2017 LIMRA Open House Agenda

Wednesday, July 12, 2017

1:00 pm - 1:20 pm - Welcome & Opening Remarks

1:20 pm - 1:30 pm - Move to Workshop Session I

1:30 pm - 2:00 pm: Workshop Session I

1. Help Yourself and Your Team Thrive in the Matrix
CLAIRE P. DEJOSEPH, Sales and Marketing Consultant, Executive Development; JUDY SCHOTT, ACS, ALMI, AVP Member Solutions, LOMA

The days of the neatly defined corporate pyramid and career ladder are long gone. Now you, your team, and personnel throughout your organization must enhance agility and innovativeness -- and distinguish yourselves to advance through a complex matrix. Not surprisingly, professional development programs must align with new demands. LIMRA and LOMA offer development paths for executives and associates that effectively build out today's crucial abilities. Learn more about how we can help your organization thrive with an adaptive industry-focused education.


Joseph/Huey Room

2. The Retirement Plans Business - What You Need to Succeed and How LIMRA Can Help
DEBORAH DUPONT, Associate Managing Director, Workplace Retirement Research, LIMRA Secure Retirement Institute; PAUL S. HENRY, Corporate Vice President and Managing Director, Retirement Clients and Products, LIMRA LOMA Secure Retirement Institute

The Retirement Plans Business has evolved considerably, with technology, regulation, and product innovation shaping the attitudes and behaviors of plan advisors, plan sponsors and plan participants.  Learn how our multi-pronged research provides information and insight into each of these key constituencies, how our sales benchmarking helps to track both new plan formation and takeover business, and how you can stay abreast of the new ideas and thinking that will transform our industry in the future.  This session is for everyone in the retirement plans business (including folks who work to retain participant assets) who want to better understand the resources that LIMRA has to offer, and how you can put them to use to achieve success.


3. LIMRA’s InfoCenter: a Pathway to Research
REBEKAH HEATH, Outreach Librarian, LIMRA InfoCenter; JENNIFER KEEFE, Library Director, LIMRA & LOMA InfoCenters

A short overview of LIMRA’s InfoCenter services and resources; how we help members access both LIMRA’s research and secondary sources. The presentation also includes a visit to LIMRA’s William J. Mortimer Library, home of the InfoCenter, and an introduction to the library staff.

Cragg Room

2:00 pm - 2:30 pm - Break

2:30 pm - 3:15 pm: Workshop Session II

4. Direct-to-Consumer Perspectives
PATRICK T. LEARY, LLIF, Corporate Vice President, Distribution Research

More and more companies are exploring online and other consumer-directed distribution models to connect with customers. But just because something is available online does not necessarily mean it is direct-to-consumer (D2C) distribution. As financial services organizations take a more consumer-centric view of marketing and distribution, the industry just likewise view distribution models in a consumer-centric way. Come to this session and participate in a discussion about online and other non-face-to-face sales methods. What is D2C? How is it different from e-brokerage? What are the key questions and considerations that determine whether something is D2C or another form of non-F2F distribution? This session will take a contemporary look at distribution and the art and science of engaging consumers on a D2C basis.


5. Turning Insights Into Action
SARAH SCHMIDT, ACS, ALMI, Director, Product Management, LIMRA Talent Solutions

The best always want to get better. One way to do this is to stay on top of industry and consumer trends and apply them to everything from strategy to day-to-day activities. But - who has the time or the resources? LIMRA’s Talent Solutions team does the work for you, translating research insights into management approaches, tools and training programs that you and your teams can act upon immediately. Learn how LIMRA makes the research come alive (and in proven beneficial ways) during this workshop.

Joseph/Huey Room

6. Shifting Gears in the Annuity Market
TODD GIESING, Assistant Research Director, LIMRA Secure Retirement Institute; TEDDY RADU, Associate Research Analyst, LIMRA Secure Retirement Institute

Individual retail annuity products are used to meet many different retirement objectives. We’ve seen a significant shift in the market that doesn’t align with the current demographic trends. Join us to learn about sales trends for accumulation and income focused retail annuity products, the similarities and differences in buyers and what we see in the future of annuity sales.

Cragg Room

3:15 pm - 3:45 pm - Break

3:45 pm - 4:30 pm: Workshop Session III

7. In Line for Online
JENNIFER DOUGLAS, Research Director, LTC & Developmental Research; SHANNON HAVENER, Research Analyst, Distribution Research

Companies have struggled to access and engage consumers in the working and middle class markets via traditional face-to-face distribution. As many consumers in these markets choose the internet to buy a wide range of products, it’s perfectly reasonable to expect the same could be true for the financial services industry. But which consumer groups are most receptive to buying life insurance online? Are there specific messaging that might motivate more people to consider an online purchase? This session will explore the reality around consumer preferences for the online experience.


8. A Sneak Peek into the Future
SCOTT R. KALLENBACH, FLMI, Director, Strategic Research; ERIC T. SONDERGELD, ASA, CFA, Corporate Vice President, Strategic & Technology Research

The pace of change in the financial services industry is accelerating. Understanding what the future may bring can help you adapt and succeed. During this session, we will uncover LIMRA’s best assessment of the forces that may influence the financial services industry over the next several years. The full report will be released in a few months, so you’ll be the first to know. Join us to discover the latest trends that may impact financial services.

