Jay Rosen is Featured Panelist at Industry Seminar On Selling and Defending Alternative Products

In late June, our Founder, and Chairman Emeritus, Jay Rosen, participated in a panel presentation, entitled “Alternative Products: Selling and Defending from the Perspective of the Broker-Dealer… and The Experts”, hosted by Lilian Morvay, CEO of the IBDC – RIAC.

Joining Jay were Sherri Cooke of AI Insight; David Baugh of Kaufman, Dolowich & Voluck LLP; Karl Marquardt of Bressler, Amery & Ross, and Greg Curley of AdvisorGroup. Jay discussed changes to the FINRA arbitration panel rules, what these changes mean for respondents, the characteristics of a successful expert, and why engaging an expert early in the process is advantageous to Counsel, and the Firm.

Jay spoke of the importance of retaining experts who will effectively educate the arbitration panel, who may be less familiar with Alternative Investments, in light of the number of non-industry panelists that are often on each Panel.

Takeaways from the Session included:

• Tools for FAs so that they are an educated sales force selling to an educated consumer;
• Essentials of a defensible “Due diligence” process;
• Necessary documentation to ensure a defensible client file;
• Coordinating the BD’s defense with the carrier, defense counsel and experts.