Monday Distribution of Concurrent Sessions Distribution/ Administration Marketing and Actuarial/ Markets Underwriting Product Dev. Regulatory Reinsurance Technology 2:45 to 3:45 p.m. 1.1 Life Insurance Policyholders: Enemies or Customers? () u u 1.2 PBR: Coming Soon To a State Near You (Chicago Ballroom G/H) u u 1.3 What Consumers (Don t) Know About Life Insurance () u 4:00 to 5:00 p.m. 2.1. Universal Life Deconstructed () u 2.2 Session Cancelled 2.3. Life Captives: The Latest () u u u 2.4 Winning in the New World of the Connected Customer () u Tuesday 9:45 to 10:45 a.m. 3.1 Life Insurance for the Middle Market: An Actionable Understanding () 3.2 Straight-Through Processing More Than Just a Tweak to Your Operations () u u 3.3 Actuarial Modeling 3.0 The Four-Hour Work Week () u u u 3.4 Social Collaboration: An Online Community Journey (Chicago Ballroom G/H) u u 11:00 a.m. to 12:00 noon 4.1 Unclaimed Property () u u 4.2 Introduction to Reinsurance: Lose Your Fear of the Dark Side (Chicago Ballroom G/H) u u u 4.3 In Search of the Ideal Shopping Experience: What Life Insurance Shoppers and Buyers Want Companies to Know () u u 4.4 High Face Amount Mortality () u u u 1:15 to 2:15 p.m. 5.1 Succeeding in a Fluctuating Interest Rate Environment () 5.2 Reinsurance 201: Intermediate Reinsurance (Chicago Ballroom G/H) u u u 5.3 Life Insurance: Bought Not Sold? () u 5.4 Life Insurance and Combo Products An Opportunity to Recalibrate () u u 2:30 to 3:30 a.m. 6.1 Product Innovation From Idea to Impact () u u 6.2 Big Data, New Directions () u u u Wednesday 6.3 The Legal Landscape of Same-Sex Marriage: The Impact on Life Insurers (Chicago Ballroom G/H) 6.4 Simplified Issue () u u u 8:15 to 9:15 a.m. 7.1 Beyond the Technology Horizon for Insurance () u u 7.2 An Industry Insider s View on Channel Expansion () u 7.3 Professionalism in the Everyday Life of An Actuary (Chicago Ballroom G/H) u u u u 2 The 2014 Life Insurance Conference
The Life Insurance Conference Monday, April 7 Meet and Greet With Exhibitors 2:00 to 2:45 p.m. Concurrent Sessions 2:45 to 3:45 p.m. 1.1 Life Insurance Policyholders: Enemies or Customers? Learn the reasons life insurance companies haven t developed customer reward and benefit programs similar to the very successful programs operated by airlines and other companies. Then hear about two ways for life insurers to become more customer-centric. Marshall Field s advice from over a century ago the customer is always right remains more important than ever. Gregory Bruner, Senior Vice President, Michael Edwards Direct, Inc.; Jay M. Jaffe, FSA, MAAA, President, Actuarial Enterprises, Ltd.; Michael R. Mals, CLU, Executive Sales Consultant, Assurant Specialty Property Chicago Ballroom G/H 1.2 PBR: Coming Soon To a State Near You The states have started adopting the new Standard Valuation Law, and it appears that Principle-Based Reserves will be implemented within the next few years. This session is designed to let you know what you need to know to be ready when PBR goes Live. John Bruins, FSA, MAAA, Vice President, Senior Actuary, ACLI; R. Dale Hall, FSA, MAAA, CERA, CFA, Managing Director of Research, Society of Actuaries; Karen Rudolph, FSA, MAAA, Principal and Consulting Actuary, Milliman, Inc.; Moderator: Paul S. Graham, FSA, MAAA, Senior Vice President, Insurance Regulation and Chief Actuary, ACLI 1.3 What Consumers (Don t) Know About Life Insurance Life insurance is a basic component of any financial protection strategy. If you have dependents, chances are you need life insurance. But LIMRA research shows life insurance ownership is at record lows. LIMRA and the LIFE Foundation have been tracking U.S. consumer opinions about life insurance in the annual Barometer study. Be the first to hear the latest results, including consumer awareness and understanding of life insurance, their preferences and priorities. To round out the session, an experienced insurance agent will share her strategies for addressing gaps in consumer knowledge. Sandra Cavoto, CSD, CSP, President and CEO, Sandra Cavoto Insurance Agency, Inc.; Matt Derrick, Senior Vice President, Marketing and Programs, Life Happens; Todd A. Silverhart, Ph.D., Corporate Vice President and Director, Insurance Research, LIMRA Moving Break 3:45 to 4:00 p.m. Concurrent Sessions 4:00 to 5:00 p.m. 2.1 Universal Life Deconstructed What s going on in the world of UL? What s happening to the lifetime secondary guarantee UL market? And are indexed products overtaking traditional fixed products? This session will cover trends in the UL marketplace with emphasis on the no-lapse secondary guarantee UL products and indexed UL products. Joseph A. Kenny, FSA, MAAA, Product Performance Director, Mutual of Omaha; Robert Stone, FSA, MAAA, Consulting Actuary, Milliman, Inc. The 2014 Life Insurance Conference 3
