1. forwardInsight for Today’s Financial Professional
The Millennials Are Coming
Is your practice ready for the next
generation of investors?
PAC14 Makes an ImPACt in Orlando
december 2014 ISSUE 7

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Letter From the President
Brian Heapps, CLU®
, ChFC®
President of John Hancock Financial Network
Are you ready for what could very well be the best five years of your career? I am talking about the myriad of
opportunities that lie ahead for your practice, coupled with the numerous ways Signator can help you capitalize
on them.
Let’s start with the needs of the Baby Boomers. With a population of 75 million, the Baby Boomers are entering
retirement age at a pace of over 8,000 per day. That’s great news for advisors, as Boomers actively seek financial
advice so they can feel confident their money will last throughout their retirement.
While Boomers are a tremendous opportunity, focusing all your attention on them would be a mistake. They’ve
accumulated a great deal of wealth, and are now starting to transfer it to the next generation—Generation X and
Generation Y, also known as Millennials. Statistics show that when that wealth transfer happens, nine out of ten heirs
will move assets away from their parent’s advisor upon death.1
So what are you doing to build relationships with your
clients’ beneficiaries? In a recent PwC survey, the primary reason the Millennials fire their parent’s advisor was “they
did not bother to build a relationship.”
The Millennial generation, born between 1981 and 2001, is the largest in this country’s history, with a population of
80 million. Over the next 5 years alone there will be a $1.5 trillion transfer of wealth from Boomers to Generation X
and Millennials, and another $30 trillion by 2040.1
The most successful practices of the future will be those that figure
out how to serve multiple generations of clientele.
Since this generation accesses information differently in the digital world they grew up in, we must act differently
as a broker dealer. Signator is investing heavily in technology that can be leveraged by advisors to compete for
Millennial business.
First, we are in the process of rolling out e-File Cabinet to our network firms, laying the foundation for operating in a
paperless environment. Next, we will roll out a new email system that will provide enhanced social media capabilities
coupled with a robust content library. As we think about future investments in technology, we will do so with a dual
objective; improving efficiencies for you, the advisor, and tailoring techniques that will improve your ability to connect
with the next generation of clients. We need not look too far to see a number of financial services startup firms focused
on serving the Millennial space. Signator is committed to ensuring you have the technology that will allow you to
demonstrate your value and in an ever changing marketplace and capitalize on the opportunities that lie ahead.
DecemBER | 2014
Letter From the President
Brian Heapps. . . . . . . . . . . . . . . . . . . . . . .3
In Case You Missed It—New on The Junction. . . . .4
Advice From a Millennial: Our Generation Is
Different—But There’s Opportunity Here for
Those Willing to Connect on Our Terms
Sara Sanford. . . . . . . . . . . . . . . . . . . . . . .5
Practice Management
The Millennials Are Coming—Is Your Practice Ready?
Joe Daly. . . . . . . . . . . . . . . . . . . . . . . . . 9
Attracting Millennial Clients Begins With
Addressing Their Trust Issues
Misty Lynch. . . . . . . . . . . . . . . . . . . . . . . 13
Products and Services
Opportunities Ahead: Connecting With
Next Gen Clients
AIG Life and Retirement. . . . . . . . . . . . . . . . 15
To Work With Millennials, Meet Them on Their
Own Turf: Social Media
Reid Coyne. . . . . . . . . . . . . . . . . . . . . . . 17
Tips for Helping Millennial Clients
Prepare for Retirement
Rosina Butera. . . . . . . . . . . . . . . . . . . . . . 20
Network News
PAC14 Makes an ImPACt in Orlando. . . . . . . . . 23
2014 Supervision and Compliance Best Practices
Training Workshop. . . . . . . . . . . . . . . . . . 26
New Faces. . . . . . . . . . . . . . . . . . . . . . . 27
ACE15 Standings . . . . . . . . . . . . . . . . . . . 28
Home Office Directory. . . . . . . . . . . . . . . . 30
0185-20141106-206478

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The Millennials have been labeled as inaccessible skeptics.
When asked what our most hated brands are, we topped our
survey responses with large financial institutions.1
We were the
generation hit hardest by unemployment during the recession,2
and we responded by creating Occupy Wall Street. We are the
generation with the greatest amount of student loan debt,3
and only one in four of us is investing. Currently, 71% of
millennials would rather go to a dentist than to a bank,4
and
we are saving at a rate of -2%.5
But, we matter. We’re the largest generation in America.6
We’re
set to inherit the Baby Boomer wealth, and, contrary to popular
belief, we are intent on saving and investing with long-term
goals,7
even if most of us haven’t started yet. Millennials
actually show a greater interest in saving than their Baby
Boomer parents did at the same age.
