2017 EVENT GUIDE & DAILY AGENDA Sept. 24-26, 2017 JW Marriott, Chicago, IL 1
Welcome TO THE 2017 IDEA FORUM! Table of Contents Agenda at a Glance 3 Visit the Ecosystem Room 4 Mobile App/Wi-Fi Information 5 Featured Speakers 6 Full Agenda 10 2017 Sponsors 18 General Information 19 2
Agenda at a Glance All sessions and the Ecosystem Room are in the Grand Ballroom unless otherwise noted. Sunday, September 24 2:00 p.m. 6:00 p.m. Ecosystem Room Is Open 2:00 p.m. 3:30 p.m. Welcome & Opening Comments A Message from Your Chairman PartnersFinancial Update 3:30 p.m. 4:00 p.m. PartnersFinancial Special Recognition 4:00 p.m. 5:00 p.m. Charles Hollander, Jr. Part II: Avoiding Client Procrastination 5:00 p.m. 5:30 p.m. Break Don t forget to visit the Ecosystem Room! 5:30 p.m. 6:30 p.m. Liquid Fast & Furious 7:00 p.m. Dinner On Your Own/Carrier Dine Arounds Monday, September 25 All Day Ecosystem Room Is Open 7:00 a.m. 8:00 a.m. Breakfast Burnham Ballroom 8:00 a.m. 8:05 a.m. Morning Kickoff 8:05 a.m. 9:15 a.m. Cyber Security Best Practices: Are You Protected? 9:15 a.m. 10:15 a.m. Member Firm Spotlights 10:15 a.m. 10:30 a.m. Break Don t forget to visit the Ecosystem Room! 10:30 a.m. 11:30 a.m. Successfully Navigating Underwriting Today and Beyond 11:30 a.m. 1:00 p.m. Lunch Burnham Ballroom 1:00 p.m. 2:00 p.m. Core Carrier Executive Panel 2:00 p.m. 2:30 p.m. Break Don t forget to visit the Ecosystem Room! 2:30 p.m. 6:00 p.m. Affinity Sessions 2:30 p.m. 3:15 p.m. The Tipping Point 3:15 p.m. 4:00 p.m. A Modern Take on Providing Business Solutions 4:00 p.m. 4:30 p.m. Break Don t forget to visit the Ecosystem Room! 4:30 p.m. 5:15 p.m. What s in Your Product Playbook? 5:15 p.m. 6:00 p.m. Family Office Marketing & Best Practices 6:00 p.m. 7:00 p.m. Cocktail Hour Grand Foyer Tuesday, September 26 7:00 p.m. Carrier Dine Arounds 7:30 a.m. 8:30 a.m. Breakfast Burnham Ballroom 8:30 a.m. 8:45 a.m. Reflecting on Idea Forum 2017 8:45 a.m. 9:45 a.m. Chuck Todd Is Back 3
Navigate Smarter Visit the Ecosystem Room The PartnersFinancial Ecosystem Room showcases the interconnections between our preferred partners and Core carriers. Our resources connectivity and accessibility can help make your business more productive in four key areas: Prospecting: Discover new business opportunities. Knowledge: Get access to PartnersFinancial intellectual capital and proprietary tools. Solutions: Harness the power of best-in-industry life insurance providers. Efficiency: Leverage industry-leading solutions to manage your business. OUR 2017 ECOSYSTEM ROOM EXHIBITORS: is on your side 4
DOWNLOAD THE Mobile App Download the mobile app so you have the following information with you at all times: Event agenda Speakers Key contacts Wi-Fi and hotel info And more Once downloaded, most of the app information is available without Internet access. To Download 1. Visit the itunes or Google Play App Store. 2. Search "PartnersFinancial" in itunes or "Idea Forum" (not case sensitive) in Google Play Store. 3. Select the app titled "Idea Forum." 4. Install the app. 5. Once the installation is complete, select "Open" and you'll be prompted to enter the app password in all caps: PFIDEAFORUM17. 6. If you'd like to receive reminders throughout the trip, select "Allow Push Notifications" when prompted. If you're not prompted upon opening the app, visit your mobile device settings, scroll to the Idea Forum app and select "Allow Notifications." Create Your Profile Creating an app profile allows you to customize your itinerary, integrate your LinkedIn information and interact with other attendees. Once you've downloaded the app, create a profile: 1. Open the App. 2. Select "Login" at the top right of the screen. 3. Create your login using the same email address you registered with. Not sure which email that is? Contact nfpmeetings@nfp.com. 4. Select "Continue." 5. Customize your profile and itinerary! Wi-Fi Complimentary Wi-Fi is available for all Idea Forum attendees. Network: JWMarriott_Conference Passcode: partners2017 The Wi-Fi passcode isn't case sensitive. 5 Assistance Need help downloading the Idea Forum mobile app? Visit the Registration Desk in the Grand Foyer on the second floor.