The Life Insurance Conference 2.2 Actuaries in Non-Traditional Administration Roles Please note: There has been a change in the program and this session has been cancelled. Please select another session of interest. 2.3 Life Captives: The Latest Senior executives active in working with life captives will discuss recent developments in the use of captives by life insurers to help finance reserves, including an update on the latest regulatory developments. Eric R. Fenichel, Partner, Sutherland Asbill and Brennan LLP; Steven I. Schreiber, FSA, MAAA, Principal and Consulting Actuary, Milliman, Inc.; Moderator: Steven Clayburn, FSA, MAAA, Senior Director and Actuary, ACLI 2.4 Winning in the New World of the Connected Customer Mobile technology has accelerated the adoption of online shopping, changing the way consumers interact with businesses and turning the world of capturing consumers upside down. Learn how the disruptive forces are changing the way consumers shop for insurance and what some companies are doing to reshape their distribution systems. Discover strategies that could provide an edge in a hyper competitive industry. James Quade, Assistant Vice President and Managing Director, Strategic Partnerships, Liberty Mutual Insurance Tuesday, April 8 Continental Breakfast 7:00 to 8:00 a.m. General Session 8:00 to 9:15 a.m. Sean F. O Donnell, Presiding Assistant Vice President, U.S. Client Services LIMRA Disrupt: Sparking Business Transformation With Innovation Luke Williams Professor of Marketing and Executive Director The Berkley Center for Innovation & Entrepreneurship New York University s Stern School of Business Successful companies operating in mature industries that try to differentiate themselves by focusing on incremental innovation instead of game-changing, disruptive innovation will differentiate themselves right out of business. Companies need to be consistently making bold moves, even at the very peak of their success. Start-ups and small-scale enterprises excel at this, but it s an approach that can be learned and applied just as effectively by large organizations and industry incumbents. Attend this presentation to learn how to transform your business. Refreshment Break With Exhibitors 9:15 to 9:45 a.m. Welcome Reception 5:30 to 6:30 p.m. 4 The 2014 Life Insurance Conference
Stop Tweaking! Start Recalibrating! Concurrent Sessions 9:45 to 10:45 a.m. 3.1 Life Insurance for the Middle Market: An Actionable Understanding Is your company well positioned to meet the life insurance needs of the middle market? In this session, results from a joint Epsilon/LIMRA research study conducted to provide a sophisticated, actionable segmentation of the middle market will be released. Attendees will gain an understanding of meaningful sub-groups and will gain insights concerning how to target the most profitable and responsive prospects with the highest propensity to buy. Dave Edington, Senior Vice President, General Manager, Insurance Marketing Solutions, Epsilon; Todd A. Silverhart, Ph.D., Corporate Vice President and Director, Insurance Research, LIMRA 3.2 Straight-Through Processing More Than Just a Tweak to Your Operations This session will feature an overview and details of what may be achieved through the digitalization of new business processing and the implementation of straight-through processing including the digital delivery of life insurance policies. This overview combined with insight from an insurance company representative on their successful implementation of a digital solution will help attendees in this session learn that successful implementation of STP is more than just a tweak to the system. Steven Callahan, CMC, ChFC, CLU, FFSI, FLHC, FLMI/M, Practice Director, The Nolan Company; Deepak Shenoy, ALMI, PMP, Shared Services Director, AXA Equitable 3.3 Actuarial Modeling 3.0 The Four-Hour Work Week Mainframe. Then the PC. Now what? Solvency