2019 MMI Sales & Marketing Leadership Summit

Invitation Only
March 28-29, 2019 | Miami
Mandarin Oriental

Noreen Beaman,
Chief Executive Officer, Brinker Capital
Troy Thornton, Managing Director, Head of U.S. Retail Distribution, Goldman Sachs


This year’s theme, The Change Imperative: Agility and Innovation in an Evolving Landscape, underscores the rapid pace of change in today’s investment advisory and wealth management arenas. None of the topics will surprise you – they are the issues that distribution and marketing executives deal with every day. So what’s different? The urgent imperative to re-engineer the client and advisor experience with advisory accounts or risk being left behind by nimbler, more forward-looking competitors.

Taking an outside-in approach, our program will share expert insights, different perspectives, and new approaches and strategies. We’ll emphasize shorter, more interactive sessions and debut a series of rapid-fire sessions highlighting new technology solutions to common business challenges.

The most exclusive event on MMI’s conference calendar, the Summit annually brings together the investment advisory solutions industry’s most senior sales and marketing leaders for two days of networking and closed-door sessions focused on common challenges and opportunities. Attendees are generally Heads of Distribution, National Sales Managers, Product/Platform Executives, and CMOs.

To preserve the intimate feel of the Summit, each member firm is permitted to send up to three attendees this year. As a rule, attendees should be EVPs, SVPs, Managing Directors, and business unit leaders.

For more information on the Summit, contact MMI at (646) 868-8500 or events@mminst.org.

Additional Information



Thursday, March 28, 2019

11:30AM – 1:00PM
Registration and Executive Networking Luncheon

1:00PM – 1:10PM
Welcome and Opening Remarks

Patty Loepker, Chair of the Board of Governors, Money Management Institute
Arlen Oransky, Senior Vice President, Chief Membership & Programs Officer, Money Management Institute

Summit Co-Chairs:
Noreen Beaman,
Chief Executive Officer, Brinker Capital
Troy Thornton, Managing Director, Goldman Sachs

1:10PM – 2:00PM
Executive Spotlight Panel: The Future of Advice
Moderator: Craig Pfeiffer,
President & Chief Executive Officer, Money Management Institute

2:00PM – 2:50PM
Reshaping the Broker-Dealer Relationship

The one thing that is constant about relationships is that they are always changing. This is especially true as it relates to the relationship between broker-dealers and their partners. On the table is the need to support research, due diligence, and portfolio construction, all of which are impacted by the changing client profile and the shifting regulatory landscape. This session highlights the latest trends affecting broker-dealers and service providers, detailing how those developments are changing everything from revenue models and partnerships to service levels. We’ll hear from experts in the areas of due diligence and portfolio construction as well as distributors about the steps that can be taken to make a positive impact on clients and financial advisors.

2:50PM – 3:20PM
Refreshment and Networking Break

3:20PM – 4:10PM
Advisor Panel: Best Practices for Engaging Investors

The path forward for the asset management industry is evolving rapidly, with firms facing challenges that range from fee compression and shelf space consolidation at major broker-dealers to getting the right meetings with the right advisors. As a result, asset managers are increasingly looking for ways to reinvent themselves and their approaches to distribution and digital marketing engagement. This session zeroes in on the innovative methods organizations are using to leverage data and analytics to be smarter about how they go to market, engage advisors through value-add programs and portfolio construction advice, and structure their sales forces to better align with rapidly evolving market trends.

4:10PM – 5:00PM
The Diversity Advantage: Better Corporate Performance, Better Products

Ideas for driving diversity from the inside out 
A growing body of research confirms the correlation between better-than-average corporate profits and diversity at the executive levels. While asset managers are creating ESG products that support this data, our industry as a whole – from asset managers to advisory practices – does not reflect diversity, especially in our top echelons. This panel explores: through an ESG lens, why companies with strong diversity factors tend to perform well; the implications that the changing demographics of younger generations will have on our industry and the world; and strategies for building a more diverse workplace at all levels of the organization. 

5:00PM – 5:50PM
The Evolving Cyber Threat Landscape

The incidence of reported cybersecurity breaches has grown by more than 66% in just the past three years. And, as new technologies continue to emerge, it’s become increasingly challenging to stay ahead of cyber criminals. This is especially relevant for the financial services industry as we rely on the latest digital innovations to optimize the customer experience. Chad Renfro, Head of Enterprise Cybersecurity at Fidelity Investments, offers his insight on the changing dynamics of the global cyber threat landscape and recommendations on the preventative measures you can take to keep your business, your customers, and yourselves cyber safe.

