COLLAPSE ALL
WEDNESDAY, FEBRUARY 20, 2013
- 4:00 pm - 5:00 pm - Value-Added Workshops
New Reality: Impacting Today’s Sales Representative Engagement & Performance Through Motivation Solutions — 2012 National Motivational Research Study Results
Nicole Harris, Strategic Account Executive, Maritz Motivation Solutions; Tammy Smith, Director of Research Services, Maritz Research; Moderator: Patrick T. Leary, LLIF, LIMRA
The impact of every dollar you spend on sales representative reward and recognition is dependent on people. Understanding what is important to those people as people — before they are employees or partners — will increase the effectiveness of messaging and design of your reward and recognition solutions by linking to what is already important to them anyway. Join us for an executive review of the 2012 National Motivational Research Insurance Sales Representative Survey, a partnered initiative between LIMRA and Maritz, to understand the impact of reward and recognition, then further understand how you can optimize your efforts to recruit, retain, and motivate your agent sales audience.
Seeing the Customer Through Data
Thomas P. Caraher, LUTCF, Vice President, LIMRA; Moderator: Todd A. Silverhart, Ph.D., Corporate Vice President & Director, Technology in Marketing & Distribution Research & Markets Research, LIMRA
Customer information, scientifically gathered and graphically displayed, allows users to identify trends, preferences, objectives and consumer behavior. LIMRA’s new Mosaic data visualization platform assembles and organizes consumer data in a way that informs your Product Management, Marketing, Distribution, Risk and Customer Service decision making — at many levels. Tom Caraher, Vice President, LIMRA will provide a powerful demonstration of our new Mosaic platform — bringing customer engagement and actionable insight into the 21st century.
THURSDAY, FEBRUARY 21, 2013
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- 7:15 am - 8:15 am - Continental Breakfast
- 8:15 am - 10:00 am - General Session
Opening and Welcome
James W. Kerley, LLIF,
President, LL Global Services, Inc.
Practically Radical: Transforming Your Company & Challenging Yourself
William C. Taylor
Founding Editor, Fast Company, and Bestselling Author
As an entrepreneur and author, Bill Taylor has helped companies recognize when there is a need to undergo an Extreme Makeover through innovative thinking. He challenges conventional wisdom, can activate the most important change agents, and takes on innovation from a practical perspective but leads with an action oriented plan!
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- 10:00 am - 10:30 am - Refreshment Break
- 10:30 am - 11:30 am - Concurrent Workshops
3. Recruiting a New Breed of Agent in the New Age of Sales
Richard A. Funke, Assistant Vice President, Assessment and Development Solutions, LIMRA; Moderator: Greg A. Laird, CLU, ChFC, Assistant Vice President, Agency, State Farm Insurance Companies
(Joint session with Multiple-Line Exclusive Agent Tracks)
We all know that increasing sales capacity is the key to growth. And we know the traditional value proposition we all use to attract talent. But in today’s all-access, mobile, consumer-centric world, do we know what kind of sales talent we really need and what will it take to successfully recruit the next generation sales force? In this informative session we’ll explore:
- The latest research on attracting talent to your organization
- Real stories from recent candidates
- A framework for developing a winning value proposition
3. Recruiting a New Breed of Agent in the New Age of Sales
Richard A. Funke, Assistant Vice President, Assessment and Development Solutions, LIMRA; Moderator: Greg A. Laird, CLU, ChFC, Assistant Vice President, Agency, State Farm Insurance Companies
(Joint session with Agency-Building Track)
We all know that increasing sales capacity is the key to growth. And we know the traditional value proposition we all use to attract talent. But in today’s all-access, mobile, consumer-centric world, do we know what kind of sales talent we really need and what it will take to successfully recruit the next generation sales force? In this informative session we’ll explore:
- The latest research on attracting talent to your organization
- Real stories from recent candidates
- A framework for developing a winning value proposition
4. Better, Faster, Stronger — New World of Predictive Analytics
Richard Berry, Deloitte; Moderator: John Keenan, CLU, ChFC, Vice President, National Sales, Prudential Financial
In this session you will hear about the new world of predictive analytics and how it is changing the world of marketing, technology and service in our industry. In business, predictive models exploit patterns found in historical and transactional data to identify risks and opportunities. Models capture relationships among many factors to allow assessment of risk or potential associated with a particular set of conditions, guiding decision making for business leaders.
