makes for an insightful webinar, one that FAs can’t afford to miss as they prepare for the new year.

“You’re not allowed to talk about taxes. Raise your hand if you’ve heard that at least once in your career.” So begins this timely episode of APIConnect, entitled “2023 Tax Planning Strategies,” and featuring John Nersessian, CFP, CIMA, CPWA, CIS, and Head of Advisor Education with PIMCO. Even though most financial advisors aren’t trained to be tax attorneys or accountants, John reminds webinar guests that FAs are trained to offer their clients advice on charitable giving, capital gains, retirement planning and similar topics — all of which can impact annual taxes. Moreover, he says, research shows 89 percent of high-net worth investors expect tax-planning advice from their FAs (although only 25 percent of them actually receive it). With that in mind, John says, it’s essential for all FAs to have — at the very least — insights into three key tax-related areas:  a client’s marginal tax bracket, the type of deduction they plan to take, and which tax code applies to them. But that is just the beginning. John also shares important tips on the intricacies around income tax rates, retirement contribution limits, investment-related taxes, itemizing, tax strategies that business owners, executives and retirees should consider, and finally, recent tax-code changes. This webinar is a can’t-miss for FAs seeking to deliver value to their clients by helping them prepare for the upcoming tax season.

The title of this APIConnect episode is “Leveraging Investment Clinic for Scalability and Asset Growth,” but think of this as your deep dive into Morgan Stanley’s newest initiative, “The Investment Clinic,” which was recently launched to help FAs shift their practice into overdrive. It’s hosted by a virtual “dream team” of top Morgan Stanley executives including Chris O’Dea, Managing Director, National Sales, Ed Bucker, Managing Director, Head of Consulting Group Distribution, and Liz Rodesky, Executive Director, Head of Sales Desks, and others. And, together, they walk FAs through the many benefits the new Clinic offers, explaining how each component of the Clinic supports FAs as they work to deliver comprehensive investment advice to their clients. “Through the Investment Clinic,” Liz explains, “FAs are aligned with a dedicated team of resources [to help] transition clients to model-based solutions in a streamlined way.” She shares the Clinic’s four-step process that helps identify an investors’ needs, the appropriate educational materials they need, a roadmap to help them meet their goals,  and, finally, the follow-up steps that should be planned. As she explains, using the Clinic gives FAs access to a centralized team of experts designed to provide them with the expertise and guidance to better serve their clients. Tune in and learn how Morgan Stanley’s Investment Clinic can give you an unprecedented  competitive edge in 2024.

In Emerging Titans, Rajiv Jain zeroes in on three countries – China, India, and Brazil – that he and his colleagues believe offer some of the most important international investment opportunities now available. “There’s a lot happening in the world,” he says, “but what sometimes gets lost in the shuffle is how large these economies have become.” Rajiv is Chairman and CIO of GQG Partners, a firm focused on global investment opportunities. In this insightful webinar, he shares a wealth of compelling data to make the case that opportunities in these countries are more than worthy of portfolio consideration. China, afterall is a $20 trillion economy; India is valued at about $4 trillion and Brazil clocks in at $2 trillion. But those figures tell only part of the story. Rajiv says. All three have undergone important economic and political changes in the last five years positioning all three countries for even greater growth. “China’s GDP growth does not always translate into good returns,” he says, but, thanks to its post-pandemic policy changes, China’s investment opportunities are poised for expansion. And, he says, his firm is even more excited about prospects in India and Brazil. “Almost 60 percent of our emerging markets fund is in India and Brazil. Why are we bullish on India?,” Rajiv asks. “The answer is earnings, quality earnings.” Additionally, India is “reducing the red tape and rolling out the red carpet” by fast-tracking new projects and increasing infrastructure spending. Meanwhile, Brazil has recently privatized more than 60 companies, something, Rajiv says, was unimaginable only a few years ago. If your clients are seeking insights into exciting overseas investment opportunities, don’t miss this data-rich presentation.

With the decommissioning of Skype please join this call to learn about Teams Chat and how to optimize Teams from Jeremi Vo, Field Training Specialist and Tim Skelly, Graystone, APIC Board member. They will share how to maximize navigation for efficiency, effective communication in a modern and mobile environment plus how to collaborate to the next level.

The complete name of this webinar is Life on the Other Side: Deglobalization, Reversals in the Supercycle and What It Means for the Future of Portfolio Construction. If the title sounds epic in nature, wait until you participate in Richard Brink’s full presentation. Richard, who is a CFA and a Managing Director at AllianceBerstein, gives viewers an extensive tour across multiple decades and the many unprecedented events that happened along the way to illustrate the changing nature of retirement planning. Starting with the Reagan Era, he guides viewers through a maze of changing market conditions. He revisits the growth of globalization, the changing employment demographics, the tech bubble, the expansion of national debt, the housing market volatility of the mid-2000s, the Trump tax cuts, Covid-19 — showing how these events each dramatically show how FAs must think about retirement planning. As he says, planning for retirement planning in the 1980s required a pretty plan of attack. Today, it’s a much more complex undertaking, as his research shows. “Bonds,” he says, “just don’t have the horsepower they used to to play an offset role.” Enter “Fracking countercyclicality,” a strategy FAs can adopt to build portfolios relying on alternative offsets. Bonds still have their place. (In fact, he predicts they will be “the star of the show for the next two years.”) But, he believes, FAs must now consider a far wider menu of investment options as they help their clients plan for retirement.

