Annual Meeting Annual Meeting

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The 56th Annual Meeting Marriott Wardman Park Hotel

Washington, DC

April 28 - May 1

Scan the QR code to access to the AALU App The 2013 AALU Annual Meeting Program

The 2013 AALU Annual Meeting Program

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The 2013 AALU Annual Meeting Program

Welcome from the AALU President “This is as true in everyday life as it is in battle: we are given one life and the decision is ours whether to wait for circumstances to make up our mind, or whether to act, and in acting, to live.” - General Omar Bradley I like quotes. During the past year as AALU President I have used the wit and wisdom of military leaders, presidents, philosophers and even the movie Animal House to make important points. As I complete my year as AALU President at this Annual Meeting, I’ve chosen a quote from Gen. Bradley because his words so clearly describe us as an organization and as individuals. Who we are and who we will continue to be. Our annual leadership transition comes at a time of great opportunity and risk in Washington. Our industry is changing through consolidation and the natural ebbs and flows of the rough and tumble world of commerce. And, the AALU’s changing of the guard comes at a time when we are investing in our future by making the business and policy changes required to be an impactful organization in our profession for many years to come. What a year it has been. In the past 12 months, our membership has grown and so did the number of engaged members who participated in our primary advocacy programs and the Annual Meeting. As a direct result of the AALU’s growth, our decade long effort to establish certainty in estate planning finally paid off when Congress approved a permanent Estate & Gift Tax. In one year’s time we have doubled the number of AALU

Members who read and forward the new Washington Report to their clients, prospects and advisors. We’ve also added customizable presentations, fact sheets and key message handouts which you can add your own logo before sharing with other opinion leaders. We surveyed our membership and learned that 42% of you want the AALU to offer more learning opportunities that will help you grow your business - but also help you be a better business leader. That research prompted the Board in January to create a Knowledge Committee to lead the effort to create new learning programs that will launch later this year. And, we made changes to our governance process to provide you with more input and insight into the selection of our volunteer leaders who serve as Officers and Directors. But just like your own project list, the AALU’s “to do” list is never done. We face federal tax reform and the possibility of legislation that could have a significant impact on our products and clients. We face a marketplace with fewer players and reduced resources at a time when the demand for our Advocacy efforts are at an all-time high and the demand for additional learning opportunities and value-added services increase every day. We’ve made changes to our policies, procedures and products to ensure we are efficient and effective stewards of our members’ resources, but more changes are required to ensure we not only serve the members of today, but attract and engage the members of tomorrow. The 2013 AALU Annual Meeting Program

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Welcome from the AALU President These are not easy tasks, but they are easy decisions for an organization like the AALU that seeks to make an impact in everything we do. Like Gen. Bradley suggests, we are an organization that is acting, and by doing so, proving we are very much alive. Thank you for the honor and privilege of representing you this year.

David A. Culley, CLU, ChFC AALU President 2012-13 Sic vos non vobis “Service above self”

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The 2013 AALU Annual Meeting Program

our six underwriters want to discuss your toughest case – today. visit RAmpARt AmeRicA exhibit 505. Meet with our six underwriters from major life insurance companies and a Rampart America representative. We’ll prove to you how our creative problem-solving strategies can help you achieve a successful placement. ($5,000 annual premium, minimum) Rely on Rampart America for: • Over $100 million in retention. • 3 tables to standard with $25 million of in-house retention. When it comes to the toughest cases around, Rampart America can bolster your bottom line.

Rely On RAmpARt AmeRicA. yOuR cOmpetitive edge.

RampartAmerica.com

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Welcome from the AALU Annual Meeting Chair

Welcome to the 2013 AALU Annual Meeting! Since 1957 AALU Members have been gathering at the Nation’s Capitol to learn from each other, build new relationships and reinforce to Congress the value that life insurance represents. In the five decades that have passed since the first annual meeting, we’ve grown from a “band of renegades” to the trusted voice of the most successful life insurance professionals. We’ve spent a year putting together the meeting that begins today. You’ll find an agenda full of events you’ve requested - more learning opportunities, sales & marketing discussions from the Main Stage, in-depth sessions on social media - as well as the world-class speakers and Washington Update that are the mainstays of our meeting. We also have a full slate of Town Halls and individual meetings during the annual Capitol Hill Club Day to help you learn more about tax reform and other issues that will impact our clients in the months ahead. We’ve created meeting opportunities so you can get personally involved in educating the staff who will write new tax laws and the elected officials who will act on them. I want to thank the 2012-13 Program Planning Committee and hope you will, too, when you see them around the meeting this week. Say “thanks” to the AALU staff who make this meeting the success that it is. Our sponsors and exhibitors help make this meeting possible. Say a word of thanks to them, too.

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The 2013 AALU Annual Meeting Program

Finally, thank you for your support of the AALU. Your engagement now and throughout the year is what helps fulfill our mission of promoting, preserving and protecting life insurance for our clients and profession. I look forward to visiting with you this week.

Thomas J. Von Riesen, CLU, ChFC 2013 Annual Meeting Chair & AALU President-Elect

Table of Contents

Welcome from the AALU President ........................................................................... 3 Welcome from the AALU Annual Meeting Chair......................................................... 6 Agenda-at-a-Glance.................................................................................................... 9 Main Stage Speakers.................................................................................................. 16 Sunday Workshops..................................................................................................... 18 AALUniversity Workshops........................................................................................... 23 2013 AALU Annual Meeting Supporters .................................................................... 32 Supporter Profiles ....................................................................................................... 33 Exhibitor Listing........................................................................................................... 38 Exhibitor Floor Map..................................................................................................... 39 Exhibitor Profiles.......................................................................................................... 40 The 2012 - 13 AALU Board of Directors Executive Committee .................................. 49 The 2012 - 13 AALU Board of Directors...................................................................... 51 The 2013 - 14 AALU Board of Directors Nominees.................................................... 53 The AALU Past Presidents.......................................................................................... 54 The 2012 - 13 Program Planning Committee.............................................................. 55 The AALU Staff............................................................................................................ 56 Who is an AALU Ambassador?................................................................................... 58 Legislative Circle Program ......................................................................................... 59 Issues Alliance ........................................................................................................... 71

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STAY AHEAD

The AALU app gives you instant access to the 2013 AALU Annual Meeting agenda and information. Download to your smartphone or mobile device. For Blackberry download the app at: http://crwd.cc/aalu2013

The 56th AALU Annual Meeting Washington, DC April 28th - May 1st, 2013

The AALU Annual Meeting Mobile App is supported exclusively by

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The 2013 AALU Annual Meeting Program

The 2013 AALU Annual Meeting Program

Agenda-at-a-Glance Apr 28

Sunday, April 28

Start

End

Title

Location

9:00 am

7:00 pm

Capitol Hill Club Desk, Supported by MetLife

Convention Registration

9:00 am

7:00 pm

Legislative Circle Program (LCP) Desk

Convention Registration

9:00 am

7:00 pm

Registration Desk, Supported by Greenberg Traurig, LLP

Convention Registration

11:30 am

2:00 pm

AALUniversity Learning Center, Supported by Principal

Exhibit Hall C

11:30 am

2:00 pm

The Tech Bar, Supported by MDRT

Exhibit Hall C

12:15 pm

12:45 pm

AALUniversity Learning Stage, Supported by Principal Speaker: Terri Sjodin

Exhibit Hall C AALUniversity Stage

1:15 pm

1:45 pm

Introduction to the AALU

Washington Rooms 1 & 2

2:00 pm

4:45 pm

The Tech Bar, Supported by MDRT

Convention Registration

2:00 pm

3:15 pm

Concurrent Workshops • Fire, Aim, Ready? Is This Really What Your Clients Want…

Washington Rooms 5 & 6

Presented by Highland Capital Brokerage

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Life Insurance Valuation Problems in Modern Day Planning

Delaware

Marketing to the CFO and Closely Held Business Owner - Part One B

Washington Rooms 3 & 4

Streamline Processes and Reduce Costs: An Advanced Approach for the After Tax Market

Virginia

Whew! We Avoided the Fiscal Cliff! Now What?

Maryland

Presented by Ashar Group LLC Life Settlement Specialists

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Presented by AALUniversity & Villanova University

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Presented by Andesa Services

• 3:15 pm

3:30 pm

Presented by Minnesota Life Insurance Company

Coffee Break, Provided by The Penn Mutual Life Insurance Company

State Corridor

B Best of the Best The 2013 AALU Annual Meeting Program

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Agenda-at-a-Glance Apr 28

Sunday, April 28

Start

End

3:30 pm

4:45 pm

Title

Location

Concurrent Workshops • Life Beyond the Illustration

Delaware

• Local and Global Economies - The Impact on the Insurance Market and Solutions for Your Clients

Maryland

• Marketing to the CFO and Closely Held Business Owner - Part Two B

Washington Rooms 3 & 4

• The Great Shift: Take Back Control with Practical Sales Ideas

Virginia

Presented by Lion Street

Presented by American General Life Companies

Presented by AALUniversity & Villanova University

Presented by MetLife

4:45 pm

5:45 pm

Happy Hour in the AALUniversity Learning Center,

Exhibit Hall C

4:45 pm

5:45 pm

The Tech Bar, Supported by MDRT

Exhibit Hall C

5:45 pm

7:00 pm

The Tech Bar, Supported by MDRT

Convention Registration

6:00 pm

6:45 pm

Welcome Reception, Provided by Pacific Life

Marriott Foyer

7:00 pm

9:00 pm

President’s Dinner, Provided by M Financial Featured Entertainer, Jay Leno,

Marriott Ballroom

Dessert Buffet, Provided by American General Life Companies

Marriott Foyer

Provided by Nationwide

Supported exclusively by Prudential

9:00 pm

9:45 pm

B Best of the Best

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The 2013 AALU Annual Meeting Program

Agenda-at-a-Glance Apr 29

Monday, April 29

Start

End

Title

Location

6:30 am

7:00 pm

Capitol Hill Club Desk, Supported by MetLife

Convention Registration

6:30 am

7:00 pm

Legislative Circle Program (LCP) Desk

Convention Registration

6:30 am

7:00 pm

Registration Desk, Supported by Greenberg Traurig, LLP

Convention Registration

6:30 am

7:45 am

The 2nd Annual AALU Fun Run, Supported by

Marriott Lobby 24th St. Entrance

6:45 am

7:45 am

Breakfast in the AALUniversity Learning Center,

Exhibit Hall C

Minnesota Life Insurance Company, Saul Ewing & The Penn Mutual Life Insurance Company

Provided by Principal Financial Group

6:45 am

7:45 am

The Tech Bar, Supported by MDRT

Exhibit Hall C

7:00 am

7:45 am

Independents’ Private Briefing, Supported by

Wilson A & B

7:45 am

12:00 pm

The Tech Bar, Supported by MDRT

Convention Registration

8:00 am

12:00 pm

General Session

Marriott Ballroom

10:30 am

2:00 pm

Spouse Activity, Cooking Class & Lunch at Lincoln Restaurant

Buses Depart 24th St. Entrance

12:00 pm

1:45 pm

Lunch in the AALUniversity Learning Center,

Exhibit Hall C

12:00 pm

1:45 pm

The Tech Bar, Supported by MDRT

Exhibit Hall C

12:15 pm

12:45 pm

AALUniversity Learning Stage, Supported by Principal Speaker: Terri Sjodin

Exhibit Hall C AALUniversity Stage

1:00 pm

1:30 pm

AALUniversity Learning Stage, Supported by Principal Speaker: Terri Sjodin

Exhibit Hall C AALUniversity Stage

1:45 pm

3:00 pm

General Session

Marriott Ballroom

1:45 pm

5:30 pm

The Tech Bar, Supported by MDRT

Convention Registration

3:15 pm

4:15 pm

Masters’ Class with Erik Qualman, Supported by

Marriott Ballroom Stage

Summit Business Media Life & Health Group

Provided by MetLife

Matson Money, Inc.

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Agenda-at-a-Glance Apr 29

Monday, April 29

Start

End

3:15 pm

4:15 pm

Title

Concurrent Workshops • Advanced Insurance Planning with Donor Advised Funds Level: Advanced

Location

Washington Rooms 1 & 2

• How to Grow Your Business Through the Use of Strategic Alliance Marketing Level: Intermediate

Washington Rooms 3 & 4

• Life Insurance as an Asset Class: Managing a Valuable Asset Level: Intermediate

Washington Rooms 5 & 6

• Low Interest Rates: How to Manage Client Portfolios When Rates Change Level: Intermediate

Virginia

• Operating at the Top: Best Practices of Three Top of the Table Producers B Level: Intermediate

Thurgood Marshall West

• Owning Annuities in Qualified Plans: Practical Solutions to a Complex Problem Level: Advanced

Delaware

• Retirement Planning: Avoid Being a Commodity - Ideas to Add Value to the Small & Midsized Retirement Plan Marketplace Level: Intermediate

Thurgood Marshall North

• Sophisticated Tax and Estate Planning Strategies for the Highly Successful Client in Light of ATRA 2012 Level: Advanced

Maryland

4:15 pm

4:30 pm

Coffee Break, Provided by The Penn Mutual Life Insurance Company

State Corridor & Thurgood Marshall Lobby

4:30 pm

5:30 pm

Masters’ Class with Dan Pink, Supported by Pan-American Life Insurance Group

Marriott Ballroom Stage

B Best of the Best

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The 2013 AALU Annual Meeting Program

Agenda-at-a-Glance Apr 29

Monday, April 29

Start

End

4:30 pm

5:30 pm

5:45 pm

7:00 pm

Title

Location

Concurrent Workshops • Are You a Fiduciary? Level: Intermediate

Washington Rooms 1 & 2

• Executive Benefits When Traditional Deferred Compensation Doesn’t Fit Level: Intermediate

Thurgood Marshall North

• Family Enterprise and Wealth Challenges Today and Into the Future Level: Advanced

Thurgood Marshall West

• New Product Reality: Dealing with Lower Interest Rates and Ratings Level: Intermediate

Washington Rooms 3 & 4

• Nonqualified Deferred Compensation: Successful Selling in a Challenging Market Level: Intermediate

Maryland

• Paperclips: It’s the Small Things that Count B Level: Introductory

Washington Rooms 5 & 6

• Retirement Planning: Why R.I.S.K. it? Level: Advanced

Virginia

• The Best Ideas of 2012 B Level: Intermediate

Delaware

Networking Reception in the AALUniversity Learning Center,

Exhibit Hall C

The Tech Bar, Supported by MDRT

Exhibit Hall C

Provided by MassMutual

5:45 pm

7:00 pm

7:00 pm 9:30 pm

On Your Own 11:30 pm

LCP Late Night (By Invitation Only)

Marriott Lobby Bar

B Best of the Best

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Agenda-at-a-Glance Apr 30

Tuesday, April 30

Start

End

Title

6:30 am

3:00 pm

Capitol Hill Club Desk, Supported by MetLife

Convention Registration

6:30 am

3:00 pm

Legislative Circle Program (LCP) Desk

Convention Registration

6:30 am

3:00 pm

Registration Desk, Supported by Greenberg Traurig, LLP

Convention Registration

7:00 am

8:30 am

Breakfast in the AALUniversity Learning Center

Exhibit Hall C

7:00 am

8:30 am

The Tech Bar, Supported by MDRT

Exhibit Hall C

7:45 am

8:30 am

Independents’ Private Briefing, Supported by Summit Business Media Life & Health Group

Wilson A & B

8:30 am

3:00 pm

The Tech Bar, Supported by MDRT

Convention Registration

8:45 am

12:00 pm

General Session

Marriott Ballroom

11:30 am

12:30 pm

Spouse Lunch

Madison Room

12:00 pm

1:00 pm

Capitol Hill Club Briefing/Box Lunch, Supported by

Washington Rooms

12:30 pm

3:30 pm

Spouse Activity - Tour of Hillwood Museum

Buses Depart 24th St. Entrance

1:00 pm

Capitol Hill Club Transportation, Supported by

Buses Depart 24th St. Entrance

2:00 pm

Senate Town Hall Meeting Addressing Fiscal and Tax Challenges in 2013 Inside the Senate Finance Committee

Russell Senate Office Building Room 485

House Town Hall Meeting The Politics of Budget and Tax Reform

Rayburn House Office Building Room B-318

Senate Town Hall Meeting A View from the Leadership - the Senate Agenda and Challenges for Budget and Tax Reform

Russell Senate Office Building Room 485

House Town Hall Meeting The House Leadership - The Speaker of the House Approach to Budget and Tax Reform

Rayburn House Office Building Room B-318

MetLife

MetLife

Location

Speakers scheduled to appear subject to change.

