Program Agenda 

Wednesday, October 1, 2008

Registration Opens and Continental Breakfast

Opening Remarks

Gordon Bess, CLU, FLMI
Editor
Life Insurance Selling Magazine

Taking the "IF" Out of Life

Harry Hoopis, CLU, ChFC
Managing Partner
Hoopis Performance Network

The Power of Values
The first impression clients and prospective clients have of your organization is the visible design and décor of your offices, but they will do business with you, and remain loyal customers over time, because of what Joe Tye calls the “invisible architecture” of your core values, corporate culture, and emotional climate.  In this presentation, Joe will share six powerful and proven strategies for cultivating a more positive, productive and profitable organization by working on the invisible architecture.  He will also provide participants with a generous library of take-home resources.

Joe Tye is Founder and CEO of Values Coach America; he is the author of eight books, and is a frequent speaker on values-based life and leadership skills.

Networking & Refreshment Break in the Exhibit Hall

Seminar Selling not Extinct but Exciting

Anil will explain how he built a successful sales organization with a seminar system that has attracted hundreds of agents and has helped generate more than $200 million in premium over the past three years. Find out how he cultivates additional business from existing customers, and pick up other marketing secrets that have helped Anil and his team strike gold.

Anil Vazirani
President and CEO
Secured Financial Solutions, LLC

Care and Feeding of Life Insurance Trusts: Crummy Problems and Other Issues

Properly structured an irrevocable life insurance trust (ILIT) can provide estate, gift and generation skipping tax savings.  However, events may put the tax benefits in danger it not properly maneuvered.   This presentation will discuss strategies for overcoming some of the most frequently encountered problems that occur during the course of establishing and maintaining an irrevocable life insurance trust.

Terri Getman, JD, CLU, ChFC, AEP
Vice President, Advanced Marketing
The Prudential Insurance Company of America 

Networking Lunch
What Seniors Really Want From Their Financial Planner

Seniors have a deep desire to “age well” but rarely get a clear understanding from their financial professional how their products help Seniors succeed. 

Ed will share information that will place the financial professional significantly ahead of the competition through a look into how the financial professional’s approach and explanation of their products to Seniors contribute to “aging well”.

Edwin J. Pittock, CSA, Founder and President, Society of Certified Senior Advisors

Karlan Tucker
President
Tucker Advisor Group

TRACK B

Fire and Brimstone a Sermonette on the "Meaning" of the Pension Protection Act 2006
• Understand the anticipated explosion of new Combination products coupled with dramatic Underwriting concessions!
• Understand why the majority of ALL Life and Annuity Sales will include Qualified Long Term Care Insurance!
• Understand How this sales transformation directly impacts your sales success and certification requirements !
• Understand Where the new 1035 "shuffle" between Life ,Annuity and LTCI will take place 

Ronald R. Hagelman, Jr. CSA, CLTC, LTCP
Republic Marketing Group, Inc.

10 Ideas for Instant Gratification;
Getting from the First Appointment to the Second
In this presentation attendees will hear a mix of ideas, strategies, and concepts to move interviews forward and to keep them productive in placing insurance.

Tracy W.Oishi, CLU, ChFC, LUTCF
Financial Associate 

Networking & Refreshment Break in the Exhibit Hall

Financing Solutions for the Life Insurance Industry
In this session attendees will hear from Barry Goldberg, VP for Life Finance Group at Credit Suisse.  He will be discussing the state of the premium financing market as well as innovative opportunities in the older age market.

Barry Goldberg
Vice President, Life Finance Group
Credit Suisse Securities (USA) LLC

Barbara Cole
Marketing Director
M&O Marketing

TRACK C

Staff Development/Practice Management/Office Systems

Andrea Bullard, The Turn Key Office System
What if your only responsibility was to see people, get referrals, and manage your Office Manager?  What if your Office Manager would take care of you, make certain you are ready for each meeting, and make certain each staff person was doing their job?  What if you had a system for calling, marketing, and case prep?  Join Andrea and learn how her Turn Key Office System © can help you!

