Dedicated to helping distribution executives and professionals achieve ever-greater success, this conference will present leading-edge strategies to enhance operations and increase sales. This is the premier event for anyone with a vested interest in channel growth, productivity, and reshaping distribution for success.
Highlights
It’s clear that change is upon us. There is tremendous disruption across all aspects of our business. For many, it’s an unsettling time. Yet, as distribution leaders, we have to rise above the fray and find the opportunities amidst the challenges. Are you ready to go after those opportunities?
This year’s conference will address today’s distribution reality and the dramatic changes that are taking place in the industry. We will bring you up to date on the latest issues, approaches, and trends impacting how the market purchases your products and services, and how you need to support advisors and reps. This critical information will help you formulate a response to today’s market conditions — and identify the opportunities ahead.
The 2017 Distribution Conference for Financial Services provides you with the opportunity to network with your peers and leading industry experts as we gather to discuss strategies to help you realize your potential and create optimal returns.
Our customers are increasingly moving across all channels to get what they want. Are you aligning your sales channels in this multichannel world? Have you identified and captured opportunities for organic growth? Learn to identify these opportunities and find the hidden pockets of growth as we move forward in this new world.
Don’t miss this premier event for distribution professionals and others that have a vested interest in channel growth, productivity and reshaping Distribution to succeed in today's business environment.
Former White House Director of Economic Policy and CNBC Regular
Economist Todd Buchholz “lights up economics with a wickedly sparkling wit,” says the Associated Press. The former White House senior economic advisor, Tiger hedge fund managing director and best-selling author has jousted with such personalities as James Carville and Ben Stein. His lively and informative speaking engagements have earned him a place in Successful Meetings Magazine’s “21 Top Speakers for the 21st Century and his best-selling books on economics and financial markets have been widely translated and are taught in universities worldwide. As a frequent commentator on the state of the markets, Buchholz brings his experience as a former White House director of economic policy, a managing director of the $15 billion Tiger hedge fund, and a Harvard economics teacher to the cutting edge of economics, fiscal politics, finance and business strategy. Buchholz is a frequent guest on ABC News, PBS and CBS, and he recently hosted his own special on CNBC. Buchholz has debated such luminaries in the field as Lester Thurow and Nobel Laureate Joseph Stiglitz. Buchholz has authored numerous critically acclaimed and best-selling books, many of which he has developed into successful lectures and speaking events.
David Macchia is Founder & CEO of Wealth2k. A nationally-recognized expert in income distribution planning, David is the creative force behind some of the industry’s most successful retirement income solutions including The Income for Life Model®. A long-time expert in financial services marketing, Research Magazine hailed David a “marketing guru” for his innovations in technology-driven marketing communications. David is a founding member of the non-profit Retirement Income Industry Association. He served on that organization’s Board of Directors from 2006 thru 2013. He is currently LIMRA’s Senior Consultant for Retirement Income.
Business Trends Expert; Best Selling Author; and Founder and CEO, Karrikins Group
Founder and group CEO of Karrikins Group Peter Sheahan is known internationally for his innovative business thinking and thought leadership. With staff in more than 23 cities across seven countries, he knows firsthand the challenges of growing a business in these rapidly changing times. Sheahan has advised leaders from companies as diverse as Apple, Goldman Sachs, Microsoft, Hyundai, IBM, Pfizer, Wells Fargo and Cardinal Health. He is the author of seven books, including Flip, Generation Y, Making It Happen and the recently released Matter. Sheahan has delivered more than 2,500 presentations to over 500,000 people in 20 different countries, and has been named one of the 25 Most Influential Speakers in the World by the National Speakers Association. He is also the youngest person ever to be inducted into their industry Hall of Fame.
