Leveraging Change for

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2 Leveraging Change for Advanced Sales Excellence Let s advance together as our industry adjusts to changing dynamics from social media, customer engagement, regulations, and tax laws. Attend the industry s premier gathering for advanced sales professionals LIMRA s 2014 Advanced Sales Forum in Chicago. Gain up-to-date insights into the many changes that will impact advanced sales strategies and recommendations to keep you at the top of your game. Don t miss the opportunity to join your peers for this premier advanced sales event to leverage these changes and achieve new levels of Advanced Sales Excellence! Looking forward to seeing you. Bill Bell, J.D., MBA Assistant Vice President, Advanced Designs Pacific Life Insurance Company General Session Highlights Current Happenings in Advanced Sales Lawrence Brody, J.D., LL.M. Partner Bryan Cave LLP Mobile and Social: Claiming the Collaborative Future Ted Jenkin, CFP, AWMA, CRPC, AAMS, CRPS, CMFC Co-CEO & Founder oxygen Financial, Inc. Thomas F. Commito, J.D., LL.M., CLU, ChFC, AEP Director, Sales Concepts Lincoln Financial Distributors This session examines recent developments which affect the life insurance industry. Focus will be on recent tax cases, IRS pronouncements, and Congressional activities. Stephen Selby, CRCP Assistant Vice President, Social Media Strategy, Audit & Regulator Relations LIMRA It s the relationships that matter! Learn how Ted Jenkins, co-ceo of oxygen Financial, uses available technology to provide value, capture leads and build business. Ted will be joined by Stephen Selby, AVP of Social Media at LIMRA. Together, Ted and Stephen will discuss the digital foundation you need to build today to prepare for the collaborative future of social business. 2 To Register:

3 Affordable Care Act Michael J. Tucker, CPA, J.D., LL.M., Ph.D. Director of Tax Development Surgent McCoy CPE, LLC In this session, you will learn from one of the leading experts on the Affordable Care Act about the provisions impacting small and large business owners, as well as individuals covered by the individual mandate provisions of the Act. You will gain an understanding of the requirements imposed on business owners for health care coverage, compliance and reporting requirements and penalties for noncompliance, and the impact the provisions of the Act are having on the hiring decisions of business owners. Washington Update From AALU Chris Morton Vice President, Legislative Affairs Association for Advanced Life Underwriting Join us for an informative update on legislative and regulatory issues that affect the life insurance and financial services community. Special attention will be paid to the tax reform discussions heating up in Washington, the 2014 midterm elections, and the potential impact on our industry. Producer Perspectives: Change Is the New Black Paul Blanco Managing Director Barnum Financial Group Jeff Bremer Field Sales Associate State Farm Howard E. Sharfman President Schwartz Benefit Services, Inc. David E. Kauffman, J.D., Moderator Counsel, Advanced Markets State Farm In our industry, the only constant is change. Learn about what s new, what s working, and what s not. In this session, successful producers will share their thoughts on the changes taking place in the advanced markets area such as tax reform, technological changes, and the increasing need for lifetime income for retirees. Learn new ideas and techniques to position solutions we offer in an ever changing world. Income Tax Bracket Management Robert S. Keebler, CPA, MST, AEP (Distinguished) Partner Keebler & Associates, LLP Robert Keebler will share his expertise on the increasing importance of income tax bracket management strategies and products to help minimize taxpayers federal income tax exposure. Given the 39.6 percent top marginal income tax rate, the additional 3.8 percent tax assessed on the net investment income of high income taxpayers, and the 5 percent additional tax imposed on the capital gains and dividends of those same taxpayers, you will find the information from this session invaluable. To Register: 3

