2021 Prudential Advisors Recognition Top Awards
HEALTH PROTOCOLS
JW Marriott San Antonio Hill Country Resort & Spa
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Retail Advice and Solutions Strategy
FINANCIAL PROFESSIONAL AND CLIENT FEEDBACK
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DELIVER ADVICE & GUIDANCE
DRIVE AN INCLUSIVE CULTURE
EXPAND ADDRESSABLE MARKETS
Evolve advice platforms focused on the client experience Offer digital distribution and fulfillment across client's life journey
Identify client needs leveraging a financial planning platform and process Solve challenges holistically across protection, retirement income and goals-based investing
Attract and retain diverse talent to fuel the business Democratize access to advice and guidance
Power the delivery of the Prudential brand promise Leverage enterprise Leads ecosystem to help more clients
DIGITAL
HYBRID
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Prudential meets clients when, where and how they want to be served, creating a trusted relationship between clients and financial professionals and forming a lasting bond that ensures long-term success.
We make lives better by solving the financial challenges of our changing world.
EXECUTIVE TEAM
Charles F. Lowrey Chairman and CEO
Andy Sullivan Executive Vice President and Head of U.S. Businesses
Caroline Feeney CEO, U.S. Insurance & Retirement Businesses
Brad Hearn President, Retail Advice and Solutions
Pat Hynes Vice President, Head of Prudential Advisors Field
Joe Pilone Vice President, Eastern Territory
Moira Buckley Vice President, Western Territory
Mark Sears Vice President, Southern Territory
FIELD EXECUTIVE LEADERSHIP
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4,500
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1 milion
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8,000
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OPPORTUNITIES
RESORT INFORMATION
FIRST-TIMERS INFORMATION
2021 AWARD WINNERS
AGENDA
WORKSHOPS
APEX Conference Mandatory Health and Safety Protocols for Qualifiers and Guests*
Protocol for NON-VACCINATED
In order for qualifiers and guests to attend any Prudential-sponsored events: 1. Qualifiers and guest must complete a COVID-19 Rapid Antigen test each morning of the event. Prudential’s vendor will administer scheduled on-site testing and track adherence. There will be an option for scheduled in room proctored testing, but it must be validated by Prudential’s vendor. 2. Upon completion of either type of test, and verification by Prudential’s vendor, you will receive a wristband each day to gain entry to all Prudential Sponsored Events 3. Masks are not required but highly encouraged (at a low threat level masks are optional)
Protocol for FULLY VACCINATED**
In order for qualifiers and guests to attend any Prudential-sponsored events: 1. No additional protocols required provided all qualifiers and guests are verified as fully vaccinated.** 2. You will receive a wristband for each day in your registration kit to gain entry to Prudential Sponsored Events 3. Masks are not required but highly encouraged (at a low threat level masks are optional)
*Children under 5 DO NOT need to be tested to attend Prudential sponsored events unless they have symptoms. If they do have symptoms, they should then get in contact with the onsite medical team for next steps. Anyone 5 and older and not vaccinated needs to test daily and follow the appropriate guidelines based on threat level if attending Prudential sponsored events. **Fully Vaccinated against COVID-19 means that it has been two weeks since you received: i) both doses of either the Pfizer, Moderna, or AstraZeneca vaccine; or ii) the single dose of the Johnson & Johnson vaccine. An automated solution is in place to collect vaccination status. Vaccination status must be verified prior to implementing the protocols for vaccinated attendees.
Prudential has an on-site medical provider available 24/7 via phone with full clinic capabilities during business hours to ensure your healthcare needs are met. If you are in need of medical attention, please visit the medical clinic at the Azalea room. If it is after hours, contact the medical staff directly: Celia Entwistle (MD) – 704 996-9280 James Hawkins (Paramedic) – 214 673-6719 In emergency situations, call 911. On Site Medical Office (located on the main lobby floor) Azalea Room
MEDICAL ASSISTANCE
EXPERIENCES AND ACTIVITIES
23808 Resort Parkway, San Antonio, Texas, USA, 78261 | +1 210-276-2500
Nestled amid 600 acres of oak-covered hills in Texas Hill Country, JW Marriott San Antonio Hill Country Resort & Spa is a luxury haven within a stunning landscape. Explore San Antonio's most popular attractions near the hotel, including wineries, SeaWorld, Shops at La Cantera, Natural Bridge Caverns and Six Flags Fiesta Texas. Retreat to the hotel for a River Bluff Water Experience, a nine-acre water park featuring a 1,100-foot lazy river. Celebrate or collaborate in 268,000 square feet of sophisticated event space, featuring outdoor pavilions and elegant ballrooms. After a full day of business or sightseeing in San Antonio, savor delectable fare at one of the six resort restaurants or rejuvenate in the luxury spa. Find your respite in upscale hotel accommodations with expansive floor plans, plush furnishings, premium amenities and breathtaking views of Texas Hill Country. An inspiring destination with something for everyone, the resort offers quiet luxury in the beautiful Texas Hill Country near San Antonio.
