2017 Advanced Sales Forum Agenda

Monday, August 7, 2017

7:45 am - 6:00 pm - REGISTRATION

7:45 am - 8:45 am - BREAKFAST

9:00 am - 10:00 am - GS 1 - Changing the Conversation

This opening session sets the tone for this years’ 2017 Advanced Sales Forum.  The theme of “Changing the Conversation” will focus on how we assist advisors to reinvent and reignite their interactions with clients.  We’ll center attention on how most effectively  to breath life into conversations in light of today’s environment while inspiring clients to take control and transcend political noise.  Join us and learn to help advisors:

  • Reinvent their conversations
  • Motivate clients to take action
  • Align advice with solutions that address their clients’ needs
  • Inspire clients to take control, mitigate their risk, and transcend the political noise around estate and retirement planning

Jeffrey Hollander, J.D. - Assistant Vice President, Advanced Markets, MassMutual Financial Network

Steve Parrish, J.D., CLU, ChFC, RHU - Independent Consultant
Law Professor, Drake University
Adjunct Professor, The American College

Cypress Dogwood

10:00 am - 10:30 am - BREAK

10:30 am - 11:30 am - GS 2 - Understanding the Economy and Navigating the Market

In this session, Dr. Quincy Krosby, Chief Market Strategist for Prudential Annuities, will share her perspective on the latest world and economic events and how those events may impact the markets.  From equities to fixed income, domestic to international, supply to demand, Dr. Krosby will provide up-to-the-minute commentary on what’s happening around the globe, and how it all impacts our business.

Quincy Krosby, Ph.D. - Chief Market Strategist, Prudential Financial, Inc.

Cypress Dogwood

11:45 am - 1:00 pm - LUNCH - Sponsored by Ashar Group

1:00 pm - 2:00 pm: CONCURRENT SESSIONS

1. Annuities: Current Trends and Topics
Michael Bitton, CFP, CLU, RICP, MSFS, Director, Advanced Sales Center, Brighthouse Financial
Chad Goforth, J.D., Senior Advanced Marketing Consultant, Pacific Life
Debra Repya, J.D., CLU, ChFC, Vice President, Advanced Markets, Allianz Life Insurance Company
Moderator: Christopher Price, JSD, ML&T, CLU, ChFC, CFS, Assistant Vice President, Advanced Sales, Lincoln Financial Distributors

This session will be a panel discussion of current hot topics for annuities.  Our panel of experts will cover a range of topics from current events such as DOL fiduciary rules, QLACs, post death 1035 exchanges to annuities in trusts and other topics that challenge annuity professionals.

Jenkins - King Charles

2. Life Insurance Panel - Consumers Are Demanding More! How Are Life Companies Responding?
Stephen E. Alloy, J.D., CLU, ChFC, MSFS, Advanced Markets Attorney, Mutual of Omaha
Ana Medinaceli Canelos, CLTC, Director of Advanced Markets, John Hancock
Derek Welch, J.D., CLU, CLTC, Senior Director, Nationwide
Moderator: David Hayward, CLU, ChFC, FLMI, Advanced Sales Specialist, National Life Group

Life insurance products need to be unique and innovative, but yet simple and easy for consumers to understand.  Learn about what companies are doing to meet these two conflicting goals.  Where are the hot markets that are bringing in the sales?  Traditional estate planning is not what it used to be.  Life Insurance based retirement plans are popular, but what else is out there that is generating sales?  Hear from a panelist of Advanced Sales professionals who have expertise in Life Insurance planning and product designs.

Cypress Dogwood

2:00 pm - 2:30 pm - BREAK

2:30 pm - 3:30 pm: CONCURRENT SESSIONS

3. Social Security Planning: It's Not Just For Your Parents
Carol Cordasco, CRPC, CLTC, RICP, Vice President, Nationwide Retirement Institute, Nationwide
Moderator: Derek Welch, J.D., CLU, CLTC, Senior Director, Advanced Consulting Group, Nationwide

We will review the current state of social security and potential future changes with a focus on strategies covering when to take benefits and how to potentially supplement those benefits with life insurance and annuity planning.  Participants will come away with knowledge on where to go for social security information and how to access tools to help spur clients to action on their retirement income planning.

