Advanced Sales Forum Sessions at a Glance

Advanced Sales Forum Sessions at a Glance Monday, August 5 8:45 to 10:00 a.m. Opening Welcome and General Session I: Revolutionary Trends A Strategic Intelligence Report () Monday, August 5 10:30 to 11:30 a.m. General Session II: Sudden Wealth Management: Changing the Status Quo () Monday, August 5 1:00 to 2:00 p.m. 1. The New Frontier of Estate Planning (Adrienne Salon) 2. Using Life Insurance in Tax Deductible Strategies () Monday, August 5 2:30 to 3:30 p.m. 3. The New World of Managing Advanced Sales () 4. Annuities and Life Insurance as an Asset Class (Adrienne Salon) Monday, August 5 4:00 to 5:00 p.m. General Session III: Retirement Income: Advancing From the Latest Research to Actionable Solutions () 8:00 to 9:00 a.m. General Session IV: Washington Update () 9:30 to 10:30 a.m. 5. Creative Retirement Planning for Business Owners () 6. Trustworthy Selling in the Affluent Markets (Adrienne Salon) 10:45 to 11:45 a.m. 7. Deferred Compensation Plans Opportunities Post-ATRA () 8. Understanding Important Differences Between Long-term Care and Chronic Illness Riders (Adrienne Salon) 12:45 to 1:45 p.m. General Session V: Producer Perspectives: A Report From the Troops on the Front Lines () 2:00 to 3:00 p.m. 9. To C, or Not to C, That Is the Question! (Adrienne Salon) 10. Are You Marketing Your Advanced Sales Department 360? () 3:15 to 4:15 p.m. General Session VI: Modern Family...Season Two () 4:30 to 5:30 p.m. General Session VII: Income Tax and Medicare Surtax Reduction Strategies () 5:30 to 6:00 p.m. Refreshments and Exhibitor Raffle () Wednesday, August 7 8:30 to 9:30 a.m. 11. Lead, Remain or Defer Charitable Planning Strategies Post 2012 Tax Act () 12. Annuities Advanced Strategies and Issues (Adrienne Salon) Wednesday, August 7 9:45 to 11:00 a.m. Grand Prize Drawing/General Session VIII: Issues and Opportunities in Advanced Markets () Wednesday, August 7 11:00 a.m. Wrap Up and Adjournment () 2

Advanced Sales Forum Monday, August 5 Breakfast 7:45 to 8:45 a.m. Registration Open 7:45 a.m. to 6:00 p.m. Registration Desk Opening Welcome 8:45 to 9:00 a.m. Gilbert Resendez, J.D., CPA, Forum Chair New York Life Insurance Company General Session 9:00 to 10:00 a.m. Revolutionary Trends A Strategic Intelligence Report Lawrence Brody, J.D., LL.M. Partner Bryan Cave LLP General Session 10:30 to 11:30 a.m. Sudden Wealth Management: Changing the Status Quo D. Shane Moore, CFP Managing Partner Quartz Financial Co-author of the Sudden Wealth Book Series David J. Rust, ChFC, AAMS, CRPS Managing Partner Quartz Financial Co-author of the Sudden Wealth Book Series William Bell, J.D., MBA, Moderator Assistant Vice President, Advanced Designs Pacific Life Insurance Company Thomas F. Commito, J.D., LL.M., CLU, ChFC, AEP Director, Sales Concepts Lincoln Financial Distributors This General Session will feature two of the leading experts on planning issues affecting high net worth families, high income taxpayers, and closely held business owners. From this session, you will learn about the latest trends on planning strategies since the passage of the American Taxpayer Relief Act of 2012, and how the provisions of the Tax Act have affected clients planning objectives and strategies. Break 10:00 to 10:30 a.m. An interview with David Rust and Shane Moore, authors of the Sudden Wealth book series and owners of Quartz Financial, a wealth management firm specializing in Sudden Wealth cases. With a goal to educate and empower investors, to demand more from their advisors and challenge advisors, and to truly take a holistic approach to Sudden Wealth management, the discussion will focus on key elements of how the authors approach Sudden Wealth situations and the financial and emotional challenges Sudden Wealth recipients face. Announcements 11:30 to 11:45 a.m. Lunch 11:45 a.m. to 1:00 p.m. 3