To book exeperiences and/or activities, please visit the hotel's experience page by clicking the image below.
DINING
To book dining reservations, please visit the hotel's dining page by clicking the image below.
Are you ready for your first APEX Conference? To help maximize your time at JW Marriott San Antonio Hill Country Resort & Spa, here are some tips to note:
What to Expect at Your First APEX Conference
REGISTRATION: You received an official invitation from Brad Hearn, President, Retail Advice and Solutions and Pat Hynes, Head of Prudential Advisors Field Sales, inviting you to APEX22. A link in the message directs you to a website where you can find information about ground transportation, airline arrangements, accommodations, and a wealth of other valuable details.
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SELECT YOUR WORKSHOPS: Shortly, you'll have an opportunity to choose from, and register for, a number of workshops. Each workshop will have a detailed description of the topic and actionable items to help grow your business. If you miss online registration, don't worry — you'll have the opportunity to register on-site during our Marketing Fair on Monday, July 18, 2022.
CHECK YOUR PERSONALIZED AGENDA: When you arrive at the JW Marriott and check in at our registration table, you will receive an information packet that includes some key information. As we get closer to conference, look for instructions on how to download the conference app, which will help you stay on track. Among other things, the app will include your personalized agenda, including all the events to which you are invited and your workshop selections. app.
COME TO THE FIRST-TIMERS RECEPTION: Join our Prudential executives and other first-time APEX Conference attendees for a special celebration in your honor on Monday, July 18, 2022 at 5:00 p.m. at the River Bend Pavilion.
MEET FOR BREAKFAST: A breakfast buffet will be available every morning for you and one adult guest. Details are listed in the agenda.
SCAN IN: To comply with federal tax laws, all attendees are required to attend a minimum of four hours of program time on EACH of the non-travel days July 19-20, 2022. We will scan your name badge for admittance to all workshops and general sessions to gather the data needed to meet this requirement. Failure to attend four hours of programming time will result in imputed taxes equal to the cost of the full day of expenses.
HAVE A PRODUCT QUESTION? ASK AN EXPERT: During registration, and at numerous special events and workshops, you will be able to network with our product experts, including on the afternoon of Tuesday, July 19, 2022, where you can join our product partners near the pool area for food and music. There will also be special invitation-only dinners and receptions for select producers and Life Concierge and Annuities Masters Council qualifiers. Check your information packet and personalized agenda to see if you are invited to any of these events.
PRUDENTIAL ADVISORS & PRODUCT PARTNERS DAY: Be sure to join us on Tuesday, July 19,2022 for Prudential Advisors & Product Partners Day. There will be food and music at the Riverbend Cabanas & Lawn where you can engage with our business partners by the pool.
DRESS FOR THE OCCASION: Wondering what to pack? Resort casual (e.g., walking shorts, khakis, golf shirts, shirts/blouses, flat shoes, light jackets, etc.) is appropriate for the afternoon and evening events and receptions. The weather in July during the daytime averages over 90 degrees Fahrenheit and the evening temperatures are a bit cooler. Business casual attire is appropriate for all business sessions. Business attire (e.g., jacket and tie) is appropriate for any possible on-stage recognition (Elite and Trophy winners). Temperatures may fluctuate in meeting rooms so consider a light jacket or sweater for these events. Weather can change quickly, so it's a good idea to wear layers of clothing, such as a light jacket or sweater, to ensure you are comfortable throughout your stay.
LEARN FROM THE BEST: We have a host of industry experts lined up to deliver high-quality workshops. Great ideas can also come from your peers. Prudential's best producers will be in Texas — take advantage of this time to learn from other sales leaders.
ASK FOR HELP: Your conference team will be ready to answer any questions you may have. We will be wearing visible staff shirts, and we will be easy to spot — or simply call the Prudential work room via the hotel operator.
HAVE FUN!: Nestled amid 600 acres of oak-covered hills, JW Marriott San Antonio Hill Country Resort & Spa is a luxury haven within a stunning landscape. The resort features the thrilling River Bluff Water Experience, a nine-acre water park boasting a 1,100-foot lazy river along with six resort restaurants and a luxury spa. It’s also minutes from the area's most popular attractions, including the Alamo, San Antonio Riverwalk, wineries, SeaWorld, Shops at La Cantera, Natural Bridge Caverns and Six Flags Fiesta Texas.