Predictive models analyze past performance to assess how likely a customer is to exhibit a specific behavior in the future in order to improve marketing effectiveness. Predictive models often perform calculations during live transactions, for example, to evaluate the risk or opportunity of a given customer or transaction, in order to guide a decision. With advancement in computing speed, individual agent modeling systems can simulate human behavior or reaction to given stimuli or scenarios.
5. What Top Producers Value — Going Beyond Products and Payout
James K. Adams, CLU, ChFC, CEBS, President and Chief Executive Officer, Adams Consulting Group, LLC; Andrew Norman, Registered Principal and General Agent, ING Financial Partners; Moderator: Robert Bruce Wallace, CLU, Senior Vice President & Head of Strategic Distribution, ING
You will hear from two top independent producers who will share with you what they value most above and beyond product payout. They will discuss what we need to do to keep our competitive edge in this ever-increasing paradoxal environment. Additionally, they are going to share the inside track on how to retain and motivate top producers. Hear their successes and what it takes to get Top Shelf space among Independents.
6. Contemporary Team Selling Models: Opportunities and Challenges
Jordan Solomon, Associate Partner, McKinsey & Company; Kamilah Williams-Kemp, Director, Practice Management, Northwestern Mutual; Moderator: Joseph M. O’Connor, FSA, MAAA, Assistant Vice President, MetLife
Many companies are exploring new sales practice models such as teaming. While these new models have their benefits, they also present some challenges. This workshop will first answer the question, “Why teams?” and outline some current team design models. One company will share how they addressed the challenges teaming models present including:
- Defining and measuring success
- Individual vs. team recognition
- Adding or removing team members
- Financial considerations such as structuring the compensation plan, splitting compensation, sharing expenses, and allocating compensation between producers and field management while staying within the overall allowable
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- 11:30 am - 1:00 pm - Luncheon and Break
- 1:00 pm - 2:00 pm - General Session
Distribution Design: An Executive Perspective
Randall H. Harbert, CLU, Executive Vice President and Chief Agency & Marketing OfficerState Farm Insurance Companies
Catherine L. Honor, President, RBC Insurance Services, Inc.
Duane M. Morrow, Chief Marketing Officer, Executive Vice President, Primerica Life Insurance Company
James W. Kerley, LLIF, Moderator, President, LL Global Services, Inc.
Whether you have a traditional or contemporary view on distribution, you’ll want to be a part of this discussion. We can all agree that distribution is a key driver of growth, yet views on how to grow distribution greatly differ. This executive panel session will offer perspectives on the current state of distribution, including insights on some extreme makeovers taking place throughout the industry. In distribution’s makeover, will we adhere to the adage that "form ever follows function" or will future designs for distribution follow precedent?
