2015 Advanced Sales Forum Agenda

Monday, August 3, 2015

7:45 am - 6:00 pm - REGISTRATION OPEN

7:45 am - 8:45 am - BREAKFAST

8:45 am - 9:00 am - OPENING WELCOME

Michael Bitton, CFP, CLU, RICP, MSFS - Regional Director, Advanced Sales Center, MetLife

Coronado CD

9:00 am - 10:00 am - GENERAL SESSION I

Issues and Opportunities in Advanced Markets 2015

The Advanced Life Insurance Sales professional must constantly keep up with the changing sales environment. In addition to being well-versed in traditional strategies, it is important to be on top of new and sometimes aggressive case designs. Understanding these strategies and evaluating cases with financial underwriting and product design can present both challenges and concerns. Eric Mills and Josh Winslow will dive into current strategies and the expanding role of the Advanced Sales professional.

Eric Mills, J.D., LL.M., CLU - Vice President, Pacific Life Insurance Company

Josh Winslow, J.D. - Assitant Vice President and Associate Counsel, Advanced Markets & Underwriting, John Hancock

Claire Durand, CFP, CLU, ChFC - Assistant Vice President, Advanced Marketing, Transamerica

Coronado CD

10:00 am - 10:30 am - BREAK

10:30 am - 11:30 am - GENERAL SESSION II

A Washington Update From AALU

What is likely to happen in Washington that will impact your business? Attend this informative update on legislative and regulatory issues that affect you, the life insurance and broader financial services community.

Chris Morton - Executive Vice President, Government Affairs & Business Strategy, Association for Advanced Life Underwriting

Coronado CD

11:30 am - 11:45 am - ANNOUNCEMENTS

11:45 am - 1:00 pm - LUNCH

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

1. Annuities: Current Trends and Topics
DESIREE M. BUCKNER, J.D., Director, Advanced Consulting Group, Nationwide Financial
CHAD GOFORTH, J.D., Senior Advanced Marketing Consultant, Pacific Life
DEB REPYA , J.D., CLU, ChFC, Vice President, Advanced Markets, Allianz Life Insurance Company
Moderator: CHRISTOPHER PRICE, J.D., ML&T, CLU, ChFC, Senior Account Director, Lincoln Financial Distributors

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

Coronado CD

2. The Evolution of Long-term Health Care and Insuring the Risk
SHAWN BRITT, CLU, CLTC, Director, Long-term Care Initiative, Nationwide Financial
Moderator: RICH OLEWNIK, J.D., CLU, ChFC, FLMI, Assistant Vice President, Advanced Marketing, AXA

Discussing long-term care with clients can be difficult. Many clients associate the term “long-term care” with “nursing homes.” This association can cause the clients to shut down the LTC conversation. To help clients, detailed information is needed to help determine the need and plan an appropriate solution. Long-term care and chronic illness insurance and riders can be part of an appropriate solution. While most LTC and Chronic Illness riders have some similarities, there are some features that differentiate them as well. It is important to understand the differentiators as they can be crucial in helping a client make the right product decision for their particular situation. Join us to consider the development and changes with insured long term health care solutions.

Coronado B

2:00 pm - 2:30 pm - BREAK

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

3. Retirement Income Optimization in a “Pension-less” World
NATHAN LEW, CFP, CLU, ChFC, MBA, Advanced Sales Center Consultant, MetLife
Moderator: CHAD GOFORTH, J.D., Senior Advanced Marketing Consultant, Pacific Life

This workshop will focus on today’s “pension-less” retirement income environment — the risks and various strategies used — and how different annuity products can be incorporated into the different client profiles your advisors may run into. A main focal point will include a number of case studies that show, generally, how each annuity product (e.g., DIA, SPIA, Fixed Indexed w/GMWB) may offer a solution to a client’s varying goals/needs.

Coronado CD

4. Persuading to Act
DAVID ROSUCK, CLU, Vice President, Strategic Marketing & Communication, Pacific Life
Moderator: RONALD LEE, J.D., CLU, ChFC, Director, Advanced Markets, Mutual of Omaha

Relationships and trust are important elements in helping people plan for their future. This session will discuss how technology and tradition are used to persuade people to take action.

Coronado B

3:30 pm - 4:00 pm - BREAK

4:00 pm - 5:00 pm - GENERAL SESSION III

The Advanced Sales Value Proposition — Home Office Perception vs. Advisor Reality
 Moderator, John Gephart, J.D., CLU Second Vice President, Advanced Sales, Ameritas

Is your Advanced Sales Team doing a good job? How do you know? Is the pursuit of activity metrics of the number of interactions or calls between advanced sales associates and field sales associates informative? To what extent can premium — proposed or actually paid — validate the value of investing in an advanced sales team? Or is agent satisfaction as the advanced sales team’s primary “customer” the ultimate metric? Share insights with three highly successful life insurance professionals who describe their expectations, successes, and challenges in collaborating with Advanced Sales Teams in crafting client solutions leading to new sales as well as servicing the changing needs of existing policyholders.

