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2022 Advanced Sales Forum

Reinvent, Re-engage, Revitalize

8/8/2022 - 8/10/2022
Coronado Island Resort & Spa Marriott, Coronado, CA

Overview

Who Attends

Advanced sales and marketing executives of carriers and distributors, BGAs and IMO’s; CMOs, sales officers and estate and business planning specialists with accountability for serving individual markets.

Highlights

Created by leading advanced sales professionals, the Forum, uniquely dedicated to the practice of Advanced Sales, provides advice from industry leaders with unique expertise in this segment of the financial services market. Whether you are striving to do more with less, finding new, effective ways to deliver your services, or experiencing the challenges of organizational change, attending the Forum will give you unparalleled insights from peers and implementable ideas from experts.

Speakers

Lawrence Brody, J.D., LL.M.
Partner, Bryan Cave LLP
  • Tuesday, August 9, 2022

    3:00 pm - 4:00 pm: Sophisticated Insurance Planning With Grantor Trusts

Lawrence Brody, J.D., LL.M.

Partner, Bryan Cave LLP

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.
Caroline Brooks, J.D., MBA, CFP, CLU
Assistant Vice President & Counsel, Head of Advanced Markets, John Hancock
  • Wednesday, August 10, 2022

    10:00 am - 11:00 am: Advanced Sales Reinvented

Caroline Brooks, J.D., MBA, CFP, CLU

Assistant Vice President & Counsel, Head of Advanced Markets, John Hancock

Caroline leads John Hancock’s Advanced Markets group of attorneys and consultants. Caroline and her team provide technical expertise and marketing support in the areas of estate, tax and business planning, and her passion is turning complex concepts into opportunities for internal and external Distribution partners. Caroline is a frequent speaker and podcast host and is an experienced legal writer, co-authoring the 19th Edition of the Tools and Techniques of Estate Planning, and writing numerous byline articles for industry publications. Prior to joining John Hancock in 2015, Carly held roles in trust and estates and wealth management, serving affluent and ultra-affluent clients.

Jeffrey R. Clark, LUTCF, ACS, FLMI, CFS®
Director, Advanced Strategies, Jackson National Life Distributors LLC
  • Monday, August 8, 2022

    4:00 pm - 5:00 pm: What’s Hot, What’s Not: 2022 Edition

Jeffrey R. Clark, LUTCF, ACS, FLMI, CFS®

Director, Advanced Strategies, Jackson National Life Distributors LLC

Jeffrey Clark directs Jackson’s Advanced Strategies team, which strives to provide solutions for complex tax, estate, charitable, and retirement planning issues. He joined Jackson in September, 2011. Prior to that, he was head of Guardian’s Retirement Center of Excellence, which also focused on growing advisors’ businesses through a sales-oriented approach to advanced-planning concepts. Clark is a frequent industry speaker and author on retirement design, and has also authored articles for the CPA Journal, the Journal of Financial Service Professionals, and many other industry periodicals.

Michael Fontanini, MT, CFP®, CLU®
Vice President, Advanced Sales and Design, Lion Street, Inc.
  • Monday, August 8, 2022

    10:30 am - 11:30 am: General Session

Michael Fontanini, MT, CFP®, CLU®

Vice President, Advanced Sales and Design, Lion Street, Inc.

Michael Fontanini, MT, CFP®, CLU® is Vice President, Advanced Sales and Design with Lion Street, Inc., a national network of fiercely independent life insurance and wealth management advisors. Michael specializes in developing sophisticated life insurance solutions to meet the sophisticated needs of high net worth and business owner clients of the 200 Lion Street Firms nationwide and manages a team of eight case design analysts. Prior to Lion Street, his background consists of diverse experience with several life insurance companies in the areas of personal financial planning, life insurance product development and advanced markets. Michael has earned a Master of Taxation (MT) Degree with an Estate Planning Certificate through the Graduate Tax Program of Villanova University Charles Widger School of Law/Villanova School of Business, as well as the designations of Certified Financial Planner (CFP) and Chartered Life Underwriter (CLU). He is FINRA series 7 and 26 registered, a current member of the Estate Tax Working Group committee for Finseca (formerly the Association for Advanced Life Underwriting), which advises Finseca on estate tax policy considerations to help inform its federal legislative advocacy strategy for the financial security industry, and a former member of the Advanced Sales Committee for LIMRA. Michael is from Des Moines, IA and currently resides in Austin, TX.