Featured Speakers KEITH HOEFFNER Director of Client Engagement - Life, LexisNexis As the Director of Life Sales at LexisNexis, Keith has continued to dedicate his career to improving the life insurance industry through improvements in application fulfillment and data integration, straight through processing and predictive modeling. Keith has served as a speaker, study group leader, committee chair and panel discussion participant with many industry organizations, including AHOU, SOA, LIMRA, LIDMA, LIC and others. Keith earned a Bachelor of Science in electrical engineering from Texas A&M University in 1982. He's married with three children and enjoys golf as well as video and music editing. CHARLES HOLLANDER, JR. Founder, Red Flag, LLC Twenty-five years ago, Charles Hollander, Jr. entered the competitive field of selling complex life insurance solutions to affluent families and successful business owners. He was fortunate to learn the business of client engagement by one of the industry s legends and most respected leaders. Early on he was taught: Your advantage won t be found in what you sell, but how you sell in this profession you don t get paid to come in second place. During his career, he has competed and won against almost every type of provider of financial services. He has reached pinnacles of production, industry leadership and now industry research and consulting. Among some who have sought his expertise are the LIFE Foundation, The Forum 400, and many of the industry s most experienced and top-producing advisors. His keynote presentations consistently earn top ratings in both utility for his content and motivation for his ability to inspire action that leads to change within his audience and the organizations they represent. Charles is a past president and chairman of the board of one of the industry s most elite member organizations, Forum 400, formerly known as The International Forum. His firm, Red Flag, is a certified Blue Ocean Strategy consulting firm one of the very few in North America. 6
CHARLOTTE A. LEE M.D., DBIM, FLMI, Medical Consultant Dr. Lee received her M. D. from Indiana University Medical School. She did an internship in Internal Medicine at St. Joseph s Medical Center, Phoenix, Arizona, and a Residency in Internal Medicine at Maricopa County Medical Center, also in Phoenix. She then completed a fellowship in Clinical Cardiology at the University of Minnesota, Minneapolis. Her professional career includes, in addition to private practice, teaching at the University of Minnesota Medical School and many years as Medical Director of Insurance Companies in the Minneapolis area. She is currently Medical Director or Medical Consultant at several insurance companies across the U.S. Dr. Lee holds a Fellowship of Life Management Institute and is Board Certified in Insurance Medicine. She's a member of the American Academy of Insurance Medicine and the International Congress of Life Assurance Medicine. She's proud to be a sustaining member of the Humane Society of the United States and the ASPCA. She spends what little leisure time she has with her family, including 9 grandchildren. DAVE O'MALLEY President & COO, Penn Mutual Mr. O'Malley is President and Chief Operating Officer of The Penn Mutual Life Insurance Company. Before that, he was Penn Mutual's chief operating officer, executive vice president, chief financial officer and chief risk officer. Mr. O'Malley is also the chairman and CEO of Penn Mutual Asset Management, LLC. To view Dave s full bio, download the mobile app and visit the Speakers section. KEVIN OLDANI Senior Vice President and Chief Underwriter, Hannover Re Kevin has over 35 years experience in life insurance underwriting and underwriting management. He's been a manager of both reinsurance and direct company underwriting departments and has established underwriting and work flow practices for specialty markets that include COLI/BOLI, bank distribution, simplified issue markets, accelerated Underwriting programs and others. Kevin is currently Senior Vice President and Chief Underwriter for Hannover Re. He is past president of SEHOUA, COLI Directors, IRUA and VP program for the AHOU. 7