3:00 pm

Speakers scheduled to appear subject to change.

3:00 pm

Speakers scheduled to appear subject to change.

4:00 pm

Speakers scheduled to appear subject to change. 14

The 2013 AALU Annual Meeting Program

Agenda-at-a-Glance Apr 30

Start

Tuesday, April 30

End

4:00 pm

Title

Location Location

Senate Town Hall Meeting The Argument for Bipartisanship in the 113th Congress

Russell Senate Office Building Room 485

Capitol Hill Club Day Debriefing Reception,

101 Constitution Avenue, NW Penthouse

Speakers scheduled to appear subject to change.

4:00 pm

7:00 pm

7:00 pm

May 1

Provided by MetLife

On Your Own

Wednesday, May 1

Start

End

Title

6:30 am

10:00 am

Capitol Hill Club Desk, Supported by MetLife

Convention Registration

6:30 am

10:00 am

Legislative Circle Program (LCP) Desk

Convention Registration

6:30 am

10:00 am

Registration Desk, Supported by Greenberg Traurig, LLP

Convention Registration

7:00 am

7:45 am

Breakfast

Salon I

8:00 am

10:00 am

Super Session, Supported by

Thurgood Marshall Ballroom

Crump Life Insurance Services

Location

The The 2013 AALU Annual Meeting Program 2013 AALU Annual Meeting Program

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Main Stage Speakers The 2013 AALU Annual Meeting has a full roster of world-class Main Stage speakers that help make the AALU Annual Meeting the premiere learning, networking and advocacy event in the advanced life insurance markets.

Sunday, April 28th Join us for an evening of humor & entertainment when the 2013 AALU Annual Meeting kicks off with special guest Jay Leno, the host of NBC’s Tonight Show with Jay Leno. Supported exclusively by

Jay Leno

Monday, April 29th Yale University Economist Robert J. Shiller helped create one of the world’s most widely used economic indicators - the Case-Shiller Economic Index. A regular contributor to The New York Times and Project Syndicate, Mr. Shiller also correctly predicted the tech and real estate bubbles of the 2000s. Now, Mr. Shiller claims in Finance and the Good Society we need more financial innovation - not less - to help society achieve its goals. Find out how you, as a life insurance professional, can play a larger role in this financial renaissance.

Robert J. Shiller

Supported exclusively by

Whether pushing a product or peddling an idea, sales isn’t what it used to be. In its place is a new approach to moving people that involves very human qualities and surprising skills. Join the bestselling author Dan Pink as he offers a fresh look at the art and science of selling. His newest book, To Sell is Human: The Surprising Truth About Moving Others shows how the world of sales has changed. Supported exclusively by

Dan Pink 16

The 2013 AALU Annual Meeting Program

Main Stage Speakers

Monday, April 29th Dr. Condoleezza Rice brings a unique perspective from her time in the Bush Administration as to how global events effect the U.S. Having served as the 66th U.S. Secretary of State - the second woman and first African American woman to hold the post – Dr. Rice currently serves as the Denning Professor in Global Business and the Economy at the Stanford University Graduate School of Business. Supported exclusively by

Dr. Condoleezza Rice Discover what being a digital leader can do for you, and what you can do for your clients from Erik Qualman, best-selling author of Socialnomics: How Social Media Transforms the Way We Live and Do Business. His book - Digital Leader: 5 Simple Keys to Success and Influence – is the latest in a series that has helped grow the digital capabilities of leading brands including Cadillac, Yahoo and AT&T. Supported exclusively by ™

S a v e T h e I nv e s t o r. S a v e T h e W o r l d . w w w . m a t s o n m o n ey . c o m

Erik Qualman

Tuesday, April 30th The November elections showed a nearly 50/50 political divide across the country. With the Democrats holding the Senate and the Republicans holding the House, finding common ground may be more important - and more difficult - than ever. Liberal Bob Beckel and conservative Cal Thomas, the authors of the syndicated USA Today column “Common Ground”, will join us on the main stage Tuesday morning to show that bridges can be built between differences, and agreements can be reached to usher in a new era of American politics. Supported exclusively by

Bob Beckel & Cal Thomas The 2013 AALU Annual Meeting Program

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Sunday Workshops Apr 28

Sunday, April 28

2:00 pm - 3:15 pm

Location: Washington Rooms 5 & 6

Fire, Aim, Ready? Is this Really What Your Clients Want… Presented by: Speakers: Stefanie Dwyer, Eleanor Johnson, Keith Miller Synopsis: Do you find that cases periodically stall out? That advisors and clients are often not on the same page? Do the other advisors push back? How do you go about changing the client dialogue to help clients and advisors set priorities and motivate them to action in challenging times? Explore this collaborative approach that will help your clients pinpoint their priorities and move to action. Proven to deepen client and advisor relationships, open additional unseen opportunities and increase the size and quality of the insurance placed. The discussion will also detail how various tools and resources can be used to match up with the clients’ priorities. Who Should Attend: Both experienced producers and producers newer to the industry will benefit from this guided discussion. What You’ll Learn: Participants will develop more skills around changing the dialogue with clients to help them move a case forward. Apr 28

Sunday, April 28

2:00 pm - 3:15 pm

Location: Delaware

Life Insurance Valuation Problems in Modern Day Planning Presented by: Speakers: Michael Amoia, Jon Mendelsohn, Robert Slane Synopsis: Transferring property in a gift, sale or compensatory situation requires agents to determine the value of the property. Marketable securities are easy, but this is not the case with a life insurance policy. There is an array of different rules for valuing a life insurance policy, many are out of date (i.e.- ITR). To complicate this further, new rules such as AG 38, triple X and low interest rates have forced carriers to value both term and no lapse polices in very unexpected ways. Each carrier has a different way to determine a policy’s value. If we agree that a life insurance policy is a capital asset, then why have the rules not integrated more modern valuation principles? Hear from a panel of experts on how they balance this concern. Who Should Attend: Agents that have sold private split dollar arrangements or have clients that may want to move existing policies from one owner to another owner including decanting trusts. What You’ll Learn: The IRS has several guidelines on rules to follow to determine values of policies. Understanding alternative valuations especially with inconsistent carrier valuations will allow the agent to effectively provide alternative recommendations.

Apr 28

Sunday, April 28

2:00 pm - 3:15 pm

Location: Washington Rooms 3 & 4

Marketing to the CFO and Closely Held Business Owner - Part One Presented by: AALUniversity & Villanova University Speakers: Rich DeVita, Dr. John Kozup, Tim Malarkey, Dr. Mike Pagano Synopsis: The purpose of this session is to increase members’ financial knowledge and build skills for marketing to CFO’s and business owners. An overview of core financial concepts including firm valuation and risk management will be provided. Additionally, how members should incorporate financial knowledge, terminology and compliance concepts into client interactions and rapport building will be provided. Who Should Attend: Members whose business includes wealth transfer, succession, retirement, investment, corporate life or group benefits planning. What You’ll Learn: Drivers of firm value. Assessing risk management and compliance in investment decisions and how to use these effectively within a sales context. 18

The 2013 AALU Annual Meeting Program

Sunday Workshops Apr 28

Sunday, April 28

2:00 pm - 3:15 pm

Location: Virginia

Streamline Processes and Reduce Costs: An Advanced Approach for the After Tax Market Presented by: Speakers: David Bensinger, Brian Donofry, Larry Resnick Synopsis: This workshop will provide an in-depth examination of two increasingly critical business goals for life and annuity carriers providing self-service tools for users and distributors, and streamlining new business processing. Detailed business cases and solutions for each will be presented. Who Should Attend: Technology and business staff at life and annuity distributors and carriers. What You’ll Learn: The tactics and tools presented at this workshop will help attendees dramatically reduce enrollment costs, improve client relationships and reduce the need for manual data entry. These tools will: 1) Reduce email traffic with broker and applicant with required PDF/Word attachments; 2) Automate new business submission and issuance process; 3) Provide a centralized depot for applications and forms maintenance; 4) Improve accuracy, service standards with tools for monitoring enrollment & underwriting; 5) Minimize labor-intensive processes by assuring that application data matches production data with online enrollment applications; 6) Demonstrate how online policy management option for portable / orphan policies and systems available online 24/7 reduces your overall costs and 7) Enhance time to market with complete policy life-cycle customer service solutions.

Apr 28

Sunday, April 28

2:00 pm - 3:15 pm

Location: Maryland

Whew! We Avoided the Fiscal Cliff! Now What? Presented by: Speakers: Channing T. Schmidt, Louis Slagle Synopsis: What a difference a year makes! Instead of being faced with uncertainty and temporary tax laws, we finally have an element of permanency concerning tax planning. However, many clients face the potential for both new, and higher tax rates. This presentation covers the American Tax Relief Act of 2012 - including the new Healthcare Surtax. We’ll also cover how permanent life insurance products and riders will play important roles for clients. In the end, you’ll be able to answer the following questions:1) Is Estate Tax Planning dead? 2) What executive compensation strategies are key executives going to plead with business owners to start or continue? 3) How you can help business owners become independent of their business? Who Should Attend: Advisors who work with highly successful clients. What You’ll Learn: Attendees will learn how to approach and market to clients in light of the new tax law changes.

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Sunday Workshops Apr 28

Sunday, April 28

3:30 pm - 4:45 pm

Location: Delaware

Life Beyond the Illustration Presented by: Speakers: James Joyce, Bobby Samuelson Moderator: Bob Carter Synopsis: This session covers the changing product landscape from Guaranteed UL to Index UL and beyond. You will hear about the challenges for carriers to continue writing products with financial guarantees and how insurance companies are shifting risk to policyholders in ways that may not appear on illustrations. We will discuss how these dynamics will elevate the importance of relationships between carriers and distributors and give agents ideas to help them sell the next generation of products. Who Should Attend: Anyone involved in selling, designing or marketing life insurance products. What You’ll Learn: The market intelligence received in this session will enable Advisors to demonstrate a higher level of understanding about life insurance products to clients and other advisors.

Apr 28

Sunday, April 28

3:30 pm - 4:45 pm

Location: Maryland

Local and Global Economies - The Impact on the Insurance Market and Solutions for Your Clients

Presented by:

Speakers: Jonathan Novak, Jeremy Poulton, Katharine Wolchick Synopsis: An economic update focusing on the insurance industry followed by solutions for today’s clients including universal life insurance products, as well as Private Placement Life Insurance and Annuities for your Corporate and Bank Owned clients and Affluent individuals. Who Should Attend: Professionals seeking proven insurance solutions for their clients facing the unique challenges of today’s economic uncertainties. What You’ll Learn: Attendees will gain insightful knowledge surrounding local and global economies and how changes can positively impact their business and those of their clients. Apr 28

Sunday, April 28

3:30 pm - 4:45 pm

Location: Washington Rooms 3 & 4

Marketing to the CFO and Closely Held Business Owner - Part Two Presented by: AALUniversity & Villanova University Speakers: Rich DeVita, Dr. John Kozup, Tim Malarkey, Dr. Mike Pagano Synopsis: The purpose of this session is to increase members’ financial knowledge and build skills for marketing to CFO’s and business owners. An overview of core financial concepts including firm valuation and risk management will be provided. Additionally, how members should incorporate financial knowledge, terminology and compliance concepts into client interactions and rapport building will be provided. Who Should Attend: Members whose business includes wealth transfer, succession, retirement, investment, corporate life or group benefits planning. What You’ll Learn: Drivers of firm value. Assessing risk management and compliance in investment decisions and how to use these effectively within a sales context. 20

The 2013 AALU Annual Meeting Program

Sunday Workshops Apr 28

Sunday, April 28

3:30 pm - 4:45 pm

Location: Virginia

The Great Shift: Take Back Control with Practical Sales Ideas Presented by: Speakers: Jim Allen, Jeffrey I. Hollander, Andrew J. Rinn

Synopsis: Economic, financial and legislative shifts over the last few years have revolutionized how affluent clients approach risk and have impacted their buying decisions. These shifts have changed the customary approach to advanced planning by reopening the door to traditional strategies while also creating a need for innovative and flexible techniques. This session will focus on three such techniques: The Wait and See Life Exchange, Retirement Income for the Mass Affluent and Loan Regime Split Dollar. Who Should Attend: Advisors and planners working in the small business market and interested in learning about creative ways to highlight the value of permanent life insurance to those clients. What You’ll Learn: Attendees will be able to use these creative ideas to initiate a holistic planning approach with their clients leading to a broader scope of product sales.

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The power of

When Prudential acquired The Hartford Individual Life Insurance business through a reinsurance transaction, it created possibilities.

2 possibilities

By combining the best of both individual life insurance operations, we can create greater opportunity for advisors to grow their life business.

VISIT BOOTH 200 AT THE AALU ANNUAL mEETING To FINd oUT wHAT PRU CAN do FoR YoU. Hartford Life Insurance policies are issued and backed by the claims paying ability of Hartford Life Insurance Company (New York) and Hartford Life and Annuity Insurance Company (outside of New York) “The Hartford issuing companies.” Hartford Life Insurance policies are administered by The Prudential Insurance Company of America. Prudential insurance is issued by The Prudential Insurance Company of America and its affiliates, Newark, NJ. Prudential Financial, Inc. is not an affiliate of The Hartford Financial Services Group, Inc. Prudential Financial and its issuing company subsidiaries are not responsible for the financial condition or contractual obligations of The Hartford issuing companies. Prudential, the Prudential logo, and the Rock symbol are services marks of Prudential Financial, Inc. and its related entities. 0240912-00002-01 Ed. 03/2013 FOR FINANCIAL PROFESSIONAL USE ONLY. 22 The 2013 AALU Annual Meeting Program

niversity Best of the Best Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Thurgood Marshall West

Operating at the Top: Best Practices of Three of MDRT’s Top of the Table Producers Level: Speakers: Ralph Antolino, Jennifer Borislow, Jason Dudum Moderator: Phil Harriman Synopsis: The moderator will lead this group through a series of questions that will provide information for all that attend on efficiencies of office operations that leads to increased productivity and more freedom of the things they wish to do in their lives. About the Speakers: Each Panel member is a mega-producer. Jennifer and Ralph are past Chairs of the Top of the Table and Jason will become Chair in 2014. They all have significant practices that allow them greater freedoms of choice with the use of their own time. Who Should Attend: Anyone who wants to create office efficiencies by using staff and technology to improve the services they provide. What You’ll Learn: How do you hire the right person for the job? How do you reduce the number of staff your practice requires? Learn these important skills from three of the industries best.