4 General Session Highlights Leveraging Your Team Resources for Excellence Ronald J. Lee, J.D., CLU, ChFC Director, Advanced Markets Mutual of Omaha Insurance Company Issues and Opportunities in Advanced Markets 2014 James Allen, CFP, CLU, ChFC, MSFS, CAP Director, Advanced Sales Center MetLife Income & Protection Solutions Group Elaine F. Tumicki, CLU, ChFC, LLIF Corporate Vice President, Insurance Research Product LIMRA Is your team structured and positioned to be the premier team in the industry? During this session, you will hear the results of the 2014 Advanced Sales Department Company Practices Survey conducted by LIMRA. Hear how, since the economic fall of 2008, departments are structured and how resources are allocated to achieve success. Eric Mills, J.D., LL.M., CLU Vice President Pacific Life Insurance Company Valerie Grombchevsky, J.D., LL.M., CFP, Moderator Regional Director, Advanced Sales Center MetLife Income & Protection Solutions Group The role of the Advanced Life Insurance Sales professional continues to develop and change. We are still being asked to discuss and assess the old and the new in innovative and sometimes aggressive case designs. In addition to evaluation of case designs and strategies, we are increasingly asked to evaluate case designs and cases with financial underwriting and product design challenges and concerns. Mills and Allen will discuss a number of subjects that include a few renewed strategies and some new ones, as well as the continuing expansion of the role of the Advanced Sales professional. 4 To Register:

5 Program Overview Monday, August 4 Registration Open 7:45 a.m. to 6:00 p.m. Breakfast 7:45 to 8:45 a.m. Opening Welcome 8:45 to 9:00 a.m. Bill Bell, J.D., MBA, Forum Chair, Pacific Life General Session I 9:00 to 10:00 a.m. Current Happenings in Advanced Sales Break 10:00 to 10:30 a.m. General Session II 10:30 to 11:30 a.m. Mobile and Social: Claiming the Collaborative Future Announcements 11:30 to 11:45 a.m. Lunch 11:45 a.m. to 1:00 p.m. Sponsored by LEAP Systems Concurrent Sessions (1 2) 1:00 to 2:00 p.m. Break 2:00 to 2:30 p.m. Concurrent Sessions (3 4) 2:30 to 3:30 p.m. Break 3:30 to 4:00 p.m. General Session III 4:00 to 5:00 p.m. Affordable Care Act Break 5:00 to 5:30 p.m. Welcome Reception 5:30 to 7:00 p.m. Tuesday, August 5 Concurrent Sessions (7 8) 10:45 to 11:45 a.m. Lunch 11:45 a.m. to 12:45 p.m. General Session V 12:45 to 1:45 p.m. Producer Perspectives: Change Is the New Black Break 1:45 to 2:00 p.m. Concurrent Sessions (9 10) 2:00 to 3:00 p.m. Break 3:00 to 3:15 p.m. General Session VI 3:15 to 4:15 p.m. Income Tax Bracket Management Break 4:15 to 4:30 p.m. General Session VII 4:30 to 5:30 p.m. Leveraging Your Team Resources for Excellence Refreshments and Exhibitor Raffle 5:30 to 6:00 p.m. Wednesday, August 6 Registration Open 7:30 to 10:30 a.m. Breakfast 7:30 to 8:30 a.m. Concurrent Sessions (11 12) 8:30 to 9:30 a.m. Break 9:30 to 9:45 a.m. Grand Prize Drawing 9:45 to 10:00 a.m. General Session VIII 10:00 to 11:00 a.m. Issues and Opportunities in Advanced Markets 2014 Wrap Up and Adjournment 11:00 a.m. Registration Open 7:00 a.m. to 5:30 p.m. Breakfast 7:00 to 8:00 a.m. General Session IV 8:00 to 9:00 a.m. Washington Update From AALU Break 9:00 to 9:30 a.m. Concurrent Sessions (5 6) 9:30 to 10:30 a.m. Break 10:30 to 10:45 a.m. To Register: 5