Cypress Dogwood

4. Planning for Stranger Things - Booze, Guns, Dead Poets, Dogs, Art, Social Media, LLCS and Purple Rain
Stephen E. Alloy, J.D., CLU, ChFC, MSFS, Advanced Markets Specialist, Mutual of Omaha
Alex Kim, J.D., Assistant Vice President, AXA Distributors, LLC
Moderator: Richard E. Kait, J.D., LL.M., CLU, CHFC, Second Vice President, Advanced Sales and Director, Premium Financing, Protective Life

Estate planning often involves commonly-owned assets such as real estate, investments and retirement assets. However, some clients own unusual or unique assets, which may complicate estate planning and administration. Examples include Intellectual Property, Pet Trusts, Digital Assets, Art and Collectibles, Wine Collections, Closely-Held Businesses and Inherited Life Policies. Some are hard to preserve, access and control, while others are hard to value or transfer.  Understanding the technicalities is critical in planning. Come to our workshop to learn how to serve clients with unique assets, and to identify the relevant sales opportunities.

Jenkins - King Charles

3:30 pm - 4:00 pm - BREAK

4:00 pm - 5:00 pm - GS 3 - Washington Update

With the 2016 election now behind us and a new administration in office, how might the results in Washington impact your business?  Attend this informative update on tax and regulatory issues that affect you, the life insurance industry, the broader financial services community, and the conversation you are having with your clients.

David Hollingsworth - Director, Public Policy, Association for Advanced Life Underwriting

Cypress Dogwood

5:00 pm - 5:30 pm - BREAK

5:00 pm - 6:30 pm - WELCOME RECEPTION

Tuesday, August 8, 2017

7:00 am - 5:30 pm - REGISTRATION

7:00 am - 8:00 pm - BREAKFAST

8:00 am - 9:00 am - GS 4 - Tax Reform: Where Are We Going and What Are We Going to Do When We Get There?

The President and Speaker of the House promise reform code to reduce complexity and decrease middle class income tax liability. This presentation focuses on possible planning opportunities in the transition years and going forward.

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

Cypress Dogwood

9:00 am - 9:15 am - BREAK

9:15 am - 10:15 am: CONCURRENT SESSIONS

5. Exploring Techniques of Tax Diversification
Robert Keebler, CPA/PFS, MST, AEP (Distinguished), Partner, Keebler & Associates, LLP

Perhaps the most important issue a prospective retiree faces is how taxation affects investment choices. The amount of savings relative to need, marginal income tax brackets and time horizon are just a few of the key decision factors. This workshop will focus the tax attributes of building a portfolio.

Cypress Dogwood

6. The Changing Face of Philanthropy in America
Daniel Greenspon, CAP, Director, Asset Development, National Philanthropic Trust
Ruby A. Pediangco, J.D., Advanced Strategies Counsel, Securian Financial Group
Moderator: Dana J. Holt, J.D., RICP, AEP, Advanced Markets Specialist, Thrivent Financial

Only 5% of America’s wealth is held in cash.  More and more charities are cultivating donations from the other 95% of assets such as business interests, life insurance, personal property, retirement accounts, real estate and more.  Our panel of expert charitable strategists will address:

  1. Important tax and legal concerns for donations of complex assets – from both the donor’s and the charity’s perspectives. 
  2. How to use creative giving techniques like Donor Advised Funds and Charitable Remainder Trusts to make these asset gifts even more powerful for donors and charities.

How might charitable giving change under the new presidential administration?  Will charities need to take on more public service roles previously in the governmental domain?  Will charities see their public funding decrease and if so, how will their fund-raising efforts need to change?

Jenkins - King Charles

10:15 am - 10:30 am - BREAK

10:30 am - 11:30 am - GS 5 - What's Hot and What's Not

A perennial favorite, not to be missed!  Larry Brody and Tom Commito will give us their unique perspective on recent Estate, Business, Employee Benefit, and Charitable Giving cases, ruling, and other current events. They will cover estate tax repeal and non-estate tax planning. Their insight will help ensure that you… and the advisors you support…are the best “students of the industry” possible!  In tandem with demystifying the subject matter, Larry and Tom will provide clarity on how these developments relate to and impact the advice you provide to the Advisors you support.  This combination of technical knowledge and practical application will enhance your value proposition and ultimately help clients achieve their unique goals and objectives 

