Did you know that more than half of the buyers of financial service products would be unable to answer 3 basic questions about the product or service that they purchase? This is because neuroscience research has shown that people make decisions with emotion, and then justify those decisions with reason.  This in turn means that one of the largest deciding factors at play when it comes to purchasing an insurance policy is the sales representatives ability to empathize with the client and create a connection.

If you are interested in how personality types affect how people buy and sell, and how we can learn to use this to our advantage when positioning a product for sale, then you should not miss the opportunity to participate in this Neuroselling program!

The Neuroselling training program will include the following modules:

I. Why is what we do important? (Transform the mindset)

II. How do I achieve my commercial objective? (Acquire the toolset)

III. How do I use my skills? (Develop the Skillset)

IV. The new sales paradigm (Neuroselling)

V. How do I influence my work team? (Affective Neuroscience)

All conference attendees are welcome and encouraged to join the Welcome Cocktail Reception at 7:00 p.m. on Monday evening at the Sheraton Mendoza Hotel. The attire for this event, and all conference sessions, is business casual.

Welcome and Opening Remarks

Ty R. Sagalow is a founding member of Lemonade, the first fully licensed and regulated InsurTech insurance carrier in the United States, and the foundation for the multi-billion dollar InsurTech industry. Lemonade has been called the “Uber of Insurance” and issued over 250,000 policies in its first two years of operation. In his opening keynote, Mr. Sagalow will share insights on:

• How Lemonade emerged from an idea on the wall to a full stacked, regulated insurance company which re-defined the industry in less than two years.
• How Lemonade has changed the industry with its compelling propositions, cutting edge technology, and unique business model.
• How the use of “behavioral economics” is set to dramatically change the level of Insurance Fraud.
• Other emerging InsurTech industries and companies, including new products being used to insure online capital formulation and crowdfunding.

En esta versión del conocido estudio de consumidores de LIMRA, se describen las preocupaciones financieras y el panorama actual de los seguros de Vida y Retiro desde la perspectiva de la conducta de los consumidores de distintas edades, ingresos. El objetivo del Pulso de los Seguros es comprender al consumidor de servicios financieros argentino y aportar con contenidos al desarrollo de su cultura aseguradora, brindando el conocimiento que las empresas y el sector público requieren para mejorar sus procesos de ventas y distribución, como para la formulación de políticas públicas por parte del ente regulador, respectivamente.

Latin America is going through a rapid demographic transition, with an aging population that is growing faster than ever before. To understand what this aging population trend means to the Latin American retirement market, LIMRA and the Society of Actuaries commissioned a joint consumer study to identify the current and future opportunities resulting from this demographic shift. This session will present the findings of that study, including what products, channels, marketing strategies, and technologies work best for different segments, as well as how companies can start to address the looming retirement funding (public and private) gap.

Latin America is going through a rapid demographic transition, with an aging population that is growing faster than ever before. To understand what this aging population trend means to the Latin American retirement market, LIMRA and the Society of Actuaries commissioned a joint consumer study to identify the current and future opportunities resulting from this demographic shift. This session will present the findings of that study as they relate specifically to Argentina, including what products, channels, marketing strategies and technologies work best for different segments, as well as how companies can start to address the looming retirement funding (public and private) gap. 

Social welfare programs in most Latin American countries have common characteristics due to the widespread implementation of individual capitalization account models, however between countries there are varying levels of scope, complexity, and degrees of maturity. This session will discuss the voluntary savings instruments that arose as an alternative to solve for the unresolved needs from these mandatory programs, as well as the variations that must be taken into account in each market to increase their effectiveness and remain competitive.

Information Coming Soon!

The most avant-garde companies – the ones achieving the best results for both their clients and for their employees - are the ones that are applying neuroscience to their day to day activities and strategy. Therefore, continuing to better understand the main brain mechanisms that maximize performance will be a key component for ensuring increased engagement and improved business results from the professional of the future. In this talk, Mr. Gastón Morales will share with the attendees a trip deep within the brain to understand the mechanisms associated with the development of individual and collective potential. Change and adaptability, decision making, motivation, capacity for effective action, creativity and innovation, productivity, dissent and cognitive diversity, will be some of the exciting topics that this exhibition will include.

No trip to Mendoza would be complete without a visit to one of the fabulous local vineyards that this region is known for. Surrounded by a unique natural landscape with vineyards and olive groves, Trapiche Winery’s beautiful setting is complemented by a Renaissance-style construction dating from 1912, and considered one of the architectural icons of Argentinian winemaking.

While at Trapiche Winery attendees will have the unforgettable experiences of sampling fine wines and enjoying dinner under the stars from an award-winning chef!

What are different industries doing to take customer experience to the next level?

Information coming soon

John Baier, GAMA International’s 2013 Hall of Fame Inductee, will share personal case study experiences and best practices for successful agent retention and productivity results. Based on his industry-renowned 25 Point System, he will share his approach for strategic planning (from tracking daily activity to setting a long range vision), as well as how this planning technique has vastly improved with mobile technology. John will also share insights on why most goal setting fails and methods to avoid common traps – for both new and veteran advisors.