If you are responsible for external wholesalers or internal wholesalers, this summit is for you. Wholesaler leaders from across the industry come together to share experiences, challenges, and best practices in a highly engaging meeting.
Attendees are sales desk managers and heads of external wholesalers. Team leads are not eligible; you must supervise an entire sales desk team to qualify. Seating is limited.
Highlights
This summit will help you fine-tune your wholesaling team and be sure it’s engineered to perform at its absolute best. The interactive, open discussion format, calibrated with dynamic presentations from thought leaders, is sure to engage participants. There will be plenty of time to network, exchange ideas, meet new people, connect with peers, and more.
Watch this site for more details as we get closer to the event.
Whatever you do, don’t miss this unique event and be sure to bring your counterpart along with you for the ride.
Leukemia & Lymphoma Society Event
New this year! Our industry is known for helping people in their time of need. It is in this spirit that we are hosting a charity event for the Leukemia and Lymphoma Society.
Please join us on Tuesday, May 7, from 1:00 - 2:30 p.m. as we create comfort care bags for patients undergoing chemotherapy. Lunch has been generously donated by the Westin Indianapolis. Your donations will help someone in their time of need.
Click here for more information on the Leukemia & Lymphoma Society and to make a donation (monetary and/or care bag item).
A heartfelt thank you to Guggenheim Life and Annuity for supporting this event.
Any questions, please contact: Laura Murach at lmurach@limra.com, or 860-285-7820
4:00 pm - 5:00 pm: START YOUR ENGINE WITH A MEMBER PERSPECTIVE
Cathy Jo Borgman, CPCU, FLMI, ACS
Sales Desk Director, Pacific Life
Cathy has 29 years of industry experience, split between the P&C and Life sides of the business. She has served in both operations and sales roles during her career. She just celebrated her 8th anniversary with Pacific Life, where she has started 5 different sales desks from scratch. Known for talent development, she is proud that 11 IW’s have been promoted to external wholesaling roles, and 4 to leadership roles, in the past five years. Currently Cathy is overseeing another startup of a new team of eWholesalers in the independent channel. When she’s not at work, Cathy and her husband Jon enjoy dancing to live music in the Omaha and Kansas City areas. They have three children who keep them busy with various school activities and Duke, their Golden Retriever, takes them on long walks when the weather permits.
Mark Hopkins’ current interests include the future of distribution of life insurance and annuity products and the integration of digital capabilities into insurance operations. He is a Chartered Life Underwriter and has executive and board level experience in insurance, asset management and broking companies.
4:00 pm - 5:00 pm: START YOUR ENGINE WITH A MEMBER PERSPECTIVE
Chad Mueller
National Sales Director, CUNA Mutual Group
Chad is responsible for leading the CUNA Mutual Group’s wholesaling organization, developing and executing the go-to-market wholesale distribution strategy, and achieving increased sales and market share objectives. He has more than 17 years of experience in the financial services industry and brings a wealth of knowledge focused on retirement planning. This diverse background ranges from Marketing, Retail Sales, Life, Annuity, Mutual Fund/SMA Wholesaling and Sales leadership. He is a regular speaker on topics of retirement and retirement income planning, Social Security & Medicare, and estate planning. Chad graduated from the University of Wisconsin — Stevens Point, with a Bachelor of Science in Political Science and Business Administration.
Senior Vice President, Head of Membership, Workplace Benefits, and Applied Research Solutions, LIMRA and LOMA
Sean O’Donnell is responsible for developing and implementing LIMRA and LOMA’s member engagement strategy in the U.S. and Canada. He leads a team dedicated to ensuring that members fully leverage the research, benefits, and commercial solutions available. In addition, he is responsible for leading the company’s consulting business, working to help companies apply research and industry expertise to develop strategies for growth.
O’Donnell brings more than 25 years of marketing, sales, research, and organizational and consumer-behavior experience to his current role. Prior to joining, he was a supervising project director and analyst for the PERT Group, a global research-based consultancy, working on product development and brand equity research for organizations such as Gillette, Clorox, S.C. Johnson, and Nestle.
O’Donnell received both his bachelor’s degree and his Master of Business Administration, with concentrations in finance and marketing, from the University of Hartford.
Seth Preus is a 20-year entrepreneur whose passion about productivity management has spanned multiple disciplines. Over the last 15 years, he has built and utilized productivity tools including a compensation management SaaS, RacingSnail, and a gamification SaaS, Leaderboard Legends. His tools enable businesses to track and analyze performance metrics and provide the mechanisms to immediately influence sales team behavior for increased sales, greater profitability, and improved morale. Preus is an expert in the field of software productivity management tools with a focus on goal setting, sales and activity tracking, sales analysis, compensation plans, rewards and recognition concepts, gamification, and ROI calculators. He regularly shares his knowledge on the topic through industry seminars, white papers, and public speaking engagements.
Ohio-native Zach Veach has been climbing the racing ladder for over a decade and stepped into the No. 26 Group 1001 Honda full time in 2018. He returns to Andretti Autosport for the 2019 NTT IndyCar Series season to pilot the No. 26 Gainbridge Honda in his sophomore campaign. Veach’s racing roots began at the age of 12, karting in his home state before transitioning three years later, in 2010 to the USF2000 stable of Andretti Autosport. Over the next four seasons, Veach climbed the Mazda Road to Indy ladder with Andretti competing in USF2000, ProMazda and Indy Lights. In his six-year Mazda Road to Indy Career, Veach recorded 13 wins, 14 poles, 39 podiums and 56 top-five finishes. During his Rookie IndyCar season, Veach collected five top-10 finishes. While not in the car, Veach is an avid rock climber, snowboarder, environmental activist and enjoys fishkeeping.