JEFF SHAFFER Director, Threat Detection, Response & Investigations, PricewaterhouseCoopers Mr. Shaffer joined PricewaterhouseCoopers in 2015, after 25 years with the United States Secret Service as a Senior Special Agent and Director of the top-ranked Secret Service Digital Forensics Laboratory. Mr. Shaffer has extensive and varied experience as an investigator, physical and personal protection specialist, counterterrorism specialist, Team Leader and digital forensic examiner. Mr. Shaffer was nominated on separate occasions for Secret Service Agent of the Year and Texas Law Enforcement Agent of the Year. He has worked on hundreds of forensic investigations related to cybercrime, IP theft, fraud, terrorism, kidnapping and murder. He has investigated cases across numerous industries, including energy, retail, banking, health care, telecommunications and federal/ state governments. Since joining PwC, Mr. Shaffer s areas of focus have been incident response, compromise assessment, digital forensics, e-discovery and litigation support. BROOKS TINGLE SVP of Marketing & Strategy, Acting President, John Hancock Brooks Tingle is Senior Vice President, Marketing and Strategy, and Acting President of John Hancock Life Insurance Manulife Financial's U.S. Insurance Division. In this role, Mr. Tingle leads John Hancock's Product, Marketing, Underwriting and Distribution activities. To view Brook s full bio, download the mobile app and visit the Speakers section. CHUCK TODD NBC News Political Director and Host of Meet the Press and MTP Daily Fifty years from now, one journalist will be the voice and face of our political era and that journalist is Chuck Todd. A self-described political junkie, he has earned a reputation as one of the most passionate journalists and sharpest analysts in American media. He is NBC News political director, the moderator and managing editor of Meet the Press the flagship Sunday morning public affairs program and the longest-running broadcast in television history, and the host of MTP Daily. Influencers and competitors praise him as a tireless reporter with an encyclopedic knowledge of politics and the ability to break down barriers and get people off of their talking points. With what Washingtonian calls a savant-like knowledge of politics, he has become a fixture in the White House press room, a steady and constant presence on television, and a tireless voice on the campaign trail. His up-to-the-minute poll analysis and insightful commentary have made him one of the most sought-after voices in American political coverage. To view Chuck s full bio, download the mobile app and visit the Speakers section. 8
DAWN TRAUTMAN EVP, Life Insurance Division, Pacific Life Ms. Trautman serves as Executive Vice President of the Life Insurance division. As the head of the division, she's responsible for the growth and profitability of the division, as well as the continued expansion efforts in core and new markets. Ms. Trautman is a member of Pacific Life's Management Committee. To view Dawn s full bio, download the mobile app and visit the Speakers section. BETH ZERVAS Manager, Risk Selection, Pacific Life Beth joined Pacific Life in 2012 after achieving an unlimited approval authority and years of home office underwriting experience with CIGNA (now Lincoln Financial Group), ING, Sun Life Financial, and nearly 10 years of brokerage general agency experience. Beth leverages her 27+ years of impaired risk experience to find creative solutions and the best possible offers on a producer s most difficult cases. She maintains strong relationships with industry peers, reinsurance underwriters, and, she works closely with her team to negotiate intelligently aggressive underwriting decisions. Beth has underwritten cases with target premiums exceeding $2 million and face amounts as high as $200 million. She played a key role in BRAMCO's Underwriting Council and was a major contributor to NAILBA s Field Underwriting Guide. Beth has a Bachelor of Science in mathematics from Dickinson College, is a member of the Association of Home Office Underwriters (AHOU), and was nominated for membership into the esteemed Impaired Risks Underwriting Association (IRUA). 9
Agenda All sessions and the Ecosystem Room are in the Grand Ballroom unless otherwise noted. Sunday, September 24 2:00 p.m. 6:00 p.m. Ecosystem Room Is Open 2:00 p.m. 3:30 p.m. Welcome & Opening Comments A Message from Your Chairman Jason O Dell, Advisory Board Chairman, PartnersFinancial PartnersFinancial Update Mike James, President, PartnersFinancial 3:30 p.m. 4:00 p.m. PartnersFinancial Special Recognition Join us for our annual PartnersFinancial Special Recognition awards. Our membership is full of influential individuals within the life insurance industry as well as their respective communities. This year we ll award three prominent members with the Impact Player Award, Humanitarian Award and Legacy Award. Mike James, President, PartnersFinancial Bruce Callahan, Founder & Chairman Emeritus, PartnersFinancial 4:00 p.m. 5:00 p.m. Charles Hollander, Jr. Part II: Avoiding Client Procrastination At Strategy Summit, Charles Hollander, Jr. challenged us to rethink our sales processes to avoid client procrastination. We re bringing him back for a look at success stories within our very own membership and a deeper dive into the strategies of successful sales. In today s selling environment, increased competition, complexity and commoditization are having an unprecedented impact on your ability to gain the attention of and motivate today s client to take action on