2022 Distribution Conference for Financial Services

Diversifying the life insurance distribution force is a shared challenge for our industry. An organization’s ability to put their best foot forward in recruiting, selection, and onboarding sets the stage for the longevity and productivity of new hires. This session will provide an opportunity to discuss various strategies for meeting your diversity objectives, practices that attract candidates to engage in employment conversations and then follow through by joining and staying with your organization. Join the discussion for actionable ideas to implement or expand inclusive practices that drive results.

Long-established corporate cultures in field and home offices have undeniably been impacted by COVID-19. As companies navigate remote and hybrid work environments, what tactics will be common in successful cultures? What are the financial (and non-financial) costs and benefits of implementing those approaches? Join your peers to discuss how culture has changed — for better and for worse — and how a winning culture can be nurtured and sustained in a changing corporate landscape.

The life insurance industry is in the midst of a transformation unprecedented in modern times. The forces of increased demand, innovative technologies and changing ways of working have forced us to hit the accelerator on overhauling every facet of how we do business, including modernizing the solutions we offer to meet the needs of a broader and more diverse population. We now face a choice: Let our rise to relevancy stall out or embrace the momentum of this unique moment to move forward into a new era with purpose and empathy. In this session, Michele shares lessons from Prudential’s experience in recent years and the principles that will shape her approach to capturing growth going forward.

Seventy percent of all major change efforts fail, mostly because of rampant fear, anxiety, and resistance. But it doesn’t have to be that way. Peter Bregman has coached CEOs and senior leaders to execute major change efforts with companies of all sizes, and his experience proves that resistance is optional, an unintended consequence of the way most leaders try to execute change. His key insight: “People don’t resist change. They resist being changed.” In this presentation, Peter teaches a simple mind shift, and a few basic, easily implementable strategies that can completely transform how managers and leaders lead — and how the whole organization perceives ― change. You will come away inspired to shape the future.

In order to maintain momentum in a hybrid sales environment, mindset and resources must be aligned to drive results. Speed to market, digital capabilities, and essential operational alignments are critical components of success. This session will examine the current state of firms and provide a forum to envision the firm of the future, exploring:

• The value proposition for an integrated model (GA/Managerial/RIA)
• Right-sized real estate footprint and face-to-face interactions
• Customer engagement and aligning to consumer preferences

Social media platforms are where many customers click first to learn about insurance products and how to buy them. Marketing campaigns on Twitter, Instagram and Facebook support field-agents with a lead generation system and communication path many customers now prefer, as well as open doors to purchase directly online and over the phone. This panel discussion will feature veteran field and marketing leaders who will discuss the most effective social selling tactics and strategies for agencies in a digital world.

The pandemic has accelerated a radical transformation in the way that insurance is bought, sold, and ultimately delivered —from the very beginning of the process to the very end. Sales agents and carriers have all needed to pivot — and what was originally thought to be futuristic has quickly become the norm. Paper applications and insurance exams are moving toward extinction as carriers are rapidly redefining what “submission to commission” means. In this session, you’ll hear best practices from industry partners, as well as what new and exciting programs could be coming soon to a carrier near you!

The second in a series begun in 2019, this session features a panel of IMO heads discussing innovation, effectiveness, and the future of the brokerage distribution channel from their perspectives. As the demographics and economics of both distribution partners and their clients evolve, the brokerage channel is transforming as well. Speakers will discuss strategies for reaching new markets, new ways of attracting production, impact and implications of technology, and relationships with carriers. Learn why, in a period of dynamic change, these channel leaders are, indeed, “bullish on brokerage.”

There are major shifts in recruiting today that will benefit our industry by increasing the talent pools of candidates we recruit for tomorrow. Virtual recruiting has helped to streamline the process, and that same technology progression allows financial professionals to market and grow remotely. This has opened up talent pools in a way that’s game changing. In parallel, many organizations are focused on increasing diverse and multicultural talent to represent the communities they are supporting, which in turn positively impacts the growth of our entire industry. This interactive workshop will explore these shifts in recruiting with best practices from other companies. A portion of this workshop will allow attendees to collaboratively sketch out an improvement plan for their own recruiting process.