In “Deliver Scale Through Implementation,” Michael Cooperman, Executive Director of Investment Solutions and Michael Foley, Executive Director, Portfolio & Trading Solutions, offer a tag-team presentation designed to educate FAs about a variety of tools Morgan Stanley offers to help them make their businesses more efficient, better organized and more client-focused. In the first half of the webinar, Michael Cooperman walks attendees through a variety of online tools FAs can leverage to quickly identify the ideal investments for their clients based on time horizons, long term goals, risk tolerances, allocation preferences and other factors. As he demonstrates, once those investments are identified, FAs can assemble a more efficient portfolio in a matter of clicks. In the second half of the presentation, Michael Foley takes the driver’s seat discussing ways FAs can use the PM and Custom UMA tools to improve the efficiencies of their day-to-day practices so they better serve their clients. For instance, he demonstrates how FAs can quickly identify all of the many “one-off” positions clients hold as well as some easy steps they can follow to swap those out in exchange for more efficient core positions. Doing so, he explains, will not only help clients, but — by aligning their overall investment trends — it can help FAs become more intentional in their strategies, resulting in a more effective overall investment process.

Back by popular demand, the APIConnect committee is proud to offer an opportunity to get your required ethics credit in a fresh, rich way. Attendees will receive 2 CFP Ethics credits and/or 2 IWI Ethics Credits. Registration is required. This class will be led by Melissa Kemp, Executive Director of the Financial Planning Association of Greater Phoenix. In 2017, Melissa developed a fun and interactive Ethics course titled "A Pragmatic Walk Through the Ethical Looking Glass". This course quickly became popular with CFP® professionals, because it incorporated gamification and competition and utilized authentic Anonymous Case Histories from the Disciplinary Ethics Commission. Among the continuing feedback from professionals taking the course, many noted it was the first time an approved Ethics course actually delivered on every required learning objective and carved out time for useful ethics discussions. In 2018, when the CFP® Board of Standards elected to produce its own new Ethics Course in advance of rolling out the new practice standards, Melissa served on the Ethics Work Group volunteering time and talent to shape the new course. Much of her early work proving that fun and interactive courses were possible and could meet the Ethics Learning Objectives opened a path for the final course to integrate many concepts from the Pragmatic Walk Through the Ethical Looking Glass. Melissa’s work with the CFP board enables her to offer a richer delivery of the accredited course as she utilizes Mentimeter, an interactive tool that creates an immersive experience. Ethics education, delivered by Melissa, maximizes the value, which translates in time well spent. ADVANCED REGISTRATION IS REQUIRED FOR THIS SESSION. THIS SESSION WILL NOT BE AVAILABLE FOR A REPLAY AND YOU MUST ATTEND THE LIVE CALL TO RECEIVE CREDIT. Click the "Add To Outlook" button below to register for this session.

CFA, CPWA, CEPA, CMT, RMA, SPD, GES, CRC, QPFC, AID, IMC. Whew! There is no shortage of professional designations financial advisors can earn, but those letters add up to more than just alphabet soup. Research shows 70 percent of consumers consider designations when selecting an FA. The question is which ones resonate most with investors? And which are likely to deliver the “most bang for your buck”? In “Differentiate Yourself! Explore Approved Designations to Gain Expertise and Attract More Business,” Stephanie Velez, Morgan Stanley’s Designation Manager, walks webinar attendees through the important, but sometimes confusing world of professional designations. Morgan Stanley recognizes more than 50 designations (28 that are industry-wide; 26 that are internal), so Stephanie begins the session by identifying the firm’s four overarching designations (planning, investment management, product and client segmentation), and which certifications fall into the heirachy. She then shares the current top-10 designations industry-wide (as well as the top-10 at Morgan Stanley), and calls out the one designation she believes currently “sets the standard.” She also discusses those designations some believe will be “hot trends” in the future. Next, Stephanie walks attendees through the firm’s resource center and hub, pointing out where FAs can find Morgan Stanley’s preferred designations and the continuing education courses that can help them earn their stripes. She also identifies where information about tuition reimbursement can be found and even “special offers” Morgan Stanley provides to help defer out-of-pocket continuing education costs. As Stephanie explains at the outset of the webinar: “A lot of FAs are looking for some guidance on how to choose a designation. It can be a little overwhelming to look at that list and know what path you want to take.” This webinar is your chance to get the guidance you need.

Given the recent string of headline-grabbing bank failures, it’s essential that FAs fully understand what they mean for investors. APIConnect’s “Regional Banking Stress and the Fixed Income ‘Ripple Effect’" is your chance to gain a better understanding of the various outcomes that could follow the demise of three major regional banks and how those outcomes could impact the markets. Unlike the typical webinar, this isn't a standard “presentation". Instead, Julio C. Bonilla, CFA, Portfolio Manager for Hartford Schroders and David Knutson, a Senior Investment Director with Schroders, tag-team their way through a fast-paced, question-and-answer session addressing not only the current bank crisis, but how regulators, bond issuers, and even commercial real estate markets might react. As David explains early in the webinar, these bank failures won’t play out the same way other recent crashes have. “This time around we have a problem on Main Street versus a problem with Wall Street,” he says. “It has a much more meaningful impact in terms of credit availability.” As a result, he says, “there is going to be higher regulation. And for banks, higher regulations mean higher costs.” For Julio, those higher costs will result in slowing down many large-scale infrastructure projects. “Its a negative long term, but it’s windfall for investors. It’s our job to manage that,” Julio says. In other words, it’s not all doom and gloom. Where others might see distressed bond markets and price dislocation in commercial real estate, Julio anticipates opportunities.“It’s going to be a matter of being patient,” he says, “finding the right opportunities, having that liquidity to take advantage of those dislocations.” Tune in to hear the full discussion.

