Advanced sales and marketing executives of carriers and distributors, CMOs, sales officers and estate and business planning specialists with accountability for serving individual markets.
Highlights
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.
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.
Joey is President of the Hoopis Performance Network in Chicago. He has over twenty years of experience in financial services as a top producer, manager, entrepreneur and international speaker. Joey’s organization is recognized by Inc. 5000 as one of the fastest growing privately held businesses in the United States. HPN’s web-based training programs have received top recognition including multiple Digital Media Innovators Awards and the ROI Institute’s Top 10 Case Studies of the Year. Joey is co-author of the #1 bestselling book, The Power of Coaching: Engaging Excellence in Others. He is the executive producer of the HPN University and Trustworthy Selling. The University has over 50,000 members and is considered the #1 online content library in financial services. Trustworthy Selling was developed in collaboration with LIMRA International and has over 15,000 graduates. Joey is also Past President of NAIFA Chicago and a graduate of NAIFA’s Leadership in Life Institute. He received the NAIFA Illinois Young Advisors Team Leader of the Year award and the national Award for Association Excellence from the NAIFA Federation.
Senior Advanced Markets Consultant, M Financial Group
Eric Eklund is the Sr. Advanced Markets Consultant at M Financial Group where he advises some of the nation’s top insurance advisors on various insurance, estate planning, and business planning topics. Prior to being a practicing trusts and estates attorney, Eric spent many years as a life insurance and investment advisor, and concert cellist.
Forbes author, Ande Frazier is changing the industry through a combination of technology and empathy to provide clear financial guidance for women on a mission.
With her extensive experience coupled with futuristic thinking, Ande finds opportunities to innovate in places you least expect it. As CEO of myWorth, a content media company, Ande is at the forefront of changing the way the financial services industry connects to women and their money. Her career accomplishments led her to be named one of Bristol’s Who’s Who Among Distinguished Professionals and Executives, Top 100 in Finance, by Top 100 Magazine, and has a book about the emotional aspects of money to be released later this year.
Ernie Guerriero is recognized for his expertise in the retirement planning industry, and most recently his in-depth knowledge of the DOL Fiduciary Rule. He has published articles in trade publications, including the Journal of Financial Service Professionals and the New York University Review of Employee Benefits and Executive Compensation. He has appeared on The Wealth Channel and is a speaker at professional industry group meetings on qualified plan design for closely held business owners. He has taught for various colleges on employee benefits, and is an adjunct educator for the American College. Ernie holds various industry recognized professional designations, and is currently on the National Board of the Society of Financial Service Professionals.
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.
Managing Partner of Wealth Solutions, Carson Wealth Management
Jamie Hopkins, Esq., LLM, MBA, CFP®, RICP®, is the Managing Partner of Wealth Solutions at Carson Wealth and a former professor of Taxation at The American College, where he helped co-create the Retirement Income Certified Professional® (RICP®) education program. Jamie strives to increase the retirement income security of Americans by delivering practical and trusted retirement research and education.
His most recent book, "Rewirement: Rewiring The Way You Think About Retirement," details the behavioral finance issues that hold people back from a more financially secure retirement.
He has been selected by InvestmentNews as one of the top 40 financial service professionals under the age of 40 and was also selected by The American Bar Association as one of the top 40 Young Attorneys in the country. In 2017, Trusts & Estates Journal awarded Professor Hopkins the Distinguished Author Award for his article on the Department of Labor Fiduciary Rule. He holds his LLM in Taxation from Temple University School of Law and his J.D. from Villanova University School of Law.
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.
International speaker Debra Jasper, Ph.D. has delivered keynotes and master classes in more than a dozen countries around the world, from Ukraine to Dubai.
She serves as a Faculty Fellow at The Ohio State University, where she teaches graduate courses in managing in a hybrid world. Recently named one of the top 12 Winning Women entrepreneurs in North America by Ernst & Young, Debra has been intensely focused for more than a decade on how to engage clients and colleagues virtually.
Today, thousands of professionals, from small businesses to Fortune 100 firms, are enrolled in her firm’s gamified, high-performance online coaching programs that drive new habits—and measurable results.