II, IFRS, PBA, ERM and other initiatives are stressing existing actuarial modeling environments. Yet some companies are reducing actuarial workload by 90 percent even while addressing these additional requirements. The upcoming change is more than evolution, it s a new paradigm Actuarial Modeling 3.0. Learn what it is, and why you should care. Van Beach, FSA, MAAA, MG-ALFA Product Manager, Milliman, Inc.; Timothy Pauza, ASA, MAAA, Senior Manager, Ernst & Young Chicago Ballroom G/H 3.4 Social Collaboration: An Online Community Journey Where are you in your social collaboration journey? Have you discovered the secret mix of people, processes and technology? Join a panel discussion led by members of Northwestern Mutual s collaboration team sharing ideas on connecting people to people and people to content. We ll cover topics such as establishing an enterprise model as well as what works and doesn t in the world of social collaboration and community management. An open discussion will follow the presentation. Amii LaPointe, Intranet Manager and Senior Communications Consultant, Northwestern Mutual; Jane Rewolinski, Instructional Designer and Online Community Manager, Northwestern Mutual; Kara Whittow, FLMI, Collaboration Program Consultant, Northwestern Mutual Moving Break 10:45 to 11:00 a.m. Concurrent Sessions 11:00 a.m. to 12:00 noon 4.1 Unclaimed Property Fourteen global settlements with state treasury authorities; ten multi-state insurance regulatory settlements; one half dozen new state laws...and yet they are only the beginning of the unclaimed property story. Experts will discuss the many subplots of the unfolding story as the NAIC tiptoes into public policy leadership, court adjudications threaten the likelihood of future settlements, more states act legislatively and uniform law commissioners take the field to modernize state unclaimed property model law. Carolyn Atkinson, Deputy Treasurer for Unclaimed Property, State of West Virginia; Nicholas C. Gerhart, Commissioner of Insurance, State of Iowa; Dennis Schoff, Senior Vice President, General Counsel & Corporate Secretary, Trustmark Insurance Company; Moderator: Scott M. Kosnoff, Esq., Partner, Faegre, Baker, Daniels, LLP The 2014 Life Insurance Conference 5
The Life Insurance Conference Chicago Ballroom G/H 4.2 Introduction to Reinsurance: Lose Your Fear of the Dark Side If you work in insurance, reinsurance affects much of what you do and some of how you do it. Can you afford not to understand the basics of something so beneficial and commonplace, yet largely behind the scenes? This crash course will cover various kinds of reinsurance arrangements, reinsurance treaty language, and key reinsurance regulations. Don t miss out! Jeffrey Katz, FSA, MAAA, Senior Vice President, Swiss Re 4.3 In Search of the Ideal Shopping Experience: What Life Insurance Shoppers and Buyers Want Companies to Know It is not their parents life insurance shopping experience. Today s consumers have more options for seeking information about life insurance and more ways to purchase it. How have recent life insurance shoppers and buyers researched and purchased and how do their actual experiences differ from their ideal experiences? This session looks at qualitative and quantitative research to understand the channels they prefer and the experiences they want through each channel. The information presented will provide companies with information to help them create the desired experiences needed to better meet the expectations of Gen X and Gen Y consumers. Eric Sondergeld, ASA, CFA, MAAA, Corporate Vice President and Director, Distribution and Technology Research, LIMRA 4.4 High Face Amount Mortality The SOA published in 2012 a report on mortality at the higher face amounts ($1,000,000+). A team of specialists in mortality will highlight the issues and share their insights on the issues. The format will be a fun Q&A format that will include audience participation. Come ready to share your insights in this lively discussion, or sit back and enjoy! Thomas P. Edwalds, FSA, MAAA, ACAS, Assistant Vice President, Mortality Research, Munich American Reassurance Co.; Jean-Marc Fix, FSA, MAAA, Vice President, Research and Development, Optimum Re; Allen Klein, FSA, MAAA, Consulting Actuary, Milliman, Inc.; Brad Roudebush, FSA, MAAA, Director, Standards Development, Northwestern Mutual Luncheon 