Critical Illness Part of Your All-Star Lineup!

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2 Critical Illness Insurance Forum Critical Illness Part of Your All-Star Lineup! Critical Illness Insurance is entering an exciting new era in the industry, where companies are finding it increasingly essential to expand their market share by offering such coverage. Whether you are new to the critical illness insurance market or a seasoned veteran, there is something in the program for you! Join us this September 15 17, in Baltimore, Maryland, and participate in the discussions and networking as we demonstrate how this new phase in the insurance industry will help shape your company s success in the years ahead. Spring Training CI 101 General Session Highlights Debra K. Cecil, FLMI Director, Products and Market Development Unum Gary Harger Vice President, Voluntary Products UnitedHealthcare Specialty Benefits Sheila Matheson, FLMI Vice President, Critical Illness Marketing Optimum Re Insurance Company What is this curveball called Critical Illness? Come listen to some of the veterans in the CI industry discuss how the product has moved out of the Little League and into the Major Leagues! We ll talk about the swings in product development and market trends so you ll be ready to step up to the plate when the first batter, Steve Rowley of Gen Re, throws out the opening pitch Critical Illness Insurance Forum

3 First Pitch: Critical Illness Market Survey Stephen F. Rowley Vice President Gen Re Gen Re, in conjunction with NACII, has been conducting the only comprehensive survey of the U.S. Critical Illness industry. This session will outline some of the key results, highlight significant year-over-year changes, and discuss new trends emerging within the industry. Critical Illness Insurance A Most Valuable Product Michael K. Owens Jr. Senior Vice President, Agent Services GoHealth In the new market place for health insurance solutions, Critical Illness Insurance can play a big role in a complete health insurance solution. It is perhaps the most rapidly growing individual or group insurance product. Owens will provide insight into why and how this product can be an MVP Most Valuable Product in your company s product line up. Compliance (Rule Book): You Can t Play the Game if You Don t Know the Rules Stacy Koron, J.D., CLU, FLMI, LTCP Consultant Darrell Spell, FSA, MAAA, FLMI Consulting Actuary With critical illness insurance, it seems that the rules and the game keep changing. This session will provide updates on state and federal law and will address the top compliance questions that have come up over the past year. We will also discuss some of the ways critical illness insurance is evolving in response to these compliance challenges. Field of Dreams?: Exchanges and CI Sales Gary Harger Vice President, Voluntary Products UnitedHealthcare Specialty Benefits Andrew Naugle Principal, Technology & Operations Solutions The introduction of private exchanges into the marketplace has dramatically changed the playing field. Carriers are evaluating a range of approaches for increasing sales of critical illness products by including them in a private exchange. The success of the product may vary greatly depending on how the product is presented, where it is presented, the support tools accompanying the presentation as well as other factors. During this session, we will discuss various approaches being taken with regard to sales through private exchanges and will review the factors that can make exchanges a field of dreams for new CI sales. Is Critical Illness Insurance a Hall of Fame Product? Andrew Edelsberg, CPA, FLMI Vice President, Life/Health Ratings Health & Employee Benefits A.M. Best Company Whether your company is new to CI or growing market share, it is important to understand the financial implications and product credit worthiness of CI on the insurance carrier. Edelsberg will address the potential financial viability and profitability of CI as part of the product mix for life and health insurance carriers and help you understand if this will be a hall of fame product Critical Illness Insurance Forum 3

4 Program Overview Monday, September 15 Registration 12:00 noon to 6:30 p.m. General Session 2:00 to 3:30 p.m. Spring Training: CI 101 Refreshment Break 3:30 to 4:00 p.m. General Session 4:00 to 5:15 p.m. First Pitch: Critical Illness Market Survey Welcome Reception 5:30 to 6:30 p.m. Tuesday, September 16 Breakfast 7:15 to 8:00 a.m. General Session 8:00 to 9:30 a.m. Critical Illness Insurance A Most Valuable Product Critical Illness Insurance Puts You in Control Break 9:30 to 9:45 a.m. Concurrent Sessions 9:45 to 10:45 a.m. Break 10:45 to 11:00 a.m. Concurrent Sessions 11:00 a.m. to 12:00 noon Take Me Out to the Ball Game! Tailgating Reception 5:30 to 6:30 p.m. Sponsored by NACII All attendees are invited to join attend the tailgating reception to network with their peers. Baltimore Orioles Game 7:05 p.m. Please make plans to join your fellow conference attendees for an evening at Camden Yards as the Baltimore Orioles host the Toronto Blue Jays. You may purchase a ticket for $19 and be part of the group when you register for the conference. Additional tickets may be purchased at this low price for your guests. Camden Yards is about a 10 minute walk from the conference hotel. Wednesday, September 17 Breakfast 7:45 to 8:30 a.m. Concurrent Sessions 8:30 to 9:30 a.m. Break 9:30 to 10:00 a.m. General Session 10:00 to 11:30 a.m. Compliance (Rule Book): You Can t Play the Game if You Don t Know the Rules Conference Adjourns 11:30 a.m. Luncheon 12:00 noon to 1:15 p.m. General Session 1:15 to 2:15 p.m. Field of Dreams?: Exchanges and CI Sales Break 2:15 to 2:30 p.m. Concurrent Sessions 2:30 to 3:30 p.m. Break 3:30 to 4:00 p.m. General Session 4:00 to 5:00 p.m. Is Critical Illness Insurance a Hall of Fame Product? Critical Illness Insurance Forum