Advanced Sales Forum Concurrent Session (1-2) 1:00 to 2:00 p.m. Adrienne Salon 1. The New Frontier of Estate Planning After the passage of the American Taxpayer Relief Act of 2012, many have opined that it will be the end of the estate planning opportunities. Nothing could be further from the truth. Estate planning will continue unabashed and will no longer be limited by the preoccupation with estate tax planning. This workshop will examine the changes that have occurred over the past couple of years, the opportunities for planning in the coming years (both old planning concepts that have been neglected for too long as well as new ones resulting from our new tax economic environment) and the methods advisors should consider in marketing their estate planning practice. David Boekeloo, J.D., MST, CFP, CLU, ChFC, Advanced Planning Attorney, LPL Financial; Co-Moderators: Todd L. Janower, J.D., LL.M., ChFC, CLU, Senior Manager, Advanced Sales, Allstate Financial; Beady B. Waddell, J.D., LL.M., ChFC, CLU, Senior Advanced Markets Consultant, TIAA-CREF Life Insurance Company 2. Using Life Insurance in Tax Deductible Strategies Every carrier has their own approach on how to deal with nonqualified executive compensation plans which occupy a central role for financial advisors working with both public corporations as well as closely held and family businesses. This fast paced workshop explores the similarities and differences between these various plans while providing insights into how tax deductible life insurance may play a role. Todd McGee, J.D., LL.M., Director of Estate & Business Planning, MassMutual Financial Group; Dennis Stessman, CLU, ChFC, CFP, Director, Advanced Marketing, Individual Life, Prudential Break 2:00 to 2:30 p.m. Concurrent Sessions (3-4) 2:30 to 3:30 p.m. 3. The New World of Managing Advanced Sales Come hear the answers to your questions about managing advanced sales in today s new environment. You will hear from the panelists on various advanced sales management topics including (among others): How to manage and motivate a professional team Managing your department s identity within the organization Defining your value to the organization How to hire the right kind of talent and more This interactive session will provide you with an opportunity to hear from leaders of other advanced sales departments as they share their experiences and best practices to be most effective in today s ever changing advanced sales world. Claire Durand, CFP, CLU, ChFC, Director, Advanced Marketing, Transamerica; Lisa Harmon Powell, J.D., CLU, ChFC, LLIF, Vice President, Advanced Sales, Guardian Life Insurance Company of America; Eric Mills, J.D., LL.M., CLU, Vice President, Advanced Designs, Pacific Life Insurance Company; Moderator: Debra Repya, J.D., CLU, ChFC, Vice President, Advanced Markets, Allianz Life Insurance Company of North America Adrienne Salon 4. Annuities and Life Insurance as an Asset Class As life expectancy increases, more retirees will live into their late 80s and beyond. At the same time, future market performance, future tax rates, and the interest rate environment are increasingly unpredictable. To deal with these factors, variable annuities and life insurance with guaranteed minimum withdrawal benefits and guaranteed death benefits can help advanced sales professionals and financial planners design the optimal retirement portfolio. Jon P. Clement, CIMC, CIMA, National Director of Insurance Sales, Investments Specialists Group, MFS Fund Distributors, Inc.; Kara D. Sherman, CFP, Senior Regional Vice President, RiverSource Annuities, RiverSource Distributors, Inc.; Moderator: Chad Goforth, J.D., Senior Advanced Marketing Consultant, Pacific Life Insurance Company Break 3:30 to 4:00 p.m. 4