- 2:15 pm - 3:15 pm - Concurrent Workshops
7. Field Leadership Development
In the last several years we’ve witnessed significant directional changes within companies, all of which have precipitated a re-examination of the role and viability of first and second-line management. Can a company legitimately say that it’s committed to agency building growth in the absence of an effective field management development program? In this session we’ll discuss:
- The creation of a defined and robust career development path
- How to create a shared vision with alignment between the home office and field
- Determine the metrics that constitute a successful management development program
8. Leveraging Marketing Research to Cross Sell Life Insurance to Your Customers
This session will explore how American Family is using its marketing research to understand its customers’ life stages, insurance buying habits and preferences so that it can position its products and marketing messages to increase life sales. In addition, LIMRA will present its most recent findings on customer preference in regards to shopping for an purchasing life insurance.9. Differentiating Your Value Proposition
In this workshop you will hear from two industry leaders on how their wholesaling teams are bringing value to market beyond the delivery of product information, problem resolution, and underwriting support on an important case. The role of today’s wholesaler goes far beyond simply being a “walking marketing brochure” or the liaison between home office and distribution. In this one-hour session you will learn practical and applicable ideas from two major carriers and how they are positioning their wholesaling teams to bring added-value programs, sales, marketing and training support to help Brokerage General Agencies develop new opportunities and increase revenue.10. Multi-Channel — Direct to Consumer
GAs, PPGAs, IMOs, IBDs, Financial Institutions or Face-to-Face, Internet, Mobile, Phone — as you consider alternative distribution models that appeal to tomorrow’s
insurance buyers, several insurance companies have built platforms that allow a consumer to purchase products direct. With evolving technology and consumer buying
preferences, hear from two major insurance carriers how they are gaining traction with consumers without face-to-face advisors. In addition, they will address
managing channel conflict between direct and face-to-face advisors. Listen to their approaches used to support this distinctly different distribution strategy.The High Cost of Recruiting: Making the Economics Work
The high cost of recruiting and developing successful advisors is well known. How do you know if you are getting a return on your investment? In this panel discussion, learn about several companies’ recruiting strategies and the economic implications of each.
- Economics of inexperienced vs. experienced recruiting strategies
- What are the performance metrics that need to be hit in order to achieve a return on investment?
- Techniques and strategies for improving recruiting economics
- 3:45 pm - 4:45 pm - Concurrent Workshops
12. Pre-Contract: The Ultimate Selection Tool
Stewart Davis, CLU, President, Westshore Financial Group; Moderator: Abram M. Gibbons, Vice President, Training and Development, Guardian Life Insurance Company
Pre-Contract, if used correctly, will ensure you have identified the best candidate for your firm. Today’s inexperienced candidate is looking for career path options and structure, which can both be delivered through a properly structured Pre-Contract system. While production is important to prove market quality and commitment, the focus must be on core skill development and accountability.
13. Agency of the Future — Integrated Distribution Model
Jacqueline Hunter, Financial Advisor, The Co-operators; Don Viau, Regional Vice President, The Co-operators; Moderator: James C. Wingrove, CLU, ChFC, LLIF, Vice
President of Agency Distribution and Sales Support, The Co-operators
Clients are looking for expanded ways to seek information, service and advice when dealing with their insurance, wealth, retirement and financial security needs. They are also looking for self service options and extended hours of operation to seek service. This workshop will explore how one organization has focused on an integrated Distribution Model to service client needs which gives clients options for self service, Contact Centre support while at the same time maintaining the ability to seek service and sales advice through the traditional MLEA Advisor and their staff. The workshop will discuss many of the aspects of change that were needed to embrace this integrated model while at the same time you will have the opportunity to hear from an Advisor from this organization speak on how the model has influenced the Advisor/Agent in operating their operation, leveraging the Agency
Contact Centre, changes in strategies to grow the business and the technology being levered to build the Advisors Agency.
14. Social Media: Business-Builder for Your BGAs
Scott C. Campbell, Director of Marketing, Mutual of Omaha; Julie Schneider, Senior Vice President, HighCap Financial, Highland Capital Brokerage; Stacy Yamaoka, Social Media Marketing Specialist, Socialware; Moderator: John Knowles, CLU, Vice President, Head of MGA RM, Lincoln Financial Distributors
The buzz is all about Social Media as a corporate branding and relationship-building tool. It can be a great business-builder for our distribution partners as well. Hear from three perspectives on how companies can help their BGAs build brand, communications, and relationships through the use of social media…and how we can act as partners in building their business.
