LIMRA LOMA International Agency Transformation Forum Agenda
Wednesday, May 22, 2019
7:30 am - 5:00 pm - Registration
9:00 am - 9:30 am - Conference Welcome & Opening Remarks
Information Coming Soon!
David Levenson, DBA, FSA, CFA - President and Chief Executive Officer, LIMRA and LOMA
9:30 am - 10:15 am - Opening Keynote - Agency System Innovations
Drawing from his unique regional perspective and experiences, Mr. Cai will share insights on Asia’s life insurance agency channels, including the development stage of China's life insurance market and trends for future agency systems. He will also share insights into AIA Group's development strategy for their various distribution systems, and how they plan to cultivate and develop their current and future agency channel.
John Cai - Regional Chief Executive, AIA Group Limited
10:15 am - 10:45 am - Networking Break
10:45 am - 11:15 am - General Session - Successful, Profitable Agency Distribution Models – Part 1
This presentation will showcase a case study example on how a top Chinese insurer has created and maintained a successful, profitable agency distribution model. You will hear about the various strategic transformations they chose to undertake to remain relevant in today’s competitive landscape, the external factors that influenced these decisions, as well as the challenges and setbacks they faced along the way. Tactical examples and practical takeaways will be provided, as well as predictions on what their future agency strategy might include.
Hua Yu - Vice President, China Pacific Life Insurance Co., Ltd.
11:15 am - 11:45 am - General Session - Successful, Profitable Agency Distribution Models – Part 2
This presentation will showcase a case study example on how a top Japanese insurer has created and maintained a successful, profitable agency distribution model. You will hear about the various strategic transformations they chose to undertake to remain relevant in today’s competitive landscape, the external factors that influenced these decisions, as well as the challenges and setbacks they faced along the way. Tactical examples and practical takeaways will be provided, as well as predictions on what their future agency strategy might include.
Sam Nakachi - Assistant General Manager of Marketing Planning Department, Sumitomo Life Insurance Company
11:45 am - 12:30 pm - Best Practices from Taiping Life’s High Quality Team Building
Information Coming Soon!
Yi Shen - Vice General Manager, Taiping Life Insurance Company Ltd.
12:30 pm - 1:45 pm - Lunch
1:45 pm - 2:30 pm - From Quantity to Quality: Fundamentals of a High Quality Recruiting Strategy
Recruiting the best talent begins with knowing what to look for, and how to support it. Chris Au will share key insights on how to improve your fundamental agency platform, where to source top quality leads, and how to differentiate yourself from the competition. He will also offer suggestions on timelines and tolls to help with the selection process, as well as ideas on how to train and develop your top talent to ensure they stay with you as they grow in their career.
Chris Au - Asia CAO, Manulife Financial Asia, Ltd.
2:30 pm - 3:15 pm - Sustaining An Innovative Culture
Sidney Yuen will share ideas on how to stay one step ahead of today’s ever-moving customer expectations, even with all of the digital tools available and competing for their attention. He will challenge attendees to consider what it really takes to be an innovative leader, what skills and mindset are needed to achieve quality, and how to create and sustain an innovative culture with your organization.
Sidney Yuen - Chairman, HBC
3:15 pm - 3:45 pm - Networking Break
3:45 pm - 4:30 pm - Innovations in Field Team Management
Mr. Chen Hongyou will share how Ping An’s Shanghai Branch is utilizing technology to create a customer-centric ecosystem that allows them to develop and maintain a highly productive business. Their simple, efficient approach allows them to efficiently manage customer activity in order to continue to grow both sales and revenue, while simultaneously strengthening a high quality, high performing team.
Hongyou Chen - Sales Head, First Regional Area, Ping An Insurance Company of China, Ltd., Shanghai Branch
4:30 pm - 5:00 pm - AI meets Risk Intelligence: A case study of AI-powered Healthcare
Jason Liu will share real life case study examples on how companies can us AI to improve the timeliness of health claim settlements, as well as decrease the level of fraudulent activity payouts. Attendees will also hear how the proper use of big data can help agents to match the right products to the right people, and sell more accurately priced products and services to the customers they service.
Jason Liu - CEO, Leapstack, Inc.
5:00 pm - 5:20 pm - Summary of the Day
A summary and reflection on the points discussed throughout the day
Yadong Lan - Chairman, Hengqin Life Insurance Co., Ltd.