FINAL CONFIRMATION: A final confirmation note regarding the conference will be sent to you electronically several weeks prior to conference kick off. Read it carefully. If you need to make any changes, send an email to eventmanagement@prudential.com.
Please contact Patty Farrell if you have any questions.
Congratulations on this outstanding achievement. We look forward to seeing you in July!
Here's what to expect when you have arrived at the conference.
AGENDA AT A GLANCE
Saturday, July 16
Elite Arrivals
Sunday, July 17
Elite Registration 3:00 p.m. – 4:00 p.m.
Elite Reception 6:00 p.m. – 9:00 p.m.
Monday, July 18
Elite Excursion 10:00 a.m. – 3:00 p.m.
Registration and Networking Nelson Wolff Exhibit Ballroom 1:00 p.m. – 4:30 p.m.
First Timers' Reception 5:00 p.m. – 6:00 p.m. By Special Invitation Only – Resort Casual**
Territory Receptions Eastern – Grand Oaks Salon G Southern – Grand Oaks Salon K Western – Nelson Wolff, Salon A 6:00 p.m. – 8:00 p.m. Resort Casual**
Tuesday, July 19
Breakfast Event Lawn 1 6:30 a.m. – 7:45 a.m.
General Session Cibolo Canyon Ballroom 8:00 a.m. – 12:30 p.m. Business Casual
Prudential Advisor & Product Partner Sponsored Cabanas River Bend Cabanas, River Bluff Cabanas & River Bend Lawn 2:30 p.m. – 4:30 p.m.
Prudential Annuities & Individual Life Insurance Reception River Bend Pavilion 5:00 p.m. – 6:30 p.m. By Special Invitation Only – Resort Casual**
Product Manufacturers Dinners 7:00 p.m. By Special Invitation Only
Trophy Dinner 7:00 p.m. By Special Invitation Only – Business Casual**
Wednesday, July 20
Special Presentations & Workshops 7:45 a.m. – 12:15 p.m. Business Casual
Free Afternoon 12:15 p.m. – 6:30 p.m.
Advisor Services – Wealth Management Reception River Bend Pavilion 5:30 p.m. – 6:30 p.m. By Special Invitation Only
Finale Party Nelson Wolff Exhibit Ballroom 6:30 p.m. – 10:30 p.m. Resort Casual**
Thursday, July 21
Departures – No scheduled activities
**Weather permitting, these events will be held outdoors, so plan accordingly.
Attend these workshops led by titans of the industry and walk away with knowledge to develop your skills further.
AIG – How to Get Clients to Take Action Now Speaker: Scott M. Tatum CFP, CIMA In recent years, the study of behavioral finance has revealed a number of powerful psychological vulnerabilities that impact investors. These natural tendencies become activated during volatile market conditions and make it difficult for advisors to convince their clients to take the necessary actions and reposition their investments. As DALBAR studies have shown, investors who follow their feelings and react to these behavioral finance vulnerabilities tend to experience painfully poor investment results over time. This program addresses these common issues and teaches advisors to cope more effectively with today’s volatile market conditions and frequently “stuck” investors. It is designed not only to help advisors understand how and why investors get stuck and become reluctant to take action, but also to provide prescriptive guidance on how to select and present motivating investment ideas. SPECIFIC TOPICS COVERED INCLUDE:
Ask Us Anything During this workshop senior leadership will field questions from attendees, “Ask Us Anything.” Senior Leadership: Brad Hearn, President, Retail Advice and Solutions; Anthony Fontano, Chief Operating Officer, Retail Advice and Solutions; Danielle Elliott, VP Strategic Advisory Solutions; Pat Hynes, Head of Prudential Advisors Field Sales; and Bob Begun, President, Pruco Securities.
Children’s Workshop The foundation of this workshop will focus on the importance of charitable giving and volunteer opportunities. Including children in the charitable giving process can provide a valuable opportunity to teach them about the importance of helping those in need as well as further their financial literacy. Along with exploring the foundations of charitable giving, you will be participating in a Prudential Cares Backpack Challenge. The backpack challenge allows children to take a hands-on approach while participating in a charitable practice. The backpacks will benefit Immune2life and will be donated on the behalf of the children’s workshop participants and APEX22 qualifiers.