- Social Media expert Stacy Yamaoka on developing a brand
- Marketing Director Scott Campbell on Social Media for training and communication
- Highland Capital’s Julie Schneider on using Social Media with the “front lines”
15. Regional Sales Compensation: Getting the Biggest Bang for Your Buck
Lucian Lombardi, Vice President, Research, LIMRA; Moderator: Frank Santa-Donato, CLU, LLIF, Special Consultant, Services and Products, LIMRA
(Joint session with Financial Management Track)
This session will provide a framework for evaluating your current sales compensation program for regional sales and wholesaler positions. We’ll focus on designing a compensation plan aligned with the company’s sales objectives and strategic business plan. Topics to be included:
- Industry research on regional sales and wholesaler compensation trends
- How to use this data in designing or evaluating a compensation plan
- Various types of incentive
15. Regional Sales Compensation: Getting the Biggest Bang for Your Buck
Lucian Lombardi, Vice President, Research, LIMRA; Moderator: Frank Santa-Donato, CLU, LLIF, Special Consultant, Services and Products, LIMRA
(Joint session with Independent Producer Track)
This session will provide a framework for evaluating your current sales compensation program for regional sales and wholesaler positions. We’ll focus on designing a compensation plan aligned with the company’s sales objectives and strategic business plan. Topics to be included:
- Industry research on regional sales and wholesaler compensation trends
- How to use this data in designing or evaluating a compensation plan
- Various types of incentive formulas currently used and their pros and cons
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- 5:00 pm - 7:00 pm - Hospitality Suites
FRIDAY, FEBRUARY 22, 2013
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- 7:00 am - 8:00 am - Continental Breakfast
- 8:00 am - 9:00 am - General Session
EXTREME MAKEOVER: Building a Sustainable Organization Through World Class Talent Leadership
John Mattone, President, John Mattone Partners
In today’s tough economy, leaders at all levels are facing enormous challenges when it comes to achieving breakthrough operating results. In this engaging session, John Mattone will talk
about
talent—your current leaders, emerging leaders, individual contributors, teams and, yes — yourself — as being at the very core of determining whether your organization is successful in its’ extreme makeover
efforts or not! To be successful in building a sustainable organization that is prepared to execute an extreme makeover, leaders must understand and embrace their roles as
Talent Leaders, in executing the 4 D’s of
Talent Leadership:
- Deployment — how to select and on-board talent
- Diagnosis — how to monitor individual and team engagement levels
- Development — how to build winning relationships; how to build a cohesive team; and how to coach
- Demarcation — how to give feedback; how to reward individual and team performance
Ultimately,
Talent Leadership is both an art and science — requiring leaders balance accountability for executing the 4 D’s using nuance and skill with their accountability for driving superior operating performance for their organizations. In this dynamic presentation, Mattone will:
- Show you how to prepare yourself and emerging leaders for the future
- Equip you with ideas and strategies for accurately identifying and developing your future leaders
- Show you how the strength of your “inner-core” (i.e., possessing a strong self-awareness, self-concept, character, values and optimism) as a leader drives the success of your “outer-core” skills and competencies as a leader.
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- 9:00 am - 9:15 am - Refreshment Break
- 9:15 am - 10:15 am - Concurrent Workshops
16. Market Makers: Driving Productivity in the New Market
Dan Buehrle, Regional Managing Director, Principal Financial Group; Joseph P. Santos, Divisional Vice President, Western & Southern; Moderator: Shelly Meighan, CLU, FLMI, Assistant Vice President Business Development, Principal Financial Group
Early productivity leading to long-term success in the business hinges on consistent activity and early sales. Today’s fast-paced culture and the impact of technology
have changed the way we network and communicate. We can no longer prospect with a traditional one-size-fits-all marketing approach when we have fragmented, smaller
communities of interest. So how does today’s new producer effectively see enough prospects to get off to a fast start? In this session you will hear how two field leaders are taking a very active role in reshaping market development efforts to create productive producers and drive early success.
