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Community Forum for FPA NCA Chapter!

Register for this Community Forum! Offered by FlexShares - Northern Trust!

 Export to Your Calendar 11/4/2020
When: 11/04/2020
11:00 am
Where: Map this event »
Community Forum - Offered by FlexShares - Northern Trust!
United States
Contact: Peggy Nelson

Online registration is available until: 11/4/2020
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Please join us for our Community Forum!

A time to ask questions, look for familiar faces, and get support from your FPA NCA chapter community!

Please RSVP for ZOOM call to ensure proper lines enabled!

Join us for a few minutes of informal time to talk and have community support!


Sponsored by: Northern Trust Asset Management and Hanlon Investment Management


Successfully Communicating with your Baby Boomer Clients


Presentation by Vernon Biggs, CAIA®, Institutional Business Development Director, Northern Trust and Paul Binnion, Chief Revenue Officer, Hanlon


Description: We will focus on the baby boomer demographic, and we will dive into the planning process and how to effectively work with this demographic focusing on the income planning piece and how it attracts, retains and guides these clients to a successful retirement. We will offer an overview of the concepts, scalability and leverage needed to succeed with your baby boomer clients.

“Successfully Attracting & Retaining the High Net Worth Investor”

An Overview of the Concepts, Scalability & Leverage needed to Succeed with Baby Boomer Clients

As a financial planner, you must consider these questions in working with your baby boomer clients:

  1. How large is the baby boom market? How much money is in transition (retirement, sale of business, divorce and death) in this demographic?
  2. What are you doing in your practice to capture and guide these baby boomer clients?
  3. What percent of your clients are over the age of 50?
  4. How many of those clients over 50 have a specific personal, written income plan? Not just a financial plan but the income distribution focused piece?
  5. How many of your clients are concerned that they may not be “Okay”? How many are worried that they will need to delay retirement?
  6. Are some clients not paying attention? Not practicing financial planning?
  7. What are the big pressing questions your clients are asking you today?
  8. Do clients really care about their investment returns or are they more concerned about how they will access their funds in retirement?
  9. How do you currently marry your plan to the execution of that plan? How do you address the question of Asset Location and Asset Allocation?

Join us as we explore these questions and dive into the answers for successfully working with Baby Boomer Clients.



Vernon Biggs, CAIA® Institutional Business Development Executive, Northern Trust Asset Management


Vernon Biggs is an Institutional Business Development Executive for Northern Trust Asset Management and has been with the firm since 2012. He works with institutional firms across the US to educate on and introduce the market insights and investment solutions from Northern Trust. In addition, Vernon is the Head of Turnkey Asset Management Platforms (TAMPs). In this role he is responsible for developing and expanding strategic enterprise relationships with TAMPs. Vernon received his bachelor’s degree in finance and economics from Nova Southeastern University and he is CAIA® charterholder. In addition, he serves on the board of the Washington, DC FPA chapter.


Paul Binnion, Chief Revenue Officer, Hanlon


Paul is responsible for leading the overall direction of the Firm’s distribution strategy while over-seeing the Sales, Key Accounts and Marketing teams in their efforts to build collaborative partnerships with successful financial advisors. Paul has more than thirty years’ experience developing best practices with financial partners and specializes in building and motivating teams to help deliver successful outcomes to financial advisors and their clients. Prior to Hanlon, Paul spent twenty-seven years at Clark Capital where he served in roles ranging from Senior Investment Consultant to EVP of Strategic Planning. During his time with Clark he was directly responsible for the growth in AUM from $175MM to the $18B. Paul earned a BA from Villanova University and holds FINRA Series 7, 6, 63 & 65 licenses. He resides in Villanova, Pennsylvania with his wife and two children. In his spare time, enjoys traveling, exercising, all sports and animal welfare.


Bring your own lunch, your tips and your questions! Please come join us and share your ideas on this topic!


 Zoom call information distributed once registered and closer to the event!

There is no charge for this session!