Advanced sales and marketing executives, producers, CMOs, sales officers and estate planning advisors with accountability for serving individual markets.
Created by advanced sales professionals, the Forum provides advice from industry leaders with unique expertise in this segment of the financial services market. Whether you are struggling to do more with less or experiencing the challenges of organizational change, attending the Forum will give you unparalleled insights from peers and implementable ideas from experts.
Leigh-Alexandra Basha is a partner with McDermott Will & Emery and heads up its Washington, DC, Private Client Practice Group. She focuses her practice on domestic and international estate and tax planning. She counsels an affluent international client base on a wide range of sophisticated matters, including estate and trust administration, family wealth preservation, tax compliance, as well as business succession, expatriation and pre-immigration planning. She is current chair of the International Estate Planning Committee of the American College of Trust and Estate Counsel (ACTEC) and former chair of the International Bar Association’s Individual Tax and Private Client Committee.
Lawrence Brody is a member of the Private Client Service Group and the Technology, Entrepreneurial & Commercial Practice Client Service Group in the Bryan Cave St. Louis office. He is an Adjunct Professor at Washington University School of Law, and a visiting Adjunct Professor at the University of Miami Law School. Brody is the author or co-author of numerous articles and books on the use of life insurance in estate and employee benefit planning. He is a member of the Advisory Committee for the Philip E. Heckerling Institute on Estate Planning, of the University of Miami School of Law, and serves on several editorial boards.
As partner at Drinker Biddle & Reath LLP, Brad advises financial service providers and plan sponsors on ERISA Title I issues, including fiduciary conduct and prohibited transactions. A nationally-recognized figure in employer-sponsored retirement plans, he is the former Assistant Secretary of Labor for Employee Benefits and head of the Employee Benefits Security Administration. As ERISA's former “top cop” and primary federal regulator, Brad provides his clients with insight and knowledge across a broad range of ERISA-plan related issues. He also serves as an expert witness in ERISA litigation. Brad has been listed as one of the 100 Most Influential Persons in Defined Contribution by 401kWire and has been listed as one of the top 15 ERISA attorneys in the country by a poll of the National Association of Plan Advisors. In addition, he testified before three Congressional Committees regarding the effects of the Department of Labor fiduciary regulation.
Director, Sales Concepts, Lincoln Financial Distributors
Thomas F. Commito is the author of two books, Working with LLCs:
A Practitioner’s Guide to Limited Liability Companies and Comprehensive
Buy-Sell Agreements, both published by the National Underwriter
Company. He writes the column “Accounting and Taxation” in the Journal
of Financial Services Professionals, and was formerly an assistant editor for
The American Alpine Journal. He has been elected to the Estate Planning
Hall of Fame and is a frequent speaker to and a member of several
insurance and legal associations.
Robert specializes in working with doctors, small, closely held businesses, and investment bankers. His areas of expertise include insurance and estate planning, asset protection management, employee benefits, and pensions. Robert attended the University of Wisconsin, Madison, and holds a Masters in Financial Services from the American College. He is currently serving as President of the New York Center for Financial Studies and Penn Mutual’s National Advisory Council.
As an Assistant Vice President in MassMutual’s Advanced Sales organization, Hollander focuses on providing Estate and Business Planning support to the MassMutual Advisors and Financial Planners. He has been a member of the LIMRA Advanced Sales Committee for over 20 years, is a member of AALU, and has been a regular presenter of development sessions at its Annual Meeting. He maintains a strong business connection with MassMutual’s Diverse Markets efforts including the LGBT market, women business owners, and the MassMutual Special Care organization. Hollander has worked at MassMutual since July of 2016. Previously, he held a similar role at MetLife from 1991 to 2016. Prior to that, he served as Associate Counsel, Director Advanced Markets for Mutual Benefit Life in Newark, NJ, and as Advanced Underwriting Attorney for Aetna Life and Casualty. He is a graduate of George Washington University in Washington, D.C., and the University Of Bridgeport School Of Law in Bridgeport, CT.
