2022 Wholesaler Leadership Summit Agenda

Wednesday, May 4, 2022



1:45 pm - 2:45 pm - GENERAL SESSION

Living Above the Line / Maximizing Your Factor

As wholesaling teams continue to ease back into this blended world of in-person and virtual engagement, it has never been more important to understand the value of your time and how it can have an exponential impact on your business. In this session Sequoia will share the methodology on how to quantify the value of your time and how you can leverage this information to optimize your business in this blended world of virtual and in-person interaction.

Steve Meier - Senior Vice President and Executive Program Director, Sequoia System International

John Sierawski - President & Owner, Sequoia System International

2:45 pm - 3:00 pm - REFRESHMENT BREAK

3:00 pm - 4:30 pm - ROUNDTABLE 1

Discussion Group: Talent Management & Strategies

Leaders are faced with attracting, recruiting and developing talent at different levels, generations and people with different skillsets. Discuss ways to make new people feel like they are part of the team and ways to engage and retain valued members of your team.

4:30 pm - 4:45 pm - BREAK

4:45 pm - 5:15 pm - DEBRIEF 1

Return to the general session room where each group will recap the highlights from their discussions.


Come as you are and enjoy reconnecting with peers, meeting new people, and engaging in some competitive games!

Thursday, May 5, 2022

7:30 am - 8:15 am - BREAKFAST

8:15 am - 9:15 am - ROUNDTABLE 2

Discussion Group: Compensation and Beyond

In this session we will discuss everything related to compensation including the creativity of plans and the many other factors to consider in this new work environment. Talk about recognition beyond compensation and engaging employees with limited budget resources.

9:15 am - 9:45 am - DEBRIEF 2

Return to the general session room where each group will recap the highlights from their discussions.

9:45 am - 10:00 am - BREAK

10:00 am - 11:15 am - GENERAL SESSION

Diversifying the Wholesaler Workforce to Elevate Outcomes

Today’s leading insurance companies are focused on making diversity, equity and inclusion a necessity to build a strong and equitable workforce. In this engaging session, you will hear from two members of the Coalition for Equity in Wholesaling (CEW), who will share how carriers and industry resource groups have joined forces to address diversity in wholesaling and how a diverse and inclusive workplace advances our industry. In addition, we will break out into “think tanks” to surface actionable ideas that you can bring forward to expand your company’s current practices.

Christina Brady - Chief Operating Officer, Insured Retirement Institute (IRI)

Martin K. Powell - Vice President, National Sales – Retail Advisor Experience, CUNA Mutual Group

11:15 am - 12:15 pm - ROUNDTABLE 3

Discussion Group: Leading Through Change

Leaders of internal and external teams are already seeing change in management, product, corporate policy and more. Change will continue — so how can you be better prepared? During this session, discuss the changes experienced today and what kind of things we can be prepared for tomorrow.

12:15 pm - 1:00 pm - NETWORKING LUNCH

1:00 pm - 1:30 pm - DEBRIEF 3

Return to the general session room where each group will recap the highlights from their discussions.

1:30 pm - 2:30 pm - GENERAL SESSION

Transforming Wholesaling for Success

The attributes of “what makes a wholesaler a great wholesaler” have been re-written more in the last three years than in the prior 30.

In this session we’ll focus on how we got here, whether we’re in a “better place” than we were before, and what we need to do next to propel wholesaler success.

  • Get a clear definition of what compels an advisor do business with you
  • Learn how to organize your “sales pitch” more effectively
  • Get a new perspective on how to balance your in-person and virtual energies to optimize your territory
  • Gain insights on how to manage internal and external wholesalers

Joe Ross, ChFC, CLU, CRC - Vice President, Sales Productivity and Business Development, Life Insurance, AIG Life and Retirement