Distribution professionals, financial management specialists and others that have a vested interest in channel growth, productivity and reshaping distribution to succeed in today's business environment. Heads of distribution, sales, marketing support, product development and training.
Highlights
“You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete.” — Buckminster Fuller
The competitive landscape in the financial services industry is changing about as fast as you can say, “competitive landscape”. Leaders need to be able to adapt, face the unknown and act with certainty in uncertain situations. Whether it’s the battlefield or the boardroom, leaders must make decisions quickly to stay relevant and avoid becoming obsolete.
Understanding distribution systems in flux, the strategies to shift these systems, and how those strategies compare to the market can be difficult. There are a lot of moving parts. It can be challenging to understand how your strategy stacks up against others. Are you a leader or a follower?
The one thing that doubt, indecision, risk aversion, or any myriad momentum stoppers have in common is that they all serve as cruxes of choice. They are either a reason to revert back to what one knows and reclaim assurance, or a cause to test oneself, grow, and become better.
This year’s conference will address how you can embrace change in the industry and find your footing in the shifting sands. Don’t miss this premier event for distribution professionals.
President and Chief Executive Officer, LIMRA and LOMA
David Levenson is responsible for leading one of the world’s largest associations of life insurance and financial services companies, representing 700 member organizations across 70 countries. Most recently, Levenson was a principal at Edward Jones and served on its management committee from 2015–2018. He was responsible for all products distributed through its network of 17,000 advisors in the U.S. and Canada. Prior to 2012, Levenson was president of wealth management at The Hartford Financial Services Group, responsible for the firm’s individual annuity, individual life, mutual fund, and retirement plan businesses. He also served as president and CEO of Hartford Life, KK in Tokyo, where he was responsible for leading the largest annuity provider in Japan.
Levenson holds his Bachelor of Science from the Wharton School, University of Pennsylvania, his Master of Business Administration from Columbia Business School and a doctorate in business administration from The School of International Corporate Strategy at Hitotsubashi University in Tokyo, Japan.
Co-Author of Four New York Times Bestselling Books, Including Switch
Dan Heath co-wrote four of the most-loved business books of the past decade: Made to Stick, Switch, and Decisive, and their latest book, The Power of Moments, which explores why certain brief experiences can jolt, elevate and change us — and how we can learn to create these extraordinary moments in our life and work. All four were New York Times best-sellers. Together the Heath brothers' books have sold over two million copies worldwide and been translated into 33 languages. Dan is a senior fellow at Duke University’s CASE center, which supports entrepreneurs who fight for social good. He is also an entrepreneur himself, having founded Thinkwell, an innovative education company that will celebrate its 20th anniversary in 2017. A former case writer for Harvard Business School, Dan was named in 2013 to the Thinkers 50, a ranking of the world’s 50 most influential management thinkers, and also to Fast Company magazine’s list of the Most Creative People in Business. He has delivered keynotes or workshops for teachers, police chiefs, U.S. senators, interior designers, Navy admirals, health care leaders, marketers, ministers, and countless executive teams, across 26 countries on 6 continents. (He’s still waiting for that invitation from Antarctica.) Dan has a Master of Business Administration degree from the Harvard Business School, and a Bachelor of Arts degree from the Plan II Honors Program at the University of Texas at Austin. He lives in Durham, North Carolina.
Molly Fletcher is a trailblazer in every sense of the word — a rare talent of business wisdom, relationship brilliance and unwavering optimism. A popular keynote speaker, she shares the unconventional techniques that helped her thrive as one of the first female sports agents in the high stakes, big ego world of professional sports and now a successful entrepreneur. Formerly, as president of client representation for sports and entertainment agency CSE, Molly spent two decades as one of the world’s only female sports agents. She was hailed as the “female Jerry Maguire” by CNN as she recruited and represented hundreds of sport’s biggest names, including Hall of Fame pitcher John Smoltz, PGA TOUR golfer Matt Kuchar, broadcaster Erin Andrews, and basketball championship coaches Tom Izzo and Doc Rivers. Molly has been featured in ESPN, Fast Company, Forbes and Sports Illustrated. A sought after motivational speaker, she delivers game changing messages to top companies, trade associations, and teams worldwide. Molly is the author of four books: Fearless At Work; A Winner’s Guide to Negotiating; The Business of Being the Best; and The 5 Best Tools to Find Your Dream Career. Molly currently serves as a National Trustee member for the Boys & Girls Clubs of America and on the board of directors for the Intercollegiate Tennis Association (ITA) and the national advisory board for the Positive Coaching Alliance (PCA).
