2016 Distribution Conference for Financial Services

How do you determine your next geographic territory to expand your distribution? Where should you focus your resources? What should you expect for sales? These questions represent some of the most fundamental issues we face when considering distribution efficiency and expansion. This workshop will discuss how your existing sales data can be leveraged to identify untapped or under-performing geographic market opportunities, and provide a data-driven, and analytic approach to supporting your growth objectives.

Are you trying to recruit today’s candidate with yesterday’s language and techniques? Considering that only 10 percent are attracted by an “entrepreneurial” career, this could set your recruiting success back. Learn how to transform your strategy, messaging and candidate experience to remain relevant in the war for talent — regardless of your distribution channel. Drawing on LIMRA’s Young Advisor Series this session will help you: 

• Examine today’s realities of “candidate driven” recruiting 
• Explore what motivates the Advisor of the Future 
• Learn what you can do and say to attract the most in-demand, and demanding, candidates

Explore and exchange questions, ideas and solutions with other women executives in the industry. 

For LIMRA members only.

John W. Chandler, Jr.

Senior Vice President, Chief Marketing Officer, MassMutual Financial Group

We’ve all seen the LIMRA data before — U.S. life insurance ownership is at an all-time low and American consumers are woefully underprepared for retirement — and the trends are only getting worse. MassMutual CMO John Chandler believes this isn’t because the need has gone away, but rather because the experience is so out of sync with today’s consumer. Join him as he discusses the impact that this experience gap is having on the industry, and then shares some of the initiatives that MassMutual has undertaken to meet the demand for choice and personalization in our digital-first, consumer-driven world.

Mark King

President
adidas Group North America
Chairman
TaylorMade Golf Company

In any flat market there are companies that shrink and those who grow. As everyone knows during such times there is only one way to grow: Take market share from your competitors. This is precisely what TaylorMade did under Mark King’s leadership. From 2000 to present day, golf has been a no-growth market. During that time TaylorMade quadrupled its size from 300 million to 1.2 billion dollars and continues to show solid growth. One of Mark’s core beliefs centers around the concept of growth as a cultural mindset that must be infused into the bloodstream of the organization at every level. It is the leader’s responsibility to establish this and be a tireless promoter of it.

New technology is not just about new channels or business models. Many of the newest innovations will allow our advisors to meet and serve their clients on their client’s terms. These innovations have the promise of increasing efficiency and efficacy. Attend this session and hear how some companies are leading the way to a better model for the future.

Our industry is gaining traction with recruiting the “next generation” of sales talent and finding ways to use technology in prospecting and working with clients. This workshop features leaders who employ next-generation recruiting strategies and technology to make prospecting, sales development and support more attractive, creating a work culture where the next-generation can thrive. Hear how one firm was able to transform itself from a mortgage brokerage firm into a thriving life agency. Another speaker will share insight behind his brand of making others successful, especially among millennials, and the impact of targeted messaging campaigns to spread the word of what the career has to offer.

Our industry is gaining traction with recruiting the “next generation” of sales talent and finding ways to use technology in prospecting and working with clients. This workshop features leaders who employ next-generation recruiting strategies and technology to make prospecting, sales development and support more attractive, creating a work culture where the next-generation can thrive. Hear how one firm was able to transform itself from a mortgage brokerage firm into a thriving life agency. Another speaker will share insight behind his brand of making others successful, especially among millennials, and the impact of targeted messaging campaigns to spread the word of what the career has to offer.

Concerns about fraud and regulatory scrutiny create complexity and confusion across the industry. With an aging population and new regulations, a lack of clarity on suitability and sales practices create significant risks, both politically and financially. Our experts will expand and update their on-target 2015 presentations, with focus on cooperative efforts and “getting to ‘yes’.”

Changing technology and consumer expectations are driving companies to revisit how they market, sell, and service. Whether it’s phone calls or click to chat, service or sales, connecting with consumers is critical. The industry is looking to use contact centers in new ways to benefit both the consumer and the business. 