Robert S. Keebler, CPA/PFS, MST, AEP (Distinguished)
Partner, Keebler & Associates, LLP
Robert S. Keebler, CPA/PFS, MST, AEP (Distinguished) is a partner with Keebler & Associates, LLP and is a 2007 recipient of the prestigious Accredited Estate Planners (Distinguished) award from the National Association of Estate Planners & Councils. He 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. Robert frequently represents clients before the National Office of the Internal Revenue Service (IRS) in the private letter ruling process and in estate, gift and income tax examinations and appeals, and he has received more than 250 favorable private letter rulings including several key rulings of “first impression.” 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 and taxation. Robert has been a speaker at national estate planning and tax seminars for over 20 years including the AICPA’s: Estate Planning, High Income, Advanced Financial Planning Conferences, ABA Conferences, NAPEC Conferences, The Notre Dame Estate Planning Conference and the Heckerling Estate Planning Institute and is currently the chair of the 2017 AICPA ENGAGE Conference.
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.
Senior Director of Advanced Strategies, Ameriprise Financial Services, Inc.
Steve brings more than 20 years of experience in financial services to his role as Senior Director of Advanced Strategies. He currently leads the Advanced Strategies team, providing leadership and support on complex estate and business planning issues. Prior to joining the Advanced Strategies desk in 2009, Steve was a compliance officer for RiverSource Distributors. Previously, he served as a field engagement manager, business analyst and project manager for Ameriprise Financial.
Assistant Vice President, Insurance Product Research, LIMRA and LOMA
Karen Terry leads the Individual Product Research team, developing and implementing LIMRA's research program for individual life, disability long-term care and critical illness insurance products in the U.S. and Canada. Under her guidance, her team provides competitive intelligence on product design, customer demographics, industry sales trends and forecasts for the North American individual insurance markets. With over 25 years of insurance product and consumer research experience, Karen is a leading industry expert on industry performance measures to LIMRA staff, member companies, and the media.
She earned her Bachelor of Science in marketing from the University of Maryland.
Executive Vice President, Government Affairs & Business Strategy, Association for Advanced Life Underwriting
With the passage of the Tax Cuts and Job Act in 2017 behind us, along with the 2018 mid-term elections, which changed the political calculus in DC, what is ahead for the next two years for our industry? How might the actions and agenda in Washington impact your business? Attend this informative discussion on the intersection of politics and policy, delving into the tax and regulatory challenges and opportunities coming our way. Always informative, insightful, and well-received, this session is not to be missed!
Managing Partner of Wealth Solutions, Carson Wealth Management
What happens to your emails, passwords, photos, and websites when you pass away? Honestly, it really depends on your level of planning. Most states now require you to do affirmative planning in order to pass on these assets to your heirs or to allow others to access the information. Failure to do such planning could leave your assets tied up forever in the cloud, unavailable to business partners or loved ones, causing tremendous hardship and financial damages.
Michael R. Harris, CFP, CLU, ChFC, Senior Educational Advisor, Alliance for Lifetime Income; Moderator & Presenter: Ernie Guerriero, CLU®, ChFC®, CEBS, CPCU®, CPC®, CMS, AIF®, RICP®, CPFA, Vice President, Marketing Security Mutual Life Insurance Company of New York
Jamie Hopkins, Esq., LLM, MBA, CFP®, RICP®
Managing Partner of Wealth Solutions, Carson Wealth Management
Retirement income planning can be like hitting a moving target in the wind. You need a goal, a path and a process for getting there. But many people don’t have any plan in place. One issue is behavioral biases that hold clients back from better planning. We will look at the three main philosophies of income planning, bucketing, flooring, and systematic withdrawal and how they can help achieve a more secure outcome for clients by dealing directly with behavioral biases like narrow framing and risk aversion.
David Hayward, CLU, ChFC, FLMI, ACS, Advanced Sales Specialist, National Life Insurance Company; Derek Welch, JD, CLU, CLTC, Senior Director, Nationwide Financial; Moderator:Monica Rhee, JD, LLM, Consultant, Pacific Life Insurance Company
With business income now being taxed at a lower rate than personal income, this makes employer sponsored split-dollar loans more attractive. For example, owners of C-Corporations can elect to retain funds in the corporation, have them taxed at 21%, and then loan them out, rather than bonusing them out and paying taxes at higher individual tax rates. This workshop will explore how:
To properly structure split dollar loans so that the insured can access the cash value in excess of the loan balance as a source of tax-free supplemental retirement income.
The employer can achieve cost recovery by being repaid from the death proceeds.
