Prospecting The 403(b) Market For Companion DB Plan Business

Many nonprofit plan sponsors maintain legacy DB plans that are seriously underfunded. Some are active and some are frozen, but they are in need of urgent attention. These plans represent both a financial and human capital drain on organizations with limited resources. Advisors limiting their focus to DC plans are leaving significant assets on the table. By expanding their focus to include risk management and investment strategies to address the DB needs of nonprofit plan sponsors, advisors can add value and capture more business. Some DB plans are not invested properly and many nonprofit plans are saddled with outdated plan design and Investment Policy Statements. Savvy advisors are certainly interested in providing asset management/de-risking strategies to help close the funding gap, but few think about outsourcing administration or Total Retirement Outsourcing. To acquire and retain DC plans and gain access to DB plan opportunities, advisors must understand the basics and know how to respond to RFP type questions, including when a TRO approach is best. This session will provide an advisor overview of the different types of defined benefit pension plans. We will also share robust insight on new trends, including the impact of accounting practices on DB plans, liability driven investments, hedge funds, securities lending, swaps and the evolving ERISA fiduciary standards applicable to DB plan investments. Attendees will leave this session with valuable insight, knowledge and the talking points necessary to get a foot in the door, prospect and capture companion DB plan business. Given the limited window, advisors must purse this business now.


Segment One
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Marcia Wagner
Managing Director
The Wagner Law Group

Marcia S. Wagner is a specialist in pension and employee benefits law. Ms. Wagner is also the principal of The Wagner Law Group, which she founded over 15 years ago. Marcia has practiced law for over twenty-five years and is widely recognized as an expert in a variety of employee benefits issues and executive compensation matters, including qualified and non-qualified retirement plans, all forms of deferred compensation and welfare benefit arrangements. She was appointed to the IRS Tax Exempt & Government Entities Advisory Committee, ended her three-year term as the Chair of its Employee Plans subcommittee, and received the IRS’ Commissioner’s Award. Ms. Wagner was also inducted as a Fellow of the American College of Employee Benefits Counsel. For the past four years, 401k Wire listed Marcia as one of the 100 Most Influential Persons in the 401(k) industry. She received the Top Women of Law Award in Massachusetts and is listed among the Top 25 Attorneys in New England by Boston Business Journal. Ms. Wagner has written hundreds of articles and 11 books about retirement and benefit plans. Marcia has been widely quoted in such publications as The Wall Street Journal, Financial Times, Pension & Investments, and more. She has also been a frequent guest on FOX Business, CNN, Bloomberg, NBC and other televised media outlets. Ms. Wagner is a summa cum laude and Phi Beta Kappa graduate of Cornell University and a graduate of the Harvard Law School.

For more information, call (617) 357-5200 or email:


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