Business Insurance & Estate Planning (BIEP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Washington Rooms 3 & 4

How to Grow Your Business Through the Use of Strategic Alliance Marketing Level: Speakers: Jordan Berger, Paul Pigman, Woody Wodchis Moderator: Peter Chung Synopsis: Learn how you can effectively communicate and market to CPAs and financial institutions and become a member of a “trusted advisor” team. The panel discussion will cover all aspects of strategic alliances, success stories and strategies for gaining trust in the eyes of your centers of influence. About the Speakers: Jordan has over 40 years of experience specializing in providing insurance solutions to individuals, families and businesses in the areas of trust and estate planning, succession planning, wealth transfer and executive benefits. Paul provides business planning for closely held public companies, including succession planning, key employee insurance, executive benefits, employee benefits, qualified retirement programs and nonqualified benefits. Woody leads the Business Development, Marketing and Carrier Management efforts for both wholesale and retail channels, and is focused on expanding life insurance revenues through “cross-serving” and cultivating client referrals from other CBIZ business disciplines. Who Should Attend: Life insurance professionals focused on firm revenue growth. What You’ll Learn: Attendees will learn effective marketing, communication and business development techniques.

Levels:

Introductory

Intermediate

Advanced

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niversity Business Insurance & Estate Planning (BIEP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Washington Rooms 5 & 6

Life Insurance as an Asset Class: Managing a Valuable Asset Level: Speakers: Jay Pollack, Dick Weber Moderator: Ernie Guerrero Synopsis: Presenters will shift the focus and terminology by showing how basic and advanced life insurance concepts can be explained in the language of financial and investment planning. About the Speakers: Jay works extensively with small business owners and regularly presents on using life insurance as an asset class. Dick currently serves as the President of the Society of Financial Service Professionals and has taught a number of workshops and courses on insurance. Who Should Attend: Any AALU member who works with non-insurance advisors. What You’ll Learn: Attendees will gain the skill of relating investment in life insurance to their client’s broader investment portfolio.

Business Insurance & Estate Planning (BIEP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Maryland

Sophisticated Tax and Estate Planning Strategies for the Highly Successful Client in Light of ATRA 2012 Level: Speaker: William M. Doyle, Jr. Moderator: Howard Sharfman Synopsis: This session will focus on the interplay between estate, gift and generation skipping & income tax considerations in light of ATRA. We will provide a number of strategies and creative ways to structure gifting and GST. About the Speaker: William is a tax partner in Winston & Strawn’s Chicago office and chair of the firm’s trusts and estates practice group. Who Should Attend: Agents who service highly successful clients focused on business and estate planning. What You’ll Learn: A working understanding of the concepts discussed will help attendees communicate insurance opportunities to clients and coordinate implementation with the client’s attorneys, accountants and other financial advisors. The interplay between estate, gift and generation skipping tax considerations and income tax considerations in light of changes in the law brought about by ATRA 2012; creative ways to structure gifting and GST.

Levels: 24

Introductory

The 2013 AALU Annual Meeting Program

Intermediate

Advanced

niversity Charitable Planning (CP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Washington Rooms 1 & 2

Advanced Insurance Planning with Donor Advised Funds Level: Speaker: Phil Tobin Moderator: Art Kraus Synopsis: Creating a charitable component for highly successful clients. About the Speaker: Phil is Chairman and co-founder of American Endowment Foundation (AEF). Established in 1993 as a public charitable foundation, AEF is the largest independent sponsor of Donor Advised Funds in the country. He is also a member of the International Association of Advisors in Philanthropy. Who Should Attend: Advisors who want to work with the philanthropic senior managers responsible for supporting the cross generational wealth management efforts of their firms. What You’ll Learn: The latest charitable gifting strategies with donor advised funds.

Nonqualified Plans (NQP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Virginia

Low Interest Rates: How to Manage Client Portfolios When Rates Change Level: Speakers: Geoffrey Fradkin, Peter Gilman, Ron Laeyendecker Moderator: Jim Van Epps Synopsis: Our panelists will discuss the impact of low-interest rate climate on COLI/BOLI, non-guaranteed contracts, with a focus on how producers can help clients and position themselves and their clients for current and potential future interest rate environments. About the Speakers: Peter, Ron and Geoffrey are lead actuary and business managers for their company’s COLI/BOLI units. Who Should Attend: BOLI and COLI producers who have clients or prospects invested in or considering fixed account options within institutional products. What You’ll Learn: Attendees will learn how rising interest rates impact portfolio performance (unrealized losses, asset cash flow reinvestment, etc.); new money and portfolio crediting methods; carrier spread compression and interest rate disintermediation; what’s next in BOLI/COLI fixed accounts (new products and existing products) and broker/consultant role in this interest rate environment.

Levels:

Introductory

Intermediate

Advanced The 2013 AALU Annual Meeting Program

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niversity Qualified Planning (QP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Thurgood Marshall North

Retirement Planning: Avoid Being a Commodity - Ideas to Add Value to the Small & Midsized Retirement Plan Marketplace Level: Speaker: Shane Feiman Synopsis: In this workshop we will review the general history of pension law and discuss advanced retirement planning concepts for small and mid-sized businesses, including the integration of life insurance. About the Speaker: Shane is a member of ASPPA, the ESOP Association and the National Center for Employee Ownership. He is the president of Donohue Feiman Retirement Plan Services, which is a Third Party Pension Administrator. Who Should Attend: Any attendee who works in the 1-499 employee marketplace and has business owners who would like to take advantage of significant deferral opportunities with tax advantages. What You’ll Learn: Attendees will learn to utilize current pension law to provide substantial benefits for owners and key employees.

Qualified Planning (QP) Track Apr 29

Monday, April 29

3:15 pm - 4:15 pm

Location: Delaware

Owning Annuities in Qualified Plans: Practical Solutions to a Complex Problem Level: Speakers: Caleb Callahan, Fred Reish Moderator: Larry Raymond Synopsis: Can annuity products be owned inside of a 401(k) plan? This session will answer that question by focusing on the best practices for planning annuities inside 401(k) plans while addressing both the regulatory issues from a DOL and FINRA perspective as well as the product selection and administrative issues for executing the plan design and implementation. About the Speakers: Caleb is Valmark Securities’ Chief Marketing Officer where he is responsible for the overall sales, marketing, distribution and business development of the firm’s broad offering of insurance and investment products and services. Fred’s practice is focused on fiduciary issues, prohibited transactions, tax-qualification and retirement income. He serves as a consultant and expert witness on ERISA litigation and FINRA arbitration. Who Should Attend: Anyone who is a multidisiplinary practitioner, focuses in the retirement income planning arena or specializes in the qualified plan business. What You’ll Learn: Attendees will gain an understanding of the rules for using annuities (insurance based products) inside qualified plans. They will also learn about the regulatory issues associated with this practice, the ERISA/FINRA disclosures that must be made, the documents that should be drafted and used and the due dilligence process that should be carried out when selecting both an annuity product and an insurance carrier.

Levels: 26

Introductory

The 2013 AALU Annual Meeting Program

Intermediate

Advanced

niversity Best of the Best Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Washington Rooms 5 & 6

Paperclips: It’s the Small Things that Count from ValMark’s School of Life Level: Speakers: Sarah J. Kaelberer, E. Dennis Zahrbock Synopsis: In this presentation Dennis and Sarah will share how you can build a sales and service process that leads to consistent referrals by paying attention to the little things, and knowing how it is all hooked together. It’s the little things that matter. On an overall level, the little things you do as a firm matter – and the more you pay attention to those details the more people grow confident that you will pay attention to their details, and you will be a superb advisor to them. About the Speakers: Dennis is a 42-year MDRT qualifier and 19-time TOT qualifier. He is the 2013 Chair of TOT. Sarah is a 13-year MDRT qualifier and 9-time TOT qualifier. They run a firm called Business & Estate Advisers, Inc. where they provide Comprehensive Financial Planning Services, 401(k) Design, Administration and Funding Services and Transition Planning Services. Who Should Attend: Financial services business owners that want to create the best customer service for their clients. What You’ll Learn: Ideas that have proven successful for Sarah and Dennis in building a multi-million dollar practice.

Best of the Best Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Virginia

Retirement Planning: Why R.I.S.K. It? from ValMark’s School of Life Level: Speakers: Chris Finefrock, Ali Nasser Moderator: Caleb Callahan

Synopsis: When it comes to retirement planning, everyone is focused on saving enough money (the accumulation phase), but the greatest potential for ruin begins when you actually start withdrawing money in retirement (the distribution phase). This is all because the risks we face during retirement are different than the risks we face saving for retirement. Join this panel of practitioners and financial analysts as they discuss a consistent and repeatable planning process for incorporating insurance solutions, broker-dealer securities products and advisory services all into a single, customized and holistic retirement income plan. This session will cover the front stage education and marketing of the various retirement risks all the way through the back stage practical design and implementation of solutions into a format the client can actually understand and use to take action. About the Speakers: Chris is ValMark Securities’ Director of Retirement Planning where he oversees a team responsible for all aspects of design and implementation of various brokerage, insurance and advisory solutions intended to assist investors with risk management and reaching their accumulation or distribution goals. He co-created ValMark’s RISK Process. Ali is the Principal of Altruista LLC, an independent, comprehensive wealth planning firm. Ali advises highly successful business owners and corporate executives on their personal wealth strategy and specializes in the integration of financial, tax and legal planning. Who Should Attend: Attendees who focus in the area of financial and retirement planning who uses one or more of the following kinds of solutions such as life insurance, annuities, asset management strategies and qualified plans should attend this session. What You’ll Learn: Attendees will learn effective marketing, communication and business development techniques. Levels:

Introductory

Intermediate

Advanced The 2013 AALU Annual Meeting Program

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niversity

Business Insurance & Estate Planning (BIEP) Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Washington Rooms 3 & 4

New Product Reality: Dealing with Lower Interest Rates and Ratings Level: Speakers: Eric Berg, Mark Hug, David Simbro Synopsis: A low interest rate environment combined with capital scarcity has changed the very nature of the insurance products that have become popular in the last 10 years. This session will examine the fundamental economic assumptions that underlie various kinds of products along with the changes in reserves carriers must make. We examine what these changes mean for product development going forward and company capitalization for both stocks and mutual companies. About the Speakers: Mark is the Executive Vice President, Marketing and Distribution, for the Individual Life Insurance business at Prudential. David is the Senior Vice President and Executive Officer of the Life and Annuity Product Department where he leads product development planning for all Northwestern Mutual investment products. Eric is a managing director of RBC Capital Markets where he is the lead analyst for the life insurance and asset management sectors. Who Should Attend: Attendees who specialize in insurance based products. What You’ll Learn: Attendees will learn what low interest rates and volatile equity markets mean for the most popular products sold. They will also gain an understanding of what these low rates mean for reserves, ratings of companies and ultimately for sustainability of various kinds of products. In addition, attendees will learn what tools producers can use to help explain to clients and other advisors how products might react in various interest rates environments and what strategies they can use to show clients how producers can bring value.

Levels:

28

Introductory

The 2013 AALU Annual Meeting Program

Intermediate

Advanced

niversity

Best of the Best Track The Best Ideas of 2012 Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Delaware

Level: Speakers: Jim Hebets, Mark Richards, Ken Samuelson Synopsis: (Part 1) Policy Performance is only one reason to review in-force insurance contracts. Changing client circumstances and new/better policy provisions make re-examining in-force portfolios more productive than ever. Ken will provide a few easy ideas to consider when talking to clients and advisors about the importance of policy review. (Part 2) The flurry of year-end gifting activity was fueled by a “use it or lose it” mentality. As a result, many trusts and entities have been funded to the full extent of the gift exemption. Unfortunately, not all of these entities will be suitable for owning and funding life insurance policies. The solution to utilizing year-end gifts to fund life insurance policies may be found in the use of split dollar arrangements. Mark will detail how a sale was made possible through the use of a split dollar arrangement to bridge the gap between a trust with the premium resources in a trust suitable as owner and beneficiary of the life insurance policy. (Part 3) Phantom Equity Plans (Full Value Shares or Appreciation Rights) are fast becoming one of the most popular methods of attracting, retaining and rewarding key executives within a business setting. Why should you care? The answer is simple life insurance products provide the most frequently used investment to fund the repurchase liability associated with the worth of these phantom shares. Jim will cover the key topical issues that you will need to understand and prepare you to approach this marketplace. About the Speakers: Ken specializes in the application of life insurance to personal estate and business planning and has more than 30 years experience in the financial services industry. Mark has been a successful life insurance producer focused in the business and estate planning arena for more than 32 years. Jim is President and Founder of the Hebets Company and specialized in the areas of executive compensation and fringe benefit consulting, business succession planning concepts, wealth creation and estate preservation strategies. Who Should Attend: All AALU members interested in business and estate planning. What You’ll Learn: Ideas to start the policy review process that are provision specific and not price specific. How to use split dollar arrangements to match trusts with premium resources to trusts suitable for policy ownership. Help attendees understand the phantom equity plans and prepare them to approach the marketplace.

Levels:

Introductory

Intermediate

Advanced

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niversity Charitable Planning (CP) / Business Insurance & Estate Planning (BIEP) Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Thurgood Marshall West

Family Enterprise and Wealth Challenges Today and into the Future Level: Speaker: Laurent Roux Moderator: Rodger Johnson Synopsis: This workshop focuses on sustaining families and family wealth across generations. In addition to strategic and management challenges, it has the added difficulty of partners and heirs who are family members who bring family legacy, history and dynamics into relationships. The workshop will help advisors understand this system, its evolution from a single business and a single wealth creator, to multiple entities-including legacy businesses, investments, a family office and family foundations, jointly owned by two or more generations. It will offer a new approach to developing effective family wealth management for the family and these entities, the strategic choices that must be made by each generation and enable advisors to gain insights into effective collaboration with families and their advisors. The workshop will include case studies and sharing of personal experiences. About the Speaker: Laurent has 30 years of experience working with families in strategic wealth management. Who Should Attend: Producers who want to learn how to build or grow a practice that serves family businesses and highly successful individuals. What You’ll Learn: Attendees will learn about family wealth management, a new definition of family wealth, challenges families face today and in the future in the management of their wealth – financial and non-financial, and how advisors can serve families of wealth with greater effectiveness by better understanding these challenges, as well as developing a methodology through which to collaborate with family advisors.

