2019 Wholesaler Leadership Summit Agenda

Tuesday, May 7, 2019

12:00 pm - 5:00 pm - REGISTRATION


Over 235 years ago the Latin phrase “e pluribus unum” became the motto of our nation. It translates to “out of many, one.” The Leukemia and Lymphoma Society, the world’s largest voluntary (nonprofit) organization dedicated to blood cancer, works tirelessly every day to find cures and help patients.

Please join us as we create comfort care bags for patients undergoing chemotherapy. Lunch has been generously donated by the Westin Indianapolis.

Out of many donations (no size too small), we can help one be more comfortable in their time of need. https://events.lls.org/pages/in/LIMRA 

Thank you to the Guggenheim Life and Annuity for supporting this event.

2:30 pm - 4:00 pm - GET IN THE RACE!

We all feed on competition particularly against our peers. Here’s a chance to have some fun with it! Take a turn behind the wheel of a race car simulator and compete against fellow attendees. Join in on the fun!


Get your Summit mojo flowing early with an engaging discussion from three experienced and successful wholesaler leaders.

Cathy Jo Borgman, CPCU, FLMI, ACS - Sales Desk Director, Pacific Life

David Junker - Vice President, Insurance Sales Consulting Group, RiverSource Life Insurance Company

Chad Mueller - National Sales Director, CUNA Mutual Group

5:00 pm - 5:30 pm - "THE 3 M's OF MOTIVATION"

Money is not the only motivator. By understanding how to trigger different types of motivation through the “3 M’s of Motivation,” sales executives can drive enduring performance gains — without relying solely upon financial rewards.

Seth Preus - Advisor, RacingSnail

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

Come as you are and enjoy reconnecting with peers, meeting new people, and engaging in some competitive race car driving.

Wednesday, May 8, 2019

7:00 am - 12:00 pm - REGISTRATION

7:00 am - 8:00 am - NETWORKING BREAKFAST

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

Accelerating Performance In a Changing World

Just like drivers learn the track before a race, it is important for wholesaler leaders to understand the environment in which they perform. LIMRA’s Sean O’Donnell will share his perspective and insights on significant industry trends that will help you navigate the rapidly changing environment, drive growth, and expand your thinking beyond 2019.

Sean F. O’Donnell, LLIF - Senior Vice President, Member Relations and Head of Workplace Benefits, LIMRA and LOMA

9:00 am - 10:30 am - WORKING GROUP 1

Total Compensation: It’s More Than Money

Compensation can be complex; particularly with so many components involved such as fixed compensation, variable compensation, and non-monetary rewards. During this interactive session, participants will explore the total compensation package for internal and external wholesalers. Incentives, rewards, and motivation programs will all be discussed, including managing to generational differences.

10:30 am - 11:00 am - DEBRIEF WORKING GROUP 1

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

11:00 am - 12:15 pm - WORKING GROUP 2

Personal Development: Fine Tune Your Team

Are you challenged by internal and external wholesaler learning and developing resources? The best wholesalers want coaching, mentoring, training, and development opportunities to develop a high level of performance. Participants will discuss models for training and developing their wholesaler teams.

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

1:00 pm - 1:30 pm - DEBRIEF WORKING GROUP 2

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

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

The Wholesaler of the Future — A Virtual Model

Digital technologies have clear potential to impact both the traditional wholesaling model and the services that wholesalers typically provide. As client and broker expectations continue to align more closely with a “retail” experience, carriers will need to be able to leverage these digital tools to enable success in the field. In this engaging session, EY presents a virtual model of the future of wholesaling, providing a glimpse of the near future for carrier capabilities.

Mark Hopkins, CLU - Managing Director, Ernst & Young LLP

2:30 pm - 2:45 pm - REFRESHMENT BREAK

2:45 pm - 4:00 pm - GENERAL SESSION

Transform Client Relationship Management in Wealth Management
Andy Wang, Salesforce

The way financial advisors manage relationships has changed. Clients want to be connected in the right way — more frequently, consistently, and quickly  but with the right context, in the right situations, and through the right channels. Trust, transparency, and convenience are defined on the client's terms. Join us for this engaging session to discover how to transform client relationship management to drive customer loyalty.

4:00 pm - 4:30 pm - TECH TALK: WHAT'S IN YOUR TOOLBOX?

After a full day of engaging workshops and thought provoking speakers let’s hear from you the attendees about what’s in your tech toolbox. Also the day’s speakers will be on hand to answer any specific questions you may have.

4:30 pm - 5:00 pm - GENERAL SESSION OPEN MIC

The stage belongs to the audience. This is your opportunity to ask questions. Anything is possible!


6:00 pm - 9:00 pm - DINNER EVENT AT CHEF JJ'S

In this unique grilling experience you will work as a team to navigate through the Chef’s clues, engage in friendly competition, enjoy the fruits of everyone’s labor, and even learn a few grilling tips to use at home so you can impress family and friends.

Thursday, May 9, 2019

7:30 am - 8:30 am - NETWORKING BREAKFAST

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

Accelerating Performance With a Supercharged Team

Race car drivers know the importance of a solid-performing team. In this interactive session with IndyCar driver Zach Veach, we will explore the many angles of teaming. He will share his experiences from choosing a team, building the team, and maintaining a level of excellence.

Zach Veach - Andretti Autosport IndyCar Driver
No. 26 Gainbridge Honda

9:30 am - 9:45 am - BREAK

9:45 am - 10:45 am - DISTRIBUTION TABLE TALKS

This session is designed to encourage meaningful dialogue around wholesaling as it relates to the various types of distribution — captive, non-captive, BGAs and IMOS, banks, wirehouses & IBDs. The idea is to think collaboratively in order to generate fresh, innovative thinking and share best practice with each other. Attendees can float between tables if they choose.


11:00 am - 12:15 pm - WORKING GROUP 3

Wholesaler Innovation: #turbochargetheteam #costsvsresults #canbescary

Wholesaler leaders are challenged with maintaining daily operations in an environment of high-speed change. The sharing of experiences, challenges, and successes with realigning teams, introducing new wholesaling models (virtual, hybrid, digital) and experimenting with different approaches (product specialist vs. consultative) can make a #changeforthebetter.

12:15 pm - 12:45 pm - DEBRIEF WORKING GROUP 3

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

12:45 pm - 1:00 pm - WRAP-UP AND ADJOURNMENT