• Consumer and technology trends impacting financial services 
• Examples from companies using new ways to connect with consumers 
• Key considerations in preparing for new contact center models

What are the characteristics and competencies we need to be seeking and developing in the future leaders of our firms? What does the selection process need to be? Do we have the “right” leaders in the pipeline today, given the changes in technology, communications, channel expansion and client expectations? How will we hold them accountable in order to have the best talent for our organizations? Hear how Northwestern Mutual and MetLife Premier Client Group are taking steps today to ensure the right leadership going forward.

Learn how data savvy companies are putting BIG DATA into the hands of field personnel to deliver heightened customer experiences and drive better results. While gains have been made at the corporate level to harness the power of Big Data — leading companies are now addressing how to Distribute the Knowledge gleaned and make it actionable on the front lines in real time. Several relevant case studies will be shared during this workshop.

Succession planning is a vital piece of our industry’s new mosaic. It is complex and requires years of thoughtful and purposeful action to make it a reality, particularly in the independent channel. There are many facets to this issue — it’s more than buying or selling a practice and it is a process, not an event. In this timely workshop, several organizations share how their dedicated succession planning programs are addressing this important issue. Learn how one company uses a teaming strategy as an effective method of improving current and future client retention and how it has facilitated a seamless transition of practice equity and ownership. There will also be a discussion of the pros and cons of “doing nothing.” In other words, which is more cost effective to the carrier and/or manufacturer — to be (or not to be) involved in succession planning for independent producers?

Everyone talks about the wirehouse/BD opportunity, but who’s developed a success strategy? What are the keys to unlocking the potential of these investment-focused financial professionals? Hear two strategies for approaching this high-potential combination.

It’s one thing to have multiple Direct to Consumer sales channels, it’s quite another to continuously and successfully funnel sales opportunities to them. Attend this session to learn how one company: 

• Has a powerfully integrated and connected Direct Response Sales & Marketing culture 
• Balances Lead Generation, Prospect & Customer Reactivation Marketing efforts across sales channels to maximize marketing cost/sales effectiveness 
• Embed a strong sales culture within its Customer Service team 
• Views best practices of the Telesales “Rep of Today and the Future” that will cover topics including recruiting, talent acquisition, hiring, licensing, training and compensation

There are numerous responsibilities on the shoulders of today’s financial professionals — they must be continual students of the business, effectively and efficiently marketing their services, constantly prospecting, while compliantly serving and supporting their clients. Attend this session to hear how some companies are providing virtual support to their advisors — all to help them become more productive. Come away from the session with some approaches that may make a significant difference for your advisors and channel.

The insurance industry is ripe for distribution disruption. To grow in this environment, it’s important that multi-line exclusive agent companies equip their agency force for the future. Cultivating life insurance business can help increase the cross sell of other products for new and existing customers. This workshop examines what future success looks like and how we get there, including:

• What does a successful multi-line agent look like?
• What works well today that can be leveraged?
• How are some companies addressing this challenge?

We’d all agree that no matter when we started in the life business, very few if any failed placing 100 applications per year. We’ve all heard the numbers, producers decreasing, lack of new producers and ownership down. What are we doing to increase life insurance ownership? Come to this interactive session to learn and discuss creative ways to address this significant concern.

One challenge of working through BGA/IMO partners is determining whether carrier information is reaching the ultimate producer. Typically, intermediary partners want to control communication flow to their producers. This issue has implications for effective communication from training to product updates to compliance. This workshop will focus on best practices for communication without causing channel static.

People can now buy any of millions of products online at anytime from anywhere — without talking to anyone. Is that possible with life insurance? The easy answer is “yes.” But how can it be done? Learn how one small company is leveraging technology and streamlining the online buying  process to:

• Reach more underinsured consumers, where they want to buy, when they want to buy
• Meet the expectations of consumers weaned on online shopping

Betsy Hubbard

Founder and President, Mindset Digital

Debra Jasper, Ph.D.

Founder and CEO, Mindset Digital

In this session, Mindset Digital will provide you with practical tips in how to use LinkedIn and social strategies to generate leads and increase business. They’ll walk you through the three curses that stand between your sales teams and their clients, and show you new approaches and tools for expanding your networks, building your reputation and sharing expertise. This high-energy, high-level talk will help you apply new thinking in a real-time world. Then they’ll focus on the practical, including how to: 

• create powerful and professional LinkedIn profiles
• leverage the latest platforms to strengthen relationships and drive new business
• expand thought leadership
• recruit more effectively
• demonstrate how to stand out from the crowd to amplify your professional — and personal — brand

Join us to celebrate LIMRA’s 100^th Birthday sponsored by the Miami Convention & Visitors Bureau and their Partners.  Your support and participation has helped us create a remarkable legacy – one that we want to continue for many years to come. Please join us at the breathtakingly beautiful Italian Renaissance gardens of Villa Vizcaya as we celebrate a century of service to you.