Andrea Bullard 
Executive Coach
Andrea Bullard & Company

Investing in Life Settlements
Life Settlements continues to be the fastest growing sector in the financial services industry.  Within a few years, the size io the market is projected to grow over $160 billion. In this session attendees will learn how to present this opportunity to their clientele.  

Alex Sirotkin
CEO
Integrity Life Settlements, LLC

TRACK B

Income the Next Frontier
How to solve the Biggest problem facing American Baby Boomers today.

Richard Brown, Regional Vice President, Old Mutual Financial Network

TRACK C

Advanced Planning Strategies for Mass Affluent  and Higher Net Worth Families with Real Estate Investments
An approach to marketing and providing financial planning services to mass affluent and high net worth families who own investment real estate. There may be a big opportunity to improve both your client’s real estate cash flow, capital growth, and management goals while cuing up these assets for use during financial independence and distribution to children and charities.
 
Rich Arzaga, Instructor, UC Berkeley Personal Financial Planning
Program | Instructor, U.C. Santa Cruz Department of Commercial
Real Estate, Wealth Planning Advisor, AIG Advisor Group

Please Join us for Cocktails in the Exhibit Hall

Thursday, October 2

Continental Breakfast in the Exhibit Hall

Recap of Day 1

Gordon Bess, CLU, FLMI
Editor
Life Insurance Selling Magazine

69% of the people who own a annuity in America today will die with dollars left in those annuities; thus, causing a tax liability for a widowed spouse or their children who are all probably in a higher income tax bracket. In this session attendees will learn that if we really listen to what our customers really want we would be selling more life insurance.

Scott Morris
Managing Partner, Florida Region
Thrivent Financial

We'll explore why we chose this profession...in other words: why we do what we do. What motivates me to get up, get out and face rejection everyday? Is it only the money or is there something more that drives us? Then after we explore the Why, we'll talk about how to increase our footprint. How to ask Big Questions that will bring awareness & urgency to the clients we want to impact.

Grant Hobart, CLU
State Farm Agent
Certified Life Coach

Networking & Refreshment Break in the Exhibit Hall 

At $30 Trillion in volume Retirement Income Distribution represents the greatest sales opportunity of our lifetimes. What role will life insurance producers play in the high stakes battle for Boomer retirement assets? What prospecting strategies will prove the most effective in this market?  And which investment strategies are the most competitively advantaged for generating income? Find out the answers to these and other important questions while learning how to achieve your own significant success in retirement income.

David Macchia
President & CEO
Wealth 2k, Inc.

Networking Lunch

TRACK A

Proven Low-Cost Ways To Generate Long-Term Care Prospects

Spend less than $100 to generate qualified leads for long-term care insurance.  Effective marketing strategies and messaging that work to target seniors, baby boomers, women, business owners and self-employed.

Jesse Slome, Executive Director,
American Association for Long-Term Care Insurance
 

MDRT Roundtable – Audience will hear from 3 veterans of MDRT.  Each will talk about their long time success in the industry. Following the conversation the audience will participate in a Q&A session.

Moderator
Gordon Bess, CLU, FLMI, Editor, Life Insurance Selling Magazine

Panelists:
Lillian J. Cosio, Financial Services Professional, Cosio Financial Services, Inc

Donald F. White, CLU ChFC AEP, President/CEO, Treasure Coast Financial Services

Donna J. Caruso, CLU, ChFC
Financial Services Professional, DJC Insurance & Financial Services
 

TRACK C

Mastering Your 9 Environments for Quantum Success
In this ground breaking workshop you will discover what has been holding you back from achieving your real success and what you can do to easily break through the barriers. In working with hundreds of advisors, coach and author Machen MacDonald has discovered what top producers do differently that is getting dramatic results. He will show you, what shifts you can easily make and how to implement this new and proven strategy.

