Advanced Sales: Seizing Opportunities in a Brave New World
8/2/2021 - 9/3/2021
On Demand
Overview
Who Attends
Advanced sales and marketing executives of carriers and distributors, IMOs, BGAs as well as CMOs, sales officers, and estate and business planning specialists with accountability for serving individual markets.
Highlights
Created by advanced sales professionals, this is the only forum dedicated to enhancing the practice of Advanced Sales. 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.
3:30 pm - 4:20 pm: Life Insurance and Annuities in Asset Protection Planning
Jay Adkisson
Partner, Adkisson Pitet LLP
Jay Adkisson practices in the area of creditor-debtor litigation, including the enforcement of judgments against asset protection plans, and the defense of asset protection plans. He is the author of several books on asset protection, captive insurance and related topics, including, Asset Protection: Concepts & Strategies. In addition, Adkisson has served as an expert witness to the U.S. Senate Finance Committee, and as an American Bar Association advisor to the drafting committee of the Uniform Voidable Transactions Act.
3:00 pm - 3:50 pm: ESOPs in Estate and Business Planning
Kelly Finnell, J.D., CLU, AIF®
Founder and President, Executive Financial Services, Inc., (EFS)
Kelly Finnell is the founder and president of Executive Financial Services, Inc. (EFS), an ESOP consulting firm based in Memphis, Tennessee. EFS has one of the most active ESOP consulting practices in the country having executed ESOP transactions in 29 cities located in 15 different states. Kelly has lectured extensively on ESOPs and is the author of a book entitled The ESOP Coach: Using ESOPs in Ownership Succession Planning. He also has published numerous articles on the subject and is the author or co-author of articles appearing in September 2014, August 2017, and July 2018 editions of Estate Planning.
4:00 pm - 4:50 pm: Small Screen, Big Impact: Put the Power in Your Next Virtual Presentation
Debra Jasper, Ph.D.
Founder and CEO, Mindset Digital
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 Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA
Partner, Keebler & Associates, LLP
Robert S. Keebler 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. His practice includes family wealth
transfer and preservation planning, charitable giving, retirement
distribution planning, and estate administration. Keebler
frequently represents clients before the National Office of the IRS
and has received more than 150 favorable private letter rulings. 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.
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.
Economic Consultant, Fort Washington Investment Advisors Inc.
Nick is an international economist turned global money manager. He has been involved in international financial markets since the early 1970s when he began his career at the U.S. Treasury and the Federal Reserve Bank of San Francisco. He subsequently worked on Wall Street for 25 years. In 2003 he became Chief Investment Officer for the Western & Southern Financial Group and its affiliate, Fort Washington Investment Advisors Inc. Nick subsequently served as Chief Economist from 2014 until 2019. He currently is an economic consultant to Fort Washington.
Sargen has written extensively on international financial markets. He has authored three books: Global Shocks, Investing in the Trump Era, and JPMorgan’s Fall and Revival. Sargen is also a regular contributor to THEHILL and forbes.com. He appeared frequently on business television programs throughout his career on Wall Street and was a regular panelist on Louis Rukeyser’s Wall Street Week.
11:00 am - 11:50 am: How to Sell More Insurance in 2021: Practical Tips Based on Technical Estate Planning Strategies
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.
Robert Keebler, CPA/PFS, MST, AEP (Distinguished), CGMA
Partner, Keebler & Associates, LLP
Robert Keebler will cover new and proposed income tax changes, including gain recognition at death and how to manage capital gains taxation going forward. He'll provide strategies for harvesting capital gains and losses and provide planning opportunities that will result in more life insurance being sold.
When it rains it pours! Tax changes are coming. Get the inside scoop on what is really going to happen to federal tax policy. DOL is pushing toward a new fiduciary rule. SECURE 2.0 is in the works and likely to update retirement law again with new lifetime income, ROTH concepts, and small business incentives. Informed financial security professionals have extra credibility with their clients. 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!