12:00 noon to 1:15 p.m. Concurrent Sessions 1:15 to 2:15 p.m. 5.1 Succeeding in a Fluctuating Interest Rate Environment The interest rate environment continues to create challenges for companies to be successful with product development and sales initiatives. Are your company s products structured to prevail, or do they need to be recalibrated? The presenters will share their insight into what actions that may be taken to facilitate increasing sales and market share, while recognizing changes in interest rates and the economy. Timothy Pfeifer, FSA, MAAA, President, Pfeifer Advisory, LLC; David W. Simbro, FSA, CLTC, Senior Vice President of Life and Annuity Products, Northwestern Mutual Chicago Ballroom G/H 5.2 Reinsurance 201: Intermediate Reinsurance Take your reinsurance knowledge to the next level with this session focusing on real-life ways to make reinsurance work for you and your company. Topics include detailed aspects of facultative reinsurance, the basics of using reinsurance to manage capital, and current issues in the news such as captives. Emphasis is on learning, and ad hoc topics of interest are welcome. Jeffrey Katz, FSA, MAAA, Senior Vice President, Swiss Re 6 The 2014 Life Insurance Conference
Stop Tweaking! Start Recalibrating! 5.3 Life Insurance: Bought Not Sold? Closing the life insurance protection gap is a complex puzzle. As an industry, we are spinning our wheels around the traditional approaches to increasing sales: lower price, reduce underwriting, add a new product feature. But adjusting these factors hasn t reduced the population of underinsured. What new ways can we approach the market by leveraging data, research and technology to get consumers excited about life insurance? Neil Sprackling, President Life & Health U.S., Swiss Re Life & Health America, Inc. 5.4 Life Insurance and Combo Products An Opportunity to Recalibrate Combining life insurance with other products creates an opportunity to offer added security and protection to policyholders while enhancing a carrier s block of business. This session will provide an overview of trends in life combo products including long-term care and critical illness insurance. Attendees in this session will gain a better understanding of the opportunities to recalibrate their business through the use of combo products. Stephen F. Rowley, Vice President, Senior Account Executive, Gen Re A Berkshire Hathaway Company; Darrell Spell, FSA, MAAA, FLMI, Principal and Consulting Actuary, Milliman, Inc. Moving Break 2:15 to 2:30 p.m. Concurrent Sessions 2:30 to 3:30 p.m. 6.1 Product Innovation From Idea to Impact Consider a word association test: Insurance...Innovative? That s probably not the first word that comes to mind. Historically, the insurance industry hasn t been known for being on the cutting edge. That may be changing. Come to this session to learn what it takes to develop a culture of innovation in your company and hear real-life examples of what one company did to incorporate innovation in the product development process. Jason Alleyne, FSA, FCIA, FRM, Insurance Executive; John Coyle, Senior Vice President, Culture of Innovation, Maddock Douglas; Si Xie, FSA, FCIA, CERA, Director, Equitable Life of Canada 6.2 Big Data, New Directions Big data is a big topic, with uses spanning everything from database mining for customer segmentation to the use of predictive analytics to identify groups that are more likely to buy or customers that will have the best rates of retention. Hear about one of LIMRA s recent initiatives in the big data arena and hear how one carrier is using big data to recalibrate. Hamilton M. Faris, Vice President, Data Management and Business Analytics, MetLife; John Wilson, FLMI, AIRC, ACS, Data Scientist, LIMRA Chicago Ballroom G/H 6.3 The Legal Landscape of Same-Sex Marriage: The Impact on Life Insurers On July 26, 2013, the Supreme Court issued its decision in U.S. v. Windsor, which declared a section of the Defense of Marriage Act (DOMA) to be unconstitutional. The result is that the Federal government must recognize valid same-sex marriages for Federal purposes. This session will describe the current rules, including guidance issued and guidance still needed from IRS, Treasury, and Department of Labor, and reactions from state insurance regulators. It will focus primarily on the impact on qualified and nonqualified