Senior Executive Director, Head of AXA's US Life, Retirement and Wealth Management Businesses, AXA Equitable Life Insurance Company
Brian joined AXA in 2016 as the Head of AXA’s US Life, Retirement and Wealth Management businesses. Prior to joining AXA, Brian served as President and CEO of Crump Life Insurance Services, the leading independent distributor of life insurance and related products in the US. Previously, Brian served as Chief Financial Officer of Crump Group, Inc., which held three businesses — Crump Life Insurance Services, Crump Property and Casualty Insurance Services (a leading P&C wholesale broker) and Ascensus (a leading retirement plan administrator). Brian joined Crump’s predecessor in 2002 as the head of the investor relations, financial planning, and strategic initiatives groups. Prior to joining Crump, Brian served in a variety of senior management positons at Hughes Electronics and Loudcloud, Inc., after beginning his career as an investment banker with Salomon Brothers, Inc.
Director of Industry Strategy for Financial Services, Adobe
Christopher Young leads a team of industry specialists who work with Adobe’s financial services clients to help them develop best-in-class digital marketing strategies using Adobe Marketing Cloud solutions. Prior to joining Adobe, Young spent more than eight years at E*TRADE Financial, where his last position was vice president of brokerage marketing. Prior to E*TRADE, he was the vice president of retail advertising at JPMorgan Chase. Young also has extensive agency experience working with a range of clients across traditional, direct, and digital advertising and marketing programs.
SARAH SCHMIDT, Director, Product Management, Assessment and Development Solutions, LIMRA
Today’s consumer is different. They expect an individualized approach and want to be understood at a level never seen before. Globally, winning companies and discriminating market leaders are achieving success by capitalizing on consumer insights to get closer to their customers. In order to out-sell the competition, your reps have to understand consumer needs, wants, and preferences. Would you say they are product-centric or market-centric? Make sure your reps are creating positive customer experiences.
Mobile, custom, fast and easy. That’s what it takes to meet the demands of today’s digital consumer. But it isn’t nearly enough. This fast-moving session will examine what savvy companies — and sales teams — are doing now to earn clients’ attention, and more importantly, loyalty. This takes more than clever marketing or even a presence on all of the latest channels. We’ll cover three key mandates for winning over increasingly hard-to-impress clients.
Senior Executive Director, Head of AXA's US Life, Retirement and Wealth Management Businesses, AXA Equitable Life Insurance Company
The financial services industry is facing change across all aspects of our business. As distribution leaders, we have to rise above the challenges and uncover the new and innovative approaches to distribution. Drawing on years of industry experience, Brian will share his perspective on today’s environment, and his vision to navigate through these rough waters and embrace the opportunities ahead.
Former White House Director of Economic Policy and CNBC Regular
Todd Buchholz is a leading voice in the financial services industry and has advised the U.S. Treasury Department, Federal Reserve Board, and most of the leading investment banks in the world. With our changing administration, Todd has been in contact with many of Trump’s closest advisers on financial policy. The Trump presidency could lead to radical revisions in Dodd-Frank, the Volcker Rule, the DOL Fiduciary Rule, and many other planks of President Obama’s economic platform. Trump’s Federal Reserve Board appointments may be unconventional as well, and we could see a re-shaping of policy from taxation to health care to foreign affairs. Todd analyzes these debates in real-time, and will provide targeted recommendations specifically for the financial service industry, while helping you figure out whether the Washington sweepstakes makes life easier or tougher for your company’s bottom line.
PAMELA BLALOCK, Senior Vice President, Career Distribution, National Life Financial Advisors; WILLIAM PIENIAS, Senior Vice President, Foresters Financial Services; Moderator: STEVE REEVES, LUTCF, LLIF, Vice President of Sales, Western & Southern Financial Group
Culture is critical to attracting and retaining talent. Exceptional results come from exceptional behavior and exceptional behavior comes from an exceptional culture. Great leaders create a culture that energizes behaviors and produces results. Through this session, we will share the top five essentials to change a culture and share experience on how to manage and sustain a culture of success and achievement.
