The PremierI n s I d e rA Premier Newsletter | March 2017

Is the Technology You Use Putting Your Business and Your Clients at Risk?

Many of you use outside software vendors and tech-nology services to help with office efficiencies and

to streamline your business. These third-party vendors can provide a true advantage in helping you to tackle time consuming tasks, stay organized, increase produc-tivity and save money.

Although the use of technology is common and neces-sary in this day and age, we still need to be mindful that

the technology we are using is not putting our business or our clients at unnecessary risk. Cambridge has a due diligence checklist that you can utilize to help you ask the right questions and perform the right research on third-party software vendors you may be thinking about incorporating into your practice.

You can view the checklist here.

Network with advisors and hear from key speakers provided by Nationwide. Join us for this live event at Mechanicsburg, Pennsylvania on March 28, 2017, 9:00 AM - 12:30 PM. Refreshments and lunch will be provided free of charge.

OUR AGENDA

9:00 AM - 12:30 PM • Update on the status of the DOL fiduciary rule, as impacted by the Trump admin-

istration• Impact of the DOL Regulations on the Business Practices of Financial Advisers and

Financial Institutions• What to Expect from Your 401(k) Advisor: It is no longer possible for advisors to

get paid simply because “they are the advisors on their respective plans.” They actually have to be doing real, measurable work. We will show you how to craft a value proposition and articulate the reasons you should be paid.

• 401k Prospecting • What is the opportunity set?• How to research a plan• Benchmarking fees and services• Sales ideas

12:30 PM • Lunch (Provided by Premier Wealth Management, Inc.™)

What’s InsideCover Story

Is the Technology You Use Putting Your Business and Your Clients at Risk?

Page 2DON’T MISS IT! LIVE! DOL Update and 401(k) Prospecting

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Page 4In Case You Missed It:Playback of the Blackrock Presenta-tion is Now Available

Premier Blog: Ready, Fire, Aim

Page 5

Premier Attends Cambridge’s Women Advisors Forum

Page 6Premier Picks: A Review of Financial Tools and Technology THIS ISSUE: Best Interest Scout: Money Guide Pro’s DOL Fiduciary Rule Solution

Page 8Online Research tools For Prospecting with LinkedIn:Alumni Search Tool

DON’T MISS IT! LIVE! DOL Update and 401(k) Prospecting

Attendance is FREE!

EARN CE CREDIT SIMPLY FOR ATTENDING

Morning refreshments and lunch will be provided

Join us atWegman’s Market Cafe Conference Room

6416 Carlisle Pike, Mechanicsburg, PA 17050

March 28th, 2017 | 9:00 AM - 12:30 PM | (lunch to follow)

REGISTER TODAY!

Page 9Rep Spotlight: Premier Focuses onDoug Camp of The Investor’s Friend

OUR SPEAkERS

Chuck Rolph

Since 1977, Chuck has specialized in the strategic and tactical uses of qualified retirement plans, nonqualified deferred compensation arrangements, and employer-sponsored employee benefit plans to grow, protect, and tax-efficiently distribute retirement income.™ He works with financial advisors to: (i) prevent and solve problems; and (ii) capitalize on opportunities related to the employee benefit plans of their clients.

Chuck is uniquely qualified to coach financial advisors in the effective use of employee benefit plans and arrangements by virtue of his combination of education and professional experience

related to the design, establishment, funding, and administration of such plans. He holds a law degree from the Uni-versity of Nebraska and a Master of Science in Financial Services degree from The American College. In addition, he has accumulated the following professional designations specific to the financial services industry: CFP®, CLU, ChFC, RICP, CEBS, CPC, TGPC, CPFA, AIF®.

In his focus of helping financial advisors achieve greater success with their clients through the effective use of employee benefit plans and arrangements, Chuck is inspired by the words of General Colin Powell: “Success is the result of perfec-tion, hard work, learning from failure, loyalty, and persistence.”

REGISTER TODAY!

Join us atWegman’s Market Cafe Conference Room

6416 Carlisle Pike, Mechanicsburg, PA 17050

March 28th, 2017 | 9:00 AM - 12:30 PM | (lunch to follow)

Eric Freud

Regional Vice PresidentNationwide Financial Eric is a Regional Vice President with Nationwide Financial in the Private Sector market and assists producers and corporate sponsors with installing defined benefit and defined contribution retire-ment plans in the Eastern Pennsylvania marketplace.