In this latest episode of APIConnect, Blair Patteson, CFP and Managing Director, discusses the success his team has realized by serving as both a conduit and consultant to business-owning clients seeking answers. As Blair explains: “There are three stages in business: survival; success and significance. We like to come in at the ‘significance’ stage. Once a business hits the top of the pyramid, they want to talk about what happens next. Should they expand? Should they sell?” It's at that point, says Blair, that he and his team leverage a variety of Morgan Stanley resources to help clients “make the determination of what's next for the business.” During this webinar, Blair discusses the value of working directly with CPAs (“CPAs are the best referral source for succession-planning you can find,” he says.). He talks about the importance of identifying the right partner-bank (“You want banks that understand widget manufacturers; you don’t want generalists.”) He touches on financial tools and programs Morgan Stanley offers to help incubate startups or further fund growth companies. (“Sell the firm; don’t sell yourself.”) Finally, Blair discusses the occasionally-tricky, but often-rewarding work that comes from forming deep relationships within family-owned businesses. “Sometimes, you serve as a mentor; sometimes, you help them get through something. If you do it well, they'll never leave you.The family looks at you differently. That’s the relationship you want,” he says. Don’t miss this informative and interactive conversation.

Last year the IRS collected nearly $5 trillion from U.S. taxpayers. And, as anyone who has ever struggled to meet the agency’s April deadline can tell you, figuring out your “fair share” of that $5T pie isn’t easy. Of course, your clients must pay what they owe, but they also are seeking insights into how they can keep more of what they earn. And that’s where you, the FA, comes in. As Elitza Christoff and Christina Neri explain in this webinar, Morgan Stanley supplies you with a wide variety of tools you can use to help you help your clients better calculate and manage their tax obligations. Elitza, head of Morgan Stanley’s Outsourced Solutions, and Christina, VP of Morgan Stanley’s Tax Services, walk FAs through a variety of tax-related resources — both internal and external — Morgan Stanley offers FAs to enhance the value they offer their clients. They discuss simple tax tips, like asking a client to see their tax return (which Elitza says can be “a treasure trove of information”). But they also itemize more in-depth resources available to FAs, like Morgan Stanley’s Wealth Planning Ideas Guide. External tools are covered as well, including resources FAs can use to navigate tricky foreign tax obligations, charitable contributions and even the movement of crypto assets. As the subject matter experts explain, tapping into this wealth of tax tools not only enables FAs to enhance their client relationships, it enables them to build sustainable, scalable practices.

Up until the 1980s, defined benefit plans were a common perk used to encourage workers to commit to one employer for years - or even decades. But since then, the popularity of the plans has been eclipsed by employee-managed plans such as 401(k)s. Now, according to the Bureau of Labor Statistics, “only 15 percent of private industry workers [have] access to a defined benefit plan.” But even though defined benefit plans are now less common, John Dawson, who leads Graystone Charleston’s institutional consulting team, says helping organizations better manage those plans is very much in-demand — especially in today’s rising interest rate environment. In “Timely Opportunity to De-risk Defined Benefit Plans,” John shares insights into how he and his team work with plan sponsors to freeze, terminate or transfer liabilities of defined benefit plans to ensure all constituents — sponsors, participants, and consultants — are treated fairly. “We look at opportunities to see if we can relive some of the financial burden on these companies,” he says. His team works directly with plan fiduciaries to suggest changes that can potentially reduce their personal and professional liability while giving plan participants the best possible retirement opportunities. “Plan sponsors want to do it; they want to cut risk, they want to cut costs. They want ideas,” he says. “And, in the end, we want it to be a win-win for everyone.” Tune into the engaging episode of APIConnect to learn more about this timely opportunity.

What is captive Insurance? If you don’t know, that may not surprise Cliff White, CIMA® and Senior Vice President and Institutional Consulting Director for Graystone. Cliff’s Boston-based team specializes in captive insurance and helps oversee a $6.4Bn portfolio of captive insurance assets. In this episode of APIConnect, Cliff introduces viewers to the complex — and potentially lucrative — world of captive insurance. As he explains, although this type of insurance has been around since the 1970s, few FAs and mid-level executives know about it — and fewer still understand it. Simply put, captive insurance allows certain organizations — be they small companies to Fortune 500 heavyweights — to bypass expensive commercial insurance coverage and instead purchase private insurance that enables them to more efficiently manage their costs. A multitude of industries - agriculture, healthcare, transportation, commercial construction, etc. - use captive insurance, but pitching this type of coverage isn’t done through traditional channels. It requires months of due diligence and meetings with C-level executives. In this nearly-hour-long session, Cliff introduces the fundamentals of captive insurance, steps needed to determine if it's right for an organization, some jurisdictional challenges, and the importance of identifying the right “gatekeeper” and a company. Additionally, Cliff answers a wide variety of questions about this niche market. It’s a world he loves to discuss. “New FAs tell me all the time they want to learn it,” he says. “‘Absolutely,’ I tell them, but it’s a lot to absorb. It’s drinking from a firehose.”

Ever struggle trying to connect with a prospect, a client or a team member? It happens to the best of us. For Vince Tiseo, Managing Director, Global Head of Business Strategy at Goldman Sachs, overcoming that struggle begins by honing a foundational understanding of people. “As financial advisors, you get wrapped around the technical and analytical aspects of your job,” he says, “but it’s also about how you connect with people.” In this episode of APICConnect, Vince discusses how understanding people and their motivations leads to more effective human connections, and that starts with understanding ourselves. By understanding our own personal style, it helps us better understand the styles and motivations of others. Vince introduces the concept that there are four basic types of people: thinkers, directors, creators, and planners. Each has their own special methods of processing information and each has their own priorities. What might be essential to a director, may not register for a creator. What a thinker believes to be important might be something the planner shrugs off. Vince shares five questions you can ask yourself to determine which of the four types is sitting across the table from you. He offers insights into how to best anticipate questions a planner or a creator might ask or an objection a thinker may raise. He also shares subtle word choices you can deploy to help make information more palatable to each of the four types to make final decisions easier for each group. It makes for a fascinating session, one that will help make you a better counselor and confidant to your clients.