Deidra joined AIG in March 2016. Prior to her current role, she served as General Counsel for Access Consciousness, LLC. From 2008 through 2014, Deidra worked as a Board Certified Tax Law Partner at the law firm of Looper, Reed & McGraw, PC. Earlier, she was Partner with the law firm of Graves & Hawkins, LLC and held previous positions including Senior Tax Consultant for International Tax Advisors, Lead International Tax Support Rep for Thomson/RIA, International Tax Manager for PricewaterhouseCoopers, LLP, and Senior Tax Consultant for Ernst & Young. Deidra has served on the Board of Directors of the Houston CPA Society and the Texas Society of CPAs as well as serving on the International Tax Technical Resource Panel for the American Institute of CPAs. Deidra earned her A.B. in Philosophy from Duke University and J.D. from Southern Methodist University School of Law.
Robert Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA
Partner, Keebler & Associates, LLP
Robert S. Keebler has been named by CPA Magazine as one of the
Top 100 Most Influential Practitioners in the United
States and one of the Top 40 Tax Advisors to Know
During a Recession. His practice includes family wealth
transfer and preservation planning, charitable giving, retirement
distribution planning, and estate administration. Keebler
frequently represents clients before the National Office of the IRS
and has received more than 150 favorable private letter rulings. He
is the author of over 100 articles and columns and is the editor,
author or co-author of many books and treatises on wealth transfer
Jason works closely with executive management at insurance carriers, financial advisory firms, broker dealers, banks and trust companies, attorneys, CPAs, and philanthropic organizations. His objective is to make sure his clients get the service they expect. He is considered an expert on trends, industry dynamics, and the operational and technical details of the secondary market. Jason is both life and securities licensed. He received his Bachelor’s degree from Emory University in 1990.
Executive Vice President, Government Affairs & Business Strategy, Association for Advanced Life Underwriting
Chris Morton, Executive Vice President, Government Affairs & Business Strategy, at AALU, acts as a principal liaison to Congress on behalf of the nation’s top life insurance producers and distribution partners, managing all policy development, political engagement, and advocacy strategy for the Association in Washington, DC.
A seasoned Washington professional with over 25 years of experience in the financial services and tax policy arena at the Federal level, Mr. Morton has demonstrated success in numerous legislative and regulatory affairs leadership roles.
Matthew Pressler is Director of the Private Client Insurance Consulting team at M Financial Group. He joined M Financial in 2010, and supervises M’s Business Development, Advanced Designs and Solutions Marketing efforts. Prior to joining M Financial, Matthew worked for 12 years as a case designer and client manager for a Member Firm, focusing on corporate benefits and estate planning.
Matthew graduated magna cum laude from California State University, Dominguez Hills, and holds the ChFC® and CLU® designations and FINRA Series 7 and 66 securities licenses. He is currently a student in the Chartered Advisor in Philanthropy (CAP®) program at the American College.
Vice President, Marketing, Pacific Life Insurance Company
With a 25-year career in financial services, David is responsible for marketing and positioning Pacific Life’s life insurance products in the affluent and emerging-affluent markets. He helps come up with new ways to enhance the customer’s experience and encourage new sales. After graduating from Indiana University-Bloomington, he joined MetLife in 1990, starting as an account representative and transitioning into a number of roles. His career also included stints at Penn Mutual as a regional manager and ING Security Life where he worked with advisors in advanced markets.
In his role with AIG, as a Director, Advanced Markets, Lee is responsible for providing advanced markets case consulting; web or in-person presentations; life insurance product and illustration expertise; as well as support for the company's sales of life insurance purchased using third party premium financing or simplified/guaranteed issue. Prior to joining AIG, he served as a Regional Vice President with Lincoln Financial Advisors. Lee is an alumnus of the University of Houston and a former U.S. Navy cryptologic officer.
Channing manages the Advanced Marketing Department of Securian/Minnesota Life. He has been in the financial services industry since 2006, helping advisors and clients with estate planning, business succession, executive compensation strategies and personal financial planning. Prior to joining Securian, Channing practiced law privately in North Dakota and Minnesota. He has published articles on a variety of estate and business planning concepts. Channing obtained his bachelor’s degree from the University of North Dakota in Grand Forks, North Dakota and received his Juris Doctorate from Hamline University College of Law in St. Paul, Minnesota.