LUCAS WEY, Regional Associate Manager, Farm Bureau Insurance Company of Michigan; KRISTEL WOMBLES, Manager, Agency Services, State Farm; KRISTI ZIMMERMAN, Manager Field Sales Recruiting, COUNTRY Financial; Moderator: VICTOR J. VERCHEREAU, LUTCF, LLIF, Vice President, Marketing, Farm Bureau Insurance Company of Michigan
The power and value of the insurance sales career is often lost in the banter of “Financial Experts” and “In the Know Commentators.” The truth lies in the reality of what advisors deliver and the power of bringing financial security to family businesses and entire communities. Few professional careers can boast of life changing results at a critical time in the lives of the people they serve. So why does the insurance career seem to have such image issues with today’s consumers and potential career changers? This workshop will explore the challenges and seek solutions to these challenges!
MICHAEL COX, Sale Vice President, Midland National; TODD REIMERS, CLU, LLIF, Senior Vice President, Chief Sales and Marketing Officer, Assurity Life Insurance Company; ANTHONY VOSSENBERG, Consultant; Moderator: JERRY BLAIR, LLIF, ChFC, Vice President, Chief Distribution and Sales Officer, Midland National
This session will focus on calling the right plays when working with your wholesalers versus managing through the scoreboard. We’ll discuss key performance “leading” indicators that provide predictive metrics (aka “lagging” results) to sales leaders and a guide for wholesaler activity management. This interactive session will suggest some results-proven KPI’s along with a method to scoring various activities.
Benefits of attending include:
• How to identify KPI’s and testing your beliefs
• A better understanding of the importance of leading versus lagging indicators
SUSAN GHALILI, Vice President & Chief Underwriter, John Hancock; WILLIAM MOORE, Vice President, Underwriting & Medical, Munich Re; DAVID WHEELER, Executive Vice President, Head of U.S. Mortality Markets, RGA; Moderator: GARTH GARLOCK, Senior Vice President, Chief Distribution Officer, North American Company
Reinsurance is playing an increasingly complex role in the brokerage marketplace. Our speakers will explore the roles, markets, risk selection issues and potential future state of reinsurance. Three reinsurers will provide scope and varied perspective on this important factor in today’s evolving environment.
JENNIFER DOUGLAS, Research Director, Developmental Research, LIMRA; PATRICK LEARY, LLIF, Corporate Vice President, Distribution Research, LIMRA;
Companies have struggled to access and engage consumers in working and middle class markets via traditional face-to-face distribution. Recent regulatory changes have accelerated interest in serving these markets through online capabilities. But which consumer groups are most receptive to buying life insurance online? Are there specific strategies that might motivate more people to consider an online purchase? This session will explore the reality around consumer preferences for the online experience.
MATT MCDOWELL, Director of Targeted Office Support, Northwestern Mutual; NIKKI SORUM, MBA, Divisional Vice President, Thrivent Financial.Moderator: JESSICA MADIGAN, CLU, Director, Leadership Development, Securian Financial Group
Having a strong bench of leaders ready to step into a first line leadership role is to your benefit. Yet it is often times easier said than done. It requires strong recruiting and selection of first line leadership candidates, providing an environment where they have early exposure to and experience in a variety of first line leadership scenarios, and perhaps as equally important, time. In this session, you will hear from panelists who are preparing the next generation of leaders for first line leadership opportunities. They will share how they:
• Identify the right leaders to bring along on the journey
• Prepare them for first line leadership, both before their appointment and after
• Handle retirements with a formal succession plan as well as replacements when there is performance turnover, and
SHARON KELLY, Vice President, Field Programs & Recognition, Prudential; JOE O’CONNOR, FSA, MAAA, Assistant Vice President, Massachusetts Mutual Life Insurance Company; Moderator: ELENA OCHIAN, Director, Field Compensation, Thrivent
Thinking about starting a formal teaming strategy? Started to form teams, but want to know what hurdles you might encounter? Then this session is for you! Come prepared with questions for a panel of individuals from companies in various stages of team development.