Nonqualified Plans (NQP) Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Thurgood Marshall North

Executive Benefits When Traditional Deferred Compensation Doesn’t Fit Level: Speakers: Tracy Fisher, Bruce A. Guillemette Moderator: Kirk Penland Synopsis: Executive benefits planning for businesses of all sizes, with a focus on what plans work when nonqualified deferred comp and SERP plans don’t fit. This workshop will cover aspects of after-tax plans and a variety of executive benefit plan designs. About the Speakers: Bruce is a seasoned leader with over 18 years of experience in Advanced Sales. He has led Advanced Sales illustration and case design teams as well as an exclusive top producer sales and marketing concierge service. Tracy has spent the last 20 years working exclusively in the executive benefits marketplace. Who Should Attend: Financial services professionals looking to expand their practices, whether as an initial foray into executive benefits or to take a COLI practice “down stream” into the smaller sized business market. What You’ll Learn: Closely held businesses make up the majority of employers in the U.S. This session will help attendees understand the key factors that drive the decision-making process these businesses go through when considering benefit plans for their key executives. Attendees will learn to assess the factors that will drive the parties toward or away from the array of benefit plan choices that are available. Levels: 30

The 2013 AALU Annual Meeting Program

Introductory

Intermediate

Advanced

niversity Nonqualified Plans (NQP) Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Maryland

Nonqualified Deferred Compensation: Successful Selling in a Challenging Market Level: Speakers: Dan Barry, Steve Broadbent Moderator: Rich DeVita Synopsis: This workshop will focus on overcoming common objections in today’s nonqualified plan market, including deferral at today’s and prospective tax rates, bankruptcy risk and the fiscal uncertainty of the U.S. economy. About the Speakers: Steve is a Managing Director with Fulcrum Partners where he uses his skills in analyzing and collaborating on the design, funding and security of nonqualified benefit programs for publicly traded or large, privately held corporations. Dan is a Regional Vice President – Nonqualified Plans with The Principal Financial Group (The Principal) and assists producers and corporate sponsors with the design, implementation and informal financing of nonqualified deferred compensation plans. Who Should Attend: Anyone who devotes all or a portion of their time to the development of nonqualified deferred compensation opportunities in both the large plan and small-to-mid size plan market. What You’ll Learn: Attendees will learn how to get a quick “yes” or “no” from a prospect, addressing the objection of deferring income due to the uncertainty of future tax rates, increasing company contributions to nonqualified deferral plans using creative long-term cash-based incdentive plans.

Qualified Planning (QP) Track Apr 29

Monday, April 29

4:30 pm - 5:30 pm

Location: Washington Rooms 1 & 2

Are You A Fiduciary? Level: Speaker: Richard D. Landsberg Moderator: Larry Boord Synopsis: This workshop will go beyond rudimentary basics of the do’s and don’ts of fiduciary requirements to develop a thorough understanding of fiduciary responsibilities, status and consequences as it pertains to qualified retirement plans under ERISA. About the Speaker: Richard has 31 years experience with the Internal Revenue Service and Department of Labor level qualified plans. Who Should Attend: Producers and advisors who are working or want to work in the qualified retirement plans markets. Targeted to those who have experience from an IRS plan design perspective but lacking in knowledge of ERISA fiduciary responsibility. What You’ll Learn: Who, what, when, where, why and how fiduciary conduct and responsibility arises. How it can be recognized, evaluated and addressed. Producers and advisors can protect their business from a lawsuit brought by the Department of Labor, plan participants or plan sponsor.

Levels:

Introductory

Intermediate

Advanced

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The AALUAnnual Annual Meeting Supporters The 2013 2013 AALU Meeting Supporters

Daily Supporters

Sunday Supporters

SUMMIT BUSINESS MEDIA

Life & Health Insurance Group

P R O V E N L E A D E R S I N T H E L I F E & H E A LT H I N S U R A N C E I N D U S T R I E S S I N C E 1 8 9 7

Monday Supporters ™

S a v e T h e I nv e s t o r. S a v e T h e W o r l d . w w w . m a t s o n m o n ey . c o m

SUMMIT BUSINESS MEDIA

Life & Health Insurance Group

P R O V E N L E A D E R S I N T H E L I F E & H E A LT H I N S U R A N C E I N D U S T R I E S S I N C E 1 8 9 7

Tuesday Supporters

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Wednesday Supporters

Supporter Descriptions American General Life Companies E T: 713.831.3127 E: [email protected] www.americangeneral.com

Crump Life Insurance Services E T: 800.722.1600, ext. 6431 E: [email protected] www.crump.com

The insurers of American General Life Companies (American General) have been protecting the hopes and dreams of American families and businesses since 1850. Through National Marketing Organizations (NMOs), Brokerage General Agencies (BGAs) and other independent marketing groups, we provide a strong portfolio of innovative insurance solutions, including term life and fixed and index universal life; fixed, index and immediate income annuities and accident & health products that provide living benefits. We offer fixed, variable and hybrid universal life products for COLI/BOLI and ultra high net-worth clients. We back up our product offerings with dedicated sales support in the field and at the home office, fair and disciplined underwriting and one of the most robust policy issue platforms in the industry.

Crump Life Insurance Services is a prominent independent wholesale distributor of life insurance, linking a national network of approximately 200,000 financial services professionals with the products manufactured by approximately 100 highly rated insurance companies. Crump supports the distribution of traditional and variable life, long-term care, disability and annuity products with the industry’s premier sales and back-office support services, including advanced internet-based capabilities and a leading edge administration system to support all aspects of case processing.

Andesa Services, Inc. T: 610.821.8980 E: [email protected] www.andesaservices.com Celebrating its 30th anniversary in 2013, Andesa Services has been a consistent leader in highly efficient, integrated marketing and administrative solutions for life insurance and annuity carriers and their distributors. Andesa’s client-centric solutions combine a unique ASP/TPA business model with a modern technology blueprint and exceptionally knowledgeable insurance professionals in support of open and closed blocks of individual and group insurance. Ashar Group LLC - Life Settlement Specialists E T: 800.384.8080, ext. 202 E: [email protected] www.ashargroup.com Ashar Group, LLC is a Life Settlement broker focused on delivering the premiere life settlement experience to high wealth advisors nationwide. Ashar’s team of experts, with a total 80 years experience in life settlements, combined with advisor focused tools to save advisors’ valuable time and energy, deliver success. Ashar’s expertise and advisor tools include: a dedicated, professional back office team experienced in closing complex life settlement cases; a unique Policy Filter to quickly determine policy marketability; policy valuation service; internal medical underwriting and streamlined processes. Ashar’s goal is to help advisors build a highly effective life settlement practice to serve the advisors’ clients professionally and complement advisors’ core business.

Greenberg Traurig, LLP T: 703.749.1300 E: [email protected] www.gtlaw.com Greenberg Traurig is an international law firm with 1750 attorneys and governmental affairs professionals in 35 locations in the United States, Latin America, Europe, Middle East and Asia. Highland Capital Brokerage, An NFP Company T: 205.263.4400 E: [email protected] www.highlandbrokerage.com Highland Capital Brokerage, An NFP Company, is a premierprovider of life insurance products and services and provides preferred access to multiple carriers, outstanding technology, advanced market support, underwriting advocacy and an environment designed to facilitate the sharing of intellectual capital with other top producers. John Hancock Insurance E T: 617.572.7613 E: [email protected] www.johnhancock.com John Hancock Insurance offers a comprehensive and innovative life product portfolio, including universal, variable and term life insurance and is one of the nation’s leading providers of longterm care - distributed through producer groups, brokerage general agencies, independent broker dealers, wire houses and banks. Known for its competitive underwriting, advanced markets expertise and state-of-the-art sales tools, John Hancock provides business, estate and retirement planning solutions that can be tailored to meet the unique needs of every client. With over 150 years of experience, John Hancock offers clients a diverse range of financial protection products and services through its extensive network of employees, agents and distribution partners.

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Supporter Descriptions M Financial Group T: 800.656.6960 E: [email protected] www.mfin.com

MetLife, Specialized Benefit Resources E T: 908.253.2758 E: [email protected] www.metlife.com/sbr

With 140 Member Firms, M Financial Group is one of the nation’s leading financial services design and distribution companies. Since 1978, M Financial’s network of independent insurance, investment and executive benefit firms has served the needs of ultra-affluent individuals, corporate executives, successful entrepreneurs and Fortune 1000 companies.

MetLife works with brokers and client advisors in offering creative financing solutions for benefit liabilities and executive benefits using specially designed life insurance products. Primary markets are Corporate Owned Life Insurance (COLI), Bank Owned Life Insurance (BOLI) and Insurance Company Owned Life Insurance (ICOLI).

MassMutual Financial Group E T: 413.744.1190 E: [email protected] www.massmutual.com/brokerinsight

MetLife, Income & Protection Solutions Group E T: 760.822.7693 E: [email protected] www.metlife.com

MassMutual Financial Group is a global, growth-oriented diversified financial services organization. We offer a broad portfolio of products and services, including a complete portfolio of both traditional and non-traditional life insurance products, individual and multilife Disability Income, Long Term Care and Executive Group Life insurance and mutual funds, money management, trust services and retirement planning products. MassMutual has a long history of exceptional financial strength ratings that are among the best in the insurance industry.

MetLife focuses on providing a select group of financial professionals a consultative, holistic team-based approach to provide the best life insurance, disability insurance and annuity solutions. We leverage our considerable resources to bring different product, service and advanced sales expertise to financial professionals to help solidify and deepen their client relationships. As a strategic business partner, we look forward to creating new opportunities for you.

Matson Money, Inc. E T: 513.204.8000 E: [email protected] www.matsonmoney.com

Million Dollar Round Table E T: 847.692.6378 E: [email protected] www.mdrt.org

Jumpstart your marketing, increase your recurring revenue and build your clients’ confidence. Matson Money offers a totalpractice solution to supercharge your income, eliminate free consulting, simplify your marketing and give you freedom and excitement in your financial practice.

MDRT®, The Premier Association of Financial Professionals, is the internationally recognized standard of excellence in the life insurance and financial services profession. Visit the MDRT booth to learn more about the solutions and resources MDRT offers to help you increase your productivity, enhance your professional expertise and help you develop a balanced lifestyle.

MetLife, Individual Distribution E T: 949.230.9655 E: [email protected] www.metlife.com

Minnesota Life Insurance Company E T: 651.665.4335 E: [email protected] www.minnesotalife.com

MetLife, Inc. is a leading global provider of insurance, annuities and employee benefit programs, serving 90 million customers through its diverse distribution channels. We want to be the premier choice for financial professionals utilizing life insurance, annuity and disability insurance products to provide solutions to meet the needs of their customers. MetLife respects your entrepreneurial spirit and supports your business the only way that matters – your way.

Minnesota Life Insurance Company offers a comprehensive product portfolio which helps meet all your clients’ needs. Our portfolio includes term, whole life, survivorship, fixed universal life and our suite of indexed universal life products.

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The 2013 AALU Annual Meeting Program

Supporter Descriptions Nationwide Financial E T: 614.677.9817 E: [email protected] www.nationwide.com Nationwide is one of the largest providers of financial services and property and casualty insurance in the U.S. We’re ranked No. 127 on the Fortune 500 with 2010 revenues exceeding $20 billion. The wide range of our businesses and breadth of our distribution network help us to naturally diversify and mitigate risk. The businesses we’re in — from annuities, life insurance and retirement plans to banking, mutual funds and property and casualty insurance — provide us with numerous sources of earnings and cash flows without being overly exposed to any single business or risk. New York Life Insurance Company E T: 212.576.8029 E: [email protected] www.newyorklife.com New York Life Insurance Company, a Fortune 100 company founded in 1845, is the largest mutual life insurance company in the U.S.1 and one of the largest life insurers in the world. New York Life has the highest possible financial strength ratings currently awarded to any life insurer from all four of the major credit rating agencies: A.M. Best (A++), Fitch (AAA), Moody’s Investors Service (Aaa), Standard & Poor’s (AA+).2 Headquartered in New York City, New York Life’s family of companies offers life insurance, retirement income, investments and long-term care insurance. New York Life Investments3 provides institutional asset management and retirement plan services. 1 Based on revenue as reported by “Fortune 500 ranked within Industries, Insurance: Life, Health (Mutual),” Fortune magazine, May 21, 2012. 2 Source: Third Party Ratings Reports as of 2/1/13. 3 New York Life Investments is a service mark used by New York Life Investment Management Holdings LLC and its subsidiary, New York Life Investment Management LLC.

NFP E T: 212.301.4000 www.nfp.com NFP’s benefits, insurance and wealth management businesses provide a full range of advisory and brokerage services to companies and individuals, helping them preserve their assets and prosper over the long term. Our advisors partner with clients to provide objective, comprehensive solutions, backed by NFP’s national scale and resources.

Northwestern Mutual T: 414.271.1444 www.northwesternmutual.com Northwestern Mutual helps its policyowners and clients achieve financial security. Through a needs-based process, Northwestern Mutual works with clients to determine their financial security needs and then address those needs using a wide range of products and services. For clients seeking personal financial security or security for their business or estate, Northwestern Mutual and its subsidiaries offer an array of solutions, including permanent and term life insurance, disability insurance, long-term care insurance, annuities, trust services, mutual funds and advisory services. Pacific Life Insurance Company T: 800.800.7681 E: [email protected] www.pacificlife.com Offering insurance since 1868, Pacific Life provides a wide range of life insurance products, annuities and mutual funds, and offers a variety of investment products and services to individuals, businesses and pension plans. Pacific Life counts more than half of the 100 largest U.S. companies as its clients. Pacific Life refers to Pacific Life Insurance Company and its affiliates, including Pacific Life & Annuity Company. Client count as of May 2011 is compiled by Pacific Life using the 2011 FORTUNE 500® list. Pan-American Life Insurance Group T: 877.939.4550 E: [email protected] www.palig.com The Pan-American Life Insurance Group is a leading provider of insurance and financial services throughout the Americas. New Orleans based Pan-American Life Insurance Company, the Group’s flagship member, has been delivering trusted financial services since 1911, employing more than 1,300 worldwide, providing top-rated life and health insurance, employee benefits and financial services in 47 states, the District of Columbia, Puerto Rico and the U.S. Virgin Islands. The Group’s member companies offer individual and/or group life and health insurance throughout Latin America and the Caribbean. The Group has branches and affiliates in Costa Rica, Colombia, Ecuador, El Salvador, Guatemala, Honduras, Mexico, Panama and 15 Caribbean markets, including Barbados, Cayman Islands, Curacao, Trinidad and Tobago.

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Supporter Descriptions Principal Financial Group E T: 515.362.0055 E: [email protected] www.principal.com

The Guardian Life Insurance Company of America E T: 212.919.2567 E: [email protected] www.guardianlife.com

The Principal Financial Group® (The Principal®) is a leader in offering businesses, individuals and institutional clients a wide range of financial products and services including retirement and investment services, life and health insurance and banking through its diverse family of financial services companies.

A Heritage of Strength and Commitment. Founded in 1860, The Guardian Life Insurance Company of America (Guardian), one of the largest and oldest mutual life insurance companies in the U.S., is known for its stability and strength. Guardian and its subsidiaries are committed to protecting individuals, business owners and their employees with life, disability income, medical and dental insurance products and offer 401(k), variable, fixed and immediate annuities and other financial products. The company has approximately 5,000 employees in the U.S. and a network of over 3,200 financial representatives in more than 80 agencies nationwide.

Prudential E T: 860.843.4333 E: [email protected] www.pruxpress.com Prudential has a long and celebrated history of meeting our customers’ financial challenges. And when it comes to life insurance—the bedrock of our company—we are asking you to bring us your client’s protection challenges. We are ready to meet them head on. With worldwide recognition as a leader in life insurance, retirement and annuities solutions, we’ll prove to you that Your Success Matters! The Prudential Insurance Company of America, Newark, NJ ©2012 Prudential Financial, Inc. and its related entities. For Financial Professional Use Only. 0217724-00001-00 Ed. 01/2012 Exp. 07/26/2013

The Penn Mutual Life insurance Company E T: 215.956.8000 E: [email protected] www.pennmutual.com Established in 1847, Penn Mutual is an original pioneer of mutual life insurance. Partnering with our holistic financial professionals, we are committed to helping individuals, families and small businesses unlock possibilities throughout life and meet financial needs with confidence through life insurance, annuity and investment solutions.