Global Insurance Industry Executive IBM Global Insurance Industry leadership Team, IBM Industry Academy Member
Craig Bedell is Global Insurance Industry Executive within IBM’s Insurance Industry Executive Leadership Team where he is responsible for IBM’s global strategy in Business Solutions. Craig’s experience includes over 30 years as an underwriter, branch manager, broker and home office executive. He has an additional 15 years in the technology industry leading worldwide insurance solutions for business analytics including artificial intelligence, analytics, business redesign, decision optimization and innovation. He is passionate about the practical application of technology in addressing insurance business opportunities. Craig is a published author, writer, public speaker and member of IBM’s Industry Academy.
Corporate Vice President and Director, Workplace Benefits Research, LIMRA and LOMA
Patrick T. Leary, M.B.A., LLIF, is corporate vice president, workplace benefits research for LIMRA and LOMA. In this role, Pat leads a team of workplace benefits professionals responsible for conducting research on the products, markets, and distribution of a wide range of life, health, and related employee benefits.
Before assuming his current position, Pat directed LIMRA and LOMA’s distribution research program and, prior to that, was a member of LIMRA and LOMA’s group insurance research team.
Pat joined LIMRA and LOMA in 1989. He earned his bachelor’s degree from Hartwick College and his M.B.A. from the University of Connecticut. Pat also earned his LIMRA and LOMA Leadership Institute Fellow (LLIF) designation in 2012.
JAMES STELLA, LUTCF, LLIF, Member Relations Director, LIMRA; FAYE WILLIAMSON, MSM, LLIF, Member Relations Director, LIMRA
LIMRA members rely on their membership for one key reason — they can make bottom-line decisions with greater confidence. How do you improve sales growth and increase recruiting in the ever-changing distribution landscape? How can you develop a strategy encompassing alternate distribution channels without channel conflict and enhance customer experience? In this session you will learn how to maximize the benefits of your LIMRA membership. We’ll cover key research relevant to distribution and marketing, and highlight products and services that will help with channel growth. Never to be underestimated, LIMRA provides you with the opportunity to network among other distribution leaders, form new relationships, and strengthen existing ones.
Gene Stone, FLMI, ACS, CLU, Assistant Vice President, Education and Training, LOMA
Distribution leaders know how important it is to build
trust. The increased targeting of life and annuity policyholders, and
participants in retirement plans, by fraudsters using more sophisticated
schemes, has the potential to erode that trust. In this workshop, you
will learn how fraud is evolving, and learn about the fraud prevention defenses
that are being developed in response, including a new and unique program called
FraudShare. In a competitive environment in which customers have many
options, robust fraud prevention is likely to grow as an important differentiator
in both sales and retention.
President and Chief Executive Officer, LIMRA and LOMA
In his opening remarks, David Levenson, president and CEO of LIMRA, LOMA and LL Global, will explore market forces changing the industry and their impact on distribution. He will offer his perspective on how leaders can best respond to these changes to achieve their business goals.
Co-Author of Four New York Times Bestselling Books, Including Switch
In today’s rapidly changing landscape, we must adapt and make decisions while facing uncertainty. Success emerges from the quality of the decisions we make, but research has shown that our decisions are disrupted by an array of biases and irrationalities. How can we do better? In this session, Dan will introduce a four-step process designed to counteract these biases based on his #1 Wall Street Journal best-seller, Decisive. He will also share his latest research and insights, helping you to walk away with fresh strategies and practical tools to improve your decision making skills.
JULIE DAVIS, Vice President, Agency Development, Penn Mutual; DOMINICK IORIO, General Agent, MassMutual; NASH SUBOTIC, General Agent and Chief Executive Officer, Guardian/WestPac Wealth Partners; Co-Moderators: PAM BLALOCK, Senior Vice President, Career Distribution, National Life Group; JEFFREY PLUMMER, CLU, CFS, Lead Regional Vice President, Guardian Life
In this panel session, we will explore several areas impacted in recent years by aging field leadership. We will highlight the need for seamless succession planning, development of new leaders with enhanced skill sets, company consolidation of agency leadership, and the need for growth. Key takeaways:
CEO vs. Agency Manager/GA approaches
Hub and spoke model for growth using internal developed local leaders
Use of shared services to leverage talent and share expenses
Functional team roles vs. traditional GA/sales manager role
Succession strategies — use of a successor team vs. a single leader
ASHLIE HUSTON, Director of Distribution Programs, American National; JOHN MURPHY, Region Executive, Horace Mann; JOSEPH TABORGA, Agency Development Center Director, State Farm; Moderator: JOHN B. SULLIVAN, Client Relationship Director, LIMRA
Onboarding programs are oftentimes the first impression new agents have of the career and company. A less than stellar onboarding experience can lead to poor agent production, satisfaction and retention. An effective onboarding program helps new agents acclimate to the job, understand expectations and get off to a fast start. This workshop will offer an opportunity to learn how three companies have modernized their onboarding process to provide a solid first impression and a foundation for new agents to flourish.