TIFFANY HYDE, FALU, SVP, Head of Underwriting, Lion Street; MARK PHELPS, CLU, Foreign National Insurance Consultant, Lincoln Financial Distributors; MELVIN A. WARSHAW, ESQ. International Private Client Lawyer; Moderator: TIM O’CONNELL, Director, Advanced Sales, Lincoln Financial Distributors
Cross-border taxation can be complicated when working with global clients. To add to the complexity, many of these clients either are planning to immigrate to the United States or, instead, wish to expatriate. While there is no one-size-fits-all solution, life insurance can be an important part of financial planning for wealthy global clients. Learn the common pitfalls, how they can be addressed with life insurance, and what you should know about the underwriting process.
TOM GANGEMI, Vice President and Chief Underwriter, New York Life; Bill Lloyd, MD, FACS, Health Director, Advanced Markets, Transamerica; CHRIS PIRTLE, LUTCF, Managing Director, Peake Financial Group; Moderator: WENDELL STALLINGS, CFP®, CLU, ChFC, Sales Director, Advanced Markets, Ameritas
Much in our world has changed since the onset of the coronavirus pandemic in early 2020. During last year’s upheaval, insurance companies and advisors adapted to a shifting environment, and many saw increases in business volume. In a post-COVID world, what additional changes will carriers and advisors need to make to sustain growth? This workshop will explore this central question while addressing underwriting, advisors’ practice management, and broader concerns on health and longevity.
MEG MULDOON, J.D., LLM, Assistant Vice President, Advanced Markets, The Penn Mutual Insurance Company; CHANNING SCHMIDT, J.D., CFP®, Advanced Sales Director, Securian Financial
With the potential changes to the estate and income tax laws, there are many more things to consider when putting together or reviewing your client’s estate plan. One of the considerations is the role of irrevocable trusts. This session will cover:
Overview of the types of irrevocable trusts used in estate planning
STEVE PARRISH, J.D., RICP, AEP, ChFC, CLU, Co-Director, Retirement Income Center, The American College of Financial Services; Co-Moderators: STEPHEN ALLOY, J.D., MBA, CLU, ChFC, Advanced Markets, Mutual of Omaha; DAVID HAYWARD, CLU, ChFC, FLMI, Advanced Sales Specialist, National Life
This workshop examines where the life insurance industry is with amendments that were made to IRC 7702 last December. It considers added opportunities for accumulation designs in personal and business cases, discusses product changes to-date, and ponders how the current economic and regulatory environment will impact on these opportunities going forward. Using a combination of presentation and discussion, this session will answer the question “now that the industry got what it requested, and we’ve had more than a half year to work with the change, now what?”
Jay Adkisson will provide a look at contemporary asset protection planning and current items of interest in that field, including specific asset protection laws applicable to annuity or life insurance contracts in certain states. He’ll also discuss the latest developments about Asset Protection Trusts, fraud prevention rules, and related topics. Topics will cover divorce and bankruptcy scenarios, as well as how state laws interact.
With potential tax law changes on the horizon, this session will focus on sophisticated estate planning strategies that should be the cornerstone of 2021 planning.
Learn how to transform SLATs into supercharged ILITs; how to minimize the number of trusts needed by clients; and whether laddered GRATs make sense in the unique 2021 planning environment. Find out how to avoid Crummey powers and eliminate annual gifts while enabling clients to purchase greater amounts of life insurance — and more.
Economic Consultant, Fort Washington Investment Advisors Inc.
The US economy is set for a powerful expansion as it reopens from the Covid pandemic and government programs provide added boost. Growth could reach 7% in 2021 and stay strong next year, while unemployment could fall to 4%-5%. The main uncertainty is whether higher inflation will be temporary. If so, the Fed will leave rates unchanged indefinitely. The risk, however, is that inflation could force the Fed to act sooner.