Saul Ewing LLP T: 973.286.6700 E: [email protected] www.saul.com

Transamerica Life Insurance Company E T: 866.545.9058 E: [email protected] www.transamerica.com

Saul Ewing LLP is a full service law firm with 240 lawyers in 10 offices along the East Coast. Saul Ewing’s Insurance Practice advises insurers, reinsurers, brokers and agents throughout the U.S. and internationally in connection with litigation, regulatory issues, reinsurance and transactions.

For more than 100 years, Transamerica has been a premier name in the life insurance industry. We’re known for our innovative products, concepts and support – and for helping producers grow and protect clients’ wealth and families’ financial futures. Leverage our experience and reputation to grow your business.

Summit Business Media Life & Health Group E T: 720.895.4989 E: [email protected] www.lifehealthpro.com

Wells Fargo Advisors E www.wellsfargo.com

Summit Business Media Life & Health Group offers unmatched, cutting-edge technologies and resources from our team of experts to help you reach your marketing goals through a variety of channels, including both online and print.

Wells Fargo & Company is a diversified financial services company providing banking, insurance, investments, mortgage and consumer and commercial finance through more than 9,000 stores and 12,211 ATMs and the Internet across North America and internationally.

Symetra Life Insurance Company T: 800.706.0700 E: [email protected] www.symetra.com Symetra Financial Corporation (NYSE: SYA) is a diversified financial services company based in Bellevue, Washington. In business since 1957, Symetra provides employee benefits, annuities and life insurance through a national network of benefit consultants, financial institutions and independent agents and advisors. 36

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E Exhibitor

Developing innovative products requires great expertise.

Building and preserving great relationships requires more. After more than 150 years, we’ve found some appropriate words to describe our product portfolio. Competitive. Flexible. Diverse. We provide you with a broad array of innovative products that can be tailored to meet estate, business and retirement planning needs. Our goal — to help create financial security — drives our product design and provides consistent benefits for you and your clients. We continually enhance and improve our offerings to ensure we deliver real value to the people we serve. Equal parts — skill and experience — have provided the best possible result; better products and relationships that will endure.

Delivering on our promises For agent use only. Not for use with the public. Insurance products are issued by John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595. MLINY03261318479 The 2013 AALU Annual Meeting Program

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Exhibitor List by Name The AALU ................................................................................................................. 509 ALIRT Insurance Research, LLC .............................................................................. 516 American General Life Companies .......................................................................... 415 Ash Brokerage .......................................................................................................... 504 Ashar Group LLC - Life Settlement Specialists ........................................................ 411 Aviva USA ................................................................................................................. 105 AXA Equitable .......................................................................................................... 417/419 Broadridge-Forefield ................................................................................................ 517 Capitas Financial ...................................................................................................... 109 Crump Life Insurance Services ................................................................................ 515 Exceptional Risk Advisors, LLC................................................................................ 309 First Heartland Capital, Inc ...................................................................................... 304 First Insurance Funding Corporation, Inc ................................................................. 208 FORUM 400 .............................................................................................................. 116 Genworth Financial .................................................................................................. 414 ING ........................................................................................................................... 416 InsMark, Inc .............................................................................................................. 308 Insurance NewsNet.com .......................................................................................... 110 Insurance Technologies ........................................................................................... 418 John Hancock Insurance ......................................................................................... 302 LIFE Foundation ....................................................................................................... 108 Lincoln Financial Group ........................................................................................... 410 MassMutual Financial Group .................................................................................... 203 Matson Money, Inc. .................................................................................................. 111 MetLife ...................................................................................................................... 400 Million Dollar Round Table ........................................................................................ 104 Minnesota Life Insurance Company ......................................................................... 311 Mullin TBG, A Prudential Financial Company .......................................................... 508 NAIFA ....................................................................................................................... 421 Nationwide Financial ................................................................................................ 115 New York Life Advanced Markets Network .............................................................. 409 NFP .......................................................................................................................... 209/211 PartnersFinancial ...................................................................................................... 209/211 Principal Financial Group ......................................................................................... 401 Pro Financial Services, LLC ..................................................................................... 205 Pro Micro, Inc ........................................................................................................... 408 Prudential ................................................................................................................. 200 Rampart America, LLC ............................................................................................ 505 Sjodin Communications ............................................................................................ 218 SmartOffice – Powered by Ebix ................................................................................ 405 Society of FSP .......................................................................................................... 519 Summit Business Media Life & Health Group ........................................................ . 518/520 The Advisors Forum ................................................................................................. 114 The American College .............................................................................................. 220 The American College, The Cary M. Maguire Center for Ethics in Financial Services ................................. 521 The Guardian Life Insurance Company of America................................................. 310 The Newport Group.................................................................................................. 204 The Penn Mutual Life Insurance Company.............................................................. . 510 Total Financial & Insurance Services, Inc................................................................. 514 Transamerica Life Insurance Company................................................................... . 500 Wells Fargo Private Bank......................................................................................... . 210

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The 2013 AALU Annual Meeting Program

Exhibitor Descriptions ALIRT Insurance Research, LLC Booth: 516 T: 860.683.2070 E: [email protected] www.alirtresearch.com

Ashar Group LLC - Life Settlement Specialists S Booth: 411 T: 800.384.8080, ext. 202 E: [email protected] www.ashargroup.com

ALIRT Insurance Research provides insurance industry research and insurer credit analysis to insurance product distributors and manufacturers, as well as to equity and credit analysts. The ALIRT System condenses large amounts of financial information into scoring and flagging screens, which enable clients to monitor the relative financial strength of their insurance company partners over a multi-year period. We also assist financial institutions and independent brokerage in establishing and maintaining “best practices” due diligence guidelines and processes.

Ashar Group, LLC is a Life Settlement broker focused on delivering the premiere life settlement experience to high wealth advisors nationwide. Ashar’s team of experts, with a total 80 years experience in life settlements, combined with advisor focused tools to save advisors’ valuable time and energy, deliver success. Ashar’s expertise and advisor tools include: a dedicated, professional back office team experienced in closing complex life settlement cases; a unique Policy Filter to quickly determine policy marketability; policy valuation service; internal medical underwriting and, streamlined processes. Ashar’s goal is to help advisors build a highly effective life settlement practice to serve the advisors’ clients professionally and complement advisors’ core business.

American General Life Companies S Booth: 415 T: 713.831.3127 E: [email protected] www.americangeneral.com The insurers of American General Life Companies (American General) have been protecting the hopes and dreams of American families and businesses since 1850. Through National Marketing Organizations (NMOs), Brokerage General Agencies (BGAs) and other independent marketing groups, we provide a strong portfolio of innovative insurance solutions, including term life and fixed and index universal life; fixed, index and immediate income annuities and accident & health products that provide living benefits. We offer fixed, variable and hybrid universal life products for COLI/BOLI and ultra high net-worth clients. We back up our product offerings with dedicated sales support in the field and at the home office, fair and disciplined underwriting and one of the most robust policy issue platforms in the industry. Ash Brokerage Booth: 504 T: 800.589.3000 www.ashbrokerage.com Ash Brokerage is a family-operated insurance brokerage general agency that offers hands-on expertise through consultative approaches to product solutions, concept evaluation, underwriting negotiation and business development. With a nationwide footprint, Ash Brokerage specializes in an unbiased and objective analysis of your clients’ Life Insurance, Annuity, LTC, DI and Advanced Market needs. A collaborative partnership with Ash Brokerage simplifies your practice with a single source of administrative support, expert knowledge and technical infrastructure that allows you to take your business to the next level.

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AVIVA USA Booth: 105 T: 800.800.9882 E: [email protected] www.avivausa.com We’re building insurance around YOU. In a world of “me first” thinking, we’re putting customers at the center of everything we do in order to better understand and deliver on your unique needs. If this doesn’t sound like an insurance company, then we’re already succeeding! AXA Equitable Booth: 417/419 T: 860.409.1123 E: [email protected] www.axadistributors.com T: 212.314.6731 E: [email protected] www.eliteproducergroup.com For over 150 years, AXA Equitable, a member of the AXA Group, has been providing innovative life insurance, annuity and investment based products and services. With our experience and strength, AXA Equitable can be a wise choice for your client’s life insurance, business planning and estate planning needs.

Exhibitor Descriptions Broadridge-Forefield Booth: 517 T: 508.630.1108 E: [email protected] www.forefield.com

Exceptional Risk Advisors, LLC Booth: 309 T: 866.512.0444 E: [email protected] www.ExceptionalRiskAdvisors.com

Broadridge-Forefield puts a complete client marketing tool in the hands of financial practitioners. Whether you are an insurance agent, financial planner, CPA, investment advisor or anyone else in the business of giving financial advice, Broadridge-Forefield gives you the content and technology to communicate with your clients on a regular basis. Founded in 1997, Forefield operates at the intersection of leading-edge financial planning and stateofthe-art technology. Broadridge-Forefield’s suite of services include a full content library, legislative client alerts, newsletters, client ready videos, advisor hosted websites and much more. Broadridge-Forefield--helping you stay connected to your clients and prospects.

Exceptional Risk Advisors is an experienced team of the country’s foremost experts in high-limit insurance coverage, best known for insuring some of the largest names in the corporate world, music and film industries. As a Managing General Underwriter for Lloyd’s of London, we specialize in developing, underwriting, & processing specialty high-limit insurance products for advisors with prosperous clients. With the ability to write in excess of $125,000,000 of disability protection per insured, Exceptional Risk Advisors provides insurance professionals the solutions to appropriately cover those in need of excess and exceptional risk coverage.

Capitas Financial Booth: 109 T: 952.544.0709 E: [email protected] www.capitasfinancial.com Capitas Financial is a national life insurance brokerage that combines the most sophisticated planning techniques with an unrivaled portfolio of insurance products. Sophisticated, Unbiased Solutions.® Crump Life Insurance Services S Booth: 515 T: 800.722.1600, ext. 6431 E: [email protected] www.crump.com

First Heartland Capital, Inc. Booth: 304 T: 636.625.0900 E: [email protected] www.joinfhc.com Over the last 26 years we have partnered with financial advisors in a consultative relationship to provide innovative product, marketing and technology solutions. We are distinct in offering a turnkey package of business relationships (broker dealer, brokerage general agency and registered investment advisory firm) while remaining independent in ownership. We are trusted to provide expert solutions and service to our existing financial advisors while maintaining competitive securities and life insurance payouts. This allows you to invest more capital in your business, in your family and grow your clientele or simply enjoy life.

Crump Life Insurance Services is a prominent independent wholesale distributor of life insurance, linking a national network of approximately 200,000 financial services professionals with the products manufactured by approximately 100 highly rated insurance companies. Crump supports the distribution of traditional and variable life, long-term care, disability and annuity products with the industry’s premier sales and back-office support services, including advanced internet-based capabilities and a leading edge administration system to support all aspects of case processing.

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Exhibitor Descriptions First Insurance Funding Corp, Inc. Booth: 208 T: 856.727.1410 E: [email protected] www.firstlifefunding.com

ING Booth: 416 T: 612.342.7930 E: [email protected] www.ing.us

First Insurance Funding Corp. (FIRST), a subsidiary of Wintrust Financial Corporation (NASDAQ: WTFD), is the largest traditional life insurance premium finance lender in North America. With over $1.6 billion in outstanding life insurance premium loans, FIRST’s lending programs enable high net worth clients and corporations to obtain the life insurance they need, while retaining their assets for other investment opportunities.

Based in Amsterdam, ING Groep N.V. offers banking, insurance and asset management to over 85 million private, corporate and institutional clients in more than 40 countries. In the U.S., the ING family of companies offer an array of products and services, including life insurance, fixed and variable annuities, retirement programs, employee benefits and mutual funds.

Forum 400 Booth: 116 T: 312.673.5744 E: [email protected] www.Forum400.org

InsMark Booth: 308 T: 925.543.0559 E: [email protected] www.insmark.com

Forum 400 (formerly The International Forum) is an exclusive, invitation-only organization comprised of the most successful and influential insurance producers from around the country. The cornerstone of Forum 400 is the uncensored and unconditional exchange of ideas and information to heighten the success of all members.

For three decades, InsMark, Inc. has enjoyed unrivaled popularity with the life insurance industry’s most potent sales presentation systems. The InsMark product line provides producers compelling presentations for individuals, closely held business, all forms of advanced sales, estate planning and charitable planning techniques along with every legal specimen document for these types of transactions.

Genworth Financial Booth: 414 T: 804.281.6162 E: [email protected] www.genworth.com

Insurance NewsNet.com Booth: 110 T: 866.707.6786, ext.128 E: [email protected] www.insurancenewsnet.com

Genworth Financial, Inc. (NYSE: GNW) is a leading Fortune 500 insurance holding company dedicated to helping people secure their financial lives, families and futures. Genworth has leadership positions in offerings that assist consumers in protecting themselves, investing for the future and planning for retirement -- including life insurance, long term care insurance, financial protection coverages and independent advisor-based wealth management -- and mortgage insurance that helps consumers achieve home ownership while assisting lenders in managing their risk and capital.

InsuranceNewsNet.com Inc. (INN) is the #1-Google-ranked insurance news source online. INN offers both a web-based publication and a unique print magazine (InsuranceNewsNet Magazine) for insurance agents, executives and industry professionals in the life, annuity, health and property/casualty industries. INN delivers real-time industry-related news, sales concepts, market statistics and insight from over 12,000 different sources. INN leverages its #1 news platform to help distributors and carriers recruit new advisors, brand their company and promote new products to the advisor population.

Genworth has approximately 6,300 employees and operates through three divisions: U.S. Life Insurance, comprising the U.S. Life Insurance segment, which includes life insurance, long term care insurance (LTC) and fixed annuities; Global Mortgage Insurance, containing U.S. Mortgage Insurance and International Mortgage Insurance segments and the Corporate and Other division, which includes the International Protection, Wealth Management and Runoff segments. Its products and services are offered through financial intermediaries, advisors, independent distributors and sales specialists. Genworth Financial, Inc., headquartered in Richmond, Virginia, traces its roots back to 1871 and became a public company in 2004.

Insurance Technologies Booth: 418 T: 719.442.6400 E: [email protected] www.insurancetechnologies.com

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Insurance Technologies provides innovative sales and regulatory automation solutions to the insurance and financial services industries. ForeSight™ (sales illustration) and FireLight® (e-application business fulfillment) supply carriers and distribution partners accurate tools to automate and accelerate the sales process.

Exhibitor Descriptions John Hancock Insurance S Booth: 302 T: 617.572.7613 E: [email protected] www.johnhancock.com John Hancock Insurance offers a comprehensive and innovative life product portfolio, including universal, variable and term life insurance, and is one of the nation’s leading providers of longterm care - distributed through producer groups, brokerage general agencies, independent broker dealers, wire houses and banks. Known for its competitive underwriting, advanced markets expertise and state-of-the-art sales tools, John Hancock provides business, estate and retirement planning solutions that can be tailored to meet the unique needs of every client. With over 150 years of experience, John Hancock offers clients a diverse range of financial protection products and services through its extensive network of employees, agents and distribution partners.

Matson Money, Inc. S Booth: 111 T: 513.204.8000 E: [email protected] www.matsonmoney.com

LIFE Foundation Booth: 108 T: 202.464.5000 E: [email protected] www.lifehappens.org

MetLife, Inc. is a leading global provider of insurance, annuities and employee benefit programs, serving 90 million customers through its diverse distribution channels. We want to be the premier choice for financial professionals utilizing life insurance, annuity and disability insurance products to provide solutions to meet the needs of their customers. MetLife respects your entrepreneurial spirit and supports your business the only way that matters – your way.