JAMES RUMPH, CFE, CAMS, CPA, CIA, Senior Consultant, Business Consulting, Nationwide; Moderator: JERRY BLAIR, ChFC, LLIF, Chief Distribution & Sales Offficer, Sammons Financial Group
Anti-fraud efforts are often thought of as roadblocks to sales. It can be an “us against them” mentality, but it shouldn’t be that way. A mature and innovative anti-fraud program and industry collaboration can significantly assist distribution efforts and enhance customer experience. That will help drive sales, profitability, and sustainability – all while reducing fraud exposure for your customers. As companies across the industry mature, anti-fraud efforts result in everyone looking out for the best interest of our industry and consumers' benefit.
SHANNON HAVENER, Research Analyst, LIMRA; VIKRAM KAMATH, Director of Analytics, LIMRA
For 65% of consumers who shop for life insurance, the Internet is part of the process. What happens there? Are consumers finding what they want and need? And in the rapidly-evolving and increasingly-competitive digital landscape, are you finding them? This workshop will share new LIMRA research exploring the online shopping experience of today’s consumer.
CINDY CORCORAN, Field Financial Manager, Securian;LEO HERBERS, FSA, MAAA, Actuary, Principal Financial Group, Inc.; JOSEPH O'CONNOR, FSA, MAAA, Assistant Vice President, MassMutual; Moderator: MARC RENTSCHLER, Director, Thrivent Financial Compensation, Thrivent Financial
It comes by different names (GDC, GDR, gross compensation), but the goal is the same: simplifying advisor compensation by using a single currency for the distribution of all products. Three companies reveal why they made the switch, the pros and cons of single currency-based compensation, change management issues encountered along the way, and lessons learned. This workshop will be valuable to anyone interested in learning more about GDC-based compensation.
MARK DEAN, FIC, LUTCF, Director, Business Development & Practice Management, Thrivent; SPENSER SEGAL, Chief Executive Officer, ActiFi; Moderator: BILL PIENIAS, Senior Vice President, Sales Development, Foresters Financial Services, Inc.
Practice management affects every client and advisor experience. If you have a practice management program, or are contemplating implementing one, this session is for you.
Learn how practice management affects the entire field team not only the top producers.
Real life experiences of what is working and the challenges that lay ahead.
Hear what is driving better ROI, retention and improving advisor business experiences
Discuss the benefits and challenges to home office operations
DAVID QUEEN, Sales Director, Nationwide; JOHN SEABORN, Strategic Development Manager, MetLife; DENNIS TATOMIR, District Manager, Co-operators Insurance; Moderator: ELLEN KUGEL, Director of Agency Business Development, MetLife
As distribution strategies adapt to support the agent of the future, companies must ensure field leadership is well equipped with the talent, capacity, and vision to increase or simply maintain relevance in today’s marketplace. As the role of the agent evolves, so too must field leadership roles, structures, and responsibilities. This workshop will offer attendees a behind the scenes look at how three companies are progressing with their own field leadership transformations.
BERNARD ONG, Assistant Vice President, Data Science and Advanced Analytics, Lincoln Financial Group; HARLAN WAHRMAN, Assistant Vice President, Analytics Strategy, Western & Southern Financial Group; Moderator: MARTY KENNEDY, Assistant Vice President, Head of GA Sales and Recruiting, Lincoln Financial Group
In this presentation, you will learn how data science, big data, and advanced analytics can be used to identify market opportunities, attract and target new producers and customers, optimize wholesaling activity, manage inforce clients for additional sales, and improve overall sales productivity. In addition, we will focus on practical approaches any company can apply, and does not require a statistical or technical background. Instead, you will hear how analytics and the use of data can provide a framework for distribution and sales leaders to make better decisions, manage their teams, and help grow their business.