• What should you consider before developing a formal teaming program?
• How has (or will) teaming improve client experience?
• In what way can teams smooth the transition to the new regulatory environment?
• How do teams improve succession planning and business transition?
DAVID FINE, Director Customer Experience Strategy, Pacific Life Insurance Company; DARIA LEE SHARMAN, Assistant Vice President Strategy and Applied Analytics, Pacific Life Insurance Company; Moderator: GREG REBER, Vice President, Independent Producer Network, Pacific Life Insurance Company
There seems to be a new “cure” for the Millennial market every day! From retail atelier to retail banking, companies are actively pursuing new ways to approach this increasingly diverse (and demanding) generation. We want to introduce you to how one company views the Affluent Millennial Market from the life insurance carrier perspective. We will introduce you to four critical market segments and provide suggestions on how to attract, work with, interact and communicate in ways that meeting the dynamic expectations of the ever-evolving Gen Y!
TARIQ KHAN, CEO, Global Diversity Marketing; VINCE VITIELLO, President, Global Diversity Marketing; Moderator: NICHOLAS B. JASA, Vice President, Individual Sales, Assurity Life
This workshop will examine the ever-changing consumer demographic, the challenge Brokerage Distribution faces in selling to these markets, and how to best connect with consumers of all types. The discussion will include the opportunity potential and case studies for illustration.
Carriers have different options they can use to connect with consumers
directly. They can use their own direct-to-consumer (D2C) distribution
capabilities or partner with other organizations that may provide better access
to their chosen target market. There are various considerations that come into
play when deciding which options to pursue.
Come to this
interactive workshop and hear how one organization explored the various options
available to them, defined their chosen strategy, and built their consumer
direct capability for future success
ROBERT CLEMENTS, J.D., SCEC, Co-founder, Co-owner, Marketing Director, Benchmark Business Group, LLC; Moderator: SHELLY MEIGHAN, CLU, MBA, Assistant Vice President, Principal Advisor Network
The best performing agencies, advisor organizations, and management units are run like businesses, using time-tested best practices, systems, and techniques for leveraging people. When it comes to solid growth while managing risk, including the new fiduciary standards, the system is the solution.
• Learn why agents should stop practicing and start running a business that works.
• Understand the key elements for growth and sustainability through best business practices.
• Discover how to approach DOL compliance with systems.
ELLEN KUGEL, Director, New Agent Development, MetLife; SETH REDIGER, Sales District Leader, American Family; Moderator: ROB QUESNEL, Director, Talent Development, American Family
The advisor/agent landscape is changing faster than ever
before. The ability to evolve from an advisor/agent to a business owner has
become critical. This session will give you the chance to hear from leaders of
two companies that have implemented successful programs to work with
advisors/agents to help them leverage the resources available to assist in this
evolution. Hear how these companies have taken advantage of these programs to
build better business acumen and drive revenue growth.
RICHARD BRUGGER, VP, National Accounts,Prudential; CARLO MULVENNA, CLU, Vice President, Domestic Group Business, Pan-American US Group; Moderator: LUKE COSME, Senior Vice President, Chief Sales and Marketing Officer, Mutual Trust Life Insurance Company
Markets are saturated. Traditional life insurance producers are declining. Competition for ultra high net worth clients is furious. How are we going to make our numbers this year? Worried? Don’t be. LIMRA reports that there are still millions of Americans under and underinsured and distribution channels still remain largely untapped.
Understanding those markets and distribution channels are
the key to success. Join us in a conversation about finding and understanding untapped markets and untapped distribution. Whether it is a new product, a new process or a new approach…our goal for this meeting is to help you think differently about how we approach the marketplace and the distribution channels that we take us there.