Art Gravanis
Guardian
  • Monday, August 8, 2022

    4:00 pm - 5:00 pm: What’s Hot, What’s Not: 2022 Edition

Art Gravanis

Guardian

Art joined Guardian’s Business Resource Center in 2020. Prior to Guardian, he worked in advanced tax, estate and business planning roles at A.G. Edwards, Hartford Life, Wells Fargo Private Bank and PensionQuote. Art holds a B.A. from the University of Pennsylvania, a J.D. from Temple University Law School, and is a graduate of the LL.M Boston University Law School Tax Program. 

Bruce Guillemette, MSM, CLU®, ChFC®, FLMI
Vice President, Advanced Markets Case Design, Equitable Financial Life Insurance Company
  • Wednesday, August 10, 2022

    10:00 am - 11:00 am: Advanced Sales Reinvented

Bruce Guillemette, MSM, CLU®, ChFC®, FLMI

Vice President, Advanced Markets Case Design, Equitable Financial Life Insurance Company

Bruce specializes in case design, guiding producers on the use of life insurance in business insurance, executive benefits, guaranteed issue and estate planning situations for Equitable’s Life Insurance business. In 2007, Bruce joined Equitable Distributors, LLC from Massachusetts Mutual Life Insurance Company where he was Assistant Vice President, Blue Chip Group and Advanced Sales Support. He was instrumental in creating the Blue Chip Group, Mass Mutual’s exclusive top producer sales and marketing unit. In addition, he had responsibility for the Advanced Sales Illustration Support area, serving as an expert in business protection, non-qualified executive fringe benefits and personal protection.

Patrick McGowan
CEO and Founder, Punch'n
  • Tuesday, August 9, 2022

    12:30 pm - 1:30 pm: Advanced Sales + Zoom: Getting Beyond Good Enough

Patrick McGowan

CEO and Founder, Punch'n

Patrick is the CEO and Founder of Punch’n. He works with financial professionals who want to come alive on Zoom and with sales people who want to have more influence across the lens. With over 25 years of experience in sales, marketing, business development, and innovation — combined with a keen eye for what works and doesn’t work on camera — he shows people how leveling up their video presence can lead to increased engagement and connection with their prospects and clients. After working with him, people report having more confidence, more connection, and more credibility over video. Lastly, his first book, Across the Lens: How Your Zoom Presence Can Make or Break Your Success, is scheduled to be released in 2022.

Matthew McKeever
Attorney/Partner, Burnett Wilson Law, LLP
  • Tuesday, August 9, 2022

    10:30 am - 11:30 am: Planning for Digital Assets — A Blockchain Primer

Matthew McKeever

Attorney/Partner, Burnett Wilson Law, LLP

Matt is a partner with the law firm of Burnett Wilson Law, LLP in Omaha, Nebraska. Matt began his practice in New York City with his first jury trial in the Supreme Court of Queens County, New York in 1997. Matt received his B.A. from the University of Nebraska – Lincoln with honors in 1993 and his Juris Doctorate from Brooklyn Law School in 1996. An experienced litigator, Matt has over 25 years of trial experience in commercial litigation, creditor rights in bankruptcy, insolvent estates and probate litigation. Over his career, Matt also represented clients in real estate, commercial and civil litigation. He also represents clients in the areas of insurance, asset protection, estate planning and business planning. In 2013, Matt began representing clients in the emerging area of blockchain technology, including regulatory compliance, litigation, lobbying and estate planning. In 2021, he represented the interests of a prominent blockchain business regarding the Nebraska Financial Innovation Act. Matt lives in Omaha and enjoys spending time with his family. You’ll sometimes find him watching Husker football or Yankees baseball. He’s also always ready for a good game of cribbage. You can find him online at “digital asset planning.com.”

Tod Nasser
Executive Vice President & Chief Investment Officer, Pacific Life Insurance Company
  • Tuesday, August 9, 2022

    9:15 am - 10:15 am: The Economy – Implications for Advanced Sales

Tod Nasser

Executive Vice President & Chief Investment Officer, Pacific Life Insurance Company

As chief investment officer, Mr. Nasser oversees Pacific Life’s general account portfolios. He leads the investment teams and advises Pacific Life’s business divisions and subsidiaries on product design, investment opportunities, and hedging strategies. Mr. Nasser joined Pacific Life in 1991. In 2004, he was named chief derivatives officer with responsibility for managing and coordinating the use of derivatives at Pacific Life. He was promoted to senior vice president, investment management in 2008 and then to chief investment officer in 2021. He chairs Pacific Life's investment committee and serves as a member of the management committee, enterprise risk committee, and capital management committee. Prior to working for Pacific Life, Mr. Nasser was employed by First Boston Corporation as head strategist for Financial Futures and Options, and vice president in charge of strategy for municipal bond sales and trading.