Howard Sharfman has been recognized as an innovative leader in the insurance business for over two decades. He manages one of the premier and largest wealth transfer and planning firms in the country. Sharfman's personal practice is highly focused on servicing families with multi generational wealth, family offices and ultra high net worth advisors. His firm has additional expertise in executive benefits, corporate benefits and general insurance and risk management. Sharfman's ideas and concepts have been shared with peers and advisors around the country through many speeches, presentations and publications.
Wendell provides advanced case design for
MetLife’s third-party distribution partners. He began his career with CIGNA
Group Insurance. Later, Wendell advised retail clients for Northwestern Mutual
before joining Lincoln Financial Group. More recently, he worked with the
Assurance Group as the field manager for its Charlotte regional office. In that
role, Wendell recruited, hired, and trained producers to sell life insurance and
annuities in the Carolinas. He is a graduate of Harvard University.
Mark manages the Advanced Markets and Marketing efforts of AXA Distributors — Life Division. He also handles field calls in business, estate, and retirement planning. His main focus is on developing sales tools and marketing campaigns to position AXA’s life insurance for optimal results. Prior to AXA, Mark’s career brought him to Metlife, Travelers, and Phoenix Life. He has published articles in several professional journals, is a graduate of Kenyon College, and got advanced degrees from Ohio Northern University and Boston University.
Assitant Vice President and Associate Counsel, Advanced Markets & Underwriting, John Hancock
Winslow specializes in working with complex financial and premium-financed cases and issues related to proposed policy ownership and titling scenarios. Prior to joining John Hancock he spent ten years working in financial sales and estate planning as a wholesaler dedicated to developing new producers for a large Mutual Fund and Annuity distributor and he worked in the back office of a large private bank group.
Vice President, Marketing, Pacific Life Insurance Company
Eric T. Sondergeld, ASA, CFA
Corporate Vice President and Director, LIMRA
Our industry is in the midst of transformation — creating both challenge and opportunity for advisors, carriers, and advanced sales professionals. This interactive session will feature a discussion of “innovation” relative to the industry and the advisor’s practice. Topics will include: economic, regulatory, technological and demographic trends; evolving client needs and expectations; new ways of thinking, communicating, and adding value; use of technology to ease and enhance the advisor-client experience; re-defining the “advanced” markets; and making innovation a “safe” reality.
Robert Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA
Partner, Keebler & Associates, LLP
Roth conversions, net unrealized appreciation rollouts, and income shifting strategies — these tools can be income tax efficient solutions to accomplish 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 Moderator: NANCY
HARMS, J.D., Director Estate and Charitable Planning, AXA
Income taxation of business entities and trust is complex and the
rules vary widely. This session will cover some general rules and
specific strategies to reduce your client’s income tax burden.
Topics will include:
RICHARD KAIT, J.D., LL.M., CLU, ChFC, Second Vice
President, Advanced Sales, Protective Life ANA
MEDINACELI, CLTC, Director of Marketing, John Hancock WENDELL STALLINGS, CLU, ChFC, Advanced Markets
Consultant, Case Design, MetLife Moderator: VICTOR
NGAI, J.D., CLU, ChFC, Assistant Vice President, Business
Resource Center for Advanced Markets, Guardian Life
This workshop will briefly review the strengths, weaknesses, opportunities and threats to advanced sales departments, but concentrate primarily on the various ways that departments are addressing these issues through innovation, being more impactful to revenue generation, proactive measures, and changing the culture of a typical advanced sales department. We probably all recognize the need to stay relevant to the field and senior management but may be at a loss on how to best accomplish that. Our panelists will share ideas that they are implementing and invite audience members to contribute. By the end of the workshop, we anticipate that every participant will walk away with a couple of ideas that they can immediately implement in their department with immediate results.