17. Building a Trusted Advisor Culture: Helping Agents Apply Behavioral Economics for a Value-Driven Sale
Danny Negin, Managing Partner, Farm Bureau Insurance of Michigan; Joseph H. Solitro, LUTCF LLIF, Managing Partner, Farm Bureau Insurance of Michigan; Moderator: Gregory R. Smith, CLU, CPCU, LIC, Senior Statewide Sales Director, Farm Bureau Life of Michigan
Today’s consumer doesn’t want to be sold anything, so how does an organization dependent on sales succeed? Hear how Farm Bureau Insurance of Michigan is succeeding in building a sales culture based on the concept of becoming the client’s Trusted Advisor. From developing a sales process rooted in the principles of behavioral economics, to the impact on hiring, training and supporting agents, this workshop will explore
- The Trusted Advisor Model
- Using Value Statements in Client Selection
- A Culture of Winning Relationships, Not Transactions
18. Sales Practices in a Turbulent Market: What You Need To Know
Steven Hinrichs, Senior Vice President, BGA/IMO Sales, Aviva USA-Life; Stephen A. Serfass, Partner, Drinker Biddle & Reath, LLP; Moderator: Matthew Berman, Vice President, Sales & National Accounts, AXA Equitable
Indexed Universal Life sales are accelerating across many segments of life insurance distribution. As supply and demand for IUL and other complex products increases, we all want to take responsible leadership in assuring that we are represented through appropriate, suitable practices. This panel discussion will provide perspective on the potential risks we may face, and pro-active ways to identify and mitigate them. This workshop offers insight on:
- Legality of certain practices
- Indicators of inappropriate practices
- Product design elements that may increase risk potential
- Strategies to prevent and mitigate losses from inappropriate sales practices
19. Distribution — A Complete Makeover? Recruiting the CPA and Gen Y
Matthew Onstot, Co-founder and Wealth Advisor, Wilon Wealth Management; Chuck Smith, CPA, CLU, ChFC, President and Chief Executive Officer, Academy Advisors, LLC; Jason Wiltse, Co-founder and Wealth Advisor, Wilon Wealth Management; Moderator:
Richard I. Engebretson, CPA, Vice President, WealthStar Alliance®, Aviva USA
The general outlook for the insurance industry is mixed, a consequence of persistently challenging economic, market and regulatory circumstances.
Today’s consumers are demanding more choices in how they learn about, shop for, and purchase insurance, therefore relying on their more trusted relationships.
- How do you design a distribution strategy by forming alliances with CPAs?
- How do you create a customer service model geared toward Generation Y’s needs today?
Learn from the success of a current CPA who has built a multi-million dollar wealth management practice inside their CPA firm. Learn what attracts a Gen Y prospect to the insurance profession.
20. Illustrating and Communicating the Total Compensation Package
Patricia D. Harrold, CEBS, Director, Benefit Services, Lincoln Financial Group; Robert J. Hynes, FSA, MAAA, CLU, ChFC, Vice President, New York Life Insurance Company; Carol L. Perkins, ASA, CLU, ChFC, MAAA, Director, Profitability Management, Lincoln Financial Network; Moderator: Earl L. Bramwell, FSA, LLIF, MAAA, Vice President, Marketing Financial Management, American General Life and Accident Insurance Company
While some firms offer higher payouts, there is a trade-off as to what can be provided in other areas, which can be lost in the eyes of a producer. The benefits and support associated with an affiliated business model can be taken for granted yet is often times overlooked as sales representatives compare opportunities. In this session, you will hear how two companies communicate the value of affiliation to inexperienced and experienced producers as they look to attract and retain today’s top talent.
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- 10:15 am - 10:45 am - Refreshment Break and Exhibitor Prize Drawing
- 10:45 am - 11:45 am - General Session
Extreme Innovation
Barry Calpino
Vice President – Breakthrough Innovation at Kraft Foods
The insurance industry is not known for innovation, but building distribution for the future will require us to innovate our processes, products, and approaches. As a successful innovator at Kraft Foods, Barry Calpino leads us on a journey to tap into our innovative potential by encouraging disruptive ideas and embracing the hate in order to innovate! True innovation begins with the dysfunctional and resides within the processes people hate and avoid — that is where major opportunity exists and where we can improve innovation performance!