Distributed Ledger Disruption: Financial Services and the Blockchain Presenter: Tim Cintolo For Financial Professionals, fielding client questions about the latest crypto headline is becoming a regular part of running their practice. While the future of cryptocurrency investing remains uncertain, and most-definitely volatile, the underlying technology behind this phenomenon is here to stay. Blockchain technology is driving tangible changes in the Financial Services industry and continuing to gain momentum. From Smart Contracts to Fraud Prevention, blockchain-enabled efficiencies will reshape our business over the coming years. This course takes a plain-English approach to simplifying the blockchain revolution and zeroes in on specifically what this all means to a Financial Professional’s day-to-day. Importantly, it also prepares them for having “the crypto conversation” with clients confidently and more informed.
eMoney 301 – Beyond the Basics Presenter: Christina Cuffari eMoney 301 Beyond the Basics – learn how the advanced functions of eMoney can help you grow your practice. WHAT are some of the most basic needs of every client? WHY should you use eMoney to simplify your planning conversations? HOW you can build advanced Life Insurance and Annuity strategies into eMoney and model the results.
Evolving P&C Landscape: Safeco and Comparison Insurance Agency – Liberty Mutual Presenter: Matt Anderson
Finseca – Grow your business with the right teaming structure Presenter: Megan Bronner You’re ready to team, but what is your first step? Examine your teaming goals and choose a suitable teaming structure! You’ll walk away from this session with a birds-eye view of popular teaming structures within the financial security profession, what considerations need to go into choosing the right teaming structure for you, and a clear next step to move on the path toward teaming. This session is powered by research by the Finseca Foundation. Objectives:
Intro to MyRock Presenters: Peter Gayle and Mike Visconti Join us for a comprehensive introduction to the first advisory annuity solution from Prudential Annuities, MyRock Advisor. This session will provide an overview of the Managed Annuity Income program, Prudential Advisor’s forth investment advisory program where MyRock and future advisory annuity strategies will be offered. This session will also include overview of MyRock product features and benefits, discussion on policies and guidelines to sell MyRock and technology brief overview of the Envestnet Insurance Exchange and how to do business today.
Investments and Financial Planning Pillar Update Presenters: Peter Gayle, Moira Buckley and Charlie O’Donnell Review the evolution of our investment platform, including planned enhancements and the positive impact they will have on our clients and financial advisors.
Leveraging Financial Wellness to Grow Your Practice Presenter: Julie Brandon Educate attendees on how they can leverage Prudential's Financial Wellness Program to gain new and deepen existing relationships with individual & company clients. We will review the components of the overall financial wellness program, including Pathways, and provide clear steps on how it can be used with their individual client book of business and with local and national companies.
Lincoln – Navigating that not-normal economy Presenter: Ron Insana, Senior Advisor Schroders, Senior Analyst CNBC, MSNBC As the world grapples with inflation, broken supply chains, confounding markets, economic and political turmoil, and living with Covid long term, Ron Insana is a voice of economic reason. Properly assessing the current environment is vital to determining what to do next. A savvy trend-watcher, Ron looks at today through the lens of economic history. He offers insights to help business leaders and investors plan for the future in a world beset by constant change.
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How to recognize and understand the emotional dynamics that cause investors to get stuck and to become reluctant to take action How market dynamics increase stress, reduce clients’ emotional resilience, and create the need for simple and familiar messages about investments Tips for introducing and structuring the flow of ideas about investments to increase their impact and motivate action A simple, six-step presentation model that helps organize a presentation’s flow and maximize its response potential
P&C success stories: discussion around the growth of the program in the last year Overview of Comparison Insurance Agency (this the new separate legal entity that the Prudential Partnership will be under) Benefits of the new SLE and the impact on Prudential Agents Safeco Rollout: Prudential Agents will now have the ability to write P&C through Safeco
Evolving Regulatory Environment Presenter: Hasan Ibrahim In this session, we will focus on recent and upcoming changes in the regulatory landscape related to the following to build better awareness:
STANDARDS OF CONDUCT – Reg-Bi, Fiduciary Duty and Form CRS remains to be big focus for regulators. Last year we touched on the upcoming implementation of DOL & enhanced Reg-BI processes, where this year we must be focused on execution of our obligations as it relates to Reg-BI and DOL. FINANCIAL EXPLOITATION OF SPECIFIED ADULT – Given our client demographic, rapidly growing money movement technology complied with FINRA and States' focus on this topic warrants a great sense of awareness on our front line to help protect our client from such fraudulent activities. SUPERVISION OBLIGATIONS – Recent FINRA Notice 22-10 puts a spotlight on members firm's supervisory obligation where specifically calling out roles & responsibilities of the firm's senior business management & supervisors. EMERGING TECHNOLOGIES AND CRYPTO-ASSETS – SEC has observed an increase utilization of automated digital investment advice (“robo-advisors”), as well as trading of crypto-assets. While Pruco's exposure is limited, it is important to remain informed on risk associated with such offering, so our future offerings can take these risk and exposures into considerations. Furthermore, clients can benefit from an advisor's knowledge on risk associated with crypto-asset trading as part of broader discussion with their clients when and if they ever inquire about such assets.