MICHAEL GEERAERTS, CPA, J.D., CGMA, CLU, Advanced
Sales Consultant, Guardian Life ALAN O’DONNELL, MBA,
ChFC, CLU, RICP, CASL, Manager, Financial Advice,
Thrivent Financial KEVIN UNTERBRINK, ChFC, CLTC,
Regional Vice President, Nationwide Moderator: RICK
EDINGER, J.D., CPA (inactive), CLU, ChFC, RICP, Director,
Advice Services, Thrivent Financial
Hear directly from millennials on what the industry needs to do to attract millennials as both future advisors and as future clients. LIMRA research tells us millennials as consumers continue to gain in economic position and prosperity, and millennials represent the well spring from which the next generation of advisor will emerge. Our discussion will focus on technology, language and financial products that millennials want your firm to provide to engage and to attract them as employees and as consumers.
Executive Vice President, Government Affairs & Business Strategy, Association for Advanced Life Underwriting
With the 2016 election looming this fall, 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, and the broader financial services community.
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. 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.
This workshop will focus on changes in estate planning as consumer’s attitudes and needs evolve. We will look at considerations of the blended family, special needs children and adults, the LGBTQ community and using traditional and sometimes not so traditional planning methods including consideration of life insurance, annuities and LTC products.
MICHAEL BITTON, CFP, CLU, RICP, Director, Advanced Sales, MetLife CHAD GOFORTH, J.D., Senior Advanced Marketing Consultant, Pacific Life CHRISTOPHER PRICE, J.D., ML&T, CLU, ChFC, CFS, Senior Account Director, Sales Support, Lincoln Financial Distributors Moderator: DEBRA S. REPYA, J.D., CLU, ChFC, Vice President, Advanced Markets, Allianz Life Insurance Company of America
This panel discussion will cover popular annuity sales concepts and their related technical/tax issues that are frequently presented to Advanced Sales team members. Topics to be covered on this panel are annuities and loans to defective trusts, annuities in charitable planning, 1035 issues including post death nonqualified transfers, stretch options, annuities in IRA’s, and annuity buy-backs. This session will also include a discussion of how to work effectively with your home office legal and tax operations teams to gain their support of advanced annuity sales concepts. The participants on this panel will include Advanced Sales professionals who have expertise in annuities and work extensively in that market.
NICHOLE A. CRAWFORD, J.D., LL.M., CLU, ChFC, CAP, FLMI, AIRC, Advanced Life Manager and Counsel, Federated Life WILLIAM HEIDBREDER, J.D., MBA, CPA, Director, Advanced Solutions, Principal Financial Group LAURENCE E. HERMAN, J.D., CPA, CLU, ChFC, President and Chief Experience Officer, Herman Agency, Inc. BRUCE A. TANNAHILL, J.D., CPA/PFS, CLU, ChFC, AEP, Director, Estate and Business Planning, MassMutual Financial Moderator: STEPHEN E. ALLOY, J.D., MBA, CLU, ChFC, MSFA, Advanced Markets Specialist, Mutual of Omaha
All day long we communicate with different audiences: field partners, other home office departments, national marketing organizations, and clients. We are regularly called upon to be educators, advocates, negotiators, problem solvers, and public speakers. How do we make sure our message gets across and doesn’t get lost in translation? Join us for an interactive discussion regarding how our communication style and effectiveness directly and indirectly promotes sales in contexts and situations requiring our input, direction or advice. Discussion topics will include case consultations, training, marketing materials, client meetings, and methods of communicating with various parties with the end client in mind.
The Social Security decision is one of the most important decisions individuals face about their retirement income. This decision could potentially result in accumulating hundreds of thousands of dollars in additional retirement income. This presentation breaks down and simplifies the many rules and filing options for Social Security to help retirees make a suitable decision for their needs by analyzing and comparing different Social Security filing options.
Moderator: CHAD GOFORTH, J.D., Senior Advanced Marketing Consultant, Pacific Life
Partner, Drinker Biddle & Reath, LLP
This general session will offer insight on the new DOL Fiduciary Rule, providing an overview of how this rule changes the way Rollover and IRA business will be done going forward. Nothing in recent history has the potential to transform our industry the way the DOL Fiduciary Rule does. We owe it to ourselves and our companies to stay abreast of these changes so that we can uncover the opportunities they may present.