Resist the urge to be distracted by alleged spy balloons, advises Andy Rothman. The investment opportunities that post-pandemic China presents are simply too important to get hung up on “doom and gloom headlines,” he says. Andy, Investment Strategist with Matthews Asia, is the featured guest in How China's Reopening Impacts Your Clients' Portfolio, the latest episode of APIConnect. He has spent most of his professional life in Asia - including a lengthy stint as a Foreign Service Officer with the U.S. State Department - and has just returned from an extended stay in China. He shares his firsthand insights into what is driving China’s current economic reopening, offering detailed analysis of steps Chinese officials are taking to embrace political, military and regulatory pragmatism. The result, he says, is a Chinese economy poised to surge. It’s something he believes investors seeking international diversification opportunities won’t want to miss.

Learn how the Professional Alliance Group adds prospecting opportunities for Financial Advisors looking to expand their advisory business through a 3rd party referral program. This discussion will be led by John Michalak. John leads the Professional Alliance group for Morgan Stanley focused on advisor growth and strategic program enhancements.  He has over 10 years of industry experience and has spent nearly 5 years with Morgan Stanley in a variety of roles from Business Planning to Advisory Billing.  Previously, John worked as a consultant for PwC supporting a variety of financial services clients working to modernize their advisory platforms.

This episode of APIConnect features Jeff Embree, an FA who is also a Chartered Special Needs Consultant. Jeff shares his insights into the intricacies, considerations and challenges that come with Providing Services for Special Needs Clients. For Jeff, meeting the needs of this community isn’t simply about serving an underserved niche. For him, it is a personal mission because he has a family member coping with special needs, which drove him to earn his certification and continues to drive him to educate his industry peers about the unique requirements that go into serving special needs clients. Jeff provides an overview of what FAs must understand in serving this segment. He begins by offering an overview of the two types of special needs trusts. He also discusses: • The role of public funding and the “alphabet soup” of government agencies involved • The importance of working with other experts in the field • How life insurance policies, 529s and other tools can be leveraged • Special tax considerations • The need to ask “hard questions” of family members There are less than 2,000 chartered special needs financial consultants operating in the U.S. and this is your opportunity to hear directly from one of the most dedicated as he shares his insights and answers questions from your peers.

Interest rates are rising, financial markets have declined and tax rate increases are on the horizon. Dynamic markets create opportunities for advisors to deepen engagement with clients by offering tax-smart strategies for the current environment. Please join us as we share practical ideas that help initiate planning conversations as well as tax plan solutions that may help clients maximize outcomes while pursuing their financial goals. This session is eligible for 1 hour of CIMA/CPWA Tax & Regulation Credit, as well as 1 hour of CFP credit. Speaker: James A. Bergeron, J.D. Managing Director, Advisor Education, Nuveen Investments

How to use dashboards to promote process into your practice.  Our team of panelists will demonstrate why and how dashboards can visually centralize team management and track what your team does daily/weekly/monthly to help focus everyone on the goals. Panelists: Anna Marie Geehan - Salesforce Tom Adent - TEMPO Vipul Shah - Use Case This call will be hosted by Randy Friedlander & Sheila Davis

APIC is excited to welcome back Liz Varley from Columbia Threadneedle Investments Federal Government Affairs Office as she prognosticates on the upcoming mid-term elections, spending, and geo-politics and how they are dominating Congress's time. Don't miss your chance to ask your own questions and find out what the future has in store.

Back by popular demand, the APIConnect committee is proud to offer an opportunity to get your required ethics credit in a fresh, rich way. Attendees will receive 2 CFP Ethics credits and/or 2 IWI Ethics Credits. Registration is required. This class will be led by Melissa Kemp, Executive Director of the Financial Planning Association of Greater Phoenix. In 2017, Melissa developed a fun and interactive Ethics course titled "A Pragmatic Walk Through the Ethical Looking Glass". This course quickly became popular with CFP® professionals, because it incorporated gamification and competition and utilized authentic Anonymous Case Histories from the Disciplinary Ethics Commission. Among the continuing feedback from professionals taking the course, many noted it was the first time an approved Ethics course actually delivered on every required learning objective and carved out time for useful ethics discussions. In 2018, when the CFP® Board of Standards elected to produce its own new Ethics Course in advance of rolling out the new practice standards, Melissa served on the Ethics Work Group volunteering time and talent to shape the new course. Much of her early work proving that fun and interactive courses were possible and could meet the Ethics Learning Objectives opened a path for the final course to integrate many concepts from the Pragmatic Walk Through the Ethical Looking Glass. Melissa’s work with the CFP board enables her to offer a richer delivery of the accredited course as she utilizes Mentimeter, an interactive tool that creates an immersive experience. Ethics education, delivered by Melissa, maximizes the value, which translates in time well spent

How do you construct and manage portfolios? Join us on a Zoom call with the expert, Jinoy George, product owner of Strategy Builder. He will host a customized APIC session to help you scale your portfolio construction process, whether you use UMA or PM, with Strategy Builder. Strategy Builder enables you to craft dynamic strategies that fit a client’s objectives and easily connect to Investment Screener to simplify the portfolio construction process. Please send your Strategy Builder questions by replying to this e-mail so Jinoy will be sure to include actionable answers in his presentation. Time permitting, we will also address live Q&A. As a member of APIC, this is your opportunity to unpack whatever concerns you may have with Investment Screener and learn more about using this powerful screening tool.

