2021 Advanced Sales Forum Agenda

All times listed are in Eastern Daylight Time (EDT).

Monday, August 2, 2021

9:45 a.m. - 10:20 a.m. -

Meet and Greet

Meet and greet your fellow attendees.

10:20 a.m. - 10:30 a.m. - Platform Orientation

10:30 a.m. - 10:45 a.m. -

Welcome & Opening Remarks

Senior Director, Advanced Planning
Northwestern Mutual
Chair, LIMRA 2021Advanced Sales Forum

10:45 a.m. - 11:35 a.m. - General Session

Managing Capital Gains in 2021 and Beyond

Robert Keebler will cover new and proposed income tax changes, including gain recognition at death and how to manage capital gains taxation going forward. He'll provide strategies for harvesting capital gains and losses and provide planning opportunities that will result in more life insurance being sold.

Robert Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA - Partner, Keebler & Associates, LLP

11:35 a.m. - 11:45 a.m. - Break

11:45 a.m. - 12:35 p.m. -

Washington Update

When it rains it pours! Tax changes are coming. Get the inside scoop on what is really going to happen to federal tax policy. DOL is pushing toward a new fiduciary rule. SECURE 2.0 is in the works and likely to update retirement law again with new lifetime income, ROTH concepts, and small business incentives. Informed financial security professionals have extra credibility with their clients. Attend this informative discussion on the intersection of politics and policy, delving into the tax and regulatory challenges and opportunities coming our way.  Always informative, insightful, and well-received, this session is not to be missed!

Armstrong Robinson - Chief Advocacy Officer, Finseca

12:35 p.m. - 1:30 p.m. - Lunch Break

1:30 p.m. - 2:20 p.m.: Breakout Sessions

1.1 Financial Planning for Foreign Nationals: Pitfalls and Solutions

TIFFANY HYDE, FALU, SVP, Head of Underwriting, Lion Street; MARK PHELPS, CLU, Foreign National Insurance Consultant, Lincoln Financial Distributors; MELVIN A. WARSHAW, ESQ.  International Private Client Lawyer; Moderator: TIM O’CONNELL, Director, Advanced Sales, Lincoln Financial Distributors

Cross-border taxation can be complicated when working with global clients. To add to the complexity, many of these clients either are planning to immigrate to the United States or, instead, wish to expatriate. While there is no one-size-fits-all solution, life insurance can be an important part of financial planning for wealthy global clients. Learn the common pitfalls, how they can be addressed with life insurance, and what you should know about the underwriting process.

1.2 Life Insurance in a Post-COVID World

TOM GANGEMI, Vice President and Chief Underwriter, New York Life; Bill Lloyd, MD, FACS, Health Director, Advanced Markets, Transamerica; CHRIS PIRTLE, LUTCF, Managing Director, Peake Financial Group; Moderator: WENDELL STALLINGS, CFP®, CLU, ChFC, Sales Director, Advanced Markets, Ameritas

Much in our world has changed since the onset of the coronavirus pandemic in early 2020.  During last year’s upheaval, insurance companies and advisors adapted to a shifting environment, and many saw increases in business volume.  In a post-COVID world, what additional changes will carriers and advisors need to make to sustain growth? This workshop will explore this central question while addressing underwriting, advisors’ practice management, and broader concerns on health and longevity.

2:20 p.m. - 2:30 p.m. - Break

2:30 p.m. - 3:20 p.m.: Breakout Sessions

2.1 Opportunities with Irrevocable Trusts in this Brave New World

MEG MULDOON, J.D., LLM, Assistant Vice President, Advanced Markets, The Penn Mutual Insurance Company; CHANNING SCHMIDT, J.D., CFP®, Advanced Sales Director, Securian Financial

With the potential changes to the estate and income tax laws, there are many more things to consider when putting together or reviewing your client’s estate plan. One of the considerations is the role of irrevocable trusts. This session will cover:

  • Overview of the types of irrevocable trusts used in estate planning
  • How the potential law changes affect these trusts
  • Considerations for existing irrevocable trusts

2.2 Section 7702 Was Changed. Now What?

STEVE PARRISH, J.D., RICP, AEP, ChFC, CLU, Co-Director, Retirement Income Center, The American College of Financial Services; Co-Moderators: STEPHEN ALLOY, J.D., MBA, CLU, ChFC, Advanced Markets, Mutual of Omaha; DAVID HAYWARD, CLU, ChFC, FLMI, Advanced Sales Specialist, National Life

This workshop examines where the life insurance industry is with amendments that were made to IRC 7702 last December. It considers added opportunities for accumulation designs in personal and business cases, discusses product changes to-date, and ponders how the current economic and regulatory environment will impact on these opportunities going forward. Using a combination of presentation and discussion, this session will answer the question “now that the industry got what it requested, and we’ve had more than a half year to work with the change, now what?”  

3:20 p.m. - 3:30 p.m. - Break

3:30 p.m. - 4:20 p.m. - Life Insurance and Annuities in Asset Protection Planning

Jay Adkisson will provide a look at contemporary asset protection planning and current items of interest in that field, including specific asset protection laws applicable to annuity or life insurance contracts in certain states. He’ll also discuss the latest developments about Asset Protection Trusts, fraud prevention rules, and related topics. Topics will cover divorce and bankruptcy scenarios, as well as how state laws interact.