your advice. Join this session to learn how to avoid stalled deals and client procrastination in today s environment of uncertainty. You ll learn how a single adjustment to your sales process can have a greater and more immediate impact on business growth than any other alternative activity. Charles Hollander, Jr., Founder, Red Flag, LLC Todd Healy, Managing Principal, Healy Partners Jason Kurchner, Founder & CEO, Sage Consulting 5:00 p.m. 5:30 p.m. Break Don t forget to visit the Ecosystem Room! 5:30 p.m. 6:30 p.m. Liquid Fast & Furious Come enjoy wine and beer while your peers deliver their top sales ideas in four minutes or less. The top three fixed-product sales ideas from our PartnersFinancial members will be awarded fantastic prizes! You must register with your Business Development team member to participate. Winners will be determined solely by the Judges' Panel. Sales ideas must be for fixed products. The prizes, powered by Pacific Life, are only available to current PartnersFinancial members. One prize per recipient. A special thanks to our sponsor, Pacific Life. Judges: Mike James, President, PartnersFinancial Bruce Callahan, Founder & Chairman Emeritus, PartnersFinancial Jason O Dell, Advisory Board Chairman, PartnersFinancial Moderated by: Peter Chung, SVP, Business Development, PartnersFinancial 7:00 p.m. Dinner On Your Own/Carrier Dine Arounds 10
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Agenda All sessions and the Ecosystem Room are in the Grand Ballroom unless otherwise noted. Monday, September 25 All Day Ecosystem Room Is Open 7:00 a.m. 8:00 a.m. Breakfast Burnham Ballroom 8:00 a.m. 8:05 a.m. Morning Kickoff Robin Johnston, SVP, Business Development, NFP 8:05 a.m. 9:15 a.m. Cyber Security Best Practices: Are You Protected? Few things can ruin your business as fast as a cyber-security breach that puts all of your clients personal and health information out on the public Web. Are you doing all the right things to protect your firm and the clients you serve? Partner with NFP and our preferred partners to put an action plan in place. You ll leave this session armed with a list of focus items to protect your business and combat this ever-changing threat. Jeff Shaffer, Director, Threat Detection, Response & Investigations, PricewaterhouseCoopers Moderated by: Mark Grosvenor, CTO, NFP 9:15 a.m. 10:15 a.m. Member Firm Spotlights A key element of the PartnersFinancial culture is an our members' eagerness to share. During this member spotlight session, you ll hear how your peers are successfully working with high net worth individuals, families and business owners as well as how they ve leveraged their relationships with all available resources. Come prepared to walk away with new and effective ways to take full advantage of your membership. Allan Mendels, Principal, Mendels and Associates Duane M. Roth, Founder & CEO, The Roth Companies Deanna Hoag Chadick, VP & Executive Director, The Roth Companies Dave Carroll, Managing Principal, Financial Architects Partners Jeff Ostrum, Managing Principal, Financial Architects Partners Marty Nanne, Managing Partner, The KNW Group Howard Sharfman, Senior Managing Director, Corporate Services, NFP Moderated by: Peter Chung, SVP, Business Development, PartnersFinancial 10:15 a.m. 10:30 a.m. Break Don t forget to visit the Ecosystem Room! 10:30 a.m. 11:30 a.m. Successfully Navigating Underwriting Today and Beyond Join our panel of industry experts for a discussion on how underwriting is being redefined with the emergence of new technologies and medical advances. Learn how carriers and reinsurers are using data-analytical tools to turn the world of underwriting upside down and make it faster and more efficient. Understanding and embracing these changes will help you take full advantage of the opportunities innovation can offer and help you drive more business. Keith Hoeffner, Director of Client Engagement-Life, LexisNexis Charlotte Lee, M.D., DBIM, FLMI, Medical Consultant Kevin Oldani, SVP and Chief Underwriter, Hannover Re Beth Zervas, Manager, Risk Selection, Pacific Life Moderated by: Jane Hall, VP, Chief Underwriter, PartnersFinancial 12