What is your investment process? Join us on a Zoom call with the expert, Phil Shipper, product owner of Investment Screener. He will host a customized APIC session to help you unlock the power behind Investment Screener. Investment Screener is your single source of information across all products and platforms. Phil will show you how Investment Screener can aid you in formalizing and simplifying your customized research process. Please send your Investment Screener questions by replying to this e-mail so Phil will be sure to include actionable answers in his presentation. Time permitting, we will also address live Q&A. As a member of APIC, this is your opportunity to unpack whatever concerns you may have with Investment Screener and learn more about using this powerful screening tool.

Are you optimizing the new Investment Proposal Tool in your practice? Join us on a Zoom call with the expert, Eric Yarmolyk, Executive Director of Morgan Stanley's Advisory Platforms. He will host a customized APIC session to illustrate the benefits and capabilities of the new IPT, which is sure to help scale your practice and leave your clients impressed with a more efficient and robust proposal experience. About Eric Yarmolyk Head of Portfolio Construction and Proposal Platforms at Morgan Stanley Eric joined Morgan Stanley in July 2017 and leads the development of the Investment Screener, Strategy Builder, Investment Proposal Tool, Analytics and Client Summary platforms.  Prior to joining Morgan Stanley he had over 15 years of experience developing and managing wealth management platforms at competing wire houses and independent broker dealers.

Hear from two exceptional experts to help us navigate and potentially capitalize on opportunities in these volatile markets.  Lisa Shalett, our Chief Investment Officer, and Aram Green, Managing Director, Portfolio Manager at Clearbridge Investments will share their views, offer candid advice, and provide actionable ideas in 2022

Join us for the first in a series of calls on Cryptocurrencies and Blockchain.  Our first call will be on Thursday, January 13th at 1 pm ET, 12 pm CT, 11 am PT with an Introduction to Cryptocurrencies,  featuring Denny Galindo, Morgan Stanley’s Managing Director and subject expert.   He will dive into the Morgan Stanley Client Conversation on Cryptocurrencies and address your questions

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Session 3: Prospect & Opportunity Management using CRM It’s time to clean up that pile of post-its, or the excel spreadsheet you may be using to track prospects. Learn how to leverage Salesforce to track and apply methodologies to your leads, prospects and opportunities to drive new business. This session will be led by Carla Jones, a subject matter expert and field trainer. In addition, practical application experience will be provided by Ivie Burns, an APIC member from the Triad Group at Morgan Stanley, who has found great success in systematizing prospecting in his group’s practice.

Session 2: Mastering the basics of CRM Unlock the ingredients of CRM and expose the resources within Salesforce. Insights into the navigation and features like notes, tasks, events, call cycles, recurring tasks, interaction Grid and more will be outlined. The session will be led by Priscilla Abad, a subject matter expert and field trainer. The session will include application insights and experiential guidance from Mark Jacobs, CFP, an APIC member from the Triad Group at Morgan Stanley

Session 1: Introduction to Salesforce CRM with Anna Maria Geehan, Doug Berger and Jeroen Van der Sanden In this session, get a clear understanding of its capabilities and why it’s a game changer for your practice. Doug Berger and his team member Jeroen will discuss the impact Salesforce is having on their practice. An overview of the Salesforce system will be provided by our hand selected Salesforce “ninja” Anna Maria Geehan.

Join us for an enlightening conversation with Sterling Shea and Alison Rooney hosted by the recently concluded APIC Consortium on Virtual Engagement. Our APIC panel will discuss their key findings and explore new ideas on Virtual Engagement. We will hear about current best practices from Sterling and Alison as they take questions from the consortium, such as: How do we define successful virtual engagement? Does success vary based on the type of practice? What are the best practices for creating Brand Awareness in portraying a successful and expanding advisory practice? How to leverage social media as a client discovery and client acquisition?

Join APIC President Adam Warshavsky for an insightful conversation with Liz Dennis, Head of Private Wealth Management. Liz will discuss the current state of wealth management, her vision for the future, and the actions APIC members should think about bringing to their practice today to plan for the road ahead. The discussion will conclude with a robust Q&A opportunity, so please attend with an inquisitive spirit.

Given today’s backdrop of rich markets in stocks and bonds, many investors are thinking more about cash allocations and cash management.  While considering the goals of cash as meeting liquidity needs, stabilizing the portfolio volatility or using it as a place to park until the next move is more certain, there are key considerations in choosing how much to allocate and how to manage it. Please join us for an informative conversation on the latest thinking on these topics. Panelists: Jodie Gunzberg, Graystone, moderator; Avani Dhond-Arora, Private Bank; Jamie Fitzgerald, Cash Director; Suzanne Lindquist, GIO (OCIO)

Policy portfolios are an effective way to align an investment program with long-term financial objectives, while also providing the flexibility to add value through tactical asset allocation and opportunistic investing. Consequently, they are a critical tool for helping institutions and ultra-high net worth families to make investment decisions. However, it is not just these types of investors, but anyone with a long-term horizon that can benefit from the disciplined investment process that a policy portfolio framework underpins. Join us for a discussion with Dan Hunt and Steve Edwards, GIO members and authors of Policy Portfolios: Empowering Long-Term Thinking and Tactical Flexibility, and with APIC member and Barron’s 2020 Top 50 Institutional Consultant, Kristina VanLiew, about policy portfolios and how they can be successfully used to manage client assets.