Eric began his career in 1990 at Vanguard in Malvern, Pennsylvania. While at Vanguard, he started the firm’s small 401(k) practice focused on corporate plans with less than $5 million in plan assets. Eric spent the next 13 years man-aging many of the firm’s most complex and important client relationships. Eric moved to Vanguard’s Financial Advisor Sales group in 2004 when Vanguard launched their Exchange Traded Funds (ETF) program where he was one of the first wholesalers to join the group and had responsibilities for ETF sales in Florida. In 2009 and 2010, Eric worked for a regional Registered Investment Advisor (RIA) firm where he was responsible for the firm’s 401(k) practice. During his time there, He grew the firm’s 401(k) assets by 40%. Eric joined Nationwide Financial in October 2010. Since joining Nationwide, Eric has assisted financial advisors in

selling over 300 plans and $600 million in plan assets. Eric uses his deep knowledge and experience in the 401(k) market to differentiate Nationwide and himself from the competition.

Eric graduated from West Chester University in West Chester, PA with a BS in Liberal Arts concentrating in Business Administration with minors in Economics, English, and Public Administration. Eric lives in Lion-ville, PA with his wife Loretta and three children: Aidan, Alex, and Jordan.

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We all procrastinate from time to time. Some of us are naturally better at being motivated to get tasks done. Oth-ers struggle with procrastination on a regular basis. Why do some of us continually put off doing things that we know must be done?

Individuals are typically either locomotor oriented or assessment oriented. When you are locomotor oriented, you are in action mode. You are less distracted and you are driven to get a task done. When you are assessment oriented, you are thinking and evaluating outcomes. In assessment mode, you are more likely to find yourself sty-mied by questions like, “Am I doing this right?”, “Will the outcome be favorable?”, “What if this is not effective?”. Assessment mode leads to doubt, distraction, avoidance and inaction.

The best way to get someone to shift from assessment mode to locomotor mode is time pressure. We all know that a looming deadline is the best insurance for getting a task completed. But looming deadlines and waiting until the last minute to get things done just leads to stress and even more projects getting backed up. It becomes a never-ending cycle.

The trick is to NOT procrastinate. That is easier said than done, especially for people who have made procrastina-tion an art form.

Here are some tips and strategies that may help you in your own personal war against procrastination…. Continue reading this blog post at premiercir.com/blog

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Premier Blog: Ready, Fire, Aim

By Traci Shughart President and Chief Operating Officer OSJ and Assistant Branch Manager, Premier Wealth Management, Inc.™

In Case You Missed It:Blackrock Presentation Playback is Now Available

If you missed the 2017 Global Market Outlook webinar presentation presented by Blackrock, it is now available for playback on the premiercir.net website under resources > webinars > playback or click below to download the presentation.

Download the Presentation here.

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Premier Attends Cambridge’s Women Advisors Forum

Cambridge President, Amy Webber, is passionate about diversifying the financial landscape and attracting new talent to our industry. She created this forum in 2011 as a vehicle for women advisors to share ideas, connect,

and learn, and it has quickly become one of their most popular events.

Traci attended Cambridge’s annual Women Advisors Forum in Savannah, Georgia March 12 – 14. The Cambridge Women Advisors Forum is a day and a half event hosted by Cambridge President Amy Webber and other Cambridge executives, including: Bobbi Martin, Senior Vice President, Business Strategy; Carla Stone, First Vice President, Finance; and Melissa Loner, Vice President, Fiduciary Services. The event welcomes both women and men rep-advisors.

Amy Webber shared that 85% of millennial women do not invest. The most common reason is because they believe it is too confusing or advice is inacces-sible to them because they do not have enough wealth to seriously invest. At the same time, 67% of the wealth of our country will be in the hands of women by the year 2020. That percentage will only continue to grow in the future. This is a market demographic that provides great opportunity to rep-advisors.

Attendees of the Cambridge Women Advisors Forum heard an enlightening presentation on how to build relationships with millennial investors. Another presentation discussed the true value rep-advisors provide to clients - and having the confidence to show your clients the value you provide! The women participating in the Rainmaker panel discussed how their businesses have grown and thrived and provided many practical business ideas and insights that attendees could implement in their own practices.

The highlight of the event was listening to Colonel Jill Morgenthaler discuss being one of the first women to train as an equal to men in the U.S. Army ROTC. She was the first woman Battalion Commander in the 88th Regional Support Command Division, the first Brigade Commander in the 84th Division and then rose to the rank of Colo-nel. She was also the first woman to run homeland security for the state of Illinois. During her military career, Colonel Jill led hundreds of men and women around the world in war and peace, and was the recipient of the Bronze Star and the Legion of Merit for her lifelong leadership. Colonel Jill talked about leading with confidence and shared anecdotes ranging from a showdown with Saddam Hussein to saving an American engineer from a Soviet kidnapping. Her life is a study in overcoming obstacles, being courageous and how far the simple act of being confident can propel you. Her presentation was truly inspirational.