5 Critical Illness Concurrent Sessions Tuesday, September 16 9:45 to 10:45 a.m. 1.1 Improve Your Underwriting Batting Average! Two medical underwriters with a combined total of 33 years(!) experience underwriting the CI product team up to take an in depth look at the process of underwriting the individual CI policy. They will compare underwriting the CI risk to that of Disability and Life Insurance similar processes but outcomes can be very different. They will address the importance of educating agents to minimize risk selection angst. Challenging cases will be part of all topics. Don t miss this one! Anastasia Ammon, FLMI, ACS, AALU, Vice President, Underwriting & Chief CI Underwriter, Optimun Re Insurance Company; Bruce K. Scheiber, FLMI, ACS, Director of Underwriting Services, Assurity Life Insurance Company; Moderator: Sheila Matheson, FLMI, Vice President, Critical Illness Marketing, Optimum Re Insurance Company 1.2 Home Field Advantage: Situsing Group Critical Illness Insurance When critical illness insurance is issued to a group with members in multiple states, there are numerous compliance and administrative challenges. Insurers need to determine what laws and regulations apply to the producers selling or enrolling the product, the certificates delivered to insureds, and the rates charged to group members. These laws and regulations may change based on the group type as well, adding to the complexity. This session will discuss these challenges and steps that can be taken to minimize the impact of these multijurisdictional requirements. Teresa Guindon, Supervisor, Financial Services and Group Product Compliance, Securian Financial Group; Annise Henson, HIA, Manager, Product & Market Development, Unum; Stacy Koron, J.D., CLU, FLMI, LTCP, Consultant, 11:00 a.m. to 12:00 noon 2.1 Product Development Designing Critical Illness Insurance as a Utility Player A well-designed Critical Illness Insurance product is a solid utility player, capable of playing many roles in your portfolio. This session will focus on today s product development trends and present what future product capabilities are on deck in the market. Join us for this session to hit a home run with your CII product portfolio. Ashley Mehrer, FSA, MAAA, Director, Product and Marketing, Unum; Katherine Read, CLU, ChFC, Manager, Voluntary Worksite Benefits Product Development, MetLife 2.2 The Blue Jay Way: Perspectives From Canada Critical Illness Insurance was introduced in the Canadian market approximately six years before it was introduced in the United States. This panel, representing the home office, MGA and producer perspectives, will offer insight into what can be learned from evolution of the Canadian market over the past 20 years in terms of product, distribution and training. Chris DiSalle, Executive Vice President, CSO, HUB Financial; Rob Hollingsworth, Vice President and Head of Insurance Sales, Manulife Financial; Keith Leech, CFP, CLU, ChFC, RHU, President, Context Planning Ltd.; Moderator: Kenneth J. Smith, CLU, Director of Health Products Sales, Assurity Life 2:30 to 3:30 p.m. 3.1 Let s Play Two! Accommodating Multiple Events This session will focus on some common pricing challenges facing today s CI actuaries. The main topic will include pricing for recurrence, where the discussion will touch on the challenges of modeling, claim cost development, lapse rates, and reserving. Next, the discussion will shift to how to price for innovative benefits, and the added challenge of how to proceed when little available data exists. Lastly, the discussion will touch on additional current pricing issues that exist in the individual and group marketplaces. Matt Fleischman FSA, CERA, MAAA, Assistant Vice President and Actuary, Trustmark Insurance; Cyriac M. Kottor, ASA, MAAA, Second Vice President, Gen Re; Justin Laughlin, FSA, MAAA, Assistant Vice President & Actuary, Colonial Life 2014 Critical Illness Insurance Forum 5