In this session, we will discuss the challenges and opportunities that lie ahead for distribution managers in a post-pandemic environment. How has the model changed? What new methods are available to us and how do they fit with what worked before? We will explore the topic at two levels: managing the sales team and how they manage their territories; and from two perspectives: an MGA model and a PPGA/agent direct model. Please join us for an insightful presentation and interactive discussion of what lies ahead!

Reflecting on the increase in mergers and acquisitions in the BGA field, this discussion will cover the purpose, impact, and response to the changing distribution structure. What is driving the M&A activity? What are the most effective ways to transition relationships from the original entities? What do the newly combined groups want from carriers and other partners? What services do they want/need, and what are the financial implications of providing them? What are the longer-term tactical implications of condensed distribution?

For well over 100 years our industry has grappled with attracting and retaining new customers. With low interest rates, shifting regulation, margin compression, and new technology among the headwinds facing our industry, what should carriers and distribution companies be thinking about when it comes to attracting new clients? With direct-to-consumer, virtual, AI, and other technological options in play, what else should companies be thinking about in the future? In this roundtable discussion, we will explore what’s working today, the opportunities for success, and what should be top-of-mind for tomorrow. What worked for Baby Boomers and Generation X likely won’t resonate with Millennials, Generation Z, and beyond.

This session will bring attendees together in smaller roundtable discussions to collaborate and share their views on how the pandemic is impacting the value proposition of our industry. Consumer sentiment has improved since the onset of COVID — mainly due to consumer need — but have we seen any change to the appeal of working in this industry? Peers will share their own experiences and best practices being used to attract the best field and corporate talent. Attendees are asked to please come prepared to participate and share a little about their own experiences.

A significant segment of consumers, especially those contemplating retirement, are moving from asset accumulation to asset deployment. What are the most effective strategies for financial advisors to move with them, from building/protecting financial security to managing their financial resources? What expertise, skills, and tools best facilitate expanding from a protection focus to income and wealth management? Join the discussion and come away with ideas to enhance your efforts in 2022.

We are all facing greater obstacles than ever before, including the professional and personal impact from life during COVID. Today, we need to be more resilient than ever to survive and thrive. Steve Welker learned resiliency the hard way, as he worked to overcome the tremendous challenge of losing his sight in the prime of his insurance career. As he shares his gripping personal story, you will learn the key steps to acquiring these important skills. You will leave with actionable take-aways to enhance your personal well-being, help you overcome any challenges you may be facing, and make you happier and more successful at home and at work.

If your company is not thinking strategically about how to lead through change, you might just get blindsided. With a kitchen sink full of strategic, regulatory, tax-code, technology, and societal shifts, change is relentless for financial services companies and their advisors. Get insights from two organizations on how they have implemented approaches to achieve strategic outcomes during times of change.

The way insurers and customers thought of purchasing life insurance pivoted about eight years ago when direct distribution was no longer a niche, but became a viable and necessary distribution method for all companies. Now, we are seeing direct distributors and insurers creating true omni-channel platforms by partnering with agents and creating digital agencies. We also have start-up companies and traditional insurers using digital and technology capabilities to create agent-friendly platforms, but are not direct, causing the definition of direct distribution to evolve as well. In this session, we will hear from direct distributors and insurers along with platform providers to discuss this evolution and highlight the success, failures, and opportunities.

A properly managed diversity and inclusion program can increase engagement, creativity and business performance. By also learning to leverage diversity and inclusion through best practices, organizations can turn D&I into a powerful business advantage that stimulates innovation and drives marketplace growth. In this game-changing keynote, Dr. Tony Byers shows you how to create a multiplier effect of inclusion that can increase utilization of talent and resources — more than doubling the capacity of a team to positively impact products and services, build brand image and increase profits and performance.

Transformational change is impacting financial services distribution causing advisors to re-evaluate all aspects of their practices. Change can be powerful and those who harness its power for good are better positioned for future growth and success. This session will share early findings of the recurring LIMRA-EY experienced advisor study.  This survey across seven insurance, investment and advisory practice models explores the interplay among these forces of change and helps lay the foundation for the future of distribution.