Chad Renfro, Executive Vice President of Enterprise Cybersecurity, Fidelity Investments

5:50PM – 7:30PM
Evening Reception & Networking

Kick back with your industry colleagues in a special evening reception to cap Day One of the Summit. We’ll provide the cocktails, heavy hors d’oeuvres, and good company. Afterwards, Miami and its many fine restaurants await those who want to get out on the town and explore.

Friday, March 29, 2018

7:00AM – 8:00AM  
Networking Breakfast  

8:00AM – 8:50AM
The Growing Demand for Advice in a Changing Industry

In this fireside chat, Wells Fargo Advisors’ David Kowach joins Ian MacEachern for an insightful discussion about the future of brokerage. In a free-flowing Q&A format, David will share his thoughts about where a financial advisor’s real value lies, trends shaping our industry, and innovative ways to support today’s FAs as they seek to deliver high-impact advice and services to clients.
David Kowach, President and Head of Wells Fargo Advisors
Ian MacEachern, Managing Director, Head of Investment Products, Wells Fargo Advisors

8:50AM – 9:20AM
Sink or Swim: Tools to Manage Technology Challenges

Get ready for three rapid-fire technology sessions showcasing new tools to help you manage significant advisory business challenges.

  • Navigating the collapse and rationalization of managed account programs
    The movement towards implementing a Unified Advisory Platform is well underway. Many firms have consolidated platforms and are starting to look at simplifying their advisory program structure. What are the challenges associated with implementing a Unified Advisory Platform and what are the benefits? How does a Unified Advisory Platform impact how advisors interact with investors in structuring and tailoring advice? Learn about key decision points and the tools available to help you implement your advisory platform roadmap.
  • Keeping pace with the evolving regulatory environment
    Advisory compliance and regulatory requirements are increasing and so too is the level of enforcement supervision. But more regulations should not equate to more fines. Learn about new-generation technology tools that can help you keep your advisory business compliant.
  • Moving the traditional sales process into the digital age
    The traditional sales process is inefficient, analog, and not scalable. While it’s important to recognize that digital and data can’t replace the human element in sales and marketing, they can enhance it. Think how Netflix has been able to use data to inform human decisions with respect to its original programming. Advisory sales and marketing teams have the same potential to harness behavioral data to understand their clients in ways never before possible. Learn how machine learning capabilities are being deployed to improve the user experience and drive higher engagement, more customer data, and increasing ROI for clients.

9:20AM – 9:40AM
President’s Update
Craig Pfeiffer,
President & Chief Executive Officer, Money Management Institute

9:40AM – 10:00AM
Refreshment and Networking Break

10:00AM – 10:50AM
Trend Watch: Emerging Opportunities

This session offers two distinct perspectives on evolving advisory trends and the opportunities they present:

  • The advisor portfolio of 2025
    The past ten years have seen a steady evolution in how advisors build portfolios, but what about the next ten? New product exposures, changing packaging structures, and evolving digital delivery platforms continue to reshape the investment advisory value proposition. This segment reviews key findings from a research project conducted by Casey Quirk by Deloitte, with input from MMI member firms, to map the future of investment advice over the next decade. Among the topics to be discussed: how technology has changed the way advisors receive product and allocation services; what the balance of product exposures will be going forward; how product development will change as a result; and how strategic partnerships will evolve to better service new product demands from sponsors and advisors.
    Tyler Cloherty, Head of the Knowledge Center, Casey Quirk by Deloitte
  • The future of wealth management
    Drawing on Barron's observations of key trends in the wealth advisory industry, this segment examines likely future sources of disruption and shifts in the primary value proposition of advisors. The discussion examines the ramifications of those shifts for the U.S. asset management community, how the most successful advisors are evolving their business strategy, and what their key concerns and priorities are. The presentation closes with a series of verbatim quotes from Barron's-ranked advisors on what they want from their relationships with asset managers and how managers can best add value beyond the investment product sale.
    Sterling Shea, Global Head of Wealth & Asset Management, Dow Jones

10:50AM – 11:40AM
Geopolitical Strategy: The Business Impact of Global Risk and American Politics
As global affairs are increasingly marked by instability and disorder, military crises, diplomatic tensions, financial uncertainties, and societal upheavals, knowledge that enhances and supports global investment decisions and strategic business planning is more critical and valuable than ever before. But the daily headlines and 24/7 news coverage only scratch the surface. In this keynote presentation, John Sitilides, a geopolitical strategist and expert on global affairs and American politics, leads us on a highly visual exploration of potential sources of global disruption and geopolitical risk – both current and future. Along the way, he challenges the traditional analyst and media consensus on the world’s most powerful political leaders, offering portraits of their decision-making processes, and the long-term political and economic ambitions that ultimately shape the international security agenda.
John Sitilides, Principal, Trilogy Advisors LLC
Ian MacEachern, Managing Director, Head of Investment Products, Wells Fargo Advisors