Advanced Sales In Revolutionary Times General Session 4:00 to 5:00 p.m. Retirement Income: Advancing From the Latest Research to Actionable Solutions David Macchia Founder & CEO Wealth2K, Inc. Alison Salka, Ph.D. Corporate Vice President and Director Retirement Research LIMRA Ronald J. Lee, J.D., CLU, ChFC, Moderator Manager, Advanced Markets Mutual of Omaha Insurance Company Are consumers and advisors on the same page when it comes to retirement? Do they agree which services are the most valuable, and which retirement risks are the most significant? The presentation will explore consumer and advisor perspectives on retirement planning. It will also show how visionary firms are introducing actionable retirement income solutions that help advisors consolidate the investor s assets into a single, comprehensive plan for generating retirement income. You will learn how innovative, silo-uniting frameworks create invaluable context for products, including investments, annuities, and life insurance. Break 5:00 to 5:30 p.m. Welcome Reception 5:30 to 7:00 p.m. Breakfast 7:00 to 8:00 a.m. Registration Open 7:00 a.m. to 3:00 p.m. Registration Desk General Session 8:00 to 9:00 a.m. Washington Update Justin Brown Assistant Vice President, Legislative Affairs Association for Advanced Life Underwriting Presentation will delve into the policy issues affecting the life insurance marketplace, with a focus on the tax treatment of the product. There will also be discussion of the general policy and political environment in Washington to establish the appropriate context in which our own policy concerns are being addressed by Congress and the Executive Branch. Break 9:00 to 9:30 a.m. Concurrent Sessions (5-6) 9:30 to 10:30 a.m. 5. Creative Retirement Planning for Business Owners This workshop will focus on creative retirement strategies that use life insurance specifically geared for business owners. Many successful business owners have back-burnered retirement planning and have a great deal of their personal net worth tied up in the ownership of their company. These concepts will inspire business owners to take action to address their business continuity and retirement planning needs. The concepts covered will include: Planning for Partners in a Partnership Planning for S Corporation owners Planning for C Corporation owners Will Heidbreder, J.D., MBA, CPA, CLU, Advanced Solution Director, Principal Financial Group; Channing T. Schmidt, J.D., CFP, Sr. Advanced Marketing Counsel, Minnesota Life 5

Advanced Sales Forum Concurrent Sessions (5-6) 9:30 to 10:30 a.m. Adrienne Salon 6. Trustworthy Selling in the Affluent Markets During this session, Joey Davenport will share LIMRA research on consumer behavior as well as field-tested best practices to equip your producers with the skills they need to be more effective in business development, making better connections, and creating a sense of urgency in the affluent market. He will share language, tools, and resources to be leveraged to generate favorable introductions in that market. Joey will also share insights on the art and science of questioning and how to apply these skills in the estate and business planning market. He will conclude by sharing behavioral economics tactics that when applied in the sales presentation have been proven to increase the likelihood to buy by 29 percent. Joey Davenport, Principal & Chief Development Officer at The Hoopis Performance Network, Hoopis Performance Network; Moderator: Richard E. Kait, J.D., LL.M., CLU, ChFC, Second Vice President, Advanced Sales, Director of Premium Financing, Protective Life Insurance Company Adrienne Salon 8. Understanding Important Differences Between Long-term Care and Chronic Illness Riders As the traditional LTC market continues to work through its challenges, hybrid solutions on life insurance continue to soar in sales and expand in product offerings. This workshop will explore the important distinctions between Long-term Care Riders and Chronic Illness Riders on life insurance products. Discussions will include: How these products are different and the importance of clarifying client expectations Why the current trend towards Chronic Illness riders When and how these products can be used in Advanced Planning Shawn Britt, CLU, Director, Advanced Consulting Group, Nationwide Financial Services; Moderator: Richard L. Olewnik, J.D., CLU, ChFC, FLMI, Assistant Vice President, Advanced Markets, AXA Equitable Life Insurance Company Lunch 11:45 a.m. to 12:45 p.m. Break 10:30 to 10:45 a.m. Concurrent Sessions (7-8) 10:45 to 11:45 a.m. 7. Deferred Compensation Plans Opportunities Post-ATRA The American Taxpayer Relief Act of 2012 has created opportunities using deferred compensation plans. This presentation will provide an overview of deferred compensation plans, design strategies, and case studies to help you identify opportunities and implement plans that benefit employers and their highly compensated key employees. John Gephart, J.D., CLU, Second Vice President, Ameritas Life, a UNIFI Insurance Company; Moderator: Will Heidbreder, J.D., MBA, CPA, CLU, Advanced Solution Director, Principal Financial Group 6