Jay Adkisson - Partner, Adkisson Pitet LLP

4:20 p.m. - 5:00 p.m. - Announcements and Networking Reception (BYOB)

Information coming soon. 

Tuesday, August 3, 2021

10:00 a.m. - 10:40 a.m. -

Meet and Greet

Meet and greet your fellow attendees.

10:45 a.m. - 11:00 a.m. -

Welcome & Opening Remarks

Senior Director, Advanced Planning
Northwestern Mutual
Chair, LIMRA 2021Advanced Sales Forum

11:00 a.m. - 11:50 a.m. - How to Sell More Insurance in 2021: Practical Tips Based on Technical Estate Planning Strategies

With potential tax law changes on the horizon, this session will focus on sophisticated estate planning strategies that should be the cornerstone of 2021 planning.

Learn how to transform SLATs into supercharged ILITs; how to minimize the number of trusts needed by clients; and whether laddered GRATs make sense in the unique 2021 planning environment. Find out how to avoid Crummey powers and eliminate annual gifts while enabling clients to purchase greater amounts of life insurance — and more.

Martin M. Shenkman, CPA, MBA, PFS, AEP, J.D. - Attorney, Martin M. Shenkman, PC

11:50 a.m. - 12:00 p.m. - Break

12:00 p.m. - 12:50 p.m. -

The US Economic Outlook: Preparing for Liftoff and What Comes After

The US economy is set for a powerful expansion as it reopens from the Covid pandemic and government programs provide added boost.  Growth could reach 7% in 2021 and stay strong next year, while unemployment could fall to 4%-5%.  The main uncertainty is whether higher inflation will be temporary. If so, the Fed will leave rates unchanged indefinitely. The risk, however, is that inflation could force the Fed to act sooner. 

Nicholas P. Sargen, Ph.D. - Economic Consultant, Fort Washington Investment Advisors Inc.

12:50 p.m. - 2:00 p.m. - Lunch Break

2:00 p.m. - 2:50 p.m.: Breakout Sessions

3.1 Annuities 2021 and Beyond

CHRIS BOGREN, J.D., Assistant Vice President, Jackson National Distributors; CAROLINE M. ELROD, J.D., CLU, Retirement Strategies Consultant, Pacific Life; KEVIN RUSS, CLU, CFP, Advanced Markets Consultant, Brighthouse Financial; Moderator and Presenter: CHRISTOPHER PRICE, J.D., ML&T, CLU, ChFC, Assistant Vice President, Advanced Sales, Lincoln Financial Distributors

This is a chance to hear four experts discuss the top-hot annuity issues facing the industry today – everything from trust and tax law changes to state-of-the-art practice management tips and more! The panel will focus on the sales opportunities available with these topics. Also, bring your own top-hot issues for our panel!

3.2 Required Minimum Distributions in a Post-SECURE Act World

JEFFREY R. CLARK, LUTCF, ACS, FLMI, CFS, Director, Advanced Planning, Jackson National Life Distributors, LLC; ARTHUR GRAVANIS, J.D., LL.M, CLU, CRPS, Senior Consultant, Business Resource Center, Guardian Life Insurance Company of America; Moderator: CYNTHIA CRINO, CLU, ChFC, 2VP, Advanced Markets Business Development, Guardian Life Insurance Company of America

The SECURE Act changed nearly everything when it comes to the highly complex, but once well understood, rules that govern Required Minimum Distributions (RMDs). The need to understand these rules is critical for IRA owners, ERISA plan participants, and their beneficiaries to understand.  For financial advisors, these changes will have a far-reaching impact on retirement distribution strategies. This workshop will feature an expert panel that will:

  • Summarize the new RMD rules
  • Offer insight on federal income tax considerations for IRA owners and qualified plan participants
  • Discuss beneficiary designation planning, wealth transfer solutions, and charitable options

2:50 p.m. - 3:00 p.m. - Break

3:00 p.m. - 3:50 p.m. - ESOPs in Estate and Business Planning

Employee Stock Ownership Plans (ESOPs) are one of the most powerful but least understood strategies for ownership liquidity, employee wealth accumulation, and business owner estate planning. This presentation will begin with a description of what an ESOP is and how it works, and the tax benefits for companies that sponsor ESOPs and their shareholders. It will conclude with an update on the boom in ESOP activity and predictions for the future.

Kelly Finnell, J.D., CLU, AIF® - Founder and President, Executive Financial Services, Inc., (EFS)

3:50 p.m. - 4:00 p.m. - Grand Prize Drawing and Break

4:00 p.m. - 4:50 p.m. - Small Screen, Big Impact: Put the Power in Your Next Virtual Presentation

If you’re giving presentations or leading webinars these days, you may be finding that what rocked in person doesn’t quite work on a small screen. To break through, you must become a powerful virtual communicator. We’ll show you how to:

  • Stand out from the crowd — wow audiences with rapid visual storytelling
  • Design for attention — by applying narrative structure to your next talk
  • Avoid the single biggest, most common online presentation mistakes

Led by international keynote speaker and Mindset Digital CEO DEBRA JASPER, Ph.D., this session covers the new skills you need to make a BIG impact — on a small screen.

Debra Jasper, Ph.D. - Founder and CEO, Mindset Digital