The Life & Health Insurance Foundation for Education (LIFE) is a non-profit organization designed to address the public’s growing needs for information and education on life, health, disability and long-term care insurance. LIFE also seeks to remind people of the important role agents perform in helping families, businesses and individuals find the insurance products that best fit their needs. Lincoln Financial Group Booth: 410 T: 484.583.6297 E: [email protected] www.lincolnfinancial.com Lincoln Financial Group is the marketing name for Lincoln National Corporation (NYSE:LNC) and its affiliates. It offers industry-leading products and services: annuities, life, group life and disability insurance, 401(k) and 403(b) plans, savings plans and comprehensive financial planning and advisory services. MassMutual Financial Group S Booth: 203 T: 413.744.1190 E: [email protected] www.massmutual.com/brokerinsight MassMutual Financial Group is a global, growth-oriented diversified financial services organization. We offer a broad portfolio of products and services, including a complete portfolio of both traditional and non-traditional life insurance products, individual and multilife Disability Income, Long Term Care and Executive Group Life insurance and mutual funds, money management, trust services, retirement planning products. MassMutual has a long history of exceptional financial strength ratings that are among the best in the insurance industry.

Jumpstart your marketing, increase your recurring revenue and build your clients’ confidence. Matson Money offers a totalpractice solution to supercharge your income, eliminate free consulting, simplify your marketing and give you freedom and excitement in your financial practice. MetLife, Individual Distribution S Booth: 400 T: 949.230.9655 E: [email protected] www.metlife.com

MetLife, Specialized Benefit Resources S Booth 400 T: 908.253.2758 E: [email protected] www.metlife.com/sbr MetLife works with brokers and client advisors in offering creative financing solutions for benefit liabilities and executive benefits using specially designed life insurance products. Primary markets are Corporate Owned Life Insurance (COLI), Bank Owned Life Insurance (BOLI) and Insurance Company Owned Life Insurance (ICOLI). MetLife, Income & Protection Solutions Group S Booth: 400 T: 760.822.7693 E: [email protected] www.metlife.com MetLife focuses on providing a select group of financial professionals a consultative, holistic team-based approach to provide the best life insurance, disability insurance and annuity solutions. We leverage our considerable resources to bring different product, service and advanced sales expertise to financial professionals to help solidify and deepen their client relationships. As a strategic business partner, we look forward to creating new opportunities for you.

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Exhibitor Descriptions Million Dollar Round Table S Booth: 104 T: 847.692.6378 E: [email protected] www.mdrt.org

Nationwide Financial S Booth: 115 T: 614.677.9817 E: [email protected] www.nationwide.com

MDRT®, The Premier Association of Financial Professionals, is the internationally recognized standard of excellence in the life insurance and financial services profession. Visit the MDRT booth to learn more about the solutions and resources MDRT offers to help you increase your productivity, enhance your professional expertise and help you develop a balanced lifestyle.

Nationwide is one of the largest providers of financial services and property and casualty insurance in the U.S. We’re ranked No. 127 on the Fortune 500 with 2010 revenues exceeding $20 billion. The wide range of our businesses and breadth of our distribution network help us to naturally diversify and mitigate risk. The businesses we’re in — from annuities, life insurance and retirement plans to banking, mutual funds and property and casualty insurance — provide us with numerous sources of earnings and cash flows without being overly exposed to any single business or risk.

Minnesota Life Insurance Company S Booth: 311 T: 651.665.4335 E: [email protected] www.minnesotalife.com Minnesota Life Insurance Company offers a comprehensive product portfolio which helps meet all your clients’ needs. Our portfolio includes term, whole life, survivorship, fixed universal life and our suite of indexed universal life products. MullinTBG, A Prudential Financial Company Booth: 508 T: 321.441.3444 E: [email protected] www.mullintbg.com MullinTBG is one of the nation’s largest providers of nonqualified executive benefits with 820+ customized plans and $24.3 billion in assets under management (as of 12/31/12). We specialize in plan consulting, design, administration, informal funding and communications and education. NAIFA Booth: 421 T: 703.770.8268 E: [email protected] www.naifa.org NAIFA comprises more than 600 state and local associations representing the interests of approximately 200,000 agents and their associates nationwide. NAIFA members focus their practices on one or more of the following: life insurance and annuities, health insurance and employee benefits, multiline and financial advising and investments. The Association’s mission is to advocate for a positive legislative and regulatory environment, enhance business and professional skills and promote the ethical conduct of its members.

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New York Life Advanced Markets Network S Booth: 409 T: 212.576.6603 E: [email protected] www.nylamn.newyorklife.com Advanced Markets Network represents the brokerage distribution channel for New York Life, a world class, top rated mutual insurance company. We provide competitive legacy and accumulation oriented insurance products to a select group of producers. Combined with our strong ratings and superior service we strive to provide producers with insurance solutions for their highly successful clients. NFP S Booth 209/211 T: 212.301.4000 www.nfp.com NFP’s benefits, insurance and wealth management businesses provide a full range of advisory and brokerage services to companies and individuals, helping them preserve their assets and prosper over the long term. Our advisors partner with clients to provide objective, comprehensive solutions, backed by NFP’s national scale and resources. PartnersFinancial Booth: 209/211 T: 512.697.6992 E: [email protected] www.pfinancial.com PartnersFinancial is a national community of industry-leading, independent life insurance and financial professionals. For more than 20 years, the organization has supported its members as they build insurance industry knowledge and expertise. In the process, PartnersFinancial members created a powerful culture of idea-sharing and collaboration — all for the benefit of their clients.

Exhibitor Descriptions Principal Financial Group S Booth: 401 T: 515.362.0055 E: [email protected] www.principal.com

Rampart America, LLC Booth: 505 T: 800.221.4623, ext. 6622 E: [email protected] www.rampartlife.com

The Principal Financial Group® (The Principal®) is a leader in offering businesses, individuals and institutional clients a wide range of financial products and services including retirement and investment services, life and health insurance and banking through its diverse family of financial services companies.

Rampart America, LLC has been a Brokerage Agency for over 45 years. A full service agency, Rampart America, LLC has specialized in helping its producers place Substandard, Jumbo, Estate and Business planning cases from its inception. Our wide array of Carriers and products assure that our Producers have the best price and best underwriting offer available. With “in house Underwriting, Sales and Technical Expertise,” Rampart America, LLC has developed long term relationships with our producers. Life, Disability and Long Term Care experts assure our Producers that they can be prepared for any situation.

Pro Financial Services, LLC Booth: 205 T: 800.832.8000 E: [email protected] www.pfsins.com Pro Financial Services, LLC is the leading underwriter of specialty risk insurance throughout the worlds of sports, entertainment, business and medical professionals.

Sjodin Communications Booth: 218 T: 949.723.3132 www.sjodincommunications.com

ProMicro, Inc. Booth: 408 T: 305.663.9646 E: [email protected] www.promicroinc.com

Terri Sjodin is the principal and founder of Sjodin Communications a public speaking, sales training and consulting firm. She is the author of the New York Times bestseller, Small Message, Big Impact and is a featured speaker at this year’s AALU event.

Since 1986, ProMicro Inc. has developed software for producing life insurance sales proposals. We can provide the simplest ledger system or the most demanding custom solutions incorporating features such as fractional mortality, aggregate funding and in-force policy re-projection.

SmartOffice – Powered by Ebix Booth: 505 T: 800.777.9188 E: [email protected] www.ebixcrm.com

Prudential S Booth: 200 T: 860.843.4333 E: [email protected] www.pruxpress.com

Grow Your Business With SmartOffice – Powered by Ebix, Inc. SmartOffice for Agency Management and Practice Management enables growing firms to manage multiple lines of business and a large number of clients from anywhere, anytime — all while increasing the personal level of service that secures your position as your clients’ most trusted financial advisor. An easy-to-use, web-based, industry-specific solution, SmartOffice ties together the diverse pieces of your business — people, process, and systems. As a result, your entire office can do business faster, and build and maintain strong client relationships that drive more business.

Prudential has a long and celebrated history of meeting our customers’ financial challenges. And when it comes to life insurance—the bedrock of our company—we are asking you to bring us your client’s protection challenges. We are ready to meet them head on. With worldwide recognition as a leader in life insurance, retirement and annuities solutions, we’ll prove to you that Your Success Matters! The Prudential Insurance Company of America, Newark, NJ ©2012 Prudential Financial, Inc. and its related entities. For Financial Professional Use Only. 0217724-00001-00 Ed. 01/2012 Exp. 07/26/2013

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Exhibitor Descriptions Society of FSP Booth: 519 T: 610.526.2533 E: [email protected] www.Financialpro.org The Society of FSP is a national network of credentialed professionals working in diverse financial disciplines. Our core values are Education, Ethics and Relationships. Our mission includes promoting professionalism among our members and the financial services industry. To that effect, the Society also works closely with companies, delivering meaningful and timely education and professional development programs. Our work in this area frees up busy execs so that they can focus on more mission critical activities. Summit Business Media Life & Health Group S Booth: 518/520 T: 720.895.4989 E: [email protected] www.lifehealthpro.com Summit Business Media Life & Health Group offers unmatched, cutting-edge technologies and resources from our team of experts to help you reach your marketing goals through a variety of channels, including both online and print. The Advisors Forum Booth: 114 T: 866.659.4069, ext. 829 E: [email protected] www.advisorsforum.com The Advisors Forum provides insurance professionals with the tools, resources and community necessary to build a more profitable business. Our turnkey marketing solution connects you with the most active, business-minded network of successful estate planning attorneys and supplies you with the resources needed to promote effective collaboration and business reciprocity. The American College Booth: 220 T: 610.526.1442 E: [email protected] www.theamericancollege.edu The American College is the nations leading educator of professionals in the financial services industry. The College serves over 35,000 students predominantly on a distance education basis and offers many specialized designation programs, two Masters Degrees and a PhD.

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The American College, The Cary M. Maguire Center for Ethics in Financial Services Booth: 521 T: 610.526.1354 E: [email protected] E: [email protected] www.theamericancollege.edu/centerforethics As the only ethics center within an academic institution focusing exclusively on the financial services industry, The Cary M. Maguire Center for Ethics in Financial Services promotes ethical behavior by offering programs that go beyond the “rules” of market conduct to help executives and producers be more sensitive to ethical issues and think more critically about ethical solutions. The Center’s interactive continuing education courses, forums and workshops help practitioners think critically and behave ethically, even in the absence of clear direction. The Center also serves as a resource for cutting-edge research and discussion of emerging ethical issues in the financial services industry. Because of its unbiased academic role, the Center can be objective in helping executives, producers and regulators deal with the ethical implications of public policy positions. The Guardian Life Insurance Company of America S Booth: 310 T: 212.919.2567 E: [email protected] www.guardianlife.com A Heritage of Strength and Commitment. Founded in 1860, The Guardian Life Insurance Company of America (Guardian), one of the largest and oldest mutual life insurance companies in the U.S., is known for its stability and strength. Guardian and its subsidiaries are committed to protecting individuals, business owners and their employees with life, disability income, medical and dental insurance products and offer 401(k), variable, fixed and immediate annuities and other financial products. The company has approximately 5,000 employees in the U.S. and a network of over 3,200 financial representatives in more than 80 agencies nationwide. The Newport Group Booth: 204 T: 407.333.2905 www.newportgroup.com Founded in 1984, The Newport Group is a leading retirement services and asset management firm-specializing in the creative design, funding and administration of qualified and nonqualified retirement plans, as well as co-fiduciary investment consulting services.

Exhibitor Descriptions The Penn Mutual Life insurance Company S Booth: 510 T: 215.956.8000 E: [email protected] www.pennmutual.com

Wells Fargo Private Bank S Booth: 210 T: 612.316.4103 E: [email protected] www.wellsfargo.com/theprivatebank/

Established in 1847, Penn Mutual is an original pioneer of mutual life insurance. Partnering with our holistic financial professionals, we are committed to helping individuals, families and small businesses unlock possibilities throughout life and meet financial needs with confidence through life insurance, annuity and investment solutions.

Wells Fargo Private Bank is one of the leading providers of financial services to high-net-worth customers, providing them with a complete range of wealth management solutions and services to help them manage, preserve and transfer their wealth. Offerings include financial planning, private banking, insurance, credit, investment management, trust and estate services, business succession planning, elder services and charitable services.

Total Financial & Insurance Services, Inc. Booth: 514 T: 800.989.7500 E: [email protected] E: [email protected] www.totalfinancial.com Total Financial is one of America’s Best Brokerage Resources, especially now in this ever changing industry. We are the agency of choice for Agents, Brokers and Financial Planners. For over 42 years Total Financial has been the primary independent resource for producers who dominate their marketplace. We are one of the nation’s leading experts in developing and underwriting insurance for wealthy individuals and corporations. Some of Total Financial’s sophisticated programs involve Bank Financing, Business Succession Planning, Annuity Arbitrage using SPIAs, Charitable Giving and Multi-Generational Sales. Total Financial’s Advanced Planning and Marketing Departments, including an in-house, FLMI Chief Underwriter, offer expertise, dedication and a commitment to our relationships providing you with: The Best Products, Service and Commissions. Total Financial is a member firm of National Financial Partners (NFP). Transamerica Life Insurance Company S Booth: 500 T: 866.545-9058 E: [email protected] www.transamerica.com For more than 100 years, Transamerica has been a premier name in the life insurance industry. We’re known for our innovative products, concepts and support – and for helping producers grow and protect clients’ wealth and families’ financial futures. Leverage our experience and reputation to grow your business.

S Supporter The 2013 AALU Annual Meeting Program

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2012 - 13 AALU Executive Committee David A. Culley, CLU, ChFC AALU President Vice President, Nease Lagana Eden & Culley, Inc. Dave Culley is a graduate of the University of Georgia in business administration with a degree in accounting. Dave specializes in planning for business owners in both public and private sectors. Specialties include: business continuity planning with emphasis on executive benefits, buy/sell funding and key person indemnification; estate planning for high net worth individuals; charitable planning techniques for individuals and corporations. Dave is a registered representative of M Holdings Securities, Inc., a registered broker/dealer, member of FINRA & SIPC.

Forrest G. Surles, CLU, ChFC, CFP, AEP, MSFS Immediate AALU Past President Principal, Forrest Group, LLC Gib Surles is principal and founder of The Forrest Group, LLC, an estate management firm in Houston, Texas that specializes in wealth transfer and business succession planning. Utilizing life insurance, his firm works with family owned businesses and high net worth individuals in addressing problems common to the transfer of assets, lifestyles and financial security to future generations. Gib joined the New York Life Insurance Company in June 1985 and while maintaining his primary relationship with them, he formed The Forrest Group, LLC in 1995.

Thomas J. Von Riesen, CLU, ChFC AALU President - Elect Principal, SilverStone Group Tom Von Riesen, a Principal with SilverStone Group, has over 20 years of experience in human resource consulting, nonqualified benefit design and tax consulting. Before he joined SilverStone Group in 1991, Tom worked with Price-WaterhouseCoopers in both individual and corporate taxation. He was also an attorney for Farm Credit Banks. Tom has authored numerous articles on Nonqualified Plans. In addition, he has shared his expertise in that arena by speaking at continuing education sessions with the M Financial Group, the University of Nebraska College of Law and School of Accounting, Nebraska State Bar Association, American Institute of Certified Public Accountants, Nebraska Continuing Legal Education, Inc. and Financial Executives Institute. Tom has also served on the Board of Directors of the Management Compensation Group and on the Member Firm Relations Committee for the M Financial Group.