The Women Advisors Forum is a great networking event for all Cambridge reps, not only women. Traci encour-ages all rep-advisors to consider attending any of the many short conferences Cambridge presents throughout the year. The smaller attendance and more intimate settings are terrific opportunities for networking, gaining some great ideas and inspiration and recharging your practice.

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With the DOL fiduciary rule still looming, it is a good idea to begin exploring possible solutions to comply with the rule. The best part of Best Interest Scout is that it is not a requirement to have Money Guide

Pro to use this software. It is an independent software from the core financial planning software. With that being said, it would work best if you are also using Money Guide Pro.

PREMIER PICkS: A REVIEW OF FINANCIAL TOOLS AND TEChNOLOGYWITH AUSTIN DEUTSCHDIRECTOR OF RESEARCH & FINANCIAL PLANNING

THIS ISSUE: Best Interest Scout: Money Guide Pro’s DOL Fiduciary Rule Solution

CliCk image to enlargeimage source: Bestinterestscout.com

Best Interest Scout’s goal is to help the advi-sor obtain all necessary information so that the advisor can collect all of the information required to satisfy the DOL fiduciary rule standards. This software digs deeper into a client’s life than previous software. It at-tempts to gather information about the cli-ent that normal planning software would skip over.

In addition to collecting the information that many financial planning softwares skip, Best Interest Scout also collects information on retirement expectations, concerns, detailed goals, health care costs, Social Security in-come, longevity risk, market risk, interest rate risk, retirement assets, non-qualified as-sets, liabilities, employee benefits, insurance needs and estate planning needs.

After collecting all of the information for a client, you can confirm that the investments chosen for the client will match up with all of their goals, expectations, concerns and desires. All of the client information can be integrated with Money Guide Pro and many other CRMs.

One of the most convenient features of Best Interest Scout is its flexibility on how the client can fill out information. It can be as easy as sending the client a link and having them fill out all of the needed in-formation. This software touts its scal-

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ability. They describe the software as “A client initiated scalable and standardized solution to help obtain the client information necessary to evaluate the full financial circumstances of a client in accordance with Depart-ment of labor (DOL) requirements.”

Currently there is no integration information for Best Interest Scout. However, since it is made by the same maker as Money Guide Pro, it should be able to integrate with all the same software.

If you have any questions about Best Interest Scout, please email scout@pietech.com. If you would like a demo, go to www.bestinterestscout.com and request a demo.

In addition to collecting the information that many financial planning softwares skip, Best Interest Scout also collects information on

retirement expectations, concerns, detailed goals, health care costs, Social Security income,

longevity risk, market risk, interest rate risk, retirement assets, non-qualified assets, liabili-ties, employee benefits, insurance needs and

estate planning needs.

Go to BestInterestScout.com for more details.

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ONLINE RESEARCh TOOLS For Prospecting with LinkedIn

Using the alumni search tool on LinkedIn can put you in touch with your college classmates or any school’s alumni who are currently on LinkedIn. This is a great way to easily connect with people you may already have a

connection with and because you already have something in common, breaking the ice, so to speak, is easy!

Not only can you simply search alumni but you can filter the results by the years they attended the university/col-lege, the geographical area in which they are located, the industry in which they work, and so on. You can really nar-row down who you are looking for and can then reach out. If you have a niche clientelle, this is an especially helpful tool for you to try! In narrowing down your search, you can focus on your niche – perhaps you work with teachers or doctors for example – and connect with those who already meat your criteria.

If you find someone with whom you would like to connect, see if you have a mutual connection first and try to con-nect with an introduction. If not, reach out directly to connect – you already have an ice breaker, you’re both alumni of the same university.

BY LINDSEY BURDA VP OF COMMUNICATIONS & MARkETING SERVICES

To access this tool, start by adding your high school, college or university to your profile. You can then simply click on your school from within your profile or search your school in the search bar. Once you are on your school’s LinkedIn page, click “See alumni” and this will bring you to the search criteria options you see above. From here you can begin to narrow your search and view the alumni. Give it a try!

Rep SpotlightPremier Focuses on Doug Camp

The Investors Friend, LLC | Galena, MD | Years with Premier: 9

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The Premier Rep Spotlight focuses on those who continue to show their commitment to the industry and their clients while remaining true to Premier’s

core value of integrity. In this issue, Premier focuses on Doug Camp. Doug has been with Premier Wealth Management for 9 years and continues to prove his commitment to the industry, his clients and the Premier Wealth Management™ branch.

PWM: What first got you interested in the field of financial services?