Advanced Sales In Revolutionary Times General Session 12:45 to 1:45 p.m. Producer Perspectives: A Report From the Troops on the Front Lines Jerry Borrowman, CLU, ChFC, CAP, MSFS Director Advanced Markets Penn Mutual Life Insurance Company Anthony M. Cicitta Jr., CPA, J.D. Empire Wealth Strategies Penn Mutual Life Insurance Company Kenneth B. Knox, CLU, ChFC, AEP President Tenzing Advisors, LLC Philip J. Raymond, CLU, ChFC, CLF, Moderator National Director of Strategic Alliances Professional Advisors Alliance Penn Mutual Life Insurance Company The past four years have presented unprecedented challenges to financial advisors who have helped their clients deal with the collapse of interest rates, constantly changing estate and gift tax rules, and volatility in equity markets. Four successful producers will share their thoughts on the evolution of advanced markets through tax reform, the financial crisis, and the increasing need for lifetime income for retirees. Learn new ideas on unique ways to position the solutions we offer in an increasingly complex world. Break 1:45 to 2:00 p.m. Concurrent Sessions (9-10) 2:00 to 3:00 p.m. Adrienne Salon 9. To C, or Not to C, That Is the Question!* The American Taxpayer Relief Act of 2012 (ATRA, a.k.a PHOOEY 2013), among other things, resulted in a top C-corporation tax bracket of 35 percent and a top personal tax bracket of 39.6 percent. While S-Corp and LLC (taxed as a pass-through) businesses abound, this differential has raised a few eyebrows and must give us pause. This workshop will explore, whether tis nobler in the mind to suffer the slings and arrows of outrageous taxation or to take pens against a sea of regulations, and by restructuring end them. Perry M. Smith, J.D., LL.M., CLU, ChFC, CFP, Senior Partner, Estate and Business Planning, Commonwealth Financial Corporation 10. Are You Marketing Your Advanced Sales Department 360? The world of Advanced Sales is going through an evolution as carriers cut back on resources while at the same time are expecting more. Attend this panel to hear a discussion of these topics and more: Who are external customers versus internal customers? The many ways in which customers learn about the services available and your department s expertise. How departments are tracking customer contacts and collecting proof of the value of our services. Considerations when Advanced Sales isn t so advanced! Cynthia A. Crino, CLU, ChFC, Assistant Vice President, Business Development, John Hancock Life Insurance Company; Claire Durand, CFP, CLU, ChFC, Director, Advanced Marketing, Transamerica; Ellen Lehmert, J.D., Director, Advanced Sales, National Life Insurance Group; Moderator: Maggie Mitchell, J.D. AEP, CLU, ChFC, Vice President Advanced Sales, ING U.S. Break 3:00 to 3:15 p.m. 7