Just 18% of financial advisors, however, say they are
prospecting this demographic.8
The advisors and financial professionals who can understand
how to approach millennials and counsel them will gain access
to a group of 80 million potential clients who have a lifetime of
wealth generation ahead of them.
As a millennial born to Baby Boomer parents, I am your
potential client. This is how we’re different and how to use
these defining characteristics to find us, partner with us, and
maintain a long-term relationship with us:
We’re Not Getting Married.
While the rates of traditional marriage have been on a
downward trajectory for generations, marriage rates
among millennials appear to be in free fall. According to
a Pew Research Center report, 25 percent of millennials
are likely never to marry.9
This is the highest percentage
in modern history.
In his Boston Globe article, Millennials, Reject Timely Marriage
at Your Own Risk, Tom Keane notes, “Tax rates, eligibility for
entitlement programs, and the availability of social safety nets
are all altered by marital status.” Many millennials who decide
not to marry, or to marry later, will need advice on how
to approach a financial life with fewer buffers than their
parents had.
Because a smaller percentage of millennials are getting married,
advisors who have traditionally worked primarily with the
husband of a married couple will need to adjust to working
with singles, and especially with women. An estimated 80% of
millennial women will be solely responsible for their finances
at some point in their lives, and even if they do marry, an
increasing number of millennial women will be the primary
breadwinners in their families.10
Jonathan Nicolas, Million Dollar Round Table qualifier and
Financial Advisor at Pettinelli Financial Partners, an affiliate
of JHFN–Pacific Financial Partners, notes that he trains the
junior advisors in his firm to reach out to women as potential
clients and to develop a relationship with the female spouse
when advising couples. He also highlights the importance
of recruiting women into his firm as advisors. “Our last two
hires were women. We’re looking to recruit female advisors.
We’ll need them for all the female clients we’ll have from the
millennial generation.”
Our Parents Will Live Longer Than Any Previous
Generation’s Parents.
“Most of the top clients we serve are in their 50s, 60s, and 70s.
What we introduce consistently now is this concept of inviting
the next generation to the conversation,” explains Nicolas.
“Most retirees and pre-retirees understand that they’re slowing
down to the point that their children and grandchildren will be
Six New Active/Passive JHPS Models Now Available
The latest enhancement to John Hancock Portfolio Solutions
(JHPS) is six new Active/Passive Models in the JHPS suite of
models. In addition to the existing Mutual Fund, Tax Sensitive
and ETF Models, now you can bring together the passive, low-
cost advantages of ETFs, while adding alpha with institutional
share classes of actively managed mutual funds.
Products > CRIA > John Hancock Portfolio Solutions
Signator Launches Recruiting Program for Advisors
This new program makes it easier for advisors like you to
recruit a new advisor to join your business by providing
financial flexibility to help meet a recruit’s financial, transition,
and development needs. While it isn’t a financing plan for the
recruit, it is structured to provide you, the recruiting advisor,
with options for creating financial incentives and support
throughout their transition process. There are options for
recruiting a junior advisor, creating or adding to a producer
group, or referring an advisor to your Managing Partner.
Services > Recruiting
Upcoming Webinars Now Posted on Junction
Front Page
Need help keeping track of webinar dates and times? As
Signator continues to add to and enhance the resources and
services you have access to, we’ve now added an “Upcoming
Webinars” section on the right side of the home page so you
have quick access to information on upcoming events.
The Junction Home Page
Signator Launches AI Insight for Alternative
Investment Education and Compliance
AI Insight is a user-friendly online education, training, and
compliance application designed specifically for the Alternative
Investment industry. In addition to PPM and prospectus-based
education, AI Insight provides access to hard-to-find Alternative
Investment product information you can use to help grow
your business.
Products > Wealth > REITs and BDCs
e-Relationship Announced as New Email Marketing
Preferred Pricing Vendor
e-Relationship helps advisors stay in touch with their
clients by offering unique pieces of content that can be sent
on a “set it and forget it” basis using their Auto-Emailer
feature or at any time using the individual Mailer option.
The e-Relationship content library contains SMAR-approved
pieces while also giving you the ability to upload your own
SMAR-approved content.
Services > Preferred Pricing Vendors
(Continued on next page)
DecemBER | 2014
Advice From a Millennial: Our Generation Is
Different—But There’s Opportunity Here for
Those Willing to Connect on Our Terms
Sara Sanford
In Case You Missed It—New on The Junction
The Junction is constantly being updated with new pages, tools, and content to help you run your
business. Here are some of the top new additions in recent months. If you haven’t yet had a chance,
log on to www.jhfnjunction.com and see what you’ve missed.