STEPHEN ALLOY, JD, MBA, CLU, ChFC, Advanced Markets Attorney, Mutual of Omaha; ALEX KIM, JD, Assistant Vice President, Advanced Markets, AXA; Moderator & Presenter: RICHARD E. KAIT, JD, LLM, CLU, ChFC, Second Vice President, Advanced Sales, Protective Life
This workshop is the sequel to the panelists’ 2017 discussion of planning for unusual assets, including digital property, pets, wine collections, fine art, firearms, intellectual property, and similar unusual planning needs. The presenters will explore how life insurance has been misused or abused in inappropriate or aggressive case designs. Some cases reflect poor design or lack of planning, while others point to illicit techniques—the murky world of fraudsters, offshore scams, and the like. The speakers intend to provide the primary red flags for these “bleeding edge case” scenarios, and to suggest planning alternatives that would be acceptable in the underwriting process.
JOHN BROWN, JD, Founder, Business Enterprise Institute, Inc.
This workshop will:
Describe the roles and multiple opportunities of insurance and financial advisors in the design and implementation of an exit plan for business owners.
Explain how exit planning—
Uncoversmore than a dozen life insurance and investment advisory solutions for the owner and business—not counting buy-sell funding.
Ensures that the life insurance professional has a seat at the head of the exit planning table
Provides a new perspective on buy-sell agreements and funding
This presentation will address the latest developments on fiduciary standards of conduct for financial professionals promulgated or under consideration by federal and state regulatory agencies. We will delve into the standards of conduct and the best interest duties the regulatory agencies have developed and their potential impact to our industry, as well as discuss potential regulatory changes on the horizon.
Robert Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA
Partner, Keebler & Associates, LLP
During the first 30 minutes learn what Advanced Sales attorneys and life insurance advisors need to know about how the Section 199A deduction for pass-through business entities affects choice of business entity. Learn what is most important about Section 199A and how explain it to business owner clients in easy to understand terms. Learn how Section 199A applies to life insurance agents and financial advisors and their practices, including how it applies to insurance and investment revenue streams in their practices. This interactive session will also uncover the life insurance opportunities provided by Section 199A.
During the second half of this session Bob will review the new law governing retirement plans. The house of representatives passed legislation May 2019 that makes it easier to save for retirement. Learn about new ages for making IRA contributions and for taking RMDs, and changes to stretch IRA planning and more.
Caroline Elrod, JD, Retirement Strategies Consultant, Pacific Life Insurance Company; Christopher Price, JD, MLT, CLU, ChFC, CFS, AVP, Advanced Sales/Business Development-Variable Annuities, Lincoln Financial Group; David Vogel, CFP, CLU, ChFC, Senior Advanced Sales Specialist, Advanced Markets, Allianz Life Insurance Company of America; Moderator: Kevin M. Russ, CFP®, CLU®, Advanced Markets Consultant, Brighthouse Financial
This panel discussion will provide effective, proven advanced sales ideas to help generate sustainable retirement income using annuities. Topics of discussion will also include creating multi-generational wealth, the future use of annuities in employer sponsored retirement plans and how annuities are used in trust and estate planning scenarios.
John Jonassen, FALU, FLMI, ACS, Senior Vice President, Chief Underwriter, Security Mutual Life Insurance Company; Kelly Stone, CLU, ChFC, FLMI, CASL, FALU, FLHC, Vice President, Underwriting Operations, Protective Life Insurance Company; Jeff Winkelmann, CLU, ChFC, FLMI, FALU, FLH, CASL, Vice President of Underwriting and Risk Strategy, Deputy Chief Underwriter, AIG; Moderator and Presenter: Deidra H. Hubenak, JD, CPA, PFS, Vice President, Advanced Sales, AIG;
Come hear a panel of Underwriting Department leaders from three major carriers tell us what they wish every member of Advanced Sales knew about partnering with Underwriters in this “not to miss” workshop. Learn how to “think like an Underwriter” and what you can do to streamline the Underwriting process.
Director, Sales Concepts, Lincoln Financial Distributors
Learn the practical aspects of split dollar administration, for old style plans, including how section 409A and Notice 2007-34 apply to employment-related split dollar, and how taxation of equity works for pre-2005 and post-2005 premiums paid under those plans. Also, learn how to plan and administer post-final Regulation loan regime plans. Also covered: estate planning updates on developments related to grantor trust income taxation, non-grantor trust income taxation, and state income taxation of trusts. Learn about ING trusts, asset swaps, and IRC section 67(e) for calculating AGI for a trust.