TOM FARRELL, Chief Underwriter, Prudential; BOB GREIF, Assistant Vice President, Compliance, MassMutual; MIKE HAPPOLD, FALU, FLMI, AFSI, Second Vice President, Underwriting, Munich Re; Moderator: THOMAS RUTLEDGE, Divisional Vice President, Independent Distribution, Prudential
Producing and selling marijuana — medical, recreational, or both, is a legal and growing business in many states. The entrepreneurs engaged in the marijuana business have special insurance needs as well as unique financial restrictions. What do you need to know to consider this market niche? This session will provide several expert perspectives to support informed exploration into whether this is a market for your company and producers. As regulations shift and the business gains momentum, we will explore some of these key issues:
Where are the opportunities? (market and growth potential, geographic concentrations, etc.)
What are the key insurance needs and risks for business owners and entities?
Regulation: legality, state borders, banking restrictions, and other factors
CLINT PARKER, Executive Vice President, Digital MGA, YouSurance; ELLIOTT WALLACE, Vice President and General Manager, Life, LexisNexis Risk Solutions; Moderator: LAUREN MCCALLUM, Member Relations and Sales Director, Niche Markets and Specialty Accounts, LIMRA
In today’s new world of digital distribution, companies must keep up with the needs of the direct consumer. There are many innovations in insurance distribution that can help companies with accelerated underwriting, marketing support, increasing lifetime value, and overall customer experience. In this workshop, two companies will share their unique solutions, including; using the science of epigenetics to better price and understand longevity in life insurance and alternative solutions to expedite underwriting and processing business. This results in a win-win for both the company and consumer by allowing more precise pricing and valuable customer experience.
NATE KORHONEN, Life Distribution Director, American Family Insurance; GAURAV SURI, Co-founder and Chief Executive Officer, Health IQ; TIM VAN HOOF, Marketing Director, COUNTRY Financial; Moderator: GLENN ROTHENBERG, Head of Marketing, Farmers Insurance
A lead is the starting point for
all Life sales, whether it be filling the pipeline for an Agent to work
in-person or flowing to a CSR in an 800# call-center. The lead generation
process; how to get them, and how to work them effectively, is changing.
Learn from Life Industry experts how you can help to jump-start your Life sales, how to leverage new technologies such as digital and how to harness
established methods such as direct-response to grow your Life business. This workshop will explore real-world examples of successful direct-response, digital, aggregator, self-generated, and third party provided leads to help Lead the way to your life sales growth.
LUKE COSME, Senior Vice President, Chief Sales and Marketing Officer, Mutual Trust Life Insurance Company; LARRY SILVERSTEIN, LLIF, FLMI, AALU, Senior Vice President, Chief Marketing Officer, Lafayette Life Insurance Company; Moderator: STEVE SANDERS, LLIF, Senior Vice President, Chief Marketing Officer, Columbus Life
We spend a great deal of time ensuring that we hire the right people, but once we have them how do we ensure that we are getting the right results? Is it just about the objective, or do we inspect what we expect? Managing sales teams requires walking the fine line between motivation and micro-management. Join us for a discussion on the methods, tools and metrics that we use to get the results that we need from our teams in the right way. Among the topics we will explore are:
Activity management and how to strike the right balance
The key performance indicators to measure and evaluate
Methods and frequency of communication & feedback – when is it too much or not enough?
JOHN HELBERG, AALU, ALMI, ACS, Chief Underwriter, Securian Financial; CHRIS MASON, Senior Vice President, HealthMarkets; MIKE TIERNAN, FSA, Chief Actuary, Cincinnati Life; Moderator: SEAN MCKINLEY, CLU, Field Manager, Cincinnati Life
Is accelerated underwriting the answer to accessing greater numbers of non-traditional agents? Nearly every carrier is doing it – appealing to alternate distributors with simplified processes. If your company isn’t working on accelerated underwriting initiatives, you’re among the minority. But is it all that it’s cracked up to be? Are non-traditional producers engaging? Come hear about the early hits and misses of two companies navigating this new underwriting landscape as well as the impact to a large agency traditionally focused on health insurance sales.
3:15 pm - 3:45 pm
BREAK - Sponsored by Greater Fort Lauderdale Convention & Visitors Bureau
It often takes a crisis to create change in our lives. How can we create transformational change in the absence of crisis and unleash our true potential? How do we define and reach our fearless, new level of greatness? In this inspiring keynote, Molly shares stories from her experiences as one of the only female sports agents in the industry as well as lessons from some of the top athletes and coaches in the game. She outlines the five-step process to unleashing your potential and achieving peak performance, including how to move forward purposefully towards your goals, recover from adversity faster, and create lasting change.