DAVID BRAUN, Senior Vice President, Institutional Distribution, Highland Capital Brokerage; CLARK SMITH, Senior Vice President, Head of Insurance and Annuity Sales, Sun Trust Private Wealth Management; Moderator: JOHN KNOWLES, Vice President, Senior Account Director, Lincoln Financial
Many MGAs count the institutional space as critical to their present and future business. This workshop examines the key issues: Who is successful at this? What are the implications in light of the aging producer population? What are the keys to unlocking this terrific opportunity?
JAMES GALLI, EVP, Business Strategy & Innovation, Legal & General America; GLENN ROTHENBERG, Head of Marketing, Farmers Life Insurance; Moderator: STEVE GAERTNER, SVP, Distribution Strategies, ReMark USA
Looking to generate new revenue and create a pipeline of leads for distribution? Direct to consumer marketing enables insurance companies to generate new sales while adding value to distribution and enhancing the company’s brand.
• Learn how inforce marketing experiences can impact direct selling results to the broad market
• Hear about the importance of product, channels, and technology combined for optimal pathway to purchase customer experience
• Understand steps you can take to actualize this strategy for your organization
Business Trends Expert; Best Selling Author; and Founder and CEO, Karrikins Group
The fact that the world is changing is not new to anyone. The more important question is: What do we need to do in the face of this change? With deep experience accelerating transformation in some of the world’s most innovative companies, Peter Sheahan knows firsthand how to take disruption and turn it to our advantage. In this case-study-rich session, Peter will explore best practices from multiple industries that have experienced transformative change, and unpack the key insights from those that profited from the change compared to those that became victims to it. He will specifically address the massive shift the financial services industry is facing with the DOL fiduciary regulations, and discuss how financial services professionals can turn the challenges of fee transparency and the best-interest fiduciary standard into opportunity.
FIONA CUDDY, Assistant Vice President, Distribution Operations Support, Great West Life; FANETTE SINGER, Senior Vice President Marketing, Country Financial; Moderator: ROBERT “ROB” POPAZZI, CLU, CHS, BA, Assistant Vice President, Sales Force Growth and Development, Sun Life Financial Distributors
This session will address how the speed of technology change impacts advisors, how regulatory requirements are driving the need for documentation to support suitable practices, and the importance of integrated systems. Hear how companies are aligning the needs of their advisors and their customers while supporting the strategic direction of their company. How are they making all this happen? The “agency of the future” and the “advisor of the future” begins now!
FIONA CUDDY, Assistant Vice President, Distribution Operations Support, Great West Life; FANETTE SINGER, Senior Vice President Marketing, Country Financial; Moderator: ROBERT “ROB” POPAZZI, CLU, CHS, BA, Assistant Vice President, Sales Force Growth and Development, Sun Life Financial Distributors
This session will address how the speed of technology change impacts advisors, how regulatory requirements are driving the need for documentation to support suitable practices, and the importance of integrated systems. Hear how companies are aligning the needs of their advisors and their customers while supporting the strategic direction of their company. How are they making all this happen? The “agency of the future” and the “advisor of the future” begins now!
LAURA MURACH, ACS, FLMI, Associate Research Director, LIMRA; JAMES WONG, President, Partners Advantage Insurance Services; Moderator: BECKY CUMMINGS, MBA, CIC, LUTCF, LLIF, CPIW, National Sales Manager, US Life & Annuities, Foresters Financial
The growth opportunities to a principal owner through sound, smart and strategic succession planning are limitless. Should you buy, sell, or merge? With the DOL rule, and our aging producers, learn how your organization can leverage this industry changing event. This workshop will inspire you to develop your game plan!
CHAD FERRELL, Senior Vice President, Marketing, American National Insurance; PAUL KLIMEK, CEO, Apptical Corp.; GEORGE “CHIP” VAN DUESEN, IV, President, Diversified Brokerage Services, Inc.; Moderator: DAVID SHERIDAN, Vice President, Managing Director, Brokerage, Protective
Technology can provide a real enhancement to production efficiency. This workshop focuses on STP, Quick Issue, and other new business processing tools. It addresses the options, benefits, and challenges of sales technology, including what BGAs want and how adoption can be maximized. Distributor, carrier and vendor perspectives will be offered.