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2012 -13 AALU Executive Committee Anthony J. Domino, Jr., CLU, ChFC, MSFS AALU Vice President & Treasurer Anthony Domino is the Managing Director of Associated Benefit Consultants, LLC. Based in Rye Brook, New York, the firm uses a custom blend of in-house and outside support services to provide clientele with pension, profit sharing, deferred compensation, employee benefits, as well as financial and estate planning-professional expertise which is unequaled by the competition. Anthony specializes in the planning problems facing family-owned businesses and he is the author of the 401(k) Advisor, published by National Underwriter.

Mark B. Murphy, CLU, ChFC AALU Secretary President and CEO of Northeast Private Client Group Mark Murphy is the President and Chief Executive Officer of Northeast Private Client Group, a national financial planning and wealth management firm headquartered in Roseland, New Jersey. Unlike other financial planning firms, Mark and his team focus on process rather than product. Mark served as the President of the 2000-2001 Executive Committee of the Guardian Field Force, Chairman of the 2003 President’s Council meeting and is a Senior Sales Consultant with Guardian Life. He is also a charter member of the Guardian Chairman’s Council qualifying every year of its existence.

David J. Stertzer AALU Chief Executive Officer David Stertzer is Chief Executive Officer of the AALU. As top staff officer for more than 25 years, he has provided continuity, leadership and strategic vision to AALU’s Board of Directors and has worked directly with half of the AALU’s Presidents. He has played a vital role in the growth, success and expansion of the association, including an increase of more than eight-fold of the organization’s budget, a 60% growth in membership and growing staff and lobbying resources. Throughout the AALU’s growth, David has stressed the critical nature of a unified life insurance industry to deliver our message to Capitol Hill with a single voice. As the AALU has expanded, he has made it a top priority to increase the member-driven nature of the organization.

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2012 -13 AALU Board of Directors Robert P. Burke, CLU, ChFC, AEP Director General Agent, Commonwealth Financial Partners, LLC Bob Burke was appointed as General Agent for MassMutual’s Virginia Agency (Commonwealth Financial Partners, LLC) in January of 1997. Prior to this position he served MassMutual as Agency Vice President in Oakbrook Terrace, Illinois and as a regional consultant for Management Development in Atlanta, Georgia. He began his career with Prudential in 1978 where he served successfully as an agent, Sales Manager and General Manager until 1995. Throughout his career he has qualified for a number of company and industry awards and honors. William H. Damora, CFP, ChFC, CLU Director Principal, KB Financial Partners, LLC Bill Damora is the Principal of KB Financial Partners, LLC. Bill has worked in the Wealth Management industry since 1975 when he started with The Equitable. Founded in 1983, Kingsbridge Financial Group is a financial services firm dedicated to helping high income, highly successful individuals and businesses accumulate, protect and preserve their net worth. Bill holds multiple industry certifications and licenses, has lectured worldwide and has been published in numerous magazines.

Richard A. DeVita, CLU, ChFC Director Executive Benefits Consultant, The Todd Organization Rich DeVita is an Executive Benefits Consultant and partner with The Todd Organization, a 50 year old firm credited with pioneering the concept of nonqualified deferred compensation. Rich works with companies nationally in creating plans that increase shareholder value by retaining and rewarding key managers. Rich has more than 22 years of experience in providing creative and innovative benefit solutions for America’s leading companies.

Chris Foster, CLU, ChFC, CFBS, AEP Director Vice President, Compensation Systems, Inc. Chris Foster is the Vice President of Compensation Systems, Inc., a planning firm located in Greensboro, North Carolina that specializes in serving the financial needs of closely held businesses and highly successful individuals. Compensation Systems, Inc. provides a vast array of services to their clients including qualified and nonqualified retirement plans, employee benefits, as well as wealth accumulation and preservation strategies for future generations. Chris’ specialties include the advanced planning techniques needed to facilitate wealth transfer within generations of family members and family business owners. The 2013 AALU Annual Meeting Program

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2012 - 13 AALU Board of Directors Philip E. Harriman, CLU, ChFC, RFC Director Partner, Lebel & Harriman, LLP For over 30 years, Phil Harriman has worked with family and non-profit businesses in the areas of retirement, business and estate planning. He started his career with former Maine Governor James B. Longley’s insurance agency in 1977. In 1983, he and Michael A. Lebel formed an independent insurance and investment brokerage firm - Lebel & Harriman, LLP, located in Falmouth, Maine. From 2003 to 2008, Phil served as a member of the Million Dollar Round Table Executive Committee, serving as its President in 2007. Phil was also elected four times to serve as a State Senator in the state of Maine. William E. Mahoney, Jr. Director Founder and President, Mahoney & Associates Bill Mahoney is founder and President of Mahoney & Associates. In 1963, after spending four years in the United States Air Force, Bill began his insurance career as an agent for New York Life Insurance Company. He discovered a passion for corporate benefit programs early in his career and in the past 48 years has steadily built a compensation and benefits management firm by responding to the needs of corporate clients. During this entire period, Bill has devoted untold hours to honing his knowledge of employee benefits, taxation and law as it relates to employee benefits, executive compensation and estate planning.

Timothy P. Malarkey, ASA, MAAA, ChFC, CLU Director Managing Partner, JKJ Financial Services Tim Malarkey is the Managing Partner of JKJ Financial Services (JKJFS), an independent insurance and financial advisory firm. Tim represents the third generation of ownership of the firm, which is a successor of 1934 Group, a firm which dated back to that year. JKJFS and its sister companies at Johnson, Kendall and Johnson assist people and companies in the U.S. and abroad with benefits and retirement services, full service insurance brokerage and risk management. Prior to joining the firm in 1994, Tim worked with three major insurance companies.

Kenneth R. Samuelson, Jr. CLU, ChFC Director Principal, The Morehead Group Ken Samuelson is a Principal with The Morehead Group, a Charlotte, North Carolina firm providing life insurance solutions to clients and advisors since 1941. The Morehead Group is a member firm of PartnersFinancial, subsidiary of National Financial Partners, Corp. (NYSE: NFP). Ken specializes in the application of life insurance to personal estate and business planning and has more than 30 years experience in the financial services industry

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2012 - 13 AALU Board of Directors Marc P. Schwartz, JD, CLU Director Principal, Windsor Insurance Associates, Inc. Marc Schwartz has more than 20 years of experience in the life insurance industry. Having grown up in the life insurance business, Marc has served in various roles with Windsor Insurance Associates, Inc. and Elar Partners since 1987. Windsor, a multi-carrier life brokerage general agency, markets life insurance products and services to independent personal producers throughout the U.S. Marc is involved in all aspects of operations, marketing and sales support, focusing on advanced marketing and case design. Marc currently serves on the Board of Directors of the LIFE Foundation, is a past president of the Forum 400 and a former board member of his local chapter of the Society of Financial Services Professionals.

2013 - 14 AALU Board of Director Nominees Steven W. Broadbent Board of Directors Nominee Steven Broadbent is responsible for analyzing and assisting in the design, funding and security of nonqualified benefit programs for publicly traded and large, privately held corporations. Prior to joining Fulcrum Partners, Steven served 11 years as an executive benefit consultant with Clark Consulting. Steven was appointed by President George H.W. Bush to serve as a Deputy Assistant Secretary in the U.S. Department of the Treasury. Steven holds a degree in Nuclear Engineering from the University of Virginia and a MBA from the University of North Carolina at Chapel Hill and a MA in Public Policy from the George Washington University. Terence L. Horan, CLU, ChFC Board of Directors Nominee Terry Horan leads HORAN, an energetic and focused team that delivers the most current and comprehensive health, wealth and life services for more than 400 companies and 200,000 individuals that call HORAN their trusted advisor. A frequent speaker, Terry volunteers with numerous organizations in the Cincinnati area including the United Way, the Cincinnati Children’s Hospital Medical Center, the Cincinnati Symphony Orchestra, the National Rowing Foundation, Saint Xavier High School as well as the Cincinnati Association of Life Underwriting and the Cincinnati Estate Planning Council. Terry holds a BA in Political Science from Fairfield University. John C. Watson, III, AEP, ChFC, CLU, RFC Board of Directors Nominee John Watson has 34 years experience in the financial services industry and has been affiliated with The Penn Mutual Life Insurance Company since 2007. The focus of John’s practice centers on the unique planning objectives of the Physician Marketplace; on Business/Corporate Insurance Strategies as well as in the Family Wealth Transfer marketplace. A past president of the Greensboro Estate Planning Council and a member of several other industry groups, John is a contributing author of Wealth: Enhancement & Preservation, Ways & Means: Maximize The Value of Your Retirement Savings, 21st Century Wealth: Essential Financial Planning Principals and Love, Money, Control: Reinventing Estate Planning. In March, 2011, John was named as Penn Mutual’s Financial Professional of the Year. The 2013 AALU Annual Meeting Program

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The AALU Past Presidents 1957 Robert C. Preble, Jr.

1976 Donald H. Mehlig

1995 John S. McSwaney

1958 Merrill P. Arden*

1977 Robert B. Morley*

1996 Tom Wamberg

1959 Merrill P. Arden*

1978 Kenneth W. Christianson*

1997 Robert L. Scharff, Jr.

1960 Harold Franklin*

1979 John R. Ryan*

1998 John J. Bradley*

1961 Harold Franklin*

1980 William H. Koptis

1999 Michael W. Harahan

1962 Ralph L. Welch*

1981 J. Boyd Bert, Jr.

2000 Sidney A. Friedman*

1963 John O. Todd*

1982 Fred R. Kissling, Jr.

2001 Campbell T. Gerrish

1964 Adon N. Smith, II*

1983 Carl G. Mammel

2002 Bud Schiff

1965 Benjamin L. Stern*

1984 David J. Downey

2003 Robert B. Plybon

1966 Ewing Carruthers, Jr.*

1985 Harry Phillips, 3rd

2004 Gus H. Comiskey

1967 James P. Poole *

1986 Vernon W. Holleman, Jr.*

2005 Roger B. Sutton

1968 Albert G. Schmerge*

1987 Edwin T. Johnson*

2006 Dermot T. Healey

1969 James B. Irvine, Jr.*

1988 William V. Regan, III

2007 Lawrence B. Raymond

1970 Alfred S. Howes*

1989 Jack B. Turner

2008 Michael P. Corry

1971 Buckley Hubbard, Jr.*

1990 Lawton M. Nease, III

2009 Robert R. Carter

1972 Marshall I. Wolper*

1991 Keith Miller*

2010 Nathan M. Perlmutter

1973 Charles T. Kingston, Jr.*

1992 Robert W. Verhille

2011 Forrest G. Surles

1974 William C. Morton, Jr.*

1993 Frank Friedler, Jr.*

1975 William L. Spencer

1994 Michael F. Padon

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*Deceased

2012 - 13 Program Planning Committee

Tom Von Riesen Annual Meeting Chair

Anthony Domino 2014 Annual Meeting Chair

Rodger Johnson Workshops Chair

David Culley AALU President

David Stertzer Cheif Executive Officer

Hunter Ewing Marketing/Registration Chair

Bill Damora Program Chair

Rich DeVita Main Platform Chair

Ken Ehinger Exhibits/Sponsorships Chair

Gib Surles Immediate Past President

Chet Schwartz Main Platform

David Byers Political Programming Chair

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Staff EXECUTIVE OFFICE

Anne Nelson Executive Assistant

Kevin Tangney Executive Project Manager

Gonzalo Abrigo Director of Operations

Lauren Moore Office Manager

Marc Cadin Senior Vice President of Government Affairs

Sam Cappellanti Politcal Advocacy Coordinator

Megan Johnson Government Affairs Intern

Emily Adelman Director of Political Finance

Michael Flood Vice President of Advocacy & Corporate Partnerships

Karla Kirk Vice President of Political Finance

Justin Brown Assistant Vice President of Legislative Affairs

Brendan Gleason Director of Political Advocacy

Tom Korb Vice President of Policy & Public Affairs

David Stertzer Chief Executive Officer

FINANCE & OPERATIONS

Tracy Mawyer CFO & Vice President of HR

GOVERNMENT AFFAIRS

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Staff GOVERNMENT AFFAIRS - Continued

Ashlee Morris Government Affairs Manager

Chris Morton Vice President of Legislative Affairs

Anthony Raglani Director of Legislative Affairs

James E. Lee Vice President of Member Services & Marketing

Elizabeth Jarvis Manager of Communications

Sinduja Prem Database Administrator

Ansley Jones Colby Vice President of Knowledge Development

Grant Lebens Assistant Vice President of Meetings & Events

Carolyn Schmid Manager of Design & Production

MEMBERSHIP SERVICES

Jarrett Fischer Director of Member Recruiting

Danielle Manno Business Analyst

The Association for Advanced Life Underwriting 11921 Freedom Drive Suite 1100 Reston, VA 20190

R

101 Constitution Avenue, NW Suite 703 East Washington, DC 20001

Laura Henry Manager of Meetings

Marilyn Maticic Vice President of Member Retention

Main: 703.641.9400 Toll-Free: 888.275.0092 Fax: 703.641.9885

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AALU Ambassador Program The AALU Ambassador is known by sight by the Member of Congress •

The Member of Congress recognizes the AALU Ambassador by sight and greets them by name.

•

If the AALU staff mentions the AALU Ambassador’s name the Member of Congress acknowledges the relationship and adds detail to it.

•

The AALU Ambassador takes personal responsibility to keep their relationships strong by meeting with the Member of Congress and/ or staff three to six times annually.

The AALU Ambassador is considered a ‘trusted advisor’ to the Member of Congress and/or staff •

If an issue becomes ‘hot’, the AALU Ambassador has a conversation with the Member of Congress or his/her Chief of Staff within 24 hours.

•

The AALU Ambassador has personal contact information for their Members & key staff.

•

The Member of Congress listens to the AALU Ambassador’s concerns, follows-up on them, and provides them with feedback on the issue.

The AALU Ambassador is willing to engage at the AALU’s request •

The AALU Ambassador will engage on any policy issue pertaining to the life insurance industry – regardless of their own business focus.

•

The AALU Ambassador is willing to study AALU’s policy statements, internalize them and be in a position to articulate them effectively.

•

The AALU Ambassador works collaboratively with AALU staff and counsel on tactical issues.