List the types of teaming structures that are available Determine which structure may be the best fit Commit to aligned next steps
Finseca – Hiring or Recruiting the Ideal Candidate Presenter: Megan Bronner As a leader or business owner, time is your most precious resource. If you are expanding your team through hiring or recruiting, ensure the time you put into the process brings the right person to your team. In this session you’ll develop a clear ideal candidate profile that will guide the other steps in the hiring or recruiting process. This session is powered by research from the Finseca Foundation and the insights of Finseca’s members. Objectives:
Create a draft ideal candidate profile for a future hire or recruit
The Perfect Storm for Retirement Planning Presenter: Brandon Buckingham We are in the perfect storm for retirement planning for the following reasons: Historically low tax environment, for now. Legislative uncertainty, market volatility, rising inflation. This presentation will address the current tax environment, proposed tax changes, SECURE Act 2.0, inflation and its impact on retirement planning and the opportunities to leverage certain strategies now before many of these expected changes take place. Specifically, retirement strategies under the current and changing legislative environment, strategies to mitigate market volatility and manage inflation risks.
(PGIM) The Great Transition Presenter: Brian LoDerstro As COVID-19 transitions from pandemic to endemic global markets are expected to experience their own transition. Tightening monetary policy, reduction of fiscal stimulus and long running demographic trends are expected to usher in a period of slower growth. Interest rates are expected to remain low and rangebound over the long-term and credit spreads are testing pre-global financial market tights. While the beta move in fixed income markets comes to a close, alpha opportunities remain abundant. Credit markets have weathered the stress with resiliency as issuers were swift to adopt debt-friendly behavior, including the channeling of free cash flow into debt reduction and lowering fixed costs. Active managers may find opportunities through rating upgrades and strategic yield curve positioning as the “The Great Transition” continues.
Teaming – Best Practices to Grow Your Business and Elevate Your Team Panel Discussion with Sarah Zawistowski During this workshop, hear from advisors who will share their experiences in forming & developing their team as well as some practice management tips. They will share their unique strategies around things such creating efficiencies through staff, leveraging Prudential Leads programs to drive GDC and how they incorporate various Practice Building programs and the strengths of team members to offer a differentiating client experience.
Teaming – Importance of Team Culture and Empowering Your Team Presenters: Sarah Zawistowski and John Benton A great team culture can improve team member engagement, reduce interpersonal conflict and increase productivity and efficiency. Hear from a successful team leader who consistently invests time and energy on building culture and positioning their team for future success. John will share some of his experience in working with the Team Coaching COE and leveraging the Team Health Assessment as well as DISC to further build on his team culture.
Technology - Tech In Your Practice: “5 to Drive” Presenters: Joe Pilone Jr and Brent Olson An overview of the 5 tools you should be using in your practice to drive efficiency, growth, and client relationships. Topics include Appointment Scheduling with Microsoft Bookings, Client Texting with ClientLink, eSignature for Post-Issue Forms with Docusign Templates, Book of Business Opportunities in ClientLink and Growing your prospect funnel with eMoney Lead Capture.
Trends in Fee Based Planning and Portfolio Construction Presenter: Charlie O’Donnell Advisors can generally be grouped into three categories of portfolio builders – Engineers, Customizers, and Outsourcers. Recent trends, powered by technology, see more and more advisors gravitating to customizing institutionally built portfolios. This session will include a review of the technology that enables customization, including tax and impact overlays, and feature advisors that have evolved their business to adopt this approach.
WHY NOW – Life Insurance Presenter: Brett Berg This session will focus on the why the time inflation and rising equity markets, there is no better time to plan with life insurance than right now. Brett Berg, VP of Advanced Planning will lead a discussion of life insurance ideas and strategies for today’s environment focusing on why now is the time to capitalize on opportunity in the current environment. Specifically, Bret will focus on what to ask clients and prompt them to gift now, leverage gifts with life insurance now and incorporate flexible trust planning techniques such as SLATs and Standby Survivor Trust planning to accomplish client goals and objectives. Join us and learn:
What should I be saying to clients now? What should I be discussing with referral Partners (CPA, Attorney)? What language works to connect with the whole family in legacy planning?