Advanced Sales Forum General Session 3:15 to 4:15 p.m. Modern Family...Season Two Michael Bitton, CFP, CLU Regional Director, Advanced Sales Center Income Protection Solutions Group Valerie Grombchevsky, J.D., LL.M., CFP Regional Director, Advanced Sales Center Income & Protection Solutions Group Jeffrey I. Hollander, J.D. Assistant Vice President Advanced Markets Group Based around the characters of the popular TV show Modern Family, the presentation discusses the myriad of planning issues faced by this fictional family. These issues include: a second marriage where the new spouse is the same age as the children from the prior marriage, a noncitizen spouse, and a same sex couple with an adopted child. The presentation discusses a range of insurance and annuity based planning strategies along with the decisions of United States versus Windsor and Hollingsworth versus Perry. Break 4:15 to 4:30 p.m. General Session 4:30 to 5:30 p.m. Income Tax and Medicare Surtax Reduction Strategies Robert S. Keebler, CPA, MST, AEP (Distinguished) Keebler & Associates, LLP For high income taxpayers, income tax planning will be at the forefront of their tax planning needs for 2013 and beyond. Beyond the revival of the 39.6 percent rate for taxpayers in the highest Federal marginal income tax bracket, taxpayers may see their capital gains and dividend tax rates jump as high as 23.8 percent when coupled with the new Medicare surtax. Mr. Keebler will be sharing some of the planning strategies he s recommending to his clients to help mitigate the impact of these higher tax rates. Refreshments & Exhibitor Raffle 5:30 to 6:00 p.m. Wednesday, August 7 Registration Open 7:00 to 10:30 a.m. Registration Desk Breakfast 7:30 to 8:30 a.m. Concurrent Sessions (11-12) 8:30 to 9:30 a.m. 11. Lead, Remain or Defer Charitable Planning Strategies post 2012 Tax Act Charitable Lead Trusts, Charitable Remainder Trusts, and Deferred Gift Annuities these tools can be ideal solutions to accomplish charitable, financial, and estate planning goals. They can also torpedo the best plan when not properly designed or administered. We will review, from the vantage point of the tax professional, the charity and the producer, the impact the American Taxpayer Relief Act of 2012 has had on these three charitable giving concepts. Join us to learn from industry experts how to use these tools effectively, and how to avoid potential pitfalls when using these powerful charitable tools. Dana Holt, J.D., Charitable Gift Planner, Lutheran Community Foundation; Robert Keebler, CPA, MST, AEP (Distinguished), Keebler & Associates, LLP; Moderator: Rick Edinger, J.D., CPA (inactive), CLU, ChFC, Director of Advanced, Retirement and Advice Consulting, Thrivent Financial for Lutherans 8

Advanced Sales In Revolutionary Times Adrienne Salon 12. Annuities Advanced Strategies and Issues An interactive session addressing potentially tricky annuity situations, such as: annuities with trusts (both before and after death), application of 3.8 percent net investment income tax, annuities in IRAs, GMWB riders, what happens when owner is not the annuitant or other contract structuring scenarios...and more! Audience participation is encouraged (if not, cannons may fire!) Michael Bitton, CFP, CLU, Regional Director, Advanced Sales, Center, Income & Protection Solutions Group, ; Chad Goforth, J.D., Advanced Marketing Consultant, Pacific Life; Moderator: Daniel Finn, J.D., CLU, Director, Advanced Planning, Northwestern Mutual Break 9:30 to 9:45 a.m. Grand Prize Drawing & General Session 9:45 to 11:00 a.m. Issues and Opportunities in Advanced Markets James Allen, CFP, CLU, ChFC, MSFS, CAP Director, Advanced Sales Center Eric Mills, J.D., LL.M., CLU Vice President, Advanced Designs Pacific Life Insurance Company William Bell, J.D., MBA, Moderator Assistant Vice President, Advanced Designs Pacific Life Insurance Company In the changing environment of Advanced Life Insurance Sales, not only are we continuing to deal with the aggressive and inventive case designs but advanced marketers are now being asked to take a more active role in areas not normally thought of as belonging in advanced marketing such as financial underwriting and insurable interest. In this light, Eric and Jim will discuss a number of topics that illustrate the changing role of an Advanced Marketing Professional including; the role of life insurance in financial planning, communicating with underwriting, and coordinating sales materials. Wrap Up & Adjournment 11:00 a.m. 9