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(Continued on next page)
DecemBER | 2014
Advice From a Millennial: Our Generation Is Different—But
There’s Opportunity Here for Those Willing to Connect on
Our Terms (continued)
making decisions for them. Those children and grandchildren
are typically unprepared for that responsibility. The child and
grandchild had a life they were living, and that has to be put on
hold when there’s a medical outcome. When asking to include
their millennial children in the conversation, we ask our clients
to imagine the outcome if we have this conversation before the
medical crisis begins.”
For many advisors and clients, this is new territory. “This is
the first time we’re having the conversation that longevity is
going to happen to most of us and that the next generations
need to be better prepared than their parents. We want kids
understanding their role as ‘advocates’ for their parents and
understanding how much better the outcome can be for
everyone if they’re prepared before there’s a crisis.”
William Smith, Team Leader and Financial Advisor at Capitol
Financial Solutions, also interviewed with FORWARD and
emphasizes the importance of proactively reaching out to
millennials who may not be aware of their role as beneficiaries.
“A lot of people—they don’t know what they don’t know. They
may be down as the benefactor of a life insurance policy or
IRA or variable annuity, and they don’t even know. We reach
out to them proactively, let them know what it means to be a
beneficiary, and try to make them aware that we’re the preferred
planning firm to work with.”
We Probably Don’t Trust You.
The “don’t trust anyone over thirty” sentiment of our parents’
generation turned into “don’t trust anyone wearing a suit” for
ours. As an advisor, you will have to overcome the breach in
trust the recession created between millennials and the
financial sector.
The best way to build trust with millennial clients?
Employ millennial advisors.
“To work with millennials, you have to hire millennials—
you have to have millennials as advisors in your practice.
Four out of ten people spending time with our clients are
millennials,” explains Nicolas. “We bring a younger advisor
into the meeting with the ‘advocate’. We believe there’s
power in having multiple people in their 20s or 30s at the
table understanding the goals the clients (the parents)
have set out.”
Nicolas and other advisors who work successfully with
millennial clients also recognize the trust-building power of
mentoring instead of directing. They realize that millennials
value their time and experiences over material possessions
and high salaries,11
and this influences how advisors approach
initiating an advising relationship. “I ask them where in their
life—what exactly they’re willing to sacrifice—to make the time
to learn how to master their finances on their own. A lot of
millennials I talk to are stressed. They worry that they’ll have
to work forever to support themselves and their families. I let
them know that if they plan, this doesn’t have to be their reality.
They don’t have to give up as much in terms of their time and
experiences to find financial peace of mind.”
Smith believes that he and other advisors in his firm have been
able to build trust with millennials by asking them significantly
more questions about what matters to them, “Everything we
do revolves around the trust question. We ask them, ‘What is it
that you care about, that if we can focus on and achieve, would
make you thrilled with your progress?’” Asking these questions
in a mentoring fashion can lead millennials to understand
the rewards of an advisor relationship on their own terms. By
embracing millennials’ preference to feel ‘self-directed’, advisors
can actually solidify their relationships with millennial clients
by respecting their sense of independence and affirming that
THEY are in control of the relationship.
We Grew Up on Google.
“Part of what we’ve discovered about millennials is that they’re
smart,” Nicolas observes. “They grew up on computers. They
grew up on Google.” He recognizes that they are more prone
to seek out information on their own. “When they first start
earning or saving, they decide they don’t need an advisor;
they’re going to manage it on their own. Many of them say, ‘I’m
going to find an online advisor.’ When the market is hot, that
works. But when the market changes, that’s when the value of
an advisor really comes to bear.”
As an advisor, you can honor the millennial connection with
technology by using social media to market yourself, holding
meetings over Skype, being e-accessible by responding to
email in a timely manner, and using online tools to display the
potential rewards of investing. Smith has found this strategy to
be especially helpful.
“We’ve seen millennials get excited about working with
us when we show them apps we can use together to plan
their financial futures.”

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PRACTICE MANAGEMENT
(Continued on next page)
The Millennials Are Coming­—Is Your
Practice Ready?
Joe Daly
0185-20141120-208489
DecemBER | 2014
It is estimated that $30 trillion will be transferred from the
Boomer generation to their millennial children over the next
three decades. Also known as Generation Y, they are America’s
largest generation at 87 million, and they already control
almost 10% of all U.S. wealth. Understanding this generation’s
attitudes and behaviors will help advisors better position
themselves to attract these young investors and will be critical
to the future growth and success of their practices.