Cragg/Joseph/Huey Room

4:30 pm - 6:30 pm - Reception

6:15 pm - First shuttle to Marriott Hotel

6:30 pm - Second shuttle to Marriott Hotel

Thursday, July 13, 2017

7:15 am - First shuttle from Marriott Hotel to LIMRA Headquarters

7:15 am - 8:00 am - Coffee/Continental Breakfast

7:30 am - Second shuttle from Marriott Hotel to LIMRA Headquarters

8:00 am - 8:15 am - General Remarks

8:15 am - 8:25 am - Move to Workshop IV

8:25 am - 8:55 am: Workshop IV

9. Going Global
KRISTEN E. GILLIS, Analyst, International Research; INGRID R. GOODENOW, FLMI, Senior Research Analyst, International Research

How much do you know about the global research team at LIMRA? Find out how your company can be a part of a research agenda with worldwide influence. Join us to learn about the team’s capabilities, upcoming studies, and how to keep up to date with insurance topics on a more global scale.

Cragg Room

10. LIMRA's Commercial Research
PHIL BROWN, Customer Experience; RICHARD W. HEKELER, Ph.D., Assistant Vice President, Director of Custom Research

 Do you have research needs that you just don’t have the resource or expertise to execute?  Are you frustrated by working with research firms that don’t understand your industry?  Are you struggling to find a solution to an industry-wide research problem – particularly a solution adopted across the industry?  Join us to learn more about LIMRA’s Commercial Research Group, and how it can help you with your unique research needs.


Joseph/Huey Room

11. Dear Advisor, Step It Up Please…
JAFOR IQBAL, Assistant Vice President, Retirement Research

Many pre-retirees do not feel confident in their preparation for retirement. Completing a formal written plan can tremendously boost their confidence. Learn how advisors can improve client satisfaction and loyalty, and assets under management by doing more retirement income planning.


8:55 am - 9:15 am - Break

9:15 am - 10:00 am: Workshop V

12. Making Better Connections
YULIYA BABUSHKINA, Assistant Research Director, Insurance Research Product; RONALD NEYER, CLU, ChFC, MBA, Associate Research Director, Distribution Research

This session will examine the communication of optional insurance benefits. Drawing on key findings from various recent LIMRA studies, we will consider how the industry currently tries to engage employees at the workplace. Come learn the reasons why these efforts sometimes fall short, and gain a better understanding of strategies that will lead to improved participation rates.


13. Life Insurance Market Potential in U.S. Households
JAMES T. SCANLON, HIA, Senior Research Director, Insurance Research - Markets; LAUREN FINNIE, Senior Research Analyst, Insurance Research, Markets

The U.S. life insurance market opportunity is large and growing. LIMRA research estimates the sales potential of the underinsured market is $12 trillion, and market will to grow by $300 billion per year. This workshop reveals the household segments that present the best market potential in the coming years.

Cragg/Joseph/Huey Room

10:00 am - 10:15 am - Break

10:15 am - 11:00 am: Workshop VI

14. Employer Views of Benefit Technology
KIMBERLY LANDRY, Assistant Research Director, Workplace Benefits Research

How are employers using benefit technology, and what do they want? Come hear the results of new LIMRA research that explored these questions, including:

  • What features are employers looking for in benefits technology?
  • Who do they think should provide the technology?
  • Why do some employers choose not to use technology?


15. Individual Life Insurance Trends
MATTHEW RUBINO, Associate Analyst, Insurance Research – Product; KEVIN TEWKSBURY, Associate Analyst, Insurance Research – Product; ELAINE F. TUMICKI, CLU, ChFC, LLIF, Corporate Vice President, Insurance Research - Product

Come to this session to hear a cross section of LIMRA’s latest research on individual life insurance, including a focus on a recently released study of simplified issue life insurance. Other topics will include the latest sales and product trends, as well as the outlook for 2017 and beyond.

Cragg/Joseph/Huey Room

11:00 am - 11:10 am - Break

11:10 am - 11:55 am: Workshop VII

16. Life Insurance Adequacy
ERIC T. SONDERGELD, ASA, CFA, Corporate Vice President, Strategic and Technology & Research

This session will describe the size of the life insurance opportunity, how the industry defines adequacy, and offers several approaches to increase sales by questioning the ways in which the industry thinks about life insurance.


17. Customer Experience with Life Insurance
TODD A. SILVERHART, Ph.D., Corporate Vice President & Director, Insurance Research

Customer experience continues to receive attention as it increasingly becomes a coveted source of business differentiation. Yet, given atypical characteristics of life insurance as a product, managing experiences with life customers involves addressing nuances not associated with other product categories. Silverhart will discuss a model of customer experience developed to address the distinct factors associated with life products. In addition, he will share learnings from LIMRA’s industry benchmarking program (including shopping, purchasing and inforce experiences).

Cragg/Joseph/Huey Room

12:00 pm - Adjournment