annuities and qualified retirement plans. Mandana Parsazad, Vice President, Taxes & Retirement Security, ACLI; Shannon Salinas, Counsel, Taxes & Retirement Security, ACLI 6.4 Simplified Issue Simplified Issue (SI) insurance is a hot topic for insurers! The industry has struggled to reach the middle market in a cost-efficient manner, while still maintaining acceptable mortality results. This session will demonstrate how automation and electronic data can help you achieve your goals of issuing business cheaper, better and faster. Listen to industry experts present mortality findings and successful case studies of how to best utilize SI underwriting engine. Eric Carlson, FSA, MAAA, Life Actuary, Milliman, Inc.; Duane Morrow, Executive Vice President, Marketing, and CMO, Primerica Life Insurance Company Refreshment Break With Exhibitors 3:30 to 4:00 p.m. The 2014 Life Insurance Conference 7
The Life Insurance Conference General Session 4:00 to 5:00 p.m. TALK Show ComedySportz of Chicago, Inc. Through a presentation that is part improv performance and part interactive workshop, attendees will learn the importance and value of owning one s own communication and employing active listening skills and techniques for precision in their communication. Wednesday, April 9 Continental Breakfast 7:15 to 8:15 a.m. Concurrent Sessions 8:15 to 9:15 a.m. 7.1 Beyond the Technology Horizon for Insurance What a week it s been! You got your first driverless car, and your commute is a peaceful dream. On a whim, you had your genetic sequencing done during a haircut, and it turns out your life expectancy is 102. To cap it off, your Virtual Advisor noticed the change in your life expectancy profile and suggested you replace your current life insurance with something much cheaper. A verbal assent from you sent data from your communicator to Google Insurance, and your full-featured policy was delivered instantly...it s not a question of whether this scenario will take place (except for the Google piece!), it s a question of when. Join Celent CEO Craig Weber as he looks beyond the horizon for how technology will drive insurance, and sooner than we think. Craig Weber, CEO, Celent 7.2 An Industry Insider s View on Channel Expansion As the industry strives to better understand changing consumer preferences, it must also understand the impact these changes are having on distribution. In this informative session, Pat Leary will explore the emerging trends in distribution from the latest LIMRA research and share his thoughts on what companies must do to partner and support distribution expansion for success in today s changing environment. Patrick T. Leary, LLIF, Assistant Vice President, Distribution Research, LIMRA Chicago Ballroom G/H 7.3 Professionalism in the Everyday Life of An Actuary Professionalism issues that may be encountered in the everyday life of an actuary will be highlighted using brief case studies. Members of the audience will be actively solicited for their comments, observations and insights. Participants will also gain an awareness of the multitude of resources available to the actuary as they navigate professionalism issues. Jeffrey S. Drake, FSA, MAAA, CLU, Vice President, Individual Product Development, OneAmerica Companies; James Miles, FSA, MAAA, Consulting Staff Fellow, Society of Actuaries Refreshment Break and Raffle With Exhibitors 9:15 to 9:45 a.m. 8 The 2014 Life Insurance Conference
General Session Speaker Biographies General Session 9:45 to 11:30 a.m. The Gen Savvy Insurer Connecting in a New Age of Uncertainty Cam Marston President Generational Insights For decades, financial services have focused on demographic groups that are now moving into and past retirement. These groups approached investment and financial services through the traditional and customary advisor-client relationships that have defined the industry for some time. Now, new generations, who have different economic and cultural experiences from their parents and grandparents, are moving into age ranges that make them the prime markets for life insurance and other financial services. Learn how to connect with these newer generations to develop long-lasting, profitable relationships. Life Insurance: Always at Our Core John Schlifske Chairman, President and Chief Executive Officer Northwestern Mutual Markets change, people change, and companies