Patrick J. Dickey - Managing Partner, Tier One Insurance Services Inc.

Manuel E. “Manny” Martinez, ChFC - Martinez and Winter

Coronado CD

5:00 pm - 5:30 pm - BREAK

5:30 pm - 7:00 pm - WELCOME RECEPTION

Tuesday, August 4, 2015

7:00 am - 5:30 pm - REGISTRATION OPEN

7:00 am - 8:00 am - BREAKFAST

8:00 am - 9:00 am - GENERAL SESSION IV

What’s Hot and What’s Not

Larry Brody and Tom Commito give us their perspective on the year’s cases, rulings, and other current events that affect how we work with our clients. This lively session is a perennial favorite and you are certain to leave this session better informed for the year ahead.

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

Lisa Harmon Powell, J.D., CLU, ChFC, LLIF
- Vice President, Advanced Markets, Guardian Life Insurance Company

Coronado CD

9:00 am - 9:30 am - BREAK

9:30 am - 10:30 am: CONCURRENT SESSIONS

5. Securing Your Retirement — Transforming Social Security Into a Winning Retirement Strategy
ROB KRON, Managing Director and Head of Investment & Retirement Education, BlackRock

Social Security benefits play a vital role in retirement income plans. Though an estimated 10,000 retirees become eligible for Social Security every day, many are unaware of the different types of benefits and collection strategies available. Use this seminar to help you maximize benefits and gain confidence in approaching your clients retirement.

Coronado B

6. Effective Strategies for Pass-Through Business Entities
ANDREW J. RINN, J.D., CFP, CLU, ChFC, Regional Director, Advanced Sales Center, MetLife
Moderator: RICHARD E. KAIT, J.D., LL.M., CLU, ChFC, Second Vice President, Advanced Sales, Protective Life

This presentation focuses on the most effective sales strategies for the growing pass-through business entity market. The concepts explored are tailored towards the business, retirement, and estate planning needs of the modern business owner. Techniques that are unique to the insurance marketplace are explained, and applied in practical case scenarios. This is a must-see presentation for all eager to excel in the pass-through business entity market.

Coronado CD

10:30 am - 10:45 am - BREAK

10:45 am - 11:45 am: CONCURRENT SESSIONS

7. Financial Underwriting Update: Behind the Art of the Science
DAVID KAUFFMAN, J.D., Counsel, State Farm Life Insurance Company
MICHAEL SPRENGEL, CPA, FLMI, Assistant Director, Financial Underwriting, New Business – Specialty Life Underwriting, Northwestern Mutual

Financial underwriting is an integral part of risk assessment in insurance. The development of money laundering and financial criminality has served to emphasize its importance. Financial Underwriting is the process of evaluating the economic need for insurance. In this workshop we will examine trending issues, common pitfalls, and practical underwriting solutions. Topics will include issues related to business owners, how to treat passive income, and estate planning issues.

Coronado CD

8. Thought Leadership Goes Viral!

VICTOR NGAI, J.D., CLU, ChFC, Assistant Vice President, Business Resource Center for Advanced Markets, Guardian Life Insurance Company
Second Vice President, Life and Agency Marketing, Guardian Life Insurance Company

Join us as we explore how to bring Advanced Concepts and case studies to life by leveraging thought leadership content in the social media space. We’ll start by covering the latest marketing technology trends to promote your brand (or your advisor’s brand) and to position yourself as a thought leader in the advanced sales space. We’ll cover best practices for creating and sharing content intended to disturb and ask meaningful questions that will inspire your markets to take action.

Coronado B

11:45 am - 12:45 pm - LUNCH

12:45 pm - 1:45 pm - GENERAL SESSION V

Decanting an Irrevocable Trust: The Ultimate Do-Over

Historically, there was almost nothing that could be done to change, fix, or enhance an existing irrevocable trust. However, there are 22 jurisdictions that now allow a trustee to decant an irrevocable trust by distributing the trust assets to a new irrevocable trust with more desirable provisions. The audience will leave this presentation with a new tool to attract and help clients. The presenter will provide some life insurance sales ideas during the session.

Steven J. Oshins, Esq., AEP (Distinguished), J.D. - Attorney, Oshins & Associates, LLC

Coronado CD

1:45 pm - 2:00 pm - BREAK

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

9. Tax Traps of Life Insurance and Annuities
NICHOLE A. CRAWFORD, J.D., LL.M., CLU, ChFC, Advanced Life Manager & Counsel, Federated Life Insurance Company
CHRISTOPHER H. PRICE, J.D., ML&T, CLU, ChFC, Advanced Sales Attorney, Lincoln Financial Distributors
Moderator: HUGH F. SMART, J.D., CLU, ChFC, Vice President, Advanced Markets, Columbus Life Insurance Company

When properly structured, the general income tax rules of life insurance and annuity taxation are well known. But there are many exceptions that can subject the death benefit and withdrawals to income tax, resulting in a nasty surprise for the client and the producer. This workshop will examine the income and transfer tax consequences of some of these traps and discuss how to properly structure transactions to avoid adverse tax results.