Though the millennial generation is often overlooked by our
industry, they represent a significant opportunity for advisors
looking to grow their practice with clients who are well
positioned financially. According to Bank of America’s
U.S. Trust, 11% of millennials have $3 million or more to
invest—that translates to more than 8 million people with
serious money, seeking guidance.
The good news is that when it comes to saving and investing,
Millennials aren’t so different from their parents and elders.
While distinct in that they’ve grown up in an environment
where instant communication and access to information
are the norm, most are still in need of financial guidance
and, perhaps just as importantly, want advice on saving and
investing. A study from the Transamerica Center for Retirement
Studies showed that 61% of millennials wanted some form of
guidance vs. 32% who have actually secured the services of a
professional advisor. Even more striking, 82% of ultra-high-
net-worth millennials (from families with $25 million or more)
“expressed a desire for more in-person meetings with advisors”
while “63% said working with an advisor is a necessity for
making ‘sound financial decisions.’”
This may help explain why cash is their preferred
investment for long-term and retirement savings according
to a Bankrate.com survey. “39% of those aged 18–29 listed
cash as their preferred method of investing. That’s compared
to a quarter of the whole population who said the same. Real
estate investments came in second, while the stock market
trailed at third.”
Without the expertise of a qualified financial advisor to help
focus on growth while putting risk in its proper context
these young investors will struggle to build up the funding
for retirement. So what do you have to know about this
group of investors that can help you build relationships and
demonstrate your value?
They Are Conservative When It Comes to Investing
• The average investor aged 21 to 36 has 52% of their savings
in cash, compared to 23% for other age groups.
• Born between the early 1980s and late 1990s, many
Millennials witnessed the September 11th attacks (and
subsequent market crash) and experienced the financial
crisis of 2008 along with the housing bust during their
formative years.
They Are Well Educated, but Face Some
Economic Hardships
• One third of older Millennials have a four-year college
degree and are among the best educated group in America’s
history, but at a cost, carrying record levels of student debt
(two-thirds of graduates carry an average of $27,000 in
student debt).
They Prefer Face-to-Face Meetings With an Advisor
• While social media and electronic communication (email
and websites) are central in marketing yourself to the young
investor, “only 0.03 percent of millennials want firms to
contact them via social media … forty percent of millennials
prefer website/email as the main form of contact with
financial services providers. Meanwhile, 23 percent prefer
face-to-face contact, 18 percent prefer the phone, 5.4 percent
like letters, and 3 percent prefer to be in contact with firms
through their parents. Only 1.4 percent would prefer a
smartphone app.”
Advice From a Millennial: Our Generation Is Different—But
There’s Opportunity Here for Those Willing to Connect on
Our Terms (continued)
Sara Sanford is a Marketing Project Manager at Signator Financial Services. She can be reached at
ssanford@jhancock.com or at 425-214-9609.
1 http://www.nationaljournal.com/next-economy/solutions-bank/millennials-really-don-t-like-big-banks-that-s-going-to-disrupt-the-financial-
services-world-20141003
2 http://www.theatlantic.com/business/archive/2011/09/whos-had-the-worst-recession-boomers-millennials-or-gen-xers/245056/
3 http://time.com/3587882/millenial-debt/
4 http://www.millennialdisruptionindex.com/
5 http://online.wsj.com/articles/savings-turn-negative-for-younger-generation-1415572405
6 http://www.forbes.com/sites/micahsolomon/2014/04/21/millennials-the-biggest-generation-of-customers-ever-dont-care-about-the-internet/
7 https://www.fidelity.com/about-fidelity/individual-investing/millennials-money-study
8 http://time.com/money/3101827/why-millennials-arent-getting-love-from-financial-advisers/
9 http://time.com/3422624/report-millennials-marriage/
10 National Center for Women and Retirement Research
11 http://eventbrite-s3.s3.amazonaws.com/marketing/Millennials_Research/Gen_PR_Final.pdf
How Can Signator Help?
Signator offers two industry-leading tools that can support
you as a multi-generational planning advisor.
Leading Industry tools for advisors
1. The Retirement Ready Tool
The Retirement Ready Tool offers a holistic retirement
income planning process, using a product allocation strategy
that can help a client nearing retirement maximize retirement
income and leave a legacy behind.
2. EchoWealth
EchoWealth is a needs analysis tool that contains compliance-
approved pieces on a wide variety of subjects, including estate
planning, college funding, insurance needs, and more. The client
education, motivating calculators, and analysis pieces can be used
together to produce an effective presentation for your clients.
If you would like to speak with one of our Practice
Management Consultants regarding multi-generational
planning, please contact Steve Johnson at
sjohnson@jhancock.com.