Life insurance carriers have become increasingly vigilant to combat sales strategies that either abuse the tax code or exploit their products. Advanced sales departments often help determine whether a particular sales idea or strategy will receive a carrier’s blessing or prohibition. This session will contrast appropriate uses and abuses in the life insurance marketplace for several practices, including premium financing, life settlements, and captive insurance. By understanding where certain practices may either stay within or cross the line of appropriateness from the carrier’s standpoint, advanced sales professionals can better advise producers and cultivate quality business.
When in the course of case design a producer reaches out to the Advanced Sales team, are there disconnects between assistance sought and what is provided? Are there avenues, or actions, which provide more efficient, or clearer, response? These questions, and others, will be posed to our panel of top producers. The answers will stir consideration of how we may improve our efforts to help them serve their clients.
ERNIE GUERRIERO, CLU, ChFC, CEBS, CPCU, CPC, CMS, AIR, Director, Head of Qualified Plan Marketing, Guardian Life Insurance PATRICIA MOLL, CFP, Senior Franchise Field Vice President, Ameriprise Financial Moderator: CHAD GOFORTH, J.D., Senior Advanced Marketing Consultant, Pacific Life
This workshop will focus on the DOL’s Fiduciary Rule and its resulting effects on the various aspects of our business. Different companies may have discovered different solutions to the changes this rule requires. Thus, our goal is to reveal what practices have been incorporated by different companies and what opportunities might be found in this profound time of change in our industry.
JORDAN E. CARREIRA, FALU, Vice President & Chief Underwriter, Lincoln Financial Group THOMAS F. COMMITO, J.D., LL.M., CLU, ChFC, AEP, Director, Sales Concepts, Lincoln Financial Distributors Moderator: RICHARD OLEWNIK, J.D., CLU, ChFC, FLMI, Assistant Vice President, Advanced Markets, AXA
The term “underwriting” generally conjures up thoughts of medical profiles and standards. But in reality financial profiles and valuation standards are often just as important to the acceptance of a life insurance Underwriting risk. What should be included in a good cover note? Join us for an open interview with Jordan J. Carreira, a seasoned life underwriter from The Lincoln Financial Group, conducted by Tom Commito. Come prepared with your own questions.
Life insurance offers tremendous planning opportunities and benefits to both resident and non-resident alien clients. This presentation will highlight the relevant rules with respect to insurance planning for these types of clients, and assist life insurance professionals identify opportunities to meet the needs of international clients. The presentation will be geared towards practical situations, and offer examples of the utility of insurance planning in resident and non-resident alien’s estate plans.
The Advanced Life Insurance Sales professional must 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.
WRAP UP & ADJOURNMENT
Early-Bird Rates (Register by June 30th): LIMRA member $1,245 LOMA (but not LIMRA) member $1,865 Nonmember $2,490
Standard Rates (After June 30th): Member – $1,445 LOMA (but not LIMRA) member - $2,165 Nonmember – $2,890
All cancellations must be received in writing. Cancellations received before July 11, 2016, will be refunded, less a $75 processing fee. Cancellations received from July 11, 2016, to July 25, 2016, will be refunded, less a $275 processing and administrative fee. No refunds will be issued after July 25, 2016.
In the event that a scheduled meeting or event is cancelled by LIMRA for any reason, LIMRA shall refund any conference registration fees that have been paid by the registrant. Under no circumstances, however, shall LIMRA be liable to the registrant for any other expenses including, but not limited to, airfare and hotel expenses incurred by the registrant.
Make your reservations by July 5th, 2016 and mention the LIMRA Advanced Sales Conference in order to receive the group rate of $305.00 single/double (plus applicable sales taxes). Requests after July 5th, 2016 will be accepted on the basis of space availability. The group guest room rate will be offered three days prior and three days after the meeting dates subject to availability and must be booked by calling the hotel.
Please note that hotel rates will go up after the cut-off date or when the meeting room block sells out, whichever comes first. Make your reservations early to be able to take advantage of our discounted rates.
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