Join us for a discussion on portfolio construction and generating income in the time of zero interest rates with Jodie Gunzberg, Chief Investment Strategist of Graystone Consulting. Jodie will speak about how to manage income streams while balancing risk targets for portfolios and our outlook for inflation. 2 Unidentified callers Iowa & Wisconsin

All professional athletes rely on a coach to get them to the next level, to be game ready, and grow beyond what they believed is possible; why wouldn't the same apply to a financial advisor? Tun in to hear from the founder of Altius Learning on how coaching can help grow your business and accelerate your success. Guest Speaker: Dave Mullen, Founding Partner Altius Learning

The Covid-19 pandemic has exposed and exacerbated deep fault lines across major sectors of American life and profoundly affected the non-profit sector. Seven percent have closed, putting over one million out of work, and potentially forcing one-third to close or merge.  This presentation focuses on: • critical issues for non-profits to survive and thrive, including the importance of capital and its uses, fundraising in a world of mediated relationships and the importance of the "missing middle" • a view to the future, including the opportunity evident through the shifting focus of non-profits, the development of trust-based philanthropy, a comprehensive re-imagining and redefining of philanthropy itself and factors enabling non-profits to move from resilience to adaptability This call is hosted by Doug Berger and Norm Nabhan and features guest speaker Dr. Bob Seaberg.

Join APIC for a call led by Dan Hunt, Senior Investment Strategist for Morgan Stanley Wealth Management as he talks with Joe Foster, PM from Van Eck International Investors Gold Fund for over 22 years. The call will explore the use of precious metals as a portfolio diversifier and inflation hedge - join us for a great discusion on this timely topic.

The question isn’t “to plan or not to plan?” because we know the answer is “Yes to planning!”.  The question is how to get started with planning?  How to find the low hanging fruit when starting to plan?  Is GPS or Lifeview the right system for my client?  Is GPS or Lifeview the right system for my practice?  Can I use both?  How can a WAA help me?  What are the pros and cons of both systems?  How does planning effect my net revenue? Tune in to hear from experienced FA’s and a WAA that is transitioning to an FAA to answer these questions and you can ask questions of your own.  We will discuss how we are building a deeper connection with clients and their investments through the planning process, regardless of which planning system you favor.

Join your fellow APIC Members for a watercooler chat on the topics you bring up during this live interactive call.

The 2016 presidential election was decided on very narrow voting margins in several highly competitive states. It was also the first election where social media played a significant role and polling data was less reliable in capturing voter sentiment. The 2020 election looks to have more of the same. The control of both legislative branches is in question too, although in a reverse of 2016, Republicans must defend more seats than Democrats. And the 2020 election takes place with the challenge of voting safeguards. Health safety in an epidemic and greater awareness of outside interference in the election. In this session Elizabeth Varley, from our Federal Government Affairs office & Dave Goodman, Equity Analysts will provide a look at the political environment and address • The path to victory for each Presidential candidate • The tight Senate races • The polling data that is most helpful in projecting the result • How prepared are states to manage mail in voting? • What has history told us about the markets during and post a presidential election • How do specific sectors react to a Democrat or Republican President?

With unprecedented volatility in today’s markets it is more important than ever to ensure that your portfolio construction is well grounded. Join us for an interview with Jodie Gunzberg, Graystone Chief Investment Officer. Among the topics Jodie will address are: the common misperceptions of portfolio diversification; the efficiencies of indexes and identifying managers that truly create alpha; where to find income now; and strategies for effective portfolio rebalancing. This presentation is designed to be interactive, so please be prepared to ask questions to address the portfolio construction concerns in your practice. This session will be moderated by APIC President Elect, Adam Warshavsky.

The COVID-19 pandemic has led to a waterfall of legislative action, stimulus funding, and a significantly impacted market. Learn about actionable client ideas to both protect against and take advantage of the current environment from a number of perspectives, including estate planning, tax mitigation, small business relief and more. Speakers: • Joel Friedlander, Managing Director at Ernst and Young, will provide a legislative overview and expert thought leadership around actionable client insights. • Elly Christoff, Executive Director and Head of Tax Services at Morgan Stanley, will touch upon resources at Morgan Stanley that can help advisors execute on those client insights, client-approved COVID material, and more.

Alternative investments have always been top of mind for large institutions, however implementation at the individual, or high net worth level, has always been more difficult. Over the last several years, registered alternative investment products have grown in number and popularity. This includes registered hedge funds, private equity, BDC’s, non-traded REITS and interval funds. Today we will discuss how this asset class continues to grow for HNW investors, but also how advisors need to remain selective, as well as stay educated on both the benefits and the risks that come with the expansion of registered products. This call will be hosted by Cheryl Carpenter, and features Michael Rosloniec, Brian Miller and Dan Maccarrone (GIMA)

Join us for an interactive discussion with Lisa Shallet and Bob Scherer, to hear Lisa discuss the firm’s current and forward looking themes while Bob poses frequently asked questions from some of his recent client meetings. In this session we will hear the narrative from the firm, and how to tailor that to the difficult questions our clients are asking. Come with your own questions, and listen in to help prepare for conversations with your clients and potentially difficult questions to come! This call will be introduced by APIC President Maureen Shuler.

Join Bill Nave as he moderates a discussion between Sheila Davis and Andrew Carter. This dynamic group of advisors have unique experiences hiring FAAs, going through the FAA program themselves, or managing FAAs. This call will be relevant for advisors who are FAAs, wish to hire an FAA, or management who are looking for best practices. Do not miss this opportunity to gain valuable insights!