change. But even in the face of disruption, the need for life insurance remains the same. Join John Schlifske as he discusses how the industry can recalibrate to ensure that one of the oldest financial security products remains vital in the new reality. Conference Adjourns 11:30 a.m. Cam Marston Founder and President Generational Insights Cam Marston is the leading expert on the impact of generational characteristics and differences on the workplace and the marketplace. As an author, columnist, blogger, and lecturer, he imparts a clear understanding of how generational demographics are changing the landscape of business. Marston and his firm, Generational Insights, have provided research and consultation on generational issues to hundreds of companies and professional associations, for over 15 years. His expertise has also been featured in the Wall Street Journal, The Economist, the Chicago Tribune, BusinessWeek, Fortune, Money, and Forbes, as well as on Good Morning America and the BBC. John E. Schlifske Chairman, President and Chief Executive Officer Northwestern Mutual In addition to being Chairman, President and Chief Executive Officer, John Schlifske is also a member of Northwestern Mutual s Board of Trustees. He joined Northwestern Mutual in 1987 as an investment specialist, and was promoted from portfolio manager to senior executive, overseeing a variety of investment operations. Schlifske later headed different parts of the company s business operations. He is a director on the boards of Kohl s Corporation and Russell Investments. In the Greater Milwaukee community, Schlifske is co-chair of Milwaukee Succeeds and serves on the boards of Children s Hospital of Wisconsin, Froedtert and Community Health, and the Metropolitan Milwaukee Association of Commerce. Luke Williams Professor of Innovation NYU Stern School of Business Luke Williams is an internationally recognized authority on innovation leadership. He works with organizations all over the world on challenges ranging from creating new products and services, to transforming organizational processes and behaviors. He is Professor of Marketing and Executive Director of the Berkley Center for Innovation & Entrepreneurship at New York University s Stern School of Business and a Fellow at frog, one of the world s most influential innovation companies. Williams is a sought-after commentator on disruptive innovation, entrepreneurship and cultural change. He is invited to speak worldwide and is the author of Disrupt: Think the Unthinkable to Spark Transformation in Your Business. The 2014 Life Insurance Conference 9
Chicago Marriott Downtown Magnificent Mile 10 The 2014 Life Insurance Conference
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. The conference partners 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. Pricing, premiums, benefits to be offered or terminated are competitively sensitive information which competitors should not exchange or discuss with each other. Never take a poll of views or make a collective agreement on these issues. 3. Always retain your right to make an independent judgment on behalf of your company. The conference partners are dedicated to the purpose of assisting all of its members to achieve their competitive potential. Continuing Education Information For information on SOA CPD Credit and Continuing Education Credit U.S. Qualification Standards please visit the Life Insurance Conference pages at the SOA website: www.soa.org. 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. No smoking during any function. 2015 Life Insurance Conference April 13 15, 2015 Crystal Gateway Marriott Arlington, VA 11
Thank You to Our Conference Sponsors and Exhibitors Sponsors se² Exhibitors Accenture BNY Mellon Cincom Competiscan Concentrix Insurance Solutions Corporate Insight Dell Insurance Services Deloitte s Global Benchmarking Center Earthintegrate EquiSoft FastTrack RTW Services & Solutions Greenwald & Associates IBU, Inc. igate illustrate inc Infosys McCamish Systems Exhibitors (continued) Insight Decision Solutions Inc. Insurance Technologies LexisNexis LIDP MajescoMastek Milliman IntelliScript Mintel Comperemedia Munich Re Automation Solutions NEOS LLC Oracle Polaris Financial Technology Praeses Business Technologies SNL Insurance StoneRiver SunGard iworks UPRR UTG Venture Solutions 005935-0314 (562-60-0-MQ2)