Closing Remarks and Adjournment
Craig Pfeiffer,
President & CEO, Money Management Institute

Featured Speakers

David Kowach Sterling Shea John Sitilides
David Kowach
President and Head
of Wells Fargo Advisors
Sterling Shea
Global Head
of Wealth and Asset Management
Dow Jones
John Sitilides
Trilogy Advisors LLC

Sponsored by:
Brinker Capital

Partners & Sponsors


Brinker Capital

Sponsorship Opportunities

The Summit represents a unique opportunity to build brand awareness with the advisory solutions industry’s most senior sales and marketing leaders, showcase your firm's offerings, and make new connections. A limited number of high-profile sponsorship packages are available.

For additional information, please contact:
Joan Lensing
Senior Vice President
Chief Marketing Officer
(646) 868-8518

CE Credit

MMI will apply to Investments & Wealth Institute® for CE credit towards the CIMA®, CIMC® and CPWA® certifications for the 2019 MMI Sales & Marketing Leadership Summit. If credit hours are approved, the information will be posted on this page and attendees will be notified of the program ID # after they attend the Summit.

Hotel Information

Mandarin Oriental
500 Brickell Key Drive
Miami, FL 33131

Main Number: (305) 913-8288
Reservations Number: (866) 888-6780
Online Reservations

Reservation Cut-off: Monday, March 11, 2019 (after this date, rooms may be reserved on a space and rate available basis only)

Check-in: 3:00 PM
Check-out: 12:00 PM

The Mandarin Oriental, Miami is a 5-star hotel on Brickell Key, a prime waterfront location with stunning views of Biscayne Bay and the Miami skyline. The hotel is 25-30 minutes from Miami International Airport, 40-45 minutes from Fort Lauderdale-Hollywood International Airport, and 5 minutes from the Port of Miami. MMI has secured a special rate for meeting attendees of $349 per night for standard rooms, plus applicable state and local taxes.
You may reserve guest rooms by phone or online:

Phone: Call (866) 888-6780 and reference the 2019 MMI Sales & Marketing Leadership Summit.
Online: Follow this link to reserve rooms online.

Registration Fees

Registration categories and pricing are as follows:

Registration Type  Registration Fee  Registration Dates
Early $1,695 11/30/18 - 1/11/19
Advance $1,795 1/12/19 - 2/15/19
Standard $1,895 2/16/19 - 3/27/19
Onsite $1,945 3/28/19 - 3/29/19






Volume Discount for Multiple Attendees
A $100 discount is available for additional participants from the same firm once two participants have enrolled at the full conference rate (i.e., participants who used other discount codes do not count toward eligibility). This discount may not be combined with other discounts or other reduced fees. Please contact MMI at (646) 868-8500 for the discount code.

Cancellation/Transfer Policy

All cancellations and transfers are subject to a $50 cancellation/transfer fee. Full refunds minus the $50 cancellation/transfer fee will be granted for cancellation requests received prior to 5:00 PM ET on Friday, March 8, 2019. After that time, no refunds or credits will be granted, however your registration can still be transferred to another individual at your firm. To cancel or transfer your registration, please notify MMI at (646) 868-8500.

MMI Conference Code of Conduct/Antitrust Guidelines and Compliance Policy

Money Management Institute (MMI) conferences and events provide an opportunity for MMI members and other industry participants to come together for educational and networking purposes. Inappropriate behavior, such: as possible illegal conduct; use of derogatory or discriminatory language, gestures or actions; verbal or physical abuse of any type, unwanted advances or invasions of privacy; or any activity that might be construed as harassment, racism, or sexism, is unacceptable and will not be tolerated.

If you aware of, or are involved in an incident, at an MMI conference or event that violates this Code of Conduct, please contact MMI immediately. MMI will promptly and confidentially investigate any reported activities and take appropriate action.

Please also familiarize yourself with the MMI Antitrust Guidelines and Compliance Policy.


Attendee Registration:
events@mminst.org or (646) 868-8500

Speaker Registration:
Laura Payne
lpayne@mminst.org or (646) 868-8510

Fees & Billing:
Samantha Lustig
slustig@mminst.org or (646) 868-8516

Sponsorship Opportunities:
Joan Lensing
jlensing@mminst.org or (646) 868-8518