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Agenda All sessions and the Ecosystem Room are in the Grand Ballroom unless otherwise noted. Monday, September 25 cont. 11:30 a.m. 1:00 p.m. Lunch Burnham Ballroom 1:00 p.m. 2:00 p.m. Core Carrier Executive Panel It's no secret that we're at a special place and time in our industry. Amidst uncertainty brought on by the current political climate, we're seeing industry changes tied to innovation, technology and the introduction of unique product features. We can't help but ask, "What's next?" Who better to opine on these changes and answer that question than three industry thought leaders. We're excited to bring together Dawn, Brooks and Dave for this unplugged session. Dave O Malley, President & COO, Penn Mutual Brooks Tingle, SVP of Marketing & Strategy, Acting President, John Hancock Dawn Trautman, EVP, Life Insurance Division, Pacific Life Moderated by: Mike James, President, PartnersFinancial 2:00 p.m. 2:30 p.m. Break Don t forget to visit the Ecosystem Room! Affinity Session 2:30 p.m. 3:15 p.m. Affinity Session 3:15 p.m. 4:00 p.m. The Tipping Point Our industry is known for providing creative solutions to clients problems. But a creative, interesting solution can lose its appeal in a heartbeat. And many times, that tipping point is hard to identify in advance. Luckily, you don t have to navigate this uncertainty alone. Join the session to hear the best practices that our member firms have instituted to ensure that their creative solutions remain successful and avoid the tipping point. Jordon Katz, Principal, JR Katz Julian Movsesian, President & CEO, Succession Capital Alliance Kenneth Samuelson, Principal, The Morehead Group Caroline McKay, AVP and Counsel, Advanced Markets, John Hancock Moderated by: Tim McFarland, VP, Advanced Sales, PartnersFinancial Kristin Bulat, SVP, Strategic Resources, PartnersFinancial A Modern Take on Providing Business Solutions Have you ever had a meeting with a business owner client and thought, There s a perfect solution for your business that other businesses in your industry are employing; I just don t know what that solution is? Well, we ve got good news for you! Your fellow PartnersFinancial member firms are here to give you practical solutions that work for a variety of business industries. Learn best practices actual firms deploy with their business owner clients. Steve Beatty, Managing Principal, Financial Solutions for Business Mark Chesson, Principal, The Chesson Company Moderated by: Kristin Bulat, SVP, Strategic Resources, PartnersFinancial Bill Thurston, SVP, Distribution Development, NFP 14
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Agenda All sessions and the Ecosystem Room are in the Grand Ballroom unless otherwise noted. Monday, September 25 cont. 4:00 p.m. 4:30 p.m. Break Don t forget to visit the Ecosystem Room! Affinity Session 4:30 p.m. 5:15 p.m. Affinity Session 5:15 p.m. 6:00 p.m. What s in Your Product Playbook? Professional athletes and insurance professionals have at least one thing in common: You win a game or sale by minimizing big mistakes. In today s product landscape there are plenty of potential penalties: illustration rates, underfunding, spread sheeting, knowing your guarantees, etc. Join this session to learn how to avoid the big mistakes and cross the goal line every time! Caitlin Hoffman, VP, Product Management & Field Technology, PartnersFinancial Marc Schwartz, Principal, Windsor Insurance Associates Family Office Marketing & Best Practices Navigating the complexities of strategic planning with family offices can be challenging. No two paths are the same. Discover how Momentum Advanced Planning has positioned themselves as a trusted resource to family offices. In many instances, they operate as one themselves. David Berek, Partner, Baker & McKenzie Joshua W. Coleman, Founder & CEO, Momentum Advanced Planning Moderated by: Kristopher Stegall, VP, International Insurance & Strategic Resources, PartnersFinancial 6:00 p.m. 7:00 p.m. Cocktail Hour Grand Foyer 7:00 p.m. Carrier Dine Arounds Tuesday, September 26 7:30 a.m. 8:30 a.m. Breakfast Burnham Ballroom 8:30 a.m. 8:45 a.m. Reflecting on Idea Forum 2017 Mike James, President, PartnersFinancial 8:45 a.m. 9:45 a.m. Chuck Todd Is Back We had the pleasure of hearing him speak about the general election last year now he returns to discuss the legislative environment moving forward and what we can expect from the 45th president. You won t want to miss Round Two of the legendary Chuck Todd! Special thanks to our sponsor on this session, John Hancock. 16
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Thank you to our 2017 Core carrier sponsors! is on your side 18
General Information Registration Desk Hours Grand Foyer, Second Floor Sunday, Sept. 24: 11:00 a.m. 6:00 p.m. Monday, Sept. 25: 7:00 a.m. 6:30 p.m. Tuesday, Sept. 26: 7:00 a.m. 11:30 p.m. Attire Attire for all meetings and receptions is business casual. Assistance If you need assistance during the conference, please locate a PartnersFinancial staff member or pick up a hotel house phone and ask to be transferred to the PartnersFinancial Registration Desk. The desk will be open throughout the meeting to answer questions and address concerns. Questions Questions about logistics? Contact Beatrice Flores 800-880-0080, Ext. 6322 nfpmeetings@nfp.com Questions about the agenda? Contact Marikris Curtis 775-313-6819 mcurtis@nfp.com 19
Thank you for attending! 1250 Capital of Texas Highway S. Building 2 Suite 600 Austin, TX 78746 For internal use only. Not for public distribution. 20 09/17 (17-PCR-PF-ME-0241)