Join APIC President Mo Shuler as she moderates a discussion with Michael Stein, Morgan Stanley’s Washington DC Gov’t Relations and liaison partner. Michael will discuss the PPP/EIDL/EIDG and the other loan programs (e.g., MSLP) that will be available for small and midsized business. We will also touch on the Morgan Stanley Newtek referral program. Do not miss this opportunity to gain valuable insights!

Join your APIC colleagues for an open discussion about the events of the past two weeks and their tips for success.

Join your APIC colleagues for an open discussion about the events of the past two weeks and their tips for success.

Join your APIC colleagues for an open discussion about the events of the past two weeks and their tips for success.

Join your APIC colleagues for an open discussion about the events of the past two weeks and their tips for success.

Follow along with Jeff Decker and Rich Hazzouri as they discuss recent enhancements and underutilized gems already available on 3D Client Reporting. Watch Jeff and his team showcase their best reporting capabilities and favorite functionality. This is a screen-share event that you won’t want to miss. A video version of this is available on the APIC Website

Join Elizabeth Peterson and Michael Foley to learn how to be comfortable and confident using the power of Investment Screener to significantly speed up your process for investment due diligence among other benefits. Vanessa Trutt will share a brief comment on why to adopt the use of the tool into your practice. Several case studies on how to do a stock search, specific manager or product type, screen for GIMA status, find CIE reports, and save your screening so it auto-updates!

Join Bill Nave, Chair of the Teaming/Best Practices Connection Point, as he moderates a discussion with Alan Cumming and Christian Maguire. All three advisors have had successful experiences in transitioning books of business, but they also have some really important “lessons learned” to share. This call will be useful to many types of advisors – those considering or planning for their own retirement, those considering accepting a retiring advisor’s book, and managers attempting to garner best practices. We hope you enjoy!

Join Elly Christoff, Executive Director and Head of Tax Services at Morgan Stanley, will discuss how to engage with the Firm’s recently launched Tax Planning and Preparation Network and the benefits to your clients and practice. Presenter: Joel Friedlander, Managing Director at Ernst and Young, will then provide tax planning insights focusing on lessons learned from the 2018 tax filing season; 2020 tax planning considerations; and estate & gift tax planning commentary

Join Jim Tracy for as special presentation as he reviews the current state of the financial services industry, our pricing relative to the competition, and the services that we must be providing in order to remain competitive. Please join this interactive discussion, hosted by APIC’s incoming President, Maureen Shuler, that concludes with Jim’s “7 Simple Steps to Success.”

Join us as we hear from the architects of two recently launched initiatives – The Insurance Accreditation Program (IAP) and Advisory Annuities along with success stories from your peers on planning strategies which are especially timely in this market climate of low interest rates and high exemptions for estate, gift and generation skipping taxes. During this call, you will hear the highlights of these resources and how you can participate or include them in your business planning for next year. You will walk away with actionable ideas to drive new business and better client solutions. Joseph Toledano, Managing Director, Head of Annuities & Insurance Laura Assomull, Vice President, Annuities & Insurance Chuck Toth, Executive Director, Investment Solutions Platforms Dean Eisen, CIMA, Family Wealth Director, Executive Director, Institutional Consultant, Graystone Consulting This call will be hosted by Sheila Davis

Join Elizabeth Peterson as she talks with APIC Board member & Technology Connection Point Chair Sue van der Linden as part of a series of discussions about small changes you can make to leverage firm technology in your practice to save time, aggravation and lost effort over time. On this call: • Learn how to incorporate WealthDesk into your daily routine • Get tips on what to look for first so you can take corrective action • Learn how to use WealthDesk when preparing for a client meeting • Find and clean up those pesky small accounts with WealthDesk to avoid fees • Find problems before they’re problems leveraging WealthDesk Firm representatives Arvind Ramakrishnan, Venice Angeles and Priyasha Gupta will also be available on this call

Join Cheryl Carpenter for a discussion on the thought process to integrate alternative investments into client portfolios – with a focus on Private Equity and Hedge Funds, along with how to work with the firm to implement as practitioners. The discussion will also include the process the firm undergoes when adding new alternative managers. This call will feature APIC members Michael Rosloniec and Brian Miller who will discuss how they integrate alts into their client portfolios based on client objectives and Daniel Maccarrone will discuss how the firm works to support advisors with the alts process, and the process the firm undertakes to vet new managers

Join APIC Members Susan Yelen, Kelly Baumgartner, Marybeth Emson and Geof Close to learn how to finish 2019 on a high note, and position yourself for a jump start to 2020. Listen to what these APIC colleagues are doing to end the year – why try to reinvent the wheel when you can get great ideas that are already working?

APIC’s past, present and future is about sharing our best to deliver our best to our clients. Whether that be techniques for building better portfolios, developing new business, creating stronger teams or learning to smartly navigate our technology -- the real reward of your APIC membership is connecting and engaging with your peers. On behalf of the APIC Board, Adam Warshavsky is introducing «APIC Connection Points», a newly designed structure for both sharing best ideas and the search for innovative solutions to our common issues. In addition, Adam will highlight the Top 10 ideas generated from the Social Network session at our annual conference.

What if there were a way you could produce more income for your clients by barely lifting a finger? A low-risk service that could increase their investment capital and, in turn, boost your profitability? Thanks to foreign withholding tax recovery, such a service exists. Each year, investors over-pay billions of dollars of withholding tax on foreign dividends, failing to realize that double taxation treaties afford the opportunity to pay lower tax bills. Fortunately, GlobeTax, the world’s leading provider of tax recovery services, can help investors secure the most favorable tax rate and reclaim any over-withheld taxes. GlobeTax manages the entire tax recovery process on behalf of you and your clients, requiring minimal investor or advisor effort. The firm’s fees are fully contingent. GlobeTax doesn’t get paid until your clients recover funds, aligning incentives and providing a win-win environment. Signing up with GlobeTax increases your clients’ returns, which in turn will increase their satisfaction with you. This call will was hosted by Keith Dressel.