Director of Industry Strategy for Financial Services, Adobe
We are on the cusp of one of the largest waves of technology disruption and adoption in history: The Experience Business Wave. This new wave is driven by the desire of enterprises to leverage technology to better meet their consumers’ needs and their rising expectations to establish competitive advantage. Across industries, new and disruptive companies are setting a new bar for experiences that consumers are now demanding from every interaction. Late adopters soon realize that if they don’t transform and adopt similar technology, they won’t survive.
This session will illustrate how the power of digital channels (web and mobile) not only create significant opportunities for the insurance industry to deliver dynamic and personalized experiences for consumers and agents, but also enhance the experience for agents in their interactions with existing and prospective customers.
The
DOL fiduciary rule created a seismic shift in the financial services industry.
While reactions among industry participants have been mostly negative, there
are some genuinely positive implications of the DOL rule, irrespective of its
ultimate scope. While uncertainty today is palpable, the rule has unleashed
forces that will significantly transform the industry. One outcome of uncertainty
is an unintended but massive gift to the business of income distribution
planning. Insurers and distribution organizations have a major stake in
exploiting this opportunity, but doing so takes newtools, insights and strategies. Those organizations that seize upon
today’s uncertain and transforming marketplace are certain to emerge as
tomorrow’s market leaders.
Grand Ballroom B/C, 3rd Floor
Registration
Early Registration Fee: LIMRA Member: $1,225 LOMA Member (but not LIMRA): $1,840 Nonmember: $2,450
After February 6, 2017 LIMRA Member: $1,425 LOMA Member (but not LIMRA): $2,140 Nonmember: $2,850
LIMRA requires prepayment of registration fees prior to all conferences and meetings. Please make checks payable to LIMRA in U.S.dollars drawn on a bank in the United States. For Vendor registration fees, call Event Registration at 800-235-4672 (U.S. and Canada) or 860-285-7789.
Cancellation Policy
All cancellations must be received in writing. Cancellations received before February 8, 2017, will be refunded, less a $75 processing fee. Cancellations received from February 8, 2017 to February 22, 2017 will be refunded, less a $275 processing and administrative fee. No refunds will be issued after February 22, 2017.
In the event that a scheduled meeting or event is cancelled by LIMRA for any reason, LIMRA shall refund any conference registration fees that have been paid by the registrant. Under no circumstances, however, shall LIMRA be liable to the registrant for any other expenses including, but not limited to, airfare and hotel expenses incurred by the registrant.
Deadline extended! Make your reservation by February 17, 2017 and mention the LIMRA Distribution Conference for Financial Services Conference in order to receive the group rate of $299.00 single/double (plus applicable sales taxes). Requests after February 17, 2017, will be accepted on the basis of space availability.
Please note that the hotel rates will go up after the cut-off date or when the meeting room block sells out, whichever comes first. Make your reservations early to be able to take advantage of our discounted rates.
Become a Sponsor or Exhibitor
Premier Sponsor and Exhibitor Opportunities Available Now
Our exhibit space is sold out.
Contact Barb Kimball bkimball@limra.com to be added to the waiting list.
Connect With Key Prospects This conference is your opportunity to meet hundreds of high-level carrier executives responsible for life insurance and financial services sales, marketing, and distribution.
Sponsorship Opportunities We can help you reach out to your target market in many ways, such as:
Multiple conference registrations
Private invite-only event with hosted by LIMRA
Sponsorship of an evening reception, luncheon, or refreshment breaks
Special recognition in the registration brochure, onsite conference program, onsite signs, and general session walk-in slides
Acknowledgement from the podium
One-time usage of the attendee mailing list before or after the conference
Specialty conference merchandise that will deliver your company name to all attendees