Advanced Sales Committee Committee Chair Ronald J. Lee, J.D., CLU, ChFC Mutual of Omaha Insurance Company Immediate Past Committee Chair Richard E. Kait, J.D., LL.M., CLU, ChFC Protective Life Insurance Company Forum Chair Gilbert Resendez, J.D., CPA New York Life Insurance Company Members David G. Baldwin, J.D., CFP, CLU, ChFC RiverSource Life Insurance Company William Bell, J.D., MBA Pacific Life Insurance Company Brett William Berg, J.D., LL.M., CLU, ChFC Prudential Michael Bitton, CFP, CLU Joseph E. Buhrmann, MBA, CFP, CLU, ChFC, FLMI, ACS, COUNTRY Financial Gail D. Chrisley, J.D., CPA, CLU, MSM Nationwide Financial Services Thomas F. Commito, J.D., LL.M., CLU, ChFC, AEP Lincoln Financial Distributors Cynthia A. Crino, CLU, ChFC John Hancock Life Insurance Company Claire Durand, CFP, CLU, ChFC Transamerica Richard H. Edinger, J.D., CPA (inactive), CLU, ChFC Thrivent Financial for Lutherans Daniel R. Finn, J.D., CLU Northwestern Mutual Life Insurance Company Michael J. Fontanini, CLU, CFP Prudential Individual Life John F. Gephart, J.D., CLU Ameritas Life Insurance Corp., a UNIFI Insurance Company Jeffrey Glasberg, J.D. Genworth Financial Chad E. Goforth, J.D. Pacific Life Insurance Company Valerie Grombchevsky, J.D., LL.M., CFP Nancy W. Harms, J.D. AXA-Equitable Life Insurance Company William Heidbreder, J.D., MBA, CPA, CLU Principal Financial Group Jeffrey I. Hollander, J.D. Todd L. Janower, J.D., LL.M., CLU, ChFC Allstate Financial Eric E. Johnson, J.D., CPA, CLU, ChFC Aviva Life and Annuity Company Ellen Lehmert, J.D. National Life Insurance Group Todd A. McGee, J.D., CLU MassMutual Life Insurance Company Margaret A. Mitchell, J.D., AEP, CLU, ChFC ING U.S. Richard L. Olewnik, J.D., CLU, ChFC, FLMI AXA Equitable Life Insurance Company 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, RHU, CEP, ALMI American General Life Companies Channing T. Schmidt, J.D., CFP Minnesota Life Insurance Company 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 III, J.D., LL.M., ChFC, CLU TIAA-CREF Life Insurance Company Staff Representative Faye W. Williamson, MSM, LLIF LIMRA 10

Antitrust Policy and Caution Each person attending this function must be mindful of the constraints imposed by federal and state antitrust laws. The people here today represent companies that are in direct business competition with one another. LIMRA s purpose is to provide a forum for the free exchange of ideas on the designated topics of our meetings. It is not the purpose of these meetings to reach any agreement that could have anticompetitive effects. Individuals must keep in mind that a violation of the antitrust laws may subject them to substantial fines and a jail term. You can avoid problems by following simple guidelines: 1. Stick to the published agenda. Informal or rump sessions should not be held. 2. Be cautious about discussions involving pricing, premiums, benefits to be offered or terminated, and who should or should not be covered. The Justice Department views these types of discussions with concern and suspicion. Never take a poll of people s positions or make a collective agreement on these issues. 3. Always retain your right to make an independent judgment on behalf of your company. LIMRA is dedicated to the purpose of assisting all of its members to achieve their competitive potential. Continuing Education Credit Qualified 2013 Advanced Sales Forum sessions are eligible for CFP credits through Securities Training Corporation (STC) and the CFP Board. Approved sessions are denoted in the program with an asterisk (*). An STC certification form will be provided in your attendee packet. Upon conclusion of the conference, LIMRA will provide STC a list of all session attendee for credit verification. In addition, LIMRA, in conjunction with the Society of Financial Service Professionals, is pleased to inform you that attendance at any of the workshop sessions will qualify interest individuals for one PACE credit per session. A certification form can be found in your attendee packet. Badge Colors for Attendees at the 2013 Advanced Sales Forum Blue LIMRA member company attendees Green LIMRA Staff Orange Nonmember insurance company attendees Black Guest Hyatt Regency Boston 4th Floor 11

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