Is your own Wealth at Work optimized? Are your MS Executive comp plans optimized ? Are your clients optimizing their Executive Comp plans? Join us to be confident that you know all about how your Morgan Stanley Executive Compensation Plans work? Confirm you are optimizing your choices and learn where to go for that information. Experience how to help your clients do the same. On this call we will go over one of Morgan Stanley’s wealth building plans and how it differs from qualified plans and how it compares to what a MSWM FA might run into with a client at their place of work. This will provide a deeper sense of how Columbia Threadneedle can work with you on your client cases. Featuring Abram Claude, Jennifer Kiffmeyer, Keith Dressel

How can you help your clients reduce risk in their portfolios and improve your business at the same time? PRP gives new tools, perspectives, and client output around portfolio risks to help engagements with clients and prospects. For those who have leveraged it, the platform has already proven to be valuable in attracting significant new client assets and prospects to Morgan Stanley. Shining light on risk triggers clients to rethink how they look at their portfolio – and this tool helps bring that risk to light. With PRP, we can more readily generate reports to share with clients and prospects – illustrating how various market environments may affect their holdings. Listen to how 3 FAs have leveraged this tool to show their clients a new perspective, and to improve their business.

Hear how a resistant Financial Advisor learned to embrace technology with the help of his Field Trainer. The many and various digital tools that have recently been released is overwhelming. But this trainer took his FA from 0 to 60 in no time flat! Learn which tools have been most valuable and how you can get started on your own technology journey today. Featuring Kendrick Dunn and Kurt Schwartz

Join Rich Brown as he reviews the 2019 FA Comp Plan with Keith Porco, Adam Razov, Christian Maguire and Pat Carney

Retire Smart and continuing to serve your clients best interests —hear from your Peers who are successfully transitioning their books using the FAP program: What they did to prepare, What they wish they had known and How they communicated to clients. With Geoffrey Close, Peter Costello, Rich Brown, Anita Oplotnik and hosted by Lisa Blonkvist

Join Keith Dressel with Michael Foley and his team as they review WealthDesk. This call was conducted with a Skype screensharing session.

Join Susan Yelen and Geof Close as they talk with Wayne Choisnet, Randy Friedlander and Judith Schwartzbaum about how to maximize the customer experience.

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Join APIC member Chuck Rosenfield as he hosts Kevin Lynyak to discuss using MAPS portfolios

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Jim McDaniel talks with Dustin De Vincentis, Michael Bennett and Jim Adams.

WealthDesk is coming to your desktop soon! WealthDesk brings you a 360 degree, relationship-centric view of your book of business, with actionable insights to proactively manage and grow your advisory relationships. Through WealthDesk we can manage advice at the household level which will include tracking goals, assets and liabilities. We can group related clients together to show the entirety of the relationships to better implement advice across households. We will also be able to tie accounts to a single asset allocation recommendation to meet a goal when using one or more accounts. Client Relationship Grouping Portfolio Grouping Client Experience Listen to Michael Foley and the architect of WealthDesk Arvind Ramakrishnan explain this exciting new tool.

David Bokman and Lisa Blonkvist discuss bringing Family Office Resources to your UHNW clients in your current book of business. The FOR Resources presentation is available on the APIC website, Resources Tab > Calls & Webinars Menu

Join the APIC Standard Of Care team as they discuss the construction of our official guide for delivering value to your clients through an established standard of care. Learn what APIC Advisors deliver to their clients over 6 distinct service categories – from discovery, portfolio construction and execution to value-add client appreciation. Since applying a new standard of care can be a daunting task, the advisors on the panel will suggest how and where to get started. This is a call you don’t want to miss!

Join us for an in-depth discussion about how Salesforce is re-shaping the MSWM platform. Keith Dressel will be moderating a conversation with Matt Dombroski (Institutional Wealth Services), Megan Geisen (Digital) , and Jonathan Swanson of the Swanson Group detailing where we are today with Salesforce functionality, what’s on the horizon, and most importantly, how it can help your practice. Wednesday, April 18

This month’s featured speaker will be Franco Piarulli, an APIC Board Member and Institutional Consultant with the Dobbs Group at Greystone Consulting. The Dobbs Group has been the #1 ranked Institutional Consultant by Barron’s Magazine (2015, 2016, and 2017).  Franco’s tenured experience in the institutional marketplace will demonstrate how his institutional team may implement GIC ideology into a client portfolio.  Topics of discussion will be Asset Allocation Optimization with GIC themes, implementation along with investment vehicle choice, and more importantly shifting the allocation when necessary.  Franco will touch on how The Dobb’s Group has navigated recent market volatility. The presentation call will be moderated by our Past President, Rich Hazzouri, an institutional consultant himself.  Whether you are a retail high-net worth advisor or perhaps you may dabble in the institutional arena, you can apply Franco’s methodology to your practice for an added level of sophistication and differentiation to your practice. Do you have a topic you are passionate about and would like to educate other members thirsty to learn?  If so the Oracle wants to hear from you!  Please consider raising your hand to host a presentation call to the membership about something you may be working on that could help others:  a new idea, a new way of doing something.  Perhaps you found a new technology or service applicable to your practice that we should know about.  Education, teaching, and sharing of ideas have been hallmarks of APIC since its inception and our success is determined by the sharing of our own intellectual capital.

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Join APIC members Mary Deatherage and Doug Berger as they talk about the pitfalls of partnerships and how to maximize your opporunity for success.

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