DC: Crazy as it sounds, all of my undergraduate and post-graduate schooling was in Cardiac Physiology. It was quite a leap when at age 27 I decided I liked the field of Finance.

I found it more fun working with people’s money than with working with their hearts (al- thoug for some they can be one and the same thing). Ha Ha

PWM: What is your business philosophy?

DC: My philosophy is simple….do unto others as you would have them do unto you. I have always found that doing what is best for my client and not always what is best for me always wins out in the long run. The easiest way to grow your business is through referrals. And the best (and usually only) referrals come from happy clients. “Want to grow your business? keep your clients happy.”

PWM: Tell us a bit about your background?

DC: I am the son of a West Virginia coal miner. I spent my summers on the Carolina beaches, where I met my beauti-ful wife. We moved to Maryland in 1985 and have been here ever since. We live a simple life on the Bay now. I now take my clients fishing instead of golfing. My office is in a small town of 650 people, so our commute issues usually only consist of a draw bridge or Amish horse and buggies. The rest of my background is between me and the FBI. Just kidding BOB!

PWM: Tell us about your firm and any areas you specialize in.

DC: Our firm handles the normal IRAs and small retirement plans for clients like most of us. Our area where we specialize is in Estate and Trust work. My wife, Sally is a fiduciary accountant with many years of experience in law firm Estate and Trust depart-ments. Sally handles the clients’ taxes, estate taxes and administration, and estate documents. She works with attorneys both locally and in Baltimore and Wilmington. I then take the ball and assist the clients with the assets and other financial planning needs. Since many of our clients come as referrals from the attorneys, our clients are in states as far away as California, Louisiana and Florida. So, a part of our schedule is flying to client reviews.

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PWM: What has been, or is, your most successful means of prospecting?

DC: One word…referrals.

PWM: What is your process for staying in touch with clients?

DC: We finally came into the 20th century this year and started using Redtail. Our office for years has been all paper and phones and visits. Now we can video chat, hold on-line meetings, and we can now even send encrypted emails that clients actually read… (ok that was a shot at SMARSH). But no matter how much technology we use, I will always hold to the old-school philoso-phy that personal visits are still the best way to maintain relationships. Just remember to always shower first and wash behind your ears….

PWM: Quite a few reps in the branch work with a spouse. You work closely with your wife, Sally. Are there any advan-tages/challenges you find in working with a spouse?

DC: I spent 10 years of my previous life as a banker spending 200+ nights a year in hotels. Now we wake up together, drive to work together, eat together, and spend our evenings together. So yes, it was quite an adjustment. I mean can you imagine spending 24 hours a day with ME??? Sally has gotten used to it now though. She says alcohol and valium help a lot…Ha Ha. But seriously we have a great time together and the business potential from the synergy of our two businesses has been great.

PWM: What are some activities or hobbies you enjoy outside the office (volunteering, hobbies, etc.)?

DC: Fish pictures all over my office. A dead giveaway.

PWM: Any other comments you’d like to share about yourself, your firm, Premier or Cambridge?DC: I have been with Premier for 9 years, and Cambridge for 11 years. I have seen ups, downs, happy celebrations and knock down drag out fights. But through it all there is no better group than the Premier/Cambridge combi-nation. I always look forward to Cambridge and Premier functions to see old friends and catch up. We have a great group, with many wonderful people. I am glad you let us be a part of it all. Thanks.

I have always found that doing what is best for my client and not always what is best for me

always wins out in the long run.

w e a l t h m a n a g e m e n t™premier

Bob Pugliese, Chairman and CEO robert.pugliese@premiercir.net | x101

Sebastian Sullivan, Vice President of Operations and Business Development

sebastian.sullivan@premiercir.net | x107

Rich Esoldo, Senior Director of Operations richard.esoldo@premiercir.net | x106

Robin Mumma, Executive Assistant robin.mumma@premiercir.net | x100

Traci Shughart, President and COO traci.shughart@premiercir.net | x102

Lindsey Burda, Vice President of Communications and Marketing Services

lindsey.burda@premiercir.net | x103

Austin Deutsch, Director of Research and Financial Planning

austin.deutsch@premiercir.net | x105

Registered Principal, Securities offered through Cambridge Investment Research, Inc., a Broker/Dealer, Member FINRA/SIPC and Investment Advisor Representative, Cambridge Investment Research Advisors, Inc., a Registered Investment Advisor. Premier Wealth Management, Inc.™ and Cambridge are not affiliated.

Premier Wealth Management, Inc. 5004 Lenker Street, Suite 200, Mechanicsburg, PA 17050 | ph: 717-737-2001| fax: 717-737-3115

Premier Wealth Management, Inc. ™FOR FINANCIAL PROFESSIONAL USE ONLY

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