Lawrence Brody, J.D., LL.M. - Partner, Bryan Cave LLP

Thomas F. Commito, J.D., LL.M., CLU, ChFC, AEP - Director, Sales Concepts, Lincoln Financial Distributors

Cypress Dogwood

11:45 am - 12:45 pm - LUNCH

12:45 pm - 1:45 pm - GS 6 - Rollover Conversations Are Changing: The Latest Developments On The DOL Fiduciary Rule

This general session will offer insight on the DOL Fiduciary Rule and focus on the latest developments since its release in 2016. The Fiduciary Rule could significantly change conversations the industry has about qualified plans, IRAs, and rollovers in general, so make sure you keep yourself abreast on what may be one of the biggest “conversation-changers” this industry has seen in recent history.

Bradford Campbell - Partner, Drinker Biddle & Reath, LLP

Cypress Dogwood

2:00 pm - 3:00 pm: CONCURRENT SESSIONS

7. Building Bridges: Whose Expectations Are We Managing?
Jeanmarie Holm, J.D., Corporate Vice President, Advanced Planning Group
Victor Ngai, J.D., CLU, ChFC, Assistant Vice President, The Apex Group, Guardian Life 
Moderator: Jeffrey I. Hollander, J.D., Assistant Vice President, Advanced Sales, MassMutual

This workshop will be a panel discussion that explores how various advanced planning departments stay relevant in the eyes of not only the field, but also of home office partners and management.  Panelists will discuss the types of work, interaction and involvement that advanced markets has with various stakeholders and projects that may be seen as outside the realm of advanced planning.  Audience participation will be encouraged to share their thoughts and recommendations to help widen the best practice take-away experience.

Cypress Dogwood

8. Executive Benefits - Now and Into the Future
Eric Johnson, J.D., CPA, CLU, ChFC, Assistant Vice President, Advanced Sales, Global Atlantic
Andrew Rinn, J.D., CFP, CLU, ChFC, Second Vice President, Advanced Markets, Ameritas
Moderator: Nichole Crawford, J.D., LL.M., CLU, ChFC, CAP, FLMI, AIRC, Advanced Life Manager and Counsel, Federated Life

This thought-provoking workshop will foster a dialogue regarding the current and future state of executive benefits.  What is the modern role of life products within COLI arrangements and how might that change in light of corporate tax reform?  Will lower corporate tax rates result in a shift away from pass-through entities and additional opportunities for non-qualified benefits for business owners?  What is the strategic role of Advanced Sales departments in reacting to pending legislation and vetting new (or repackaging existing) strategies that may now come into play?

Jenkins - King Charles

3:00 pm - 3:15 pm - BREAK

3:15 pm - 4:15 pm - GS 7 - Implementation of the DOL Fiduciary Rule...So Now What?

In this session, you’ll hear from firms on how they’re managing the implementation of the Department of Labor’s Fiduciary Rule.  The panelists will provide current, real world insight on the challenges and opportunities they face, and the impact on their organizations, advisors and clients.

Ernie Guerriero, CLU, ChFC, CEBS, CPCU, CPC, CMS, AIF, RICP, CPFA - Retirement Industry Professional

Deidra W. Hubenak, J.D., CPA - Vice President, Advanced Markets, AIG Financial Distributors

Ken Pardue - Managing Director, Retirement Plans & IRA’s, Wells Fargo Advisors

Mark Teitelbaum, J.D., LL.M., CLU, ChFC - Vice President, Advanced Sales, AXA

Cypress Dogwood

4:15 pm - 4:30 pm - BREAK

4:30 pm - 5:30 pm: CONCURRENT SESSIONS

9. Using Advanced Technology in Advanced Sales Departments
Nichole Crawford, J.D., LL.M, CLU, ChFC, Advanced Life Manager and Counsel, Federated Life
Victor Ngai, J.D., CLU, ChFC, Assistant Vice President, The Apex Group, Guardian Life
Moderator: David Baldwin, J.D., CFP, CLU, ChFC, Director of Advanced Strategies, RiverSource life

Hardware, software, apps, CRMs, meeting platforms, social media – with so much technology out there, how do companies keep up to speed?  Is your company staying ahead of the technological curve with the latest and greatest options or struggling to play catch up with last year’s technology?  This panel discussion will highlight some of the different approaches carriers have taken when sorting out which direction to take. Hear what other Advanced Sales Departments are using to communicate better, track results, advertise services, gather feedback, and work remotely.