Whether it is attracting them to be an advisor or client, women today provide a huge opportunity for insurers, yet there is a struggle to understand how to reach them and motivate them to act. Penn Mutual is pursuing that opportunity by building a consumer facing brand, myWorth, which provides education, tools, and resources for women. In this session, you will discover the pitfalls and keys to success in building an internal innovation lab to drive transformation and create sustainable sources of growth within a 171 year old insurance company.
Stephen E. Alloy, JD, MBA, CLU, ChFC, MSFS, Advanced Markets Attorney, Mutual of Omaha; Deidra W. Hubenak, JD, CPA, VP, Advanced Sales, AIG; Moderator: Jeanmarie Holm, JD, CVP, Advanced Planning Group, New York Life
Do you want to know what other Advanced Sales departments are doing to ensure that their team is considered indispensable to the future success of their company? Can you imagine your senior leadership knowing that without you and your team, they would not have the same level of success? Come to this workshop prepared to share your successes and challenges. You will learn ways to prove the value of your team, using metrics and technology; how to effectively message your mission statement and align that with the branding of your team and how to communicate that effectively across your organization. Come to engage in a lively discussion of how we can adapt to serve the agents of the future and more.
TOM ANDERSON, JD, CFP, Senior Director, Advanced Planning, Northwestern Mutual; RICHARD E. KAIT, JD, LLM, CLU, ChFC, Second Vice President, Advanced Sales, Protective Life; Moderator & Presenter: Wendell Stallings, CFP, CLU, ChFC, Advanced Market Sales Director, Ameritas
While technology continues to transform overall society, life insurance companies have generally been slow to adopt cutting-edge computer technology into their operations. This slowness affects advanced sales departments, which must often compete for dollars to fund technology initiatives. Despite these challenges, advanced sales departments are using technology in new ways to deliver results.
This session will explore how advanced sales departments are currently leveraging technology to serve advisors and centers of influence. Moreover, the session will describe strategies to obtain dollars for technology projects.
As Advanced Sales specialists, you are often called upon to deliver “training” to your advisors, distribution partners, or co-workers. How do you turn an event into a learning forum? How do you craft a session where learning will happen, vs. simply hearing good information that could be of value, if applied? Hear from one of the industry’s leaders in advisor and management learning & development and come away with techniques to increase your value and that of your department.
Assistant Vice President, Insurance Product Research, LIMRA and LOMA
A successful advance sales department needs “good bones.” How does your company’s structure and practices compare to your peers? What services are you providing that give you a competitive advantage? What services can you add to be the company of choice for these sophisticated cases? How is your turnover? Are you providing the technology and training to keep your key staff? Attend this session to hear the results of our 2019 Advanced Sales Department Company Practices survey. And get the perspective from a company active in this market.
Mobile, custom, fast and easy. That's what it takes to meet the demands of today's digital consumer. That's why in this fast-moving talk, Dr. Debra Jasper, founder and CEO of Mindset Digital, will show us how to break through the noise and capture the attention of today’s hyper-distracted clients and colleagues. She’ll also cover not just what's now, but what's next -- including AI, charming chatbots, emotion analytics and more.
Senior Director of Advanced Strategies, Ameriprise Financial Services, Inc.
As architects of the future, Advanced Sales has to weave its way through ever evolving tax law changes, imposed increased regulations and protect their company and clients from bold, unique concepts that could cause risk to all concerned. In this session, you will hear how companies are designing ways for their producers and clients to be successful.
11:00 am - 11:15 am
Wrap Up & Adjournment
Registration
Early-Bird Rates: LIMRA member $1,335 LOMA (but not LIMRA) member $2,000 Nonmember $2,670
After July 9, 2019: LIMRA Member – $1,535 LOMA (but not LIMRA) member - $2,300 Nonmember – $3,070
All cancellations must be received in writing. Cancellations received before July 15, 2019, will be refunded, less a $75 processing fee. Cancellations received from July 15, 2019 to July 29, 2019 will be refunded, less a $275 processing and administrative fee. No refunds will be issued after July 29, 2019.
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.
Hotel / Venue
Four Seasons Hotel Chicago
120 East Delaware Place Chicago, IL, United States, 60611
If you receive any unsolicited or suspicious email or phone call about a hotel booking in conjunction with this meeting, our advice is not to click on it, but delete the email immediately. In the case of a phone call, never give out your credit card information. Our designated conference hotels will never call you unless you contact them first.
Make your reservations by July 9, 2019 by following the reservations link, or by calling the reservations phone number and mention the LIMRA Advanced Sales Conference in order to receive the group rate of $299.00 single/double (plus applicable sales taxes). Requests after July 9, 2019 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.