Buses Leave the Hilton at 5:45 p.m.

Buses Leave Vizcaya at 8:00 p.m. to return to the Hilton Downtown Miami.

Dress Code: The dress code is business casual. Let us emphasize for the ladies – comfortable flat shoes are strongly suggested as the grounds and stone terrace are uneven and high-heels will likely get stuck in the crevices. Wedges, flats, or non-stiletto heels are recommended for your comfort.

Sponsored by Greater Miami Convention & Visitors Bureau

LIMRA research has shown that consumers are disconnected from our industry. We must craft a bridge to the public in order to address their financial security needs and to attract the next generation of advisors. This session will showcase specific examples of companies who are engaging with consumers in new, innovative ways, making them stand out in the minds of the consumers. Additionally, MyPath™ of The Institutes, will share their initiatives to provide a unified voice to educate and excite students and young professionals about the prospects of career options within our industry.

LIMRA research has shown that consumers are disconnected from our industry. We must craft a bridge to the public in order to address their financial security needs and to attract the next generation of advisors. This session will showcase specific examples of companies who are engaging with consumers in new, innovative ways, making them stand out in the minds of the consumers. Additionally, MyPath™ of The Institutes, will share their initiatives to provide a unified voice to educate and excite students and young professionals about the prospects of career options within our industry.

Carriers who distribute through independent and intermediary channels are constantly challenged to “make it easier” for producers. The ever-evolving potential for technological efficiencies presents a range of business-facilitation options to achieve the “Digital Dream.” In this return engagement of our game-show participative format, our “host” will challenge the teams to identify new ways to “Automate This!”

Carriers who distribute through independent and intermediary channels are constantly challenged to “make it easier” for producers. The ever-evolving potential for technological efficiencies presents a range of business-facilitation options to achieve the “Digital Dream.” In this return engagement of our game-show participative format, our “host” will challenge the teams to identify new ways to “Automate This!”

There has been a philosophical change in the relationship between customer service and direct sales. Once separate organizations with narrowly focused interactions, they are now increasingly integrated operations focused on serving the whole customer. This session will examine two approaches for harnessing service to help generate sales: 

• Contact center reps who leverage service to help with sales and retention
• Contact center reps who have the ability and permissions to sell

Aaron Klein

CEO, Riskalyze

Christopher Raham

Principal Financial Services Office, EY

W. Mark Smith

Partner, Sutherland Asbill & Brennan LLP

Scott Stoltz, CFP

Senior Vice President, Private Client Group
Investment Products and Wealth Management Division, Raymond James

While we can debate WHAT will ultimately be passed, most agree that new DOL Fiduciary requirements WILL be passed. So how do you prepare? Led by Christopher Raham, a Principal in the Financial Services Office of EY, we are convening an industry panel of senior leaders across Distribution, Manufacturing, Technology, and Law to discuss what firms are doing now to prepare. This won’t be another review of the WHAT the specifics of the proposed DOL regulation are, but instead, these leaders will share current insights around the strategic questions the new DOL fiduciary proposal raises and what firms are doing today to prepare for that vision.

• How are firms thinking about the transformation of front-end operations and related support functions?
• How will positions on distributors’ platforms be affected?
• How are some turning this into a competitive advantage?

Patrick T. Leary, M.B.A., LLIF

Corporate Vice President, Workplace Benefits Research, LIMRA

In today’s ever-changing financial services landscape, one thing remains constant: the consumer’s need for information and advice. But while the need is constant, what has changed is HOW they will seek out and obtain that information and advice. There are many options at their disposal, from web-based solutions to trusted financial professionals and everything in between. What do consumers think about these options? What information and advice are they looking for? Highlighting new LIMRA research, this session will show what organizations must do to align their strategies and connect today’s — and tomorrow’s — consumer with the advice they want and need.