Cypress Dogwood

10. The Unique Challenges Inherent in Supporting Advisors Working with Families of Dependents with Special Needs
Jerry Hulick, CLU, ChFC, ChSNC, CLTC, Special Care Planner, The Washington Group Special Care Planning Team
Kelly Piacenti, Assistant Vice President, SpecialCare, MassMutual
Moderator: Jeffrey I. Hollander, J.D., Assistant Vice President, Advanced Sales, MassMutual

This workshop will feature a panel of experienced Special Needs though leaders who will explore the practical aspects of this unique area of support.  This insightful session will provide strategies around evaluating a client’s situation, asking the right questions, Trust Review Do’s and Don’ts as well as explore the emotional, legal, and financial facets of caring for a dependent with special needs.   Additional topics covered will include the critical role of a caregiver, Guardianship, the importance of a will, Letter of Intent, Special Needs Trusts, and Government benefits, as well as life insurance and annuities as a solution to the long term needs of the dependent with special needs.

Jenkins - King Charles


Wednesday, August 9, 2017

7:30 am - 8:30 am - BREAKFAST

8:30 am - 9:30 am: CONCURRENT SESSIONS

11. IRA Beneficiary Trusts - What Carriers, Advisors and Advanced Sales Professionals Need to Know
Michael Bitton, CFP, CLU, RICP, MSFS, Director, Advanced Sales Center, Brighthouse Financial
Eva Victor, J.D., LL.M, Advanced Markets Attorney, Penn Mutual
Moderator: Debra Repya, J.d., CLU, ChFC, Vice President, Advanced Markets, Allianz Life

Use of testamentary trusts for IRAs is an increasingly popular trend in estate planning - and IRAs (including IRA rollovers from qualified plans) comprise an increasing value of many individuals’ estates.  What is the advisor's and carrier’s role in this planning process, and how can advanced sales support our advisors in bringing enhanced value to client relationships and relationships with allied advisors?  Join us for a discussion of the types of trusts commonly designated as IRA beneficiaries, the practical implications for carriers administering contracts which name one or more trusts as an IRA beneficiary, the role and value of an advanced sales department in facilitating these processes, and the multiple sales opportunities that can be realized in this planning context.

Jenkins - King Charles

12. Modern Trusts - New Design, New Conversation
Andrew J. Rinn, J.D., CFP, CLU, ChFC, Second Vice President, Advanced Markets, Ameritas
Morgan Scott, J.D., Vice President, Advanced Markets, Columbus Life
Moderator: Channing Schmidt, J.D., CFP, Advanced Markets Director, Securian Finanacial

Trusts (including the traditional “ILIT”) are ubiquitous instruments of estate, wealth transfer, and life insurance planning.  However, how should today’s trusts be designed to address the contemporary circumstances, priorities and needs of individuals with or without an estate tax concern, income tax or capital gains tax concerns, and or significant non tax planning concerns?   What conversations should our advisors be having with clients right now?  In this climate of persistent uncertainty, how can advanced sales support preserving existing business and realizing new opportunities?   Through case study approach, we will explore multifaceted approaches to robust trust design (including desirable policy characteristics and features) - which incorporate maximum flexibility to pivot with a changing tax environment, and inevitable changes in future circumstances and planning objectives.

Cypress Dogwood

9:30 am - 10:00 am - BREAK AND GRAND PRIZE DRAWING

10:00 am - 11:00 am - GS 8 - Engaging the Debate of Advanced Sales

Whether, avant garde, controversial, opportunistic, or all of the aforementioned some concepts involving the sale of life insurance invite discussion and debate. This session will engage conversation on several sales concepts which may be of interest to clients, and producers, yet may have less favor among carriers. 

Bill Bell, J.D. - Assistant Vice President, Advanced Designs Unit, Pacific Life Insurance Company

Jamie Hopkins, Esq., LLM, MBA, CFP®, RICP® - Managing Partner of Wealth Solutions, Carson Wealth Management

Stephan R. Leimberg - Publisher, Leimberg Information Services and
CEO, Leimberg and LeClair, Inc.

Cypress Dogwood

11:00 am - ADJOURN