MICHAEL ABRAMS, Vice President, Planning and Analysis, Prudential Advisors; JANE NICHOLS, Senior Director, Distribution Strategy, Field Business Intelligence, Northwestern Mutual; Moderator: WILLIAM IDZOREK, CLU, ChFC, FIC, RICP, Vice President, National Sales Group, Thrivent Financial
Learn how two companies have used data analytics over the last few years to drive successful fast starts for new financial professionals and to increase the effectiveness of their field management. Both companies have been using these analytics for a number of years and will provide insight into how they have impacted the business over time. You will learn:
How data analytics have been used as a predictor of success, drove the creation of critical KPI for the business, and how that information has been built into compensation plans to help drive desired behavior
How data analytics around dimensions of performance have been used to provide both qualitative and quantitative insight into field management performance
CHRIS COVIELLO, Assistant Vice President, Digital Products, USAA; MICHAEL DALE, CFP, ChFC, CLU, CRPC, Executive Director, Financial, Planning and Advice, USAA; KENNY SUTTON, LLIF, ACPMPO, CPM, CPMM, Life Insurance Experience Owner, USAA
Consumer expectations are changing. As digital adoption grows, so will the nature of customer behavior, from how they consume information and advice to how they perceive value. Learn how a digitally-led, call center-supported distribution ecosystem can fundamentally change the relationship with your customers and deliver world-class customer satisfaction and business results. Leaders from USAA's digital and call center life insurance organization will discuss their path towards the future of meeting their customer's needs in exciting, synergistic ways.
9:00 am - 9:30 am
REFRESHMENT BREAK & EXHIBITOR PRIZE DRAWING - Sponsored by IBM
Global Insurance Industry Executive IBM Global Insurance Industry leadership Team, IBM Industry Academy Member
Technology — specifically the automation of work and the introduction of artificial intelligence — seems ready to threaten everyday life and the nature of work. What does this mean for the business of life insurance, especially its sales, services, and clients' expectations? Hear about the challenges and opportunities presented to our industry, and what steps need to be taken to optimize the results of these changes.
Corporate Vice President, Workplace Benefits Research, LIMRA and LOMA
As we bring the conference to a close, LIMRA’s Pat Leary will explore the key distribution issues to focus on in order to drive growth for your channel. As Director of LIMRA’s Distribution Research team, Pat’s in a unique position to deliver key insights and perspectives on long-term and emerging trends influencing distribution management across the industry. Drawing upon over 20 years worth of experience and a wide body of research, Pat will share some practical insights and findings that will help you drive toward growth in 2019 and beyond.
Registration
Early Registration Rates (before January 30, 2019): LIMRA Member: $1,285 LOMA (but not LIMRA) Member: $1,925 Nonmember: $2,570
Standard Rates (after January 30, 2019): LIMRA Member: $1,485 LOMA (but not LIMRA) Member: $2,225 Nonmember $2,970
LIMRA requires prepayment of registration fees prior to all conferences and meeting. Please make checks payable to LIMRA in U.S. dollars drawn on a bank in the United States. For Vendor registration fees, call Event Registration at 800-235-4672 (U.S. and Canada) or 860-285-7789.
All cancellations must be received in writing. Cancellations received before February 6, 2019, will be refunded, less a $75 processing fee. Cancellations received from February 6, 2019 to February 20, 2019 will be refunded, less a $275 processing and administrative fee. No refunds will be issued after February 20, 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
Fort Lauderdale Marriott Harbor Beach Resort & Spa
3030 Holiday Drive Fort Lauderdale, FL, United States, 33316
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.
Reservations by Phone: 1-800-222-6543 (mention the LIMRA Distribution Conference) Make your reservations by January 30, 2019 in order to receive the group rate of $314.00 single/double (plus applicable sales taxes). Requests afterJanuary 30, 2019 will be accepted on the basis of rate and space availability.
Extend your stay?: The group guest room rate will be offered three days prior and three days after the meeting dates subject to availability at the time of your reservation. You may need to call the hotel directly to book the extra nights.
As a reminder, the hotel rates may increase after the cut-off date or when the meeting room block sells out, whichever comes first. Make your reservations early to be able to receive our discounted rates.
For questions concerning your hotel reservations, contact Amanda Cristina at acristina@limra.com or call 1-860-298-3829