6 Critical Illness Concurrent Sessions 3.2 CI As a Worksite Product Swinging for the Fence Group worksite sales of critical illness insurance are increasing? This session will address the attributes of CI that may contribute to it becoming a very successful worksite product. Will the addition of Group CI to your worksite product lineup allow your organization to go deeper into the CI market as it swings for the fences? Presenter TBA Wednesday, September 17 8:30 to 9:30 a.m. 4.1 Critical Illness Producer Perspectives Please join us for this exceptional opportunity to hear from the horses mouths. We travelled throughout the U.S. to meet with Critical Illness producers to learn why they sell the product and what is most important to them and their customers. This session features actual video of critical illness insurance producers sharing their perspectives on a number of issues. Listen to their success stories, learn what is (and isn t) important to them, and find out what changes they would make to our products if given the opportunity. Stephen F. Rowley, Vice President, Gen Re 4.2 Operations Potpourri Beware of Wild Pitches While organizations may try to anticipate the situations and questions that may arise with CI products, it may not be possible to foresee all possible scenarios. To be successful, organizations must react in a timely appropriate manner when something happens or is presented to them that they just did not see coming. This session will present several scenarios on situations and questions companies did not anticipate. Like a wild pitch, you may not know when it is coming but you need be to be prepared. Jill S. Baral, ASA, MAAA, FLMI, Director & Associate Actuary, The Hartford Group Benefits; Jennifer O. Howard, FSA, Actuary, ; Tamra R. VanAllen, FSA, MAAA, Director, VB Pricing, Unum; Alyssa Zabloudil, FSA, MAAA, Product Performance Director, Mutual of Omaha Benefit Solutions Division; Moderator: Michael E. Weilant, FSA, MAAA, Principal and Consulting Actuary, Executive Committee of NACII Janet Buzil, Combined Worksite Solutions, President Monica Francis, Colonial Life, Secretary Gary Harger, UnitedHealthcare, Treasurer Sheila Matheson, Optimum Re, Vice President Dan Pisetsky, US Living Benefits, LLC, Vice President Ken Smith, Assurity Life, Past President NACII Liaison and the SOA to LIMRA, LOMA Sheila Matheson, Optimum Re Program Committee Debra Cecil, FLMI, Unum, Chair Gary Harger, UnitedHeathcare J.R. Jordan, Colorado Bankers Services Sheila Matheson, Optimum Re Stephen F. Rowley, Gen Re Kenneth Smith, CLU, Assurity Life Darrell Spell, Sponsorship Committee Joseph Wieser, CLU, FLMI, Dearborn National Worksite & Individual Solutions, Chair Thank You to Our Exhibitors Sponsor and Exhibitor opportunities are available. Contact Barbara Kimball l l bkimball@limra.com Critical Illness Insurance Forum

7 Conference Details and General Information Hotel Information To Register Register by August 15 and save! Hyatt Regency Baltimore 300 Light Street Baltimore, MD Reservations Link: By August 15, 2014 LIMRA, LOMA, NACII, or SOA members $845 Nonmembers $1,245 After August 15, 2014 LIMRA, LOMA, NACII, or SOA members $945 Nonmembers $1,345 Register online: Meeting Attire: The dress code for this conference is business casual. Group Discount If two (2) or more individual employees from the same member company register at the full member fee for this meeting, each individual registrant may take advantage of a group discount of $100 per person. mjadams@limra.com for additional qualifications and other important details regarding this discount. Make your reservations using this link by August 15, 2014 in order to receive the group rate of $199 (plus applicable sales taxes). Requests after August 15 will be accepted at the prevailing rate on the basis of space availability. The group room rate will be offered three days prior and three days after the meeting dates and subject to availability of rooms at the time of your reservation. Continuing Education Information For information on SOA CPD Credit and Continuing Education Credit U.S. Qualification Standards please visit the Critical Illness Insurance Forum page at the SOA website: The conference partners, in conjunction with the Society of Financial Service Professionals, are pleased to inform you that attendance at any of the sessions will qualify interested individuals for PACE credits. About the Associations As the trusted source for industry knowledge, members turn to LIMRA for research and learning and development programs. These 850 insurance and financial services companies in more than 64 countries leverage LIMRA s expertise to help them grow their business and improve performance. Elaine Tumicki l l etumicki@limra.com l LOMA is committed to a business partnership with its worldwide members in the insurance and financial services industry to improve their management and operations through quality employee development, research, information sharing, and related products and services. Founded in 1924, the association s membership roster boasts more than 1,200 member companies in nearly 80 countries. James R. Huffman, FLMI, ACS l l huffmanj@loma.org l The National Association for Critical Illness Insurance (NACII) was established to provide a forum for discussion on Critical Illness Insurance; to become a distribution source for information and education on Critical Illness Insurance; and, to serve as a distribution channel for establishing and promoting Critical Illness Insurance industry policy, industry education and industry position. NACII continually seeks opportunities to bring together representatives throughout our industry to share knowledge, disseminate research and regulatory information, and to provide members a forum setting for informed discussions of Critical Illness. Sheila Matheson l l sheila.matheson@optimumre.com l The SOA, through research and education, advances actuarial knowledge and improves decision making to benefit society. We enhance the ability of actuaries to be trusted financial and business advisors on problems involving uncertain future events. We provide and ensure the integrity and relevance of our credentials. Jay Semla l l jsemla@soa.org l Critical Illness Insurance Forum 7

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