Global Head of Wealth and Asset Management, Salesforce
Andy Wang is the Global Head of Wealth and Asset Management at Salesforce and is responsible for industry perspective and go-to-market strategy. In his role, Andy ensures Salesforce’s wealth and asset management business is solving customer problems today, tomorrow, and the future. Andy has over 15 years of experience in financial services and has held roles at both financial services firms and technology providers. Prior to joining Salesforce, Andy was Managing Director of Haitou Capital. Other career highlights include serving as Head of Industry Solutions for DocuSign, leading the key initiatives product management group at TD Ameritrade, and as founder and CEO of his own startup. A well respected thought leader in the financial services space, Andy is a frequent speaker at industry events and brings a global perspective to wealth management, asset management, and the broader financial services and fintech ecosystem.
Over 235 years ago the Latin phrase “e pluribus unum” became the motto of our nation. It translates to “out of many, one.” The Leukemia and Lymphoma Society, the world’s largest voluntary (nonprofit) organization dedicated to blood cancer, works tirelessly every day to find cures and help patients.
Please join us as we create comfort care bags for patients undergoing chemotherapy. Lunch has been generously donated by the Westin Indianapolis.
We all feed on competition particularly against our peers. Here’s a chance to have some fun with it! Take a turn behind the wheel of a race car simulator and compete against fellow attendees. Join in on the fun!
Money is not the only motivator. By understanding how to trigger different types of motivation through the “3 M’s of Motivation,” sales executives can drive enduring performance gains — without relying solely upon financial rewards.
Senior Vice President, Head of Membership, Workplace Benefits, and Applied Research Solutions , LIMRA and LOMA
Just like drivers learn the track before a race, it is important for wholesaler leaders to understand the environment in which they perform. LIMRA’s Sean O’Donnell will share his perspective and insights on significant industry trends that will help you navigate the rapidly changing environment, drive growth, and expand your thinking beyond 2019.
Compensation can be complex; particularly with so many components involved such as fixed compensation, variable compensation, and non-monetary rewards. During this interactive session, participants will explore the total compensation package for internal and external wholesalers. Incentives, rewards, and motivation programs will all be discussed, including managing to generational differences.
Are you challenged by internal and external wholesaler learning and developing resources? The best wholesalers want coaching, mentoring, training, and development opportunities to develop a high level of performance. Participants will discuss models for training and developing their wholesaler teams.
Digital technologies have clear potential to impact both the traditional wholesaling model and the services that wholesalers typically provide. As client and broker expectations continue to align more closely with a “retail” experience, carriers will need to be able to leverage these digital tools to enable success in the field. In this engaging session, EY presents a virtual model of the future of wholesaling, providing a glimpse of the near future for carrier capabilities.
The way financial advisors manage relationships has changed. Clients want to be connected in the right way — more frequently, consistently, and quickly — but with the right context, in the right situations, and through the right channels. Trust, transparency, and convenience are defined on the client's terms. Join us for this engaging session to discover how to transform client relationship management to drive customer loyalty.
After a full day of engaging workshops and thought provoking speakers let’s hear from you the attendees about what’s in your tech toolbox. Also the day’s speakers will be on hand to answer any specific questions you may have.
In this unique grilling experience you will work as a team to navigate through the Chef’s clues, engage in friendly competition, enjoy the fruits of everyone’s labor, and even learn a few grilling tips to use at home so you can impress family and friends.
Race car drivers know the importance of a solid-performing team. In this interactive session with IndyCar driver Zach Veach, we will explore the many angles of teaming. He will share his experiences from choosing a team, building the team, and maintaining a level of excellence.
This session is designed to encourage meaningful dialogue around wholesaling as it relates to the various types of distribution — captive, non-captive, BGAs and IMOS, banks, wirehouses & IBDs. The idea is to think collaboratively in order to generate fresh, innovative thinking and share best practice with each other. Attendees can float between tables if they choose.
Wholesaler leaders are challenged with maintaining daily operations in an environment of high-speed change. The sharing of experiences, challenges, and successes with realigning teams, introducing new wholesaling models (virtual, hybrid, digital) and experimenting with different approaches (product specialist vs. consultative) can make a #changeforthebetter.
All cancellations must be received in writing. Cancellations received before April 16, 2019, will be refunded, less a $75 processing fee. Cancellations received from April 16, 2019 to April 30, 2019 will be refunded, less a $275 processing and administrative fee. No refunds will be issued after April 30, 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
The Westin Indianapolis
241 W. Washington Street Indianapolis, IN, USA, 46204
1-317-262-8100
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.
The Indianapolis Westin Hotel is now sold out
Please contact A Room With A View for information on the official designated LIMRA overflow hotel. They will secure the lowest available rates at the best available hotels within walking distance of Westin Hotel.
Reservations processed by A Room With A View are automatically on a waitlist for rooms at The Westin Hotel should cancellations occur within The LIMRA group block at the discounted group rate.
For a list of designated hotel options to choose from, please contact A Room With A View at either:
reservations@aroomwithaview.net or 1-800-780-4343 PHONE: Monday - Friday 9am – 5pm CST E-MAIL: 24 hours a day / 7 days a week
This is a FREE SERVICE for all LIMRA attendees
Please note: If you have a reservation at The Westin Hotel and you need to completely cancel it (not modify it), do not call the hotel directly. Only call A Room With A View to cancel it at 1-800-780-4343. By calling A Room With A View, they’ll be able to give your room to another attendee wishing to stay at the host hotel.