Coronado CD

10. It’s a New Conversation! Staying Relevant: Uncovering Opportunities in Plain Sight
DAVID G. BALDWIN, J.D., CFP, CLU, ChFC, Director of Advanced Strategies, RiverSource Life Insurance
CYNTHIA A. CRINO, CLU, ChFC, Assistant Vice President, Advanced Markets Solutions & Strategic Support, John Hancock
Moderator: JEFFREY I. HOLLANDER, J.D., Assistant Vice President, MetLife

The current high Federal Estate Tax exemption and the income tax increases enacted in 2013 combine to drastically alter the dynamics in planning for wealthy clients. This session will provide general guidance to advisors and planners in an attempt to make sense of a vastly different planning world where the focus for the vast majority of taxpayers will no longer be one of minimizing death taxes and creating liquidity to pay estate taxes. Instead, the conversation is now about minimizing income taxes and state death taxes and meeting non-tax concerns such as asset protection, retirement planning, business continuation, estate equalization, and survivor income.

Coronado B

3:00 pm - 3:15 pm - BREAK

3:15 pm - 4:15 pm - GENERAL SESSION VI

A Mass Affluent Retirement Income Plan

More than two million American households have more than $500,000 saved for retirement. While they have been diligent savers, turning this money into an income in retirement can be a challenge when investment returns and longevity are unknown. This session will begin with a review of the tradeoffs of a variety of retirement income strategies as well as practical applications of how various investment and insurance products can reduce their risk and affect optimal investment portfolios.

Michael Bitton, CFP, CLU, RICP, MSFS - Regional Director, Advanced Sales Center, MetLife

Michael Finke, Ph.D., CFP - Professor and Director of Retirement Planning and Living, Department of Personal Financial Planning at Texas Tech University

Coronado CD

4:15 pm - 4:30 pm - BREAK

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

11. Income Tax Planning — The New World of Estate Planning
CHANNING T. SCHMIDT, J.D., CFP, Senior Advanced Marketing Counsel, Minnesota Life/Securian Life

Welcome to the new, much more complex world of estate planning. There are many more things to consider when putting together your client’s estate plan. However, with the recent changes in tax laws, estate planning is becoming more about income tax planning than about estate tax planning. This new world is a significant paradigm shift for estate planning. This session will cover: 

  • Avoiding the fiscal cliff by seeking tax alpha in higher tax environment 
  • The new paradigm of estate planning — keeping assets in the estate 
  • Where does life insurance fit in this new world of estate planning?

Coronado CD

12. Estate Planning for IRAs: The Sales Ideas
RICHARD EDINGER, J.D., CPA (Inactive), CLU, ChFC, RICP, Director, Advanced Markets and Retirement Consulting, Thrivent Financial
EVA VICTOR, J.D., LL.M. (Taxation), Advanced Sales Attorney, Penn Mutual

An IRA, or IRA rollover, is often the most significant asset comprising a “moderate” size estate, and represents a growing percentage of many estates. An effective strategy for this asset can be the centerpiece of an estate plan — particularly in the post ATRA tax environment. We’ll discuss important issues and considerations pertaining to estate and distribution planning for IRAs, from the perspectives of the IRA owner and beneficiaries, and feature tax efficient solutions which integrate the roles of permanent life insurance.

Coronado B


Wednesday, August 5, 2015

7:30 am - 10:30 am - REGISTRATION OPEN

7:30 am - 8:30 am - BREAKFAST

8:30 am - 9:30 am - GENERAL SESSION VII

Charitable Remainder Trusts, Life Insurance, Annuities, and IRC § 453 Installment Sales

These tools can be income tax efficient solutions to accomplish charitable, financial, and estate planning goals. They can also torpedo the best plan when not properly designed or administered. During this presentation we will review these strategies and identify situations in which each is effective.

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

Coronado CD

9:30 am - 9:45 am - BREAK

9:45 am - 10:00 am - GRAND PRIZE DRAWING

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

The Past, Present and Future of Planning With Indexed Universal Life Insurance (IUL)

Indexed Universal Life (IUL) is a product that has grown dramatically in both acceptance and sales results in recent years. One question that has always existed for anybody that sells IUL is, “What is the proper illustrated rate for an IUL product?” This year, the NAIC Life Actuarial Task Force has set forth guidelines for how the product will be illustrated starting potentially as early as next year. In this session, Bobby Samuelson and Stephan Mitchell, two of the industry’s foremost experts on IUL, will discuss how these guidelines will affect IUL as a product and how it will change how the product will be utilized in advanced planning concepts.

Stephan Mitchell - Director, Product Marketing, Pacific Life Insurance Company

Bobby Samuelson - Vice President, Life Product Development , MetLife

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

Coronado CD