6 Advanced Sales Forum Concurrent Sessions Monday, August 4 1:00 to 2:00 p.m. 1. Flexible Trust Planning Clients are concerned about the true permanency of the transfer tax exemptions. This presentation illustrates why clients need to move forward with their planning and how adding flexibility to trusts can help address their concerns and help accomplish their goals. We will discuss different ways to include flexibility and why clients would be interested in doing so. In addition to flexibility in the beginning, we will discuss options once a trust is in existence. Valerie Grombchevsky, J.D., LL.M., CFP, Regional Director, Advanced Sales Center; MetLife Income & Protection Solutions Group; Ronald J. Lee, J.D., CLU, ChFC, Manager, Advanced Markets, Mutual of Omaha Insurance Company; Channing T. Schmidt, J.D., CFP, Senior Advanced Marketing Counsel, Minnesota Life 2. Powerful Annuity Strategies This workshop will focus on how nonqualified annuities can be used creatively with certain advanced markets concepts. With the current environment of increasing income taxes for many, nonqualified annuities are receiving even more attention. Specifically this session will cover the technical and practical issues as well as the advantages of using nonqualified annuities with: Charitable remainder trusts Credit shelter or B trusts Other trusts and partial 1035 exchanges The workshop will use a panel format covering descriptions of the concepts, related tax issues, potential annuity product concerns, and will include time for audience comments and questions. Steven Hamilton, J.D., CLU, ChFC, Director, Advanced Consulting Group, Nationwide Financial; Christopher Price, J.D., ML&T, CLU, ChFC, Advanced Sales Attorney, Lincoln Financial Distributors; Beady B. Waddell, J.D., LL.M., ChFC, CLU, Director, Advanced Markets Consulting, TIAA-CREF Life Insurance Company; Moderator: Debra S. Repya, J.D., CLU, ChFC, Vice President, Advanced Markets, Allianz Life Insurance Company 2:30 to 3:30 p.m. 3. Five Top Tax Traps With NQDC and 409A PLUS Legislative Update This workshop moderated by John Gephart and presented by leading NQDC expert and author Lou Richey provides the Advanced Sales practitioner with a practical road map to avoid five of the most common 409A tax traps. Review key issues and IRS positions on: Common election errors involving discretionary bonus compensation and fiscal year plans. Claiming the Short Term Deferral exception as applied to SERPs and Bonus life plans. 409A plan documentation requirements. Plan terminations. Linked nonqualified plans. Additionally, you will be updated in the most recent status of proposed IRC Section 409B. Louis R. Richey, J.D., Senior Vice President, Retirement Services Group, Infosys McCamish Systems; Moderator: John F. Gephart, J.D., CLU, Second Vice President, Advanced Sales, Ameritas Life Insurance Corp. 4. The State of Annuity Products Today This workshop will provide insight on annuity product and rider features available in the market place today, focusing on how these products accommodate most companies goal to lessen the risk of their product offerings, while also identifying what makes these products attractive to the end client. When paired with the technical and/or legal background most of us have, a familiarity with current products will facilitate a more thorough consultation with your financial advisors. Michael Bitton, CFP, CLU, MSFS, Regional Director, Advanced Sales Center, MetLife Investors; Richard H. Edinger, J.D., CPA (Inactive), CLU, RICP, Director, Advanced, Retirement and Advice Consulting, Thrivent Financial; Chad Goforth, J.D., Senior Advanced Marketing Consultant, Pacific Life 6 To Register:

7 Advanced Sales Forum Concurrent Sessions Tuesday, August 5 9:30 to 10:30 a.m. 5. The Unique Pressures and Pleasures of Raising and Planning for a Special Needs Child This workshop will feature a panel of Industry experts who will demystify the planning issues for families of dependents with special needs. This insightful session will explore the emotional, legal, and the financial aspects of caring for a dependent with special needs. Topics covered will include the critical role of a caregiver, Guardianship, the importance of a will, Letter of Intent, Special Needs Trusts, Government benefits, and life insurance as a solution to the longterm needs of the dependent with special needs. Kelly Piacenti, MA, Assistant Vice President, MetLife Center for Special Needs Planning; Additional Panelist TBA; Moderator: Jeffrey I. Hollander, J.D., MetLife Advanced Markets 6. Entity Selection The Devil Is In The Details When a customer asks about entity selection what criteria do you consider to help them select the best choice? This presentation will cover the basics of the different entities but go much further to cover administrative issues, taxation, availability of benefits, and opportunities for the sale of financial products. Eric E. Johnson, J.D., CPA, CLU, ChFC, Assistant Vice President, Advanced Markets, Accordia Life; Maggie A. Mitchell, J.D., AEP, CLU, ChFC, Vice President, Advanced Sales, ING U.S./VOYA 10:45 to 11:45 a.m. 7. Planning After ATRA Top Strategies for The Other 99% We re now in the second year of designing estate and business planning strategies in light of the 2012 tax legislation. ATRA ushered in a New Paradigm of planning by enacting increased death tax exemptions, portability, and higher income and capital gains tax rates, particularly for trusts and estates. With these changes, the focus for most all Americans is shifting from death tax liquidity strategies to plans that seek to mitigate income taxes, strengthen resources prior to death, and assure a more predictable legacy. Our speaker, nationally-recognized estate planning attorney, Julius Giarmarco, will bring his best insights and strategies that address the new priorities for the other 99%, including the role of life insurance for non-taxable estates. Julius Giarmarco, J.D., LL.M., Chair of Trusts and Estates Practice Group, Giarmarco, Mullins & Horton, P.C.; Moderator: Richard E. Kait, J.D., LL.M., CLU, ChFC, Second Vice President, Advanced Sales, Protective Life 8. Document Review Best Practices Providing Value, Promoting Sales Wills, trusts, buy-sell agreements, compensation arrangements, and other contracts are not merely documents to be executed, funded, and forgotten. Their effective operation has significant implications for clients and beneficiaries. This session will focus on how Advanced Planning departments approach document reviews, including specific issues examined, practical considerations, tax traps, and other factors that can impact or undermine the plan. Learn how this process can be leveraged to identify funding gaps and other opportunities for new life insurance and annuity sales. David G. Baldwin, J.D., CFP, CLU, ChFC, Director of Advanced Strategies, RiverSource Life Insurance; William Heidbreder, J.D., MBA, CPA, CLU, Director, Advanced Solutions, Principal Financial Group; Moderator: Eva M. Victor, J.D., LL.M., Advanced Sales Attorney, Penn Mutual Life Insurance Company 2:00 to 3:00 p.m. 9. Sequence of Returns Planning Sequence of returns risk is a concept that has been making waves in financial planning circles. This session will shed some light on what exactly sequence of returns risk is, some of the research around it, as well as the planning implications and potential solution to mitigate the risk. Michael S. Bitton, CFP, CLU, MSFS, Regional Director, Advanced Sales Center, MetLife Income & Protection Solutions Group; Wade Pfau, Ph.D., CFP, CFA, Professor of Retirement Income, The American College To Register: 7

8 Advanced Sales Forum Concurrent Sessions 10. Closely Held, and Family, Businesses: Succession, Estate, and Personal Planning Schlemiel, Schlimazel, and Hasenpfeffer are small business owners considering various planning strategies in determining how best to provide for their heirs in the event of death, disability, or retirement. Join their counsel, Archimedes and Fulcrum, in this lively, interactive, presentation of business planning ideas, to include treating children equitably, but differently, towards win-win solutions. John F. Gephart, J.D., CLU, Second Vice President, Advanced Sales, Ameritas Life Insurance Corp.; Lee C. Russell, CLU, ChFC, ALMI, RHU, CEP, Director, Advanced Markets, American General Life Companies Wednesday, August 6 8:30 to 9:30 a.m. 11. It s a Small World: Tax and Insurance Planning Issues Facing Foreign Nationals and U.S. Ex Pats Technology, transportation, and personal mobility have provided citizens of the world with an awareness of and access to U.S. insurance and financial markets. This has created opportunity and challenges to our companies and our producers. Join us to look into the major issues, solutions, and acceptable opportunities that are available. Cynthia A. Crino, CLU, ChFC, Assistant Vice President, Advanced Markets Solutions and Strategic Support, John Hancock; Hugo A. Tomasio, J.D., Assistant Vice President, Advanced Marketing, AXA; Moderator: Richard L. Olewnik, J.D., CLU, ChFC, FLMI, Assistant Vice President, Advanced Marketing, AXA 12. Health Care Readiness A Cornerstone of Retirement Planning Health care is consistently among the primary concerns of retirees and pre-retirees as they consider their post-employment finances. This concern is due, in part, to the historical growth in health care expenses relative to overall inflation, the on-going debate among our political leaders is how to best fund, manage and deliver health care to retirees, and the shift in retirement income and retiree health care responsibilities from employer-sponsored defined benefit plans and retiree medical insurance plans to the individual s personal savings and private insurance. There is also a growing awareness of the effects of increased longevity and better medical care on an individual s potential need for non-medical long-term living assistance. In this session, we ll examine how clients can place the health care expense question in your overall retirement income plan, understand the importance of planning for health care related expenses in retirement, and the options available to address and manage your health care expense risk. Chad E. Goforth, J.D., Senior Advanced Marketing Consultant, Pacific Life; David Harris, CLTC, Regional Vice President, Nationwide Financial Retirement Institute 8 To Register:

9 Advanced Sales Committee Thank You to Our Sponsors Platinum Penn Mutual Life Insurance Company Gold Guardian Life Insurance Company of America Northwestern Mutual Silver AXA Nationwide Prudential State Farm General Allstate Financial Thank You to Our Sponsors and Exhibitors Sponsor Exhibitors Sponsor and Exhibitor opportunities are available. Contact Barbara Kimball Immediate Past Chair Ronald J. Lee, J.D., CLU, ChFC, Mutual of Omaha Insurance Company Forum Chair Bill Bell, J.D., MBA, Pacific Life Insurance Company Members David G. Baldwin, J.D., CFP, CLU, ChFC, RiverSource Life Insurance Brett William Berg, J.D., LL.M., CLU, ChFC, Prudential Michael S. Bitton, CFP, CLU, MSFS, MetLife Joseph E. Buhrmann, MBA, CFP, CLU, ChFC, FLMI, ACS, COUNTRY Financial Gail D. Chrisley, J.D., CPA, CLU, MSM, Nationwide Thomas F. Commito, J.D., LL.M., CLU, ChFC, AEP, Lincoln Financial Distributors Cynthia A. Crino, CLU, ChFC, John Hancock Claire Durand, CFP, CLU, ChFC, Transamerica Richard H. Edinger, J.D., CPA (Inactive), CLU, ChFC, Thrivent Financial Daniel R. Finn, J.D., CLU, Northwestern Mutual John F. Gephart, J.D., CLU, Ameritas Life Insurance Corp. Jeffrey S. Glasberg, J.D., Genworth Financial Chad E. Goforth, J.D., Pacific Life Valerie Grombchevsky, J.D., LL.M., CFP, MetLife Income & Protection Solutions Group Nancy W. Harms, J.D., AXA-Equitable William Heidbreder, J.D., MBA, CPA, CLU, Principal Financial Group Jeffrey I. Hollander, J.D., MetLife Advanced Markets Todd L. Janower, J.D., LL.M., CLU, ChFC, Allstate Financial Eric E. Johnson, J.D., CPA, CLU, ChFC, Accordia Life Richard E. Kait, J.D., LL.M., CLU, ChFC, Protective Life David E. Kauffman, J.D., State Farm Ellen Lehmert, J.D., National Life Group Todd A. McGee, J.D., CLU, MassMutual Maggie A. Mitchell, J.D., AEP, CLU, ChFC, ING U.S./VOYA Richard L. Olewnik, J.D., CLU, ChFC, FLMI, AXA Lisa Harmon Powell, J.D., CLU, ChFC, LLIF, Guardian Life Insurance Company of America Christopher H. Price, J.D., ML&T, CLU, ChFC, Lincoln Financial Distributors Debra S. Repya, J.D., CLU, ChFC, Allianz Life Insurance Company of North America Lee C. Russell, CLU, ChFC, ALMI, RHU, CEP, American General Life Companies Channing T. Schmidt, J.D., CFP, Minnesota Life Hugh F. Smart, J.D., CLU, ChFC, Columbus Life Insurance Company Robert J. Tepatti CLU, ChFC, FLMI, LUTCF, The Horace Mann Companies Eva M. Victor, J.D., LL.M., Penn Mutual Life Insurance Company Beady B. Waddell, J.D., LL.M., ChFC, CLU, TIAA-CREF Staff Representative Faye W. Williamson, MSM, LLIF, LIMRA Special thanks to Gilbert Resendez, J.D., CPA, for his contributions to the development of this program. To Register: 9