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Ambassadors/Key Contact 2 Odon Bacque Ronald Balser Ernest Baptista Kristin Barens Daniel Barry Rodney Bench Stanley Benfell Raymond Bening Robert Bennethum George Blaha Larry Boord Jerry Borrowman Jacob Boston Gary Bottoms Larry Botts Laura Bouslough Nicholas Boylan Steven Broadbent Royall Brown Robert Burke David Byers John Carter James Cheney Fred Chuchley David Culley William Damora John Davis Richard DeVita Anthony Domino Herb Foedisch Chris Foster Donald Garlikov Christopher Gent Campbell Gerrish Michael Goldstein Neal Groff Angelo Haddad Karen Hansen John Harpootian Philip Harriman Dermot Healey Lawrence Holden Thomas Hollinger Terence Horan Scott Iodice Eleanor Johnson Joe Jones Fred Jonske Michael Kentor Kelly Kidwell Richard Koob

Arthur Kraus Joseph Kruse Sam Law Andrew Lee Terry Lewis William Mahoney Timothy Malarkey David Malone Robert Mathis Gerry Maurer Thomas McDowell Frederick McNair Jeffrey Miller Robert Miller Mark Murphy Michael Padon Donald Payne Scott Peelen Nathan Perlmutter Anthony Perricelli Harry Phillips Robert Plybon Joseph Pombriant Tom Provow John Qualy Lawrence Raymond George Riding Robert Roach Lawrence Rybka Rodney Sager Robert Sansone Bud Schiff Frederick Scruggs Thomas Sellin Tim Sinks Gib Surles Edward Tafaro Rick Thomas Jack Turner Bruce Udell James Van Epps Rick VanBenschoten Robert Verhille Thomas Von Riesen David Wexler John Wheeler Brad White Peter White David Woods William Worrell Dennis Zahrbock

Legislative Circle Program Thank you to the 739 AALU Members who raised more than $2.6 million for our Endorsed Candidates and the AALU PAC in 2012!

Platinum Qualifiers

Robert Ball

James Benson

R. Bruce Callahan

Vincent D’Addona

Chris Foster

Kristin Barens

Nicholas Boylan

Walter Cardinet

William Damora

Jason Hackmann

Daniel Barry

Steven Broadbent

Thomas Ciardella, Sr.

Richard DeVita

Jerry Harnik

John Becker

Robert Burke

James Clary

Anthony Domino

Philip Harriman

James Belk

David Byers

David Culley

Steven Ferrara

Dermot Healey

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Legislative Circle Program Platinum Qualifiers

James Hebets

Rodger Johnson

Erik Liljenwall

Robert Miller

Albert Papa

Larry Herman

George Karr

William Mahoney

Peter Mullin

Nat Perlmutter

Thomas Hollinger

Kelly Kidwell

Timothy Malarkey

Mark Murphy

Joseph Pombriant

Terence Horan

Kenyon Lang

Robert Mathis

Bob Nienaber

Richard Pope

Eleanor Johnson

William Leisman

John Meisenbach

Jason O’Dell

John Qualy

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Legislative Circle Program Platinum Qualifiers

Marguerite Rangel

Kenneth Samuelson

Wesley Sierk

Thomas Von Riesen

Richard Ray

Chet Schwartz

David Stertzer

Tom Wamberg

Larry Raymond

Marc Schwartz

Gib Surles

Peter Worth

Ronald Rosbruch

Howard Sharfman

Rick Thomas

Larry Rybka

Sam Sheth

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Legislative Circle Program Gold Qualifiers David Alter

Theodore Mathas

Ruth White

John Barry

Douglas McCallum

Neil Willner

Rodney Bench

Eileen McDonnell

Dennis Zahrbock

Robert Birgen

Frederick McNair

George Blaha

Bennett Meyer

Larry Boord

Jeffrey Miller

Daniel Byrne

Michael Mingolelli, Jr.

Marc Cadin

Michael Molewski

James Capone

David Morris

Fred Churchley

Michael Nolan

Mike Cohn

Michael Padon

Gus Comiskey

Nicholas Palumbo

Frank Congilose

Anthony Perricelli

Michael Corry

Robert Plybon

Mayur Dalal

Thomas Purcell

Kay Dempsey

Sam Radin

Robert Fashano

Mark Richards

Edward Feiman

Andrew Rosenbaum

Harris Fishman

Andrew Rubin

Richard Flah

Rodney Sager

Jonathan Forster

Andrea Schaffer

Donald Garlikov

Bud Schiff

Campbell Gerrish

Ellen Singer

Jerry Hemmer

Gary Sirak

Scott Iodice

Edward Tafaro

Scott Jarred

James Van Epps

James Kaplan

Russell Vandevelde

Michael Krupin

John Watson

Andrew Lee

Michael Weinberg

Michael Leonard

James Whistler

Luther Lockwood

William Whitaker

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Legislative Circle Program Silver Qualifiers Aaron Abrahms

William Ebel

Jeffrey Holler

Johnny Adcock

Mark Eden

Scott Holton

Marla Aspinwall

Kenneth Ehinger

William Holton

Odon Bacque

Robert Eichler

Samuel Hoyle

Richard Baer

Dennis Eslick

Louis Hyman

Christopher Battersby

Saul Feingold

John Irvin

Josh Becker

Charles Feldman

James Jacobs

Justin Bennett

Michael Ferik

Michael James

Paul Berlin

Tim FitzGerald

Carol Jensen

Debra Blevons-Wascher

Herb Foedisch

Joe Jones

William Borchert

Paul Fox

Marshall Jones

Jacob Boston

James Foyt

Fred Jonske

Royall Brown

Grant Gier

Terry Kaltenbach

Bruce Brownell

Andrew Goldman

Robert Karam

Armistead Browning

Michael Goldstein

David Karr

Francis Burke

Julian Good

William Katz

Michael Byrne

Martin Greenberg

Michael Kentor

Scott Cahill

Carrie Hall

John Kerr

Donald Cameron

David Hansen

Kurtis Kidder

Roger Cammon

Michael Harahan

Brady Knight

Joseph Carpenter

Prudence Harker

Arthur Kraus

William Cassidy

Nat Harris

Michael Kura

Alexander Chernoff

Thomas Harris

Rodney Labat

Michael Condrey

Andrew Hart

John Lagana

David Coyle

Todd Healy

Chau Lai

Michael Curran

Gerard Hempstead

Beth Lang

Thomas Daley

Julie Herwig

Paul LaPiana

Darrell Dawes

Eric Hieber

Edward Leisher

Anthony de Bruyn

John Hill

Lanny Levin

Philip de Bruyn

Paul Hinson

Sidney Levine

David Downey

Jay Hochheiser

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Legislative Circle Program Silver Qualifiers Michael Liebeskind

Phillip Pickett

Jeffrey Tegeler

Richard Linsday

Julie Pinkerton

Richard Thomas, Jr.

Ryan Logan

Jay Pollack

Jeri Turley

Roger Lowery

William Pollak

Jack Turner

Michael Lyman

Lisa Powell

Hardy Vaughn

David Malone

Robert Powell

Paul Vecchione

Carl Mammel

Jason Prather

Melvin Warshaw

Dennis Manning

Reginald Rabjohns

Mark Weber

Paul Mass

Leonard Raskin

David Wexler

Gerry Maurer

Mark Rooney

John W. Wheeler, Jr.

J.K. McAndrews

Michael Rosenzweig

Lawrence Wiener

Matt McAvoy

Robert Savage

Norman Winer

Bruce McGuirk

Robert Scharff

John Yaissle

Patrick McNamara

Robert Schechter

Stuart Youngentob

Anthony Mento

Corey Schneider

Theodore Zouzounis

James Monteverde

Andy Schwartz

Leslie Zuckerman

James Morrison

David Scott

Eric Naison-Phillips

Frederick Scruggs

Lawton Nease

Brad Seitzinger

Randy O’Connor

Thomas Sellin

Thomas Olexa

Brian Sharkey

Gregory Olsen

Jeffrey Sharp

Shirley O’Neil

Harry Shepler

David Orsolino

Howard Silverman

Wayne Pangburn

Tim Sinks

Donald Payne

Gary Sitzmann

David Peacock

John Smith

Ralph Pence

Dean Steliotes

Michael Penney

Roger Sutton

Jeffrey Peterson

Richard Tanner

Mark Pfaff

Matthew Tassey

Matthew Phillips

Donald Taylor

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Legislative Circle Program Patriot Qualifiers Delynn Alexander

Rudolph Cecchi

Steven Finkle

Dennis Amico

Michael Cheatham

John Fischer

David Arndorfer

Earl Chesson

James Fitzgerald

Joseph Auteri

Onofrio Cirianni

Tracy Fitzsimmons

Brodie Barnes

Joshua Cobb

John Folkert

Bradley Baune

Thomas Cohn

Larry Fortenberry

Jeffrey Bear

Mark Connely

Ian Freeman

Gordon Beckham

Jay Courtney

Brian Friedman

Raymond Bening

Joseph Crea

Donald Friedman

Boyd Bert

Clinton Crocker

David Fritz

Robert Black

Donald Curristan

John Gatesman

Gary Bleetstein

Andrew Dalgliesh

William Gearhart

Lyle Blessman

James Dargusch

Terri Getman

Michael Book

Robert Deets

Julius Giarmarco

Jennifer Borislow

Michael DeFillipo

Gene Gilmore

Barry Boscoe

Paul Devore

Peter Glassman

Gary Bottoms

Jeremy Dicker

Dennis Goeders

Stephen Bowman

William Dodd

Morey Goldberg

Charles Bracht

Jeffrey Dollarhide

Alan Grad

Scott Brennan

Lyle Domenitz

Andrew Graves

Michael Broderick

Joseph Donovan

Ronald Greenberg

Deanna Brooks

John Dovich

Douglas Gribin

Stephen Burk

Michael Dranoff

Neal Groff

Thomas Burke

Dennis Eckels

Joseph Guyton

Lynn Butkus

Howard Edelstein

Douglas Hammond

Christopher Cairns

David Ehlert

Timothy Harrison

Charles Calderwood

Randall Ellington

Randall Hart

Caleb Callahan

Michael Elliott

James Hecker

Richard Callister

John Ertz

Rodger Hergenrader

Russell Carpentieri

Michael Fanning

JoNell Hermanson

John Carter

Karl Feitelberg

Fred Hill The 2013 AALU Annual Meeting Program

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Legislative Circle Program Patriot Qualifiers Ronald Hilliard

Thomas Lipscomb

Dennis Mullen

David Hjorth

Carolyn Lloyd-Cohen

Carlos Musibay

David Hoff

David Loew

Gregory J. Myers

Jeffrey Howard

Robert Lott

Chad Neifer

David Howell

Matthew Lueder

Bayne Northern

James Huckabee

Robert MacArthur

Peter Novak

Dave Hunter

Richard Mack

Deborah O’Neil

Joseph Ivcevich

James Magner

Jonathan Paone

James Javaras

John Marshall

Norman Pappas

Earle Johnson

Kenneth Masters

David Parsels

Steve Johnston

Richard Maus

Alan Pearlstein

Susan Jossi

Stephen Maus

Carl Peterson

Stephen Kairies

Marla McClain

W. Luther Pierce

Allan Kaplan

Gregory McDermott

James Pollock

Barton Kaufman

Michael McNeil

Rebecca Pressgrove

Sean Kelly

John McSwaney

Matthew Pressler

Dan Kent

Seth Medalie

Charles Provow

John Kessinger

Donald Mehlig

Charles Pruett

Michael Kiley

James Mellin

Gregory Raabe

Michael Klarfeld

Alan Meltzer

Todd Reid

Kenneth Knox

Jason Mendelsohn

Richard Renwick

Dean Kohmann

Todd Mezrah

Jeffrey Rich

Steven Kosnick

Gwen Middeke

George Ridings

Paul Krasnow

James Milonas

Sanford Robbins

Ronald Krizek

Gregory Mitchell

Alfred Robertson

William Landers

Antonio Moreno

Gerard Rocchi

Brian Large

Connie Morrison

Richard Romano

Fletcher Larson

Chris Morton

Richard Rose

Tod Lashway

Adrienne Mouch

Brett Rosen

John Lawson

Daniel Mulheran

Matt Russo

John Lentz

John Mulheran

John Ryan

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Legislative Circle Program Patriot Qualifiers Curt Rynties

Henry Thomas

Aviva Sapers

Joseph Thompson

William Sapers

Barbara Tomeo

Philip Sarnecki

Raymond Triplett

Thomas Scalici

Bruce Udell

Gabriel Schiminovich

Walter Van Buren

Michael Schuler

Paul Vignone

Randy Schuster

Peter Viliesis

David Seager

Jim Waggoner

Robert Graham Self

Eamon Walsh

Edward Shanahan

Thomas Waring

Joel Shapiro

David Watros

Craig Shigeno

Sharon Welch-Blair

Mark Siegman

Taylor Wiggins

Ray Silva

David Wilken

Michael Silverberg

Kirk Wimberly

Michael Silverman

Greg Wood

Simon Singer

James Worrell

Lee Slavutin

Cline Young

Kathryn Smith

Jeffrey Young

Joseph Sreshta

Eugene Youngentob

Richard St. Jean

Dennis Zaverl

Nicholas Stamboulis

Adele Zilber

Charles Stegall

John Zimdars

Walter Stern

William Zimmerman

Maurice Stewart

Joseph Zullo

Nebojas Subotic Robert Swartzbaugh David Taylor Gray Teekell Mark Teitelbaum The 2013 AALU Annual Meeting Program

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Legislative Circle Program A Special Thank You to those PAC Leaders that have given at least $1,000 to the AALU PAC in 2012!

PAC Leaders Sanford Aderson

Donald Cameron

David Downey

David Alter

Roger Cammon

Timothy Doyle

Joseph Auteri

James Capone

William Ebel

Robert Ball

Walter Cardinet

Dennis Eckels

Kristin Barens

John Carter

Robert Eichler

Christopher Battersby

William Cassidy

Howard Elias

John Becker

Earl Chesson

Edward Feiman

Josh Becker

Fred Churchley

Michael Ferik

James Belk

Thomas Ciardella, Sr.

Steven Ferrara

Rodney Bench

Onofrio Cirianni

Harris Fishman

Raymond Bening

James Clary

Tim FitzGerald

Paul Berlin

Joshua Cobb

Tracy Fitzsimmons

Robert Birgen

Mike Cohn

Richard Flah

George Blaha

Frank Congilose

Herb Foedisch

Lyle Blessman

Susan Cooper

John Folkert

Debra Blevons-Wascher

Michael Corry

Jonathan Forster

Jennifer Borislow

Jay Courtney

Chris Foster

Nicholas Boylan

David Culley

John Foster

Scott Brennan

Michael Curran

James Foyt

David Briggs

Vincent D’Addona

Ian Freeman

Steven Broadbent

Mayur Dalal

William Gearhart

Royall Brown

Thomas Daley

Campbell Gerrish

Bruce Brownell

William Damora

Joel Gilley

Stephen Burk

James Dargusch

Andrew Goldman

Francis Burke

Darrell Dawes

Michael Goldstein

Robert Burke

Robert Deets

Julian Good

Thomas Burke

Michael DeFillipo

Martin Greenberg

David Byers

Richard DeVita

Douglas Gribin

Marc Cadin

Anthony Domino

Joseph Guyton

Bruce Callahan

Joseph Donovan

Jason Hackmann

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The 2013 AALU Annual Meeting Program

Legislative Circle Program PAC Leaders Carrie Hall

Kenneth Knox

Matt McAvoy

Douglas Hammond

Michael Krupin

Douglas McCallum

David Hansen

Rodney Labat

Eileen McDonnell

Jerry Harnik

John Lagana

Bruce McGuirk

Philip Harriman

Chau Lai

James McKeone

Thomas Harris

Beth Lang

Michael McNeil

Timothy Harrison

John Lang

John McSwaney

Dermot Healey

Kenyon Lang

John Meisenbach

Todd Healy

Tod Lashway

Bennett Meyer

James Hebets

Andrew Lee

Gwen Middeke

Jerry Hemmer

Robert Leeper

Jeffrey Miller

Ira Hermann

William Leisman

Robert Miller

Ronald Hilliard

John Lentz

Michael Molewski

Jeffrey Holler

Michael Leonard

James Monteverde

Scott Holton

Lanