S P R I N G 2 01 8V O LU M E 2 | I S S U E 2

FOR BROKER DEALER USE ONLY / NOT FOR CLIENT USE

A QUARTERLY PUBLICATION FOR THE SOUTHERN DIVISION

WELCOME TO RAYMOND JAMES

CONGRATULATIONS

NEED TO KNOW FROM THE HOME OFFICE

BRANCH HAPPENINGS

LEADER BOARDS

ANNIVERSARIES

SOUTHERNEXPOSURE

VOLUME 2 | ISSUE 2

We’ve sprung forward and officially entered spring, but winter still seems to be lingering in many places across the Southern U.S. But cold temps aren’t the only thing lingering as we move into May … the volatile markets seemed to carry into this new season as well.

In spite of the ups and downs, our firm results continue to be strong because of our commitment to a conservative approach and “staying the course” when market conditions are tough. Thank you for all the work you’ve put in for your clients during this time, and don’t forget to review our additional resources on market volatility that may support your ongoing communications.

I hope that all of you are looking forward to a productive summer – for both your practice and your personal endeavors. In fact, if you are interested in participating in one of the upcoming six-week coaching programs. I’ve included some additional details below. View this RJnet page for more information and to register.

PUTTING SYSTEMS IN PLACE // APRIL 10 - MAY 15This program combines group coaching with one-on-one coaching to help you and your team evaluate, refine and

implement the core systems and processes that have the greatest impact on top client engagement. Advisors who participate in this program and implement these key areas of focus into their business will have repeatable processes in place to drive team efficiency and client engagement.

DEVELOPING NEW BUSINESS // APRIL 12 - MAY 17Participate in this six-week group coaching program to develop and refine your capabilities to cultivate new and affluent clients. This research-based program provides you with client acquisition approaches, scripts and essential tools for your success that you can immediately implement. Acquisition

strategies include: social prospecting, per sonal introduc tions, referral alliances, LinkedIn and intimate events.

Best,

Dick Ferguson

Springing forward and staying the course

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Welcome to Raymond JamesNew advisors and their teams for the quarter

Kenneth Hicks and Kelley Rogers Greenville, SC – 33L

Greg Sieber Greenville, SC – 33L

Atlanta – 3KGMichael Brendan Douglas, Financial Advisor Trainee - PCG

Atlanta – 3KGYarenis Rodriguez, Sr. Registered Client Service Associate

Columbia, SC – 3LISara B. Harran, Sr. Registered Client Service Associate

Greenville, NC – 33WAshley Long Stockdale, Client Service Associate

Greenville, SC – 33LKelley Anne Rogers, Sr. Client Service Associate

Lexington – 3LTAdrienn Nicole Marshall, Client Service Associate

Louisville East – 3CALori A, Rupe, Sr. Registered Client Service Associate

Louisville East – 3CA Timothy Nicholas Stolt, AMP - Financial Advisor Trainee

Louisville East – 3CAWendy Jean Thompson, Sr. Registered Client Service Associate

Memphis Ridgeway – 3KCJulie Robertson Stonebarger, Practice Business Manager

Mt. Pleasant, SC – 3ALLauren Edwards Liles, Financial Advisor Trainee - PCG

Nashville, TN – 3BECarolyn Renee Reed, Sr. Registered Client Service Associate

Nashville, TN – 3BEElisa Sargent Conklin, Sr. Registered Client Service Associate

Nashville, TN – 3BEJerrod Brown, Financial Advisor Trainee - PCG

North Atlanta – 3KAAllison Lynn Odenthal, Sr. Registered Client Service Associate

Raleigh – 3MJDenise Nicole Moye, Financial Advisor Trainee - PCG

Richmond, VA – 3BQApril S. Davis, Financial Planning Consultant

Richmond, VA – 3BQChelsea E. Brown, Client Service Associate

Tuscaloosa, AL – 3MSAlexandra Nicole Tinsley, Client Service Associate

Additional new associates for the quarter

Robby McKettaRichmond, VA – 3MK

David TaylorBirmingham, AL – 3KJ

David DillonAtlanta, GA – 3KG

Mark Greer Charlotte, NC – 3KN

Matt StuckeAlpharetta, GA – 3KE

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Congratulations to Melissa Eskew, Greenville – 33L, for being name Branch Associate of the Quarter.

FINANCIAL TIMES FT 400 LIST OF TOP ADVISORSWard Mayer, Memphis – 3KCDouglas Minor, Jackson, MS – 3LK

RJA TOP 40 UNDER 40Shane Carpenter, Atlanta – 3KG

Blake Nichols, Birmingham – 3KJ

Derrick Lewis, Griffin, GA – 3MV

Logan Phillips, Jackson, MS – 3LK

Lynn Shaw, Memphis Ridgeway – 3KC

BARRON’S TOP 1,200 STATE BY STATE ADVISORSArthur Finkelberg, Ridgeland – 3BO

Lynn Faust, Greenville East – 3HR

Robert Gooch, Memphis Ridgeway – 3KC

Congratulations FORBES BEST-IN-STATE WEALTH ADVISORSKen Yarbrough, Birmingham – 3KJ

Ellis Green, Atlanta – 3KG

Marta Shen, Atlanta – 3KG

Arthur Finkelberg, Ridgeland, MS – 3BO

Logan Phillips III, Jackson, MS – 3LK

Joe G. Rice, Jr., Ridgeland, MS – 3BO

Eugene Marx, Charlotte, NC – 3KN

Lynn Faust, Greenville East – 3HR

Alex Opoulos, Charleston – 3YL-RJAS

Craigen Schoen, Greenville, SC – 3LD

Anthony D'Andrea, Chattanooga – 38U

R. Andrew Fowler, Nashville – 3BE

Gary Greene, Franklin, TN – 3YI-RJAS

Ward Mayer, Memphis – 3KC

Michelle Prince, Jackson, TN – 3LN

Leanne Scull, Memphis – 3KC

FORBES TOP WOMEN WEALTH ADVISORSLynn Faust, Greenville East – 3HR

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What’s workingHal Greer and Rob Brewer share their recipes for success in gathering new assets.

Practice Pointers

WHAT IS ONE OF THE BIGGEST CONTRIBUTING FACTORS TO YOUR SUCCESS IN GATHERING NET NEW ASSETS?My monthly goals are 15 appointments with new prospects and $1,000,000 in new assets. What gets measured, gets done. If I have less than 15 appointments, I work harder; less than $1 million in new assets, I may be prospecting the wrong people. YTD, net new assets are around $441 million.

HOW DO YOU BRAND YOUR PRACTICE?Be a specialist! You don’t go to a doctor for heart surgery, you go to a heart surgeon. Use Raymond James to your advantage. We didn’t take TARP money. “I wouldn’t let anybody handle my money that can’t handle their own.” Start every new meeting with explaining who your team is, your experience and where the client will fit into your practice.

HOW DO YOU FIND NEW RELATIONSHIPS?Referrals are key. Teach clients that you always expect them to call with questions and in return you expect them to refer their friends/acquaintances. Get to know your clients and learn their passions. Learn how to ask for referrals:

Ex.: “I want to talk to your favorite golf buddies, best hunting partners, your tailgate buddies, your most successful friend!” vs. “Do you know anybody who can use my help?”

HAL GREERMacon, GA

Managing Director, Chairman’s Council

Centers of influence, such as CPAs – meet with a client’s CPA and let them know how you can assist them.

Make a list of 100 wealthy people you know and want to do business with. Mail them something every six months (an investment idea, market outlook, etc.). Eventually someone will move accounts because their existing advisor is not in contact with them. Targeted mailing to acquaintances works!

Social Media! If you are in our business and not on social media, you might as well be using a payphone. A veterinarian told me he was pleased with his account, so I looked him up on Facebook and asked if I could call on seven other vet friends and tell them we do business together. Explore COI’s LinkedIn! All the information in the world is on social media.

Get involved. Join country clubs (money isn’t at the bowling alley), coach little league, join the chamber of commerce, get involved with charities. Life is a contact sport, make contacts!

WHAT MAKES YOU DIFFERENT FROM OTHER FINANCIAL ADVISORS?I use nothing proprietary and pay numerous outside experts for their opinion on capital markets.

HOW MANY PEOPLE DO YOU HAVE ON YOUR TEAM?I have never partnered exclusively with anyone. I have a younger advisor who focuses on setting new appointments and two great sales assistants who all do a great job in helping me run my practice.

DO YOU HOST CLIENT EVENTS?I host client events and spend a good deal of money on client gifts and Christmas cards (within Compliance guidelines). Every client gets something. Send pictures of your kids/grandkids. Clients love to see them on paper and social media!

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WHAT IS ONE OF THE BIGGEST CONTRIBUTING FACTORS TO YOUR SUCCESS IN GATHERING NET NEW ASSETS?GPM. By simply running a plan on every new prospective client, we identify where all of the assets are held as well as lending opportunities and potential life insurance reviews or long-term care needs.

HOW DO YOU BRAND YOUR PRACTICE?We worked with our marketing department to brand our practice. New logo and website, etc. We also have a clearly published fee schedule for various asset levels as well as a list of services we provide to create value as well as work with the clients other trusted advisors such as attorneys and CPAs.

HOW DO YOU FIND NEW RELATIONSHIPS?I am constantly networking. Taking new people to lunch or thanking existing clients for their business and asking for referrals.

WHAT MAKES YOU DIFFERENT FROM OTHER FINANCIAL ADVISORS?I out work most of them. I am always on the phone, and when I am not, I am in a meeting, on a board or just in front of people. I try to always get the most out of my day. I also leave all the clutter till the evenings or weekends rather than dealing with it during the workday.

ON AVERAGE, HOW LONG DOES IT TAKE TO OPEN AN ACCOUNT AFTER YOUR INITIAL MEETING? It depends on the size of the account. The bigger the account, the longer it takes usually. That being said, if I get a referral and

ROBERT A.A. BREWER, CRPC®, WMSLexington, KY

Senior Vice President, Wealth Management Managing Director

run a GPM on that perspective client, the turnaround is usually less than two weeks.

WHAT IS YOUR INVESTMENT PROCESS?I have fully embraced the goals-based planning process. By focusing on the priorities of each individual client and bringing a holistic approach to financial planning, product goes out the window and clients become more concerned with how they can accomplish some or all of their goals. I also make sure to always ask the prospect about the debt that they carry, not only keep an eye out for lending opportunities or for consolidation of debt, but also to encourage them to pay down some of that debt if it makes sense for them.

HOW MANY PEOPLE DO YOU HAVE ON YOUR TEAM? Right now it is just me and my primary assistant, who is also my practice business coordinator. We are in the process of adding a second assistant as business continues to grow significantly.

HOW DOES THE TEAM FUNCTION TO RUN THE PRACTICE MORE EFFICIENTLY?I focus on business development, asset management and finding new assets. My practice coordinator is my chief technology expert as well as GPM champion. She also is the main client service contact point and works the lower tier of our book and heads up all long-term care cases.

DO YOU HOST CLIENT EVENTS? IF SO, WHAT ARE SOME IDEAS YOU ARE WILLING TO SHARE?To be honest, we have never had much success with client events and find that our batting average is much better in a one-on-one scenario. We use Keeneland, our local racetrack, as a client appreciation venue every spring and fall and allow families to go out individually and spend time with them.

Tell us what’s workingShare tips and best practices with your peers. Submit your ideas to gina.faulkner@raymondjames.com to be included in our next newsletter!

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Need to know from the home office Help clients and prospects take action with incomeLearn where rates are now, have been recently, and how you can help clients and prospects meet their income needs with our Fixed Income weekly publications.Featuring a short summary for each of the fixed income markets, i.e., Treasury, Brokered CDs, Municipals, Corporates, etc., and timely commentary, your clients and centers of influence will appreciate both the perspective offered and the timely identification of value in the marketplace.

If you aren’t already on the distribution list, ask to be added. Share the Client Approved resources below, and help clients take action to satisfy their income needs choosing from a variety of true fixed income sources.

Weekly Primer (Additional Client Approved Resources Linked to the Primer)

Bond Market Commentary

Interest Rate Monitor

Index Monitor

Municipal Bond Investor Weekly

CLICK HERE to contact your Fixed Income Services Group teammates and your traders.

CLICK HERE to learn how to request a client or prospect portfolio review or to request proposal assistance from your strategy team.

CLICK HERE to see all fixed income client-approved resources. Share them with your clients today!

External Account Transfer Fee update effective May 1Fee applies to accounts that are transferred out from Raymond James.

Effective May 1, 2018, the fee to transfer an account from Raymond James will increase from $100 to $125. This will apply to all external account transfers.

CLIENT NOTIFICATIONClients will be notified of this change on March statements via the following onsert:

Update to Processing FeeEffective May 1, 2018, the fee to transfer an account from Raymond James will be $125. If you have any questions, please contact your advisor.

MORE INFORMATIONFor more information about fees, visit Raymond James Fees on RJnet.

News Categories: Client Account Operations

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IRS announces slight reduction in 2018 HSA family contribution limit The IRS announced a slight reduction in the 2018 total contribution limit to health savings accounts for individuals enrolled in family coverage. Effective immediately, $6,850 is the new limit – a slight reduction from the prior $6,900 limit.

The 2018 contribution limit for this calendar year for health savings accounts (HSAs) linked to family coverage will now be $6,850 for 2018 – a slight reduction from the $6,900 that the IRS had previously communicated. This change applies immediately, and any family contribution to an HSA in 2018 over $6,850 could be subject to taxes and penalties. Please note the IRS contribution limit includes the Raymond James contribution. In addition, if you are over 55 this year you can contribute an additional $1,000.

The single coverage limit of $3,450 will remain the same for 2018.

UPDATING CONTRIBUTIONSContributions in excess of the new $6,850 limit could be taxed and subject to penalties. If you established your contribution amounts based on the prior announced $6,900 limit, please take action to adjust your contributions accordingly.

Please contact HealthEquity at 844.312.2740 for instructions on how to update your contributions, or access your HealthEquity Member Portal.

Note: If you’ve already contributed in excess of the new $6,850 limit, you have until April 15, 2019, to take corrective action. Please contact HealthEquity at 844.312.2740 to assist with the correction.

$15 Account fee credit for going paperlessLearn how your clients can receive an account fee credit by choosing online document delivery for eligible accounts.

Effective May 2018, clients can receive a $15 account fee credit if they meet all eligibility requirements and choose online document delivery for accounts subject to any of the following:

• Annual Account Maintenance Fee (charged annually in August)

• Capital Access Fee (waived the first year, then charged annually on the account opening anniversary month)

• Retirement Account Fee (charged annually on the account opening anniversary month)

Clients can receive multiple $15 credits (one per account) if they elect paperless delivery on more than one eligible account. Credit(s) will automatically renew and be applied annually if clients continue to maintain eligibility.

WHO IS ELIGIBLEThe first eligible accounts to receive the credit will be those billed in May 2018. Clients must meet and maintain all eligibility requirements. This program does not apply to accounts already receiving fee waivers.

To view a list of your clients who are expected to be charged an account fee this month or next, please refer to the RMC Fee Management Report. For more information about this report,

please visit Relationship Management Center or review the RMC: Fee Reports QRC.

CLIENT NOTIFICATIONClients will be notified of this program via March statement onsert (RJA/ICD/FID | IAD/CORR). The same onsert will be replayed again on June statements.

A client-approved letter (compliance #M18-2053272; expiration: 3/9/2019) is also available to assist you with directly contacting clients who meet eligibility requirements.

In addition, a targeted banner linking to eligibility requirements will be displayed after login on the Investor Access summary page to announce this program in mid-April. This banner will be displayed for clients that are projected to pay the following:

• Annual Account Maintenance Fee in August

• Capital Access Fee from May-December

• Retirement Account Fee from May-December

MORE INFORMATIONTo learn more, please refer to the complete program description on RJnet.

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Effective 5/21/18, a new tab is being added to Practice Center: “Compensation”

Updates to Practice Center

▶ The first sub-table replaces the current Advisor Access Blotter

Key new features:

1. Blotter available at the Person level as well as by FA number (filter by FA number using the “All FA Numbers” dropdown top left

2. More information on the screen

3. Non-trade/trade-like activity removed from the Blotter (e.g., SA Transfer pay) and now on new Earnings and Deductions report (E&D) (see below)

4. Entire year available for view and download

5. For Advisory/Managed fees, the Account number now reflects the client account, not the G/L account

The second subtab is the Product Summary

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As well as being a report summarizing activity by production category, the report can be used to filter the Blotter.

1. Click on the number of trades to filter the Blotter to trades for that category

2. Click on the category title (e.g., CD) and get a new tab with a report of all clients who had trades in that product

The third subtab is the Earnings and Deductions (E&D)

This report starts with the totals carried over from the Blotter and shows all expenses (now moved from the Blotter to this report).

Key features:

1. Click on any number and drill down to the detail

2. Post-tax expenses broken out

3. Click on the Excel icon on top right to print a Compensation package – a multi-tab formatted Excel document with all of the reports

Below is a sample of the report generated when any expense number is clicked:

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Portfolio Management, the latest tool in the Raymond James Wealth Management technology suite, offers something for everyone. Whether you’re a financial planner who helps clients reach goals confidently or an analyst who pores over the analytics to find the optimal mix of products, this application can help elevate your process. High-quality data feeds from Morningstar and Raymond James, both historical statistics as well as forward-looking Capital Market Assumptions, equip you with the ability to analyze and see the bigger picture.

A SOPHISTICATED, INTEGRATED TOOLThe application is integrated with existing tools for increased efficiency. If you use Portfolio Management Center, your PMC product models assigned to accounts are automatically imported into Portfolio Management so you can analyze your product allocations and test scenarios. For advisors who use Goal Planning & Monitoring, all templates created in GPM will automatically sync with Portfolio Management on day one, allowing you the freedom to analyze and make adjustments that can be sent back to GPM in a few clicks.

View the PDF below to see application features that offer value at every step of the wealth management process.

View the PDF

To access Portfolio Management, go to Advisor Access > My Investments > Portfolio Management.

their teams. It's an integrated application designed to streamline the wealthPORTFOLIO MANAGEMENT Portfolio Management is a custom-built tool for Raymond James Advisors and

management process regardless of your role. Explore the features ( ▶ ) and see how you can benefit from them right now.

How does this technology fit into your practice?

NOT FOR CLIENT USE

LEARN MORE: Search Portfolio Management on RJnet for details & training materials.

Part of the Raymond James Wealth Management Suite. PRODUCT CATALOG ONLINE PERFORMANCE PORTFOLIO MANAGEMENT | A flexible, repeatable way to meet clients' investment needs.

For consulting on how to use Portfolio Management in your practice, contact Advisory Consulting at 727-567-1710 (ext. 71710) or advisoryconsulting@raymondjames.com.

THE ANALYSTYou set product allocations used when implementing clients’ portfolios.

THE PLANNERYou work with clients to set goals and determine asset allocation targets.

THE PROSPECTORYou review prospective clients' holdings in order to show them what's possible.

Analyze PMC sleeve-based product allocations in Portfolio Management; review asset allocation, estimated expenses, investment styles and exposures.

▶ Compare

See historical analytics including MPT statistics, a correlation analysis and more. Draft potential investment changes and compare.

▶ Analytics▶ Hypothetical

Changes to your Active allocations are tracked for historical analysis.

▶ Activate (capture history)

Create and evaluate an asset class allocation target in Portfolio Management using historical and forward-looking analytics.

▶ Analytics▶ Hypothetical

Share the allocations with your team, and push asset class allocations to Goal Planning & Monitoring (GPM) with one click; in GPM you can assign the allocation target to a client.

▶ Sharing▶ Compare▶ GPM Integration

Review investment profile, analytics, and forward-looking expectations by comparing allocations to benchmarks and other allocations.

▶ Analytics▶ Hypothetical▶ Compare▶ Activate (capture history)

THEMONITORYou conduct performance reviews, ensuring alignment with overall financial strategy.

Import the prospect's investments to review in Portfolio Management, then test scenarios. Input a custom dollar amount for a hypothetical allocation.

▶ Hypothetical

See asset allocation, estimated expenses, investment styles and exposures. View historical analytics including MPT statistics, a correlation analysis and more.

▶ Analytics

You can also draft potential investment changes and compare analytics.

▶ Compare

Explore New Options Reach Goals Confidently Optimize Allocations See a Bigger Picture

THETRADERYou buy and sell securities within and across client accounts.

As an eventual replacement for PMC, future phases of Portfolio Management will include trading and rebalancing functionality integrated with your allocations and assignments.

Future Functionality

LEARN MORE: Search Portfolio Management on RJnet for details & training materials.

▷ Assignment▷ Trading▷ Proposal▷ Drift▷ Alerts▷ Rebalancing

MOREINTEGRATIONIntegration with the Wealth Management suite of tools will continue to be improved.

Future FeaturesMore features will be released that you'll want to integrate into your practice to help you achieve greater productivity across every phase of the wealth management process.

Discover how the new Portfolio Management tool fits into your practiceThis Raymond James application was custom-built for advisors, enabling you to test and implement the investing scenarios that best suit your clients.

GET STARTEDTo access Portfolio Management, go to Advisor Access > My Investments > Portfolio Management. From the lefthand navigation, under Portfolio, you can choose from two workspaces: Allocations or Hypothetical.

Visit the Portfolio Management page on RJnet for more information and training material.

For technical assistance or consulting on how to use Portfolio Management in your practice, contact Advisory Consulting at 727.567.1710, ext. 71710 or advisoryconsulting@raymondjames.com.

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Section 326 of the USA PATRIOT Act requires broker/dealers to obtain identifying client (both individual and entity) information prior to opening or updating an account. See how Raymond James plans to collect this documentation to verify accounts.

Anti-Money Laundering: Entity and individual CIP verification for existing clients

As part of our ongoing efforts to enhance the AML program, we are embarking on a clean-up effort for existing entity and individual clients whose identification was not verified at account opening through the USA PATRIOT Act Customer Identification Program (CIP).

In June 2016, we began verifyin g CIP information for all new clients; however, the USA PATRIOT Act also requires us to verify CIP for all pre-existing clients associated with new accounts since October 1, 2003. While the AML department has been able to significantly reduce the population of required documents through internal an d external research, certain accounts will require assistance to obtain appropriate documentation.

Advisors with impacted clients will receive direct emails leading up to the August 31 deadline with a list of their affected accounts and required documentation. In addition, CIP validation requirements will be added to the Documents Due report (Advisor Access > My Clients > Client Management Reports > Documents Due) on the following dates:

• May 7: Foreign individual CIP requirements added to Documents Due report

• May 29: Entity and domestic individual CIP requirements added to Documents Due report

Learn more below about the required documentation for entity and individual clients as well as the deadlines for taking action in order to avoid account restrictions and closures.

ENTITY (NON-INDIVIDUAL) CLIENTS Formation documentation is required to verify the following information for entity (non-individual) clients:

• Full Legal Name

• Legal (physical) address

• Government identification number (e.g. Taxpayer Identification Number)

Failure to provide the required documentation within the specified time frame outlined below will result in:

• August 1: A liquidation-only restriction will be applied to accounts with documents still in requirement and a client letter will be mailed to impacted clients.

All trading will halt for managed account types (i.e., RJCS, Freedom, etc.).

• August 31: Deadline to provide entity CIP documentation

• September 4: Entity client accounts will be closed

Any advisory or managed agreement on file will be terminated and any unearned portion of the prepaid advisory fee will be refunded to the account.

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FULFILLING THE REQUIREMENTS See the list of entity types and the required documents that are acceptable as formation documents.

To ensure timely processing of your document, please scan and submit the required formation document for your respective entity account type through Service Center Portal (Advisor Access > My Clients > Client Documents > Service Center Portal). Use the “AML Entity CIP” Service Center Document Information Sheet 07005 for proper routing of the documentation.

If you have questions regarding entity (non-individual) client requirements, please email EntityValidation@RaymondJames.com or call ext. 70773.

INDIVIDUAL (NON-ENTITY) CLIENTS Certain documentation is required to verify the following information for foreign and domestic individual clients:

• Full legal name

• Legal (physical) residential address

• Date of birth

• Government identification number (e.g., Social Security number)

Failure to provide the required documentation within the specified time frame outlined below will result in:

• August 1: A client letter will be mailed to impacted clients.

• August 15: A liquidation-only restriction will be applied to accounts with documents still in requirement

All trading will halt for managed account types.

• August 31: Deadline to provide individual CIP documentation

• September 4: Individual client accounts will be closed

Any advisory or managed agreement on file will be terminated, and any unearned portion of the prepaid advisory fee will be refunded to the account.

FULFILLING THE REQUIREMENTS See the list of acceptable documentation to satisfy the requirement for foreign and domestic individuals.

To ensure timely processing, please scan and submit the required documentation through Service Center Portal (Advisor Access > MyClients > Client Documents > Service Center Portal).

For questions related to individual (foreign and domestic) CIP requirements, please email AML-CIP-EDD@RaymondJames.com or call ext. 72270.

IMPORTANT DATES

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Branch happenings

Memphis – (3KC, 33H and 3YS)

Memphis branches (3KC, 33H, 3YS) celebrated the end of tax season on April 17th with a barbeque and crawfish boil. Advisors, associates, and clients took part in our annual client appreciation event. On-site shredding and Salvation Army trucks were supplied so our clients could finish their taxes and spring cleaning with a secure way to destroy sensitive documents. Our President, John Carson, received a warm welcome.

Birmingham – (3KJ)

Taylor Agricola, Annie Walker and Karen Knox completed the Mercedes Half Marathon in February.

Birmingham – (3KJ)

The Birmingham branch (3KJ) was a sponsor for the Exceptional Foundation Chili Cook-Off and entered a team. The Foundation provides services and programs for children and adults with special needs. The chili cook-off is the largest fundraiser for the foundation and is a great event with activities for kids, lots of chili, ice cream and beer gardens.

Birmingham – (3KJ)

The Birmingham branch (3KJ) wore red in support of the American Heart Association’s Go Red campaign.

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Branch happenings (continued)

Franklin – (3PM)

The Franklin branch (3PM) celebrates Administrative Assistantʼs Day.

Richmond – (3MK) and Charlotte – (3KN)

The Richmond branch (3MK) and Charlotte branch (3KN) celebrate St. Patty's Day.

Charleston – (3KP)

The Charleston branch (3KP) celebrated the return to the office of one of their FAs who had been undergoing treatment for Esophageal Cancer. Joe Gilchrist is known for wearing unique socks each day, each with a story, so all of the FAs wore “The Mega Ribbon” socks to show their enthusiasm for Joe’s return. The whole office also wore periwinkle ribbon pins to support Esophageal Cancer and decorated his office to celebrate his healthy, happy return to work!

Richmond – (3MK)

The Richmond branch (3MK) hosted a retirement party for Rangeley Turner (3MK) and Margaret Pugh with Public Finance.

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SOUTHERN DIVISION LEADERSMTD Financial Advisor Ranking YTD FA Ranking

1. HAL GREER - 3LU - Macon 1. HAL GREER - 3LU - Macon

2. LYNN FAUST - 3HR - Greenville East 2. LYNN FAUST - 3HR - Greenville East

3. BOB SCHWARTZ - 3KG - Atlanta 3. JOHN PETTEY III - 3KC - Memphis Ridgeway

4. ROBERT GOOCH III - 3KC - Memphis Ridgeway 4. ROBERT GOOCH III - 3KC - Memphis Ridgeway

5. SCOTT SIMPSON - 3KJ - Birmingham, AL 5. KYLE DAVIS - 3KA - North Atlanta

6. RICHARD SWIFT - 3KQ - Columbus, GA 6. ANDREW FOWLER - 3BE - Nashville Gulch

7. JOHN PETTEY III - 3KC - Memphis Ridgeway 7. GENE MARX - 3KN - Charlotte

8. GENE MARX - 3KN - Charlotte 8. ARTY FINKELBERG - 3BO - Ridgeland

9. LYNN SHAW - 3KC - Memphis Ridgeway 9. PRESTON COVINGTON - 3LI - Columbia, SC

10. KYLE DAVIS - 3KA - North Atlanta 10. LYNN SHAW - 3KC - Memphis Ridgeway

SOUTHERN DIVISION BRANCH RANKING MTD Branch Ranking YTD Branch Ranking

1. MEMPHIS RIDGEWAY - 3KC 1. MEMPHIS RIDGEWAY - 3KC

2. ATLANTA - 3KG 2. ATLANTA - 3KG

3. BIRMINGHAM, AL - 3KJ 3. BIRMINGHAM, AL - 3KJ

4. NASHVILLE GULCH - 3BE 4. NORTH ATLANTA - 3KA

5. NORTH ATLANTA - 3KA 5. NASHVILLE GULCH - 3BE

6. JACKSON, MS - 3LK 6. JACKSON, MS - 3LK

7. LOUISVILLE DOWNTOWN - 3DL 7. LOUISVILLE DOWNTOWN - 3DL

8. LOUISVILLE EAST - 3CA 8. GREENVILLE HAYWOOD - 3LD

9. GREENVILLE HAYWOOD - 3LD 9. CHARLOTTE - 3KN

10. CHARLOTTE - 3KN 10. LOUISVILLE EAST - 3CA

MORTGAGE TOP 10 BRANCHES

Branch # Loans $ Loan Amt % to RJA Southern Total

3KG 10 $5,879,000.00 15.80%

3KA 5 $5,624,150.00 15.12%

3KC 5 $5,100,000.00 13.71%

3CA 4 $3,012,500.00 8.10%

3KP 1 $2,205,000.00 5.93%

3BE 3 $2,160,000.00 5.81%

3DL 1 $1,671,618.00 4.49%

3HR 5 $1,670,550.00 4.49%

V1C 1 $1,327,500.00 3.57%

3LT 2 $1,079,000.00 2.90%

Grand Total 37 $29,729,318.00 79.92%

SBL TOP 10 BRANCHES

Branch $ Credit Limit # Loans % to RJA Southern Total

3KA $28,670,000.00 19 8.25%

3KC $26,473,000.00 24 7.62%

3KG $25,296,000.00 21 7.28%

3RB $22,450,000.00 14 6.46%

3CA $20,725,000.00 14 5.96%

3KE $19,970,000.00 14 5.75%

3YO $18,505,000.00 4 5.32%

3KQ $15,690,000.00 8 4.51%

3BE $14,630,000.00 11 4.21%

3LT $12,350,000.00 10 3.55%

Grand Total $204,759,000.00 139 58.91%

16

S P R I N G 2 01 8V O LU M E 2 | I S S U E 2

Associate Branch BR # LOS

William L Knox Augusta 3KD 44

Chris Brattain Harrell Raleigh 3MJ 36

William Brantley Anthony Birmingham 3KJ 35

Collie Krausnick Downtown Memphis 3KO 35

John W Stokes III Downtown Memphis 3KO 34

Marie S Vidal RJAS - Atlanta 3YQ 34

Waldemar J Vidal RJAS - Atlanta 3YQ 34

Marion S Adams Mobile 3MA 33

John Burke Strange Memphis Ridgeway 3KC 33

Roy Byrd Price Mobile 3MA 30

Kimberly Dolan Johnson Downtown Memphis 3KO 29

John Troy Howard Birmingham 3KJ 29

Leonard C Skelton Birmingham 3KJ 29

Eugene T Millsap Montgomery 3MB 28

Ginger Richards Jones Birmingham 3KJ 28

Karen L Gallahar Montgomery 3MB 28

Denver D Attaway Chattanooga 32H 27

John F Talley Birmingham 3KJ 27

Andrew T Fort Birmingham 3KJ 26

Linda Ann Fogarty Franklin, TN 3PM 26

Hazel S Heriges Franklin, TN 3PM 26

David Cartter Patten Chattanooga 32H 26

Jonathan Morton Campbell Jackson, TN 3LN 25

Walter Yost Hooper Montgomery 3MB 25

Karen Y Kopatz Louisville Downtown 3DL 25

Roy Michael Ricketts Louisville Downtown 3DL 25

Christopher Gates Caldwell Memphis Ridgeway 3KC 24

Stephen D Elam Knoxville 3LP 24

William Milton Morris Jackson, MS 3LK 24

Jason David Patterson Goodlettsville 3PS 24

Stephen K Wallace Knoxville 3LP 24

Sheryl M Campbell Montgomery 3MB 24

Kimberly Ann Holt Cullman, AL 3NJ 24

Audra Keenan Cooper Memphis Ridgeway 3KC 24

Ellis A Green Atlanta 3KG 24

Joseph M Johnson Chattanooga 32H 24

Linda Boyd Watts Huntsville 3LG 17

Richard C Grant Chattanooga 32H 17

Christine A King Alpharetta 3KE 17

Lawrence E Sturges Decatur 3KU 17

Harriett Lynne Henning Jackson, TN 3LN 17

Associate Branch BR # LOS

Edward Montgomery Knox Wilmington 3MU 17

Jonathan Edward Lyons Memphis Ridgeway 3KC 17

Scott William Marcus Albany 3KB 16

Charles Landon Myers Memphis 33H 16

Casey A Rainey Murfreesboro, TN 3PN 16

Roland Scott Rayburn RJAS - Atlanta 3YQ 16

Gabriel J Steagall North Atlanta 3KA 16

Richard H Weil Atlanta 3KG 16

Kimberly Rene Abbs Gainesville 3MW 16

Jeffrey M Brown Alpharetta 38R 16

Anthony W Dye Gainesville 3MW 16

Catherine Frisbee Miller Wilmington 3MU 16

Russell Matthew Roush Gainesville 3MW 16

Christopher B Witt Franklin, TN 3PM 15

Paul B Elam Raleigh 3MJ 15

Donna Sue Gouge Chattanooga 32H 15

Lonnie Richard May Louisville Downtown 3DL 15

Heather Marie Head Mills Tuscaloosa 3MS 15

Robert H Waechter Franklin, TN 3PM 15

James L Davis Charlotte 3KN 15

John C Dixon Florence, AL 3NG 15

Karen Evans Doss Memphis Ridgeway 3KC 15

Stephen C Freeman Cullman, AL 3NJ 15

Brock J Jones Tuscaloosa 3MS 15

Grace Marie Kattenhorn Charlotte 3KN 15

Jessica Fredrickson Barnett Memphis 33H 10

Paul W Enoch Nashville 3BE 10

Katharina M Glover Nashville 3BE 10

Brian Reid Markowitz Savannah 3FE 10

Edward Barton Moore Cartersville, GA 3MY 10

Wilson Allen Moore Memphis Ridgeway 3KC 10

Chase Henderson Gore Birmingham 3KJ 10

Paul Kerbey Alpharetta 3KE 10

Sterling Barksdale Battle Raleigh 3MJ 5

Jessica L. Crownover Tuscaloosa 3MS 5

Max Z. Dean North Atlanta 3KA 5

James Nance Haltiwanger Jr. Greenville 3LD 5

Brenda Meadows Columbus 3KQ 5

Jennifer H. Tucker Tuscaloosa 3MS 5

William Raines Welden Birmingham 3KJ 5

Kelly Jo Latimer Jackson, TN 3LN 5

ANNIVERSARIES

S P R I N G 2 01 8SOUTHERN EXPOSURE

17

The Southern Division would like to share our GPM stats and helpful information in order to increase utilization and promote GPM in all of our branches.

GPM stats for April

TOP 5 FINANCIAL ADVISORS – TOTAL PLANS CUMULATIVE

Branch Name Total

Greenville, NC – 33W Wes Singleton 488

Hilton Head – 3CL Christopher Spires 215

Lexington – 3LT Rob Brewer 207

Nashville, TN – 3BE Suzanne Bradford 193

Ridgeland, MS – 3BO Arty Finkelberg 192

TOP 5 BRANCHES CUMULATIVE

Branch NameTotal GPM

Plans

Memphis Ridgeway – 3KC 1,188

Nashville, TN – 3BE 1,167

Birmingham, AL – 3KJ 909

North Atlanta – 3KA 838

Atlanta – 3KG 822

315 GPM plans were created

in March

44.16% of FAs in Southern Division

created a new plan

GPM stats for April 2018:

Meet our campus team and get to know our student and recent graduate programs and participants.

Campus recruiting

CAMPUS RECRUITING IS IN FULL SWINGDick Ferguson and Ashley Malone recently attended the UGA Financial Planning, Housing & Consumer Economics Internship & Career Fair on February 1, 2018, where they met students pursuing careers in financial Planning. The attendance at this fair is part of a larger partnership Raymond James has with UGA to source top talent. We continue to expand our connections with the Financial Planning major at UGA and at other schools nationally.

Raymond James was the key sponsor in the Women’s Financial Planning Symposium, hosted at the University of North Florida this year. The two-day symposium was targeted to freshman and sophomore women and provided access to top women financial advisors at local and national firms. The goal of the symposium was to provide women with more information about the benefits of pursuing a career in financial advising. The symposium was held April 6-7, 2018.

Raymond James hosted our first-ever annual stock pitch competition at the Raymond James home office on April 4. Seven schools competed for the grand prize of $5,000. Paul

Reilly kicked off the event, for students from the University of South Florida, the University of North Florida, University of Miami, Florida International University, University of Arkansas, University of South Carolina and the University of Alabama. The University of South Florida took top honors and the $5,000 prize, and the University of North Florida came in a close second and won the $3,000 prize.

Check out more about Campus Recruiting on their page on raymondjames.com.

S P R I N G 2 01 8V O LU M E 2 | I S S U E 2

© 2018 Raymond James & Associates, Inc., member New York Stock Exchange/SIPC. 17-RJA-1000 KF 5/18

FOR BROKER DEALER USE ONLY / NOT FOR CLIENT USE

Upcoming events

2018 Chairman's Council Trip June 4 – 10, 2018 The Gleneagles Hotel, Perthshire, Scotland & the Waldorf Astoria, The Caledonian, Edinburgh, Scotland

Summer Development Conference July 24 – 29, 2018 The JW Marriott Grande Lakes, Orlando, FL

Southern Division Branch Manager Meeting August 21 – 23, 2018 The Belmond, Charleston, SC

Women’s Symposium September 26 – 28, 2018 Tampa Marriott Waterside, Tampa, FL

Operations Manager Conference October 10 – 12, 2018 St. Petersburg, FL

DICK FERGUSON Division Director 706.613.9915 dick.ferguson@raymondjames.com

JOHN REISER Division Administrative Manager 770.850.7325 john.reiser@raymondjames.com

VAN THOMPSON Regional Director – Mid Atlantic 859.232.8227 van.thompson@raymondjames.com

JOANNA BEVER Division Administrator 727.567.2123 joanna.bever@raymondjames.com

JIM HAMILTON Regional Director – South Atlantic 404.240.6757 jim.hamilton@raymondjames.com

GINA FAULKNER Division Administrator 706.583.2915 gina.faulkner@raymondjames.com

Your Southern Division team

Looking for the latest news and importance announcements? Be sure to review the Weekly Digest email newsletter sent after the market close each Tuesday. To view an archive of past issues, visit RJnet.

Top: 2018 Chairman's Council Trip, and below, the 2018 Summer Development Conference.