Steve Parrish, J.D., CLU, ChFC, RHU
Independent Consultant
Law Professor, Drake University
Adjunct Professor, The American College
  • Tuesday, August 9, 2022

    8:00 am - 9:00 am: Post-SECURE IRA Planning: Rewritten, Reworked and Rewarding

Steve Parrish, J.D., CLU, ChFC, RHU

Independent Consultant
Law Professor, Drake University
Adjunct Professor, The American College

Steve Parrish is the Co-Director of the Center for Retirement Income at The American College of Financial Services, where he also serves as an Adjunct Professor of Advanced Planning.  He is also an Adjunct Professor of Estate Planning at Drake University Law School. With over 40 years’ experience as an attorney and financial planner, Parrish is expert in retirement, estate, and business owner planning. He is a ongoing columnist for both Forbes.com and the Journal of Financial Service Professionals

Wade D. Pfau, Ph.D., CFA
Professor of Retirement Income, The American College
  • Wednesday, August 10, 2022

    8:30 am - 9:30 am: Determining Retirement Income Style: What Recent Research Reveals

Wade D. Pfau, Ph.D., CFA

Professor of Retirement Income, The American College

Wade D. Pfau, Ph.D., CFA, is a Professor of Retirement Income in the Ph.D. program for Financial and Retirement Planning at The American College in Bryn Mawr, PA. He also serves as a Principal and Director for McLean Asset Management. He holds a doctorate in economics from Princeton University and publishes frequently in a wide variety of academic and practitioner research journals on topics related to retirement income. He hosts the Retirement Researcher website, and is a contributor to Forbes, Advisor Perspectives, Journal of Financial Planning, and an Expert Panelist for the Wall Street Journal. He is the author of the books, How Much Can I Spend in Retirement? A Guide to Investment-Based Retirement Income Strategies, and Reverse Mortgages: How to Use Reverse Mortgages to Secure Your Retirement.
Andrew Rinn, J.D., CFP®, CLU, ChFC
Vice President, Advanced Solutions & Design, Ameritas Life Insurance Corp.
  • Wednesday, August 10, 2022

    10:00 am - 11:00 am: Advanced Sales Reinvented

Andrew Rinn, J.D., CFP®, CLU, ChFC

Vice President, Advanced Solutions & Design, Ameritas Life Insurance Corp.

As vice president of Advanced Solutions and Design at Ameritas, Andrew leads a group of highly skilled and credentialed individuals. The team provides a single source of contact for advisors to successfully position their clients’ complex and challenging wealth management cases. The team’s proficiency includes the full spectrum of advanced planning resources coupled with thought leader expertise in advanced business, estate and retirement planning. His own expertise includes wealth preservation, estate planning, business planning and executive benefits. He consults with insurance professionals and clients’ tax advisors when appropriate to facilitate sales opportunities. Andrew is a frequent speaker and has authored articles in Life Insurance Selling, Senior Market Advisor, National Underwriter, AALU, and Journal of Financial Service Professionals. His speaking experience includes Forum 400, Clinic for Advanced Professionals, AALU, and LIMRA Advanced Sales Forum. He is also an associate editor for the Journal of Financial Service Professionals.

Armstrong Robinson
Chief Advocacy Officer, Finseca
  • Monday, August 8, 2022

    9:00 am - 10:00 am: General Session

Armstrong Robinson

Chief Advocacy Officer, Finseca

Armstrong Robinson leads Finseca’s advocacy team. He helped to guide the profession through tax reform in 2017. During that campaign, the team repelled several attacks on client planning tools while securing key victories that benefit the profession to this day like the 199A pass-through deduction. Prior to joining Finseca, Robinson advocated for dozens of clients at the Prime Policy Group, a premier D.C.-based bipartisan lobbying firm on a wide variety of issues ranging from tax to cybersecurity. During more than a decade serving the U.S. Congress, Robinson worked extensively with the Committees on Ways & Means and Financial Services.

Martin M. Shenkman, CPA, MBA, PFS, AEP, J.D.
Attorney, Martin M. Shenkman, PC
  • Monday, August 8, 2022

    10:30 am - 11:30 am: General Session

Martin M. Shenkman, CPA, MBA, PFS, AEP, J.D.