Machen MacDonald, Personal Development Coach and Speaker
Pro Brilliance. Leadership Institute

Networking & Refreshment Break in the Exhibit Hall

TRACK A

Innovations in Tapping Home Equity: Latest Solutions for Seniors
Seniors today are faced with a number of different opportunities and risks when considering utilizing their home as a resource for capital. In this lively presentation, learn what you need to know to assist seniors about both traditional and recent innovations on how they can use their home as a tool for accessing funds to support their needs.  Jim Sahnger, Vice President of Palm Beach  Financial Network, explains how the state of the current financial markets has changed, creating both challenges and opportunities
for all involved.

Jim Sahnger, VP Palm Beach Financial Network

Critical Illness Policies 
Advances in modern medicine have changed the financial planning process and created such a need for the product, critical illness. In this session attendees will be educated on critical illness insurance and how it compliments other financial service products. Attendees will learn strategic approaches they can effectively implant when presenting this necessary offeringKen Smith
Director of Critical Illness and Disability Income  
Assurity Life Insurance Company

Track C

21st Century Practice Management: Team Based Selling
Selling teams are an effective way to maximize the efficiency of an advisory practice. With each member of the team focusing on what they do best, growth becomes exponential. This session will focus on what is a team, how they are formed, who does what and how they are managed. This will be a tree tops view of setting up your own team.

Allen Weintraub, Chief Marketing Officer, Hoopis Performance Network

LTC Partnership Plans: Friend Or Foe
Partnership plans promise producers a tremendous sales and markeitng opportunity.  But there are pitfalls. Learn why you MUST participate in Partnership programs and how to protect yourself from the potential legal problems.

Moderator:
Margie Barrie
National Marketing Coordinator for AHIP's Partnership Training Program and Principal Hagelman Barrie Sales Training Solutions

Panelists:
Greg Dean
AHIP

Simplify Your Career by Selling Final Expense Plans
Choosing to add this e-z underwriting product to your existing practice or focusing your future by becoming the local expert in specializing only in Final Expense Plans,  learn the 'Meet-N-Greet' Sales System and how to successfully target the blue collar senior market who are hungry for the 'peace-of-mind' that this exciting guaranteed product provides.

Alan Benedict
        - '..just an old fashioned agent and funeral director'
 

TRACK C

Premium Finance For The Business Market & How An Agent Can Make It Work
Financed Planning:  Financed Planning is a unique approach to the creation of wealth for business owners, physicians, and professional practitioners.  It enables business owners to transfer wealth out of their businesses in a tax-efficient way with this powerful retirement strategy.

Mary Ann Lacey-Gray, CLTC, President, Underwriters Marketing Service, Inc.

Steven Blair, Director of Business Development
Entaire Global Companies, Inc.

Please Join us for Cocktails in the Exhibit Hall

Continental Breakfast in the Exhibit Hall

Recap of Day 2

Gordon Bess, CLU, FLMI
Editor
Life Insurance Selling Magazine

The Art of the Factfinding Experience

During this session, Joey will discuss how to create a unique experience for your prospects and clients during the factfinding process. He will address how to make a connection, create a sense of urgency, and achieve alignment by getting your prospects and clients to take action on your recommendations. These insights will have a major impact on your factfinding skills and relationships.

Joey Davenport, CLTC, Hoopis Performance Network

Networking Refreshment Break

Why DI?

There has never been a greater need to market Disability Income Insurance than there is today. In a world where the average person is spending more than they are making and have leveraged themselves to the max in personal debt for homes, cars and toys; living way beyond their means. Only about 25% of all  working Americans have any kind of paycheck protection. Find out how this opportunity can dramatically enhance your sales.

Thomas L. Petsche, CLU, RHU, ChFC. Brokerage Solutions, Inc.

The Inner Game of Prospecting

Prospecting is an emotional exercise. So when you avoid prospecting and/or selectively forget to ask for referrals, you may be suffering from Sales Call Reluctance. You will learn four steps to banish fear of prospecting and put to use your sales skills and techniques to earn what you are worth.

Connie Kadansky, President & CEO
Exceptional Sales Performance, LLC