10 Advanced Sales Forum Sessions at a Glance Monday, August 4 8:45 to 10:00 a.m. Opening Welcome and General Session I Current Happenings in Advanced Sales 10:30 to 11:30 a.m. General Session II Mobile and Social: Claiming the Collaborative Future 1:00 to 2:00 p.m. 1. Flexible Trust Planning 2. Powerful Annuity Strategies 2:30 to 3:30 p.m. 3. Five Top Tax Traps With NQDC and 409A PLUS Legislative Update 4. The State of Annuity Products Today 4:00 to 5:00 p.m. General Session III Affordable Care Act 5:30 to 7:00 p.m. Welcome Reception Tuesday, August 5 8:00 to 9:00 a.m. General Session IV Washington Update From AALU 9:30 to 10:30 a.m. 5. The Unique Pressures and Pleasures of Raising and Planning for a Special Needs Child 6. Entity Selection The Devil Is In The Details 10:45 to 11:45 a.m. 7. Planning After ATRA Top Strategies for The Other 99% 8. Document Review Best Practices Providing Value, Promoting Sales 12:45 to 1:45 p.m. General Session V Producer Perspectives: Change Is the New Black 2:00 to 3:00 p.m. 9. Sequence of Returns Planning 10. Closely Held, and Family, Businesses: Succession, Estate, and Personal Planning 3:15 to 4:15 p.m. General Session VI Income Tax Bracket Management 4:30 to 5:30 p.m. General Session VII Leveraging Your Team Resources for Excellence 5:30 to 6:00 p.m. Refreshments and Exhibitor Raffle Wednesday, August 6 8:30 to 9:30 a.m. 11. It s a Small World: Tax and Insurance Planning Issues Facing Foreign Nationals and U.S. Ex Pats 12. Health Care Readiness A Cornerstone of Retirement Planning 9:45 to 11:00 a.m. Grand Prize Drawing and General Session VIII Issues and Opportunities in Advanced Markets :00 a.m. Wrap Up and Adjournment 10 To Register:

11 Conference Details To Register Register by July 10, 2014 and save! Register online or download the registration form. Please visit Registration Fees Early Registration Fees: LIMRA Member: $1,145 LOMA Member (but not LIMRA): $1,720 Nonmember: $2,290 After July 10, 2014: LIMRA Member: $1,245 LOMA Member (but not LIMRA): $1,870 Nonmember: $2,490 LIMRA requires prepayment of registration fees prior to all conferences and meetings. Please make checks payable to LIMRA in U.S. dollars drawn on a bank in the United States. For Vendor registration fees, or other registration questions, call Events Registration at (U.S. and Canada) or If multiple attendees from your company will be attending, please contact Events Registration at for quantity discounts. Spouses/Guests: A registration fee of $100 is available to spouses and guests of registered attendees. Individuals in an industry-related position, co-workers, or associates do not qualify. We invite spouses/guests to participate in the event s food and social functions and ask that they wear their badge to these events. Participation in general sessions and workshops is limited to those who have paid the full registration fee to attend the conference. Meeting Attire: The attire for all functions of this conference is business casual. HOTEL INFORMATION The Peninsula Chicago 108 East Superior Street Chicago, IL Reservations Phone: or Make your reservations by July 10, 2014 by calling and mentioning the LIMRA Advanced Sales Forum in order to receive the group rate of $ single/ double (plus applicable sales taxes). Requests after July 10 will be accepted on the basis of space availability. The group guest 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. Reservations must be guaranteed with a major credit card. Please note that upon booking your reservation your credit card will be charged a deposit equal to the first night s room and tax. To avoid forfeiture of deposit, please ensure all changes and cancellations are made at least 72 hours prior to scheduled arrival date. CONTINUING EDUCATION CREDIT CFP Credits Qualified 2014 Advanced Sales Forum sessions are eligible for CFP credits through Securities Training Corporation (STC) and the CFP Board. An STC certification form, along with a listing of qualified sessions will be provided your conference packet. Upon conclusion of the conference, LIMRA will provide STC a list of all session attendees for credit verification. LIMRA, in conjunction with Society of Financial Service Professionals, is pleased to inform you that attendance at any of the general and workshop sessions will qualify interested individuals for PACE credits. A certification form can be obtained at the conference registration desk. To Register: 11

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