Attorney, Martin M. Shenkman, PC

Martin Shenkman is an attorney in private practice in Fort Lee, New Jersey and New York City, New York with Shenkman Law. He specializes in estate and tax planning, planning for closely held businesses, and estate administration. Shenkman is the author of 43 books and more than 1,275 articles. He is an Editorial Board Member of Trusts & Estates Magazine, and has previously served on the editorial board of many other tax, estate, and real estate publications. Shenkman is the recipient of numerous awards, and is a frequent source for national publications and media, with guest expert appearances on major financial shows.

Agenda

Registration

Early Registration Fee (before July 7):
Member: $1,500
Nonmember: $2,950


Standard Registration Fee (after July 7):
Member: $1,700
Nonmember: $3,350

Group Discount

If three (3) or more individual employees from the same member company register for this meeting, each individual registrant may take advantage of a group registration discount of $150 by entering the promo code GROUP100. Individuals using this registration option must register at the full conference registration fee. Presenter registrations and individuals utilizing any other discounts do not qualify towards the required three registrants per company minimum. Please note that if a registrant's company does not ultimately meet the aforementioned eligibility criteria (e.g. there are fewer than three registrants from a company who paid the qualifying full conference fee), registrants will receive a notice of any balance due based on the difference between the regular applicable rate and the group discounted rate.

COVID-19 Health and Safety Protocols

Please check this page regularly for health and safety updates.
Updated: [8/4/2022]

The health and safety of our conference attendees remains our top priority as we return to meeting in person. We are making preparations to hold our events in accordance with currently applicable national government and local authority guidance to ensure the highest standards of safety, hygiene, cleanliness, and operational effectiveness for all participants.

This is a shared responsibility, and we ask that you partner with us by following these guidelines and procedures before, during, and after the conference to ensure your safety and the health of our staff, partners, and fellow attendees. By agreeing to attend, you understand and commit to abide by and respect these measures. We are excited to meet in person again, and we thank you for your cooperation. Detailed protocols specific to each conference will be sent to registrants in the final weeks before the meeting.

Our onsite protocols will abide by the CDC and local laws, rules, regulations, or guidance. https://www.cdc.gov/coronavirus/2019-nCoV/index.html

Be sure to check your company’s travel restrictions as well as both your departure and destination state restrictions when planning to attend any event.

Please agree to the following:

Prior to Event

  • PROOF OF FULL VACCINATION AGAINST COVID-19 (AS DEFINED BY THE CDC) OR A NEGATIVE COVID-19 TEST WITHIN 48 HOURS OF ARRIVAL.
    All registrants will be required to upload their vaccination information or negative COVID test results onto the CLEAR app link which you will receive when you complete your registration.
  • Attendees must follow all state/local regulations and guidelines regarding social distancing, gathering, sanitation, and use of face coverings.
  • If you are aware that you have been exposed to COVID-19 in the past two weeks or if you are experiencing any symptoms, we ask that you adhere to the CDC protocols applicable to your situation as determined by the CDC calculator.
  • Follow cleaning and safety tips during your trip to maintain a safe travel environment (e.g., disinfecting surfaces, wearing a face covering, etc.).

On-Site at the Event

  • Adhere to social distance protocols.
  • Wash hands frequently throughout the meeting.
  • Cover your nose and mouth when coughing or sneezing.
  • Comply with pathway signage.
  • Self-monitor and report any symptoms to meeting organizers immediately.

Post Event

  • Notify event organizer if you test positive for COVID-19 up to 14 days after returning home.

The Latest CDC Guidance

CDC has recently updated its travel recommendations for fully vaccinated and unvaccinated travelers.

For the latest guidance, visit the CDC website for guidance on travel within the United States.

How to Prepare for Air Travel

Your airline is the best source for personal safety protocols at the gate and on the airplane. Be sure to visit your airline website the week you are traveling and sign up for notifications related to your trip.

Hotel / Venue

Coronado Island Marriott Resort & Spa

2000 Second Street
Coronado, CA, 92118

(800) 228-9290 (Mention LIMRA Advanced Sales Forum)

Hotel Reservations

Make your reservations by July 11 to receive the group rate of $279 single/double (plus applicable sales taxes). Requests after July 11 will be accepted based on space availability. Please note that hotel rates will go up after July 11, or when the meeting room block sells out, whichever comes first. Make your reservations early to be able to take advantage of our discount rates.

Extend your stay: The group guest room rate will be offered three (3) days prior and three (3) 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.

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.

Become a Sponsor or Exhibitor

Sponsors and Exhibitors

Gold Company Sponsors

Silver Company Sponsors

Sponsors

Exhibitors

Contact us to learn more:

Emma Wandzy

Event Coordinator

LIMRA

(860) 298-3999

ewandzy@limra.com