CHRIS BOGREN, J.D., Assistant Vice President, Jackson National Distributors; CAROLINE M.ELROD, J.D., CLU, Retirement Strategies Consultant, Pacific Life; KEVIN RUSS, CLU, CFP, Advanced Markets Consultant, Brighthouse Financial; Moderator and Presenter: CHRISTOPHERPRICE, J.D., ML&T, CLU, ChFC, Assistant Vice President, Advanced Sales, Lincoln Financial Distributors
This is a chance to hear four experts discuss the top-hot annuity issues facing the industry today – everything from trust and tax law changes to state-of-the-art practice management tips and more! The panel will focus on the sales opportunities available with these topics. Also, bring your own top-hot issues for our panel!
JEFFREY R. CLARK, LUTCF, ACS, FLMI, CFS, Director, Advanced Planning, Jackson National Life Distributors, LLC; ARTHUR GRAVANIS, J.D., LL.M, CLU, CRPS, Senior Consultant, Business Resource Center, Guardian Life Insurance Company of America; Moderator:CYNTHIA CRINO, CLU, ChFC, 2VP, Advanced Markets Business Development, Guardian Life Insurance Company of America
The SECURE Act changed nearly everything when it comes to the highly complex, but once well understood, rules that govern Required Minimum Distributions (RMDs). The need to understand these rules is critical for IRA owners, ERISA plan participants, and their beneficiaries to understand. For financial advisors, these changes will have a far-reaching impact on retirement distribution strategies. This workshop will feature an expert panel that will:
Summarize the new RMD rules
Offer insight on federal income tax considerations for IRA owners and qualified plan participants
Discuss beneficiary designation planning, wealth transfer solutions, and charitable options
Founder and President, Executive Financial Services, Inc., (EFS)
Employee Stock Ownership Plans (ESOPs) are one of the most powerful but least understood strategies for ownership liquidity, employee wealth accumulation, and business owner estate planning. This presentation will begin with a description of what an ESOP is and how it works, and the tax benefits for companies that sponsor ESOPs and their shareholders. It will conclude with an update on the boom in ESOP activity and predictions for the future.
If you’re giving presentations or leading webinars these days, you may be finding that what rocked in person doesn’t quite work on a small screen. To break through, you must become a powerful virtual communicator. We’ll show you how to:
Stand out from the crowd — wow audiences with rapid visual storytelling
Design for attention — by applying narrative structure to your next talk
Avoid the single biggest, most common online presentation mistakes
Led by international keynote speaker and Mindset Digital CEO DEBRA JASPER, Ph.D., this session covers the new skills you need to make a BIG impact — on a small screen.
Registration
The conference program is available on-demand through Friday, September 3. Receive 20% off when you register for on-demand access!
Early Bird Registration Fees: (by July 12, 2021)
Members: $500 Non-members: $800
Registration Fees: (after July 12, 2021)
Members: $595
Non-members: $895
Group Discount:
Take advantage of our group rates to ensure your team’s knowledge stays relevant and up-to-date amid the changing trends and directions in the industry. We are pleased to offer two group registration options that you can secure by contacting customer.service@limra.com.
3+ Registrants from the same company will receive a $75 discount per person when using the quantity discount promo code provided.
6+ Companies may purchase 6 or more registrations and receive a 20% discount on the total registration fee. A single payment is required along with the total number of registrants. We will provide a special company link/code for your organization to distribute to the group.
Note: Discounts may not be combined with any other discount offer. We cannot combine existing individual registrations into group registrations.
Substitution Policy:
Substitutions of registrations are permitted up to 3 days prior to the virtual event start date by submitting a written request to customer.service@limra.com. The individual submitting the substitution request is responsible for all financial obligations (any balance due) associated with that substitution.
In the event that a scheduled meeting or event is canceled 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.
All cancellations must be received in writing. Email customer.service@limra.com. Cancellations received by July 23, 2021, will be refunded, less a $100 processing fee. No refunds will be issued after July 23, 2021.