Thursday, May 23, 2019
8:00 am - 8:45 am - Registration
8:45 am - 9:00 am - Welcome Back
9:00 am - 9:30 am - LIMRA Research Update: Agency Model Best Practices
In late 2018, LIMRA launched a global research project to determine and describe the most successful agency distribution models. The project aimed to identify key agency philosophies, structures, procedures, and tools that make the best models so successful, and allow LIMRA member companies to identify which of those model characteristics are most suitable for their own growth strategy. Ms. Zhao will share some observations and data finding from this report, including descriptions of the local agent channels and an analysis of common productivity indicators such as market potential, retention, and activity rates.
Ping Zhao - Chief Strategy Officer, Greater China, LIMRA LOMA
9:30 am - 10:15 am - 21st Century Goal Setting to Exponentially Increase Retention and Productivity
John Baier, GAMA International’s 2013 Hall of Fame Inductee, will share personal case study experiences and best practices for successful agent retention and productivity results. Based on his industry-renowned 25 Point System, he will share his approach for strategic planning (from tracking daily activity to setting a long range vision), as well as how this planning technique has vastly improved with mobile technology. John will also share insights on why most goal setting fails and methods to avoid common traps – for both new and veteran advisors.
John T. Baier - GAMA International's 2013 Hall of Fame Inductee, & Co-Founder and Chairman, 25 Points Systems Inc.
10:15 am - 10:45 am - Networking Break
10:45 am - 11:15 am - Digital First Marketing - Helping Agents Sell More, and Service Their Customers Better
Why are digital first sales are an unstoppable trend? And how are technology solutions like microsites and multi-channel push-based marketing tools allowing agents to provide better service than ever before? Hugh will offer answers to these questions, along with multiple examples of different technology solutions that can be used to increase sales and improve client satisfaction.
Hugh Terry - Founder, The Digital Insurer
11:15 am - 12:30 pm - InsurTech Executive Panel: Using Technology to Empower Agents
Do your agents have the tools they need to do their job in the most effective, efficient, and seamless manner? Are your agents and clients alike satisfied with the way in which they interact with each other, and with you? This group of forward-thinking InsurTech leaders and experts will share their views on what companies must do to ensure the answer to all of these questions is “yes”, for each and every transaction your agents make.
Haojian Li - Founder & CEO, TopMDRT
Jun Wu - Founder and CEO, Shenzhen Kaopubao (KPB) Technology Development Co., Ltd.
Hongzhen Tian - Deputy General Manager, Chief Actuary, Funde Sino Life Insurance Company, Ltd.
Chunyuan Yang - Assistant President, Mingya Insurance Brokers
Jacky Zuo - President and CEO, Allianture Info Tech Co., Ltd.
12:30 pm - 1:30 pm - Lunch
1:30 pm - 2:00 pm - Intermediary Transformation: The Road to High Quality Development
Using the combined experiences from his time at various life insurance companies and now with his own boutique brokerage firm, Mr. Lin will share his business philosophy on how to break from the conventional intermediary routine. As a true believer in the idea that quality is best differentiator, he will explain how to achieve the “three highs” of sales team management: high quality, high output and high professional standards. He will also share how he has maintained a renewal rate of 97% at their 24 branches and 36 outlets, as well as how his team provides customers with value-added experience services.
Chongwen Lin - Chairman and President, GM Financial Service
2:00 pm - 3:15 pm - CAO Panel: Creating a Quality-Driven and Customer-Centric Agency Operation
Do your agents have the tools they need to portray your organization as high-quality and customer-centric? And how does your organization ensure that the customer’s best interest remains a top priority, even when it conflicts with overall company profits? Panelists will share their thoughts on these questions and others, as they discuss the best strategies and approaches for designing and maintaining a high quality agency operation that is both customer-centric and profitable.
James Chang, PhD RMI, ASA - Senior Vice President, AVIVA-COFCO Life Insurance Co., Ltd.
Edwin Si - Managing Director, China, LIMRA and LOMA
Xiaohong Sun - Vice President, Aeon Life Insurance Company Ltd.
Albin Wang - General Manager Assistant, CITIC-Prudential Life Ins. Co. Ltd.
David Yu - Chief Agency Officer, Sino-US United Metlife Insurance Company Limited
3:15 pm - 3:45 pm - Networking Break
3:45 pm - 4:45 pm - Transform with a Touch of Magic
A rational person knows magic is not real, yet the best magicians still leave people in awe by making the seemingly impossible appear as possible. The technique for doing this involves a good closing strategy: The ability to change a person’s perception and believe in something they did not previously believe in. The ability to understand a prospect’s pain and provide a solution accordingly. And the ability to provide an experience that is not offered by competitors. Johnny Wu, international magician and illusionist, will deliver a high energy, entertaining performance that combines the allure of magic with a powerful message on how any transformation is possible when looked at from the right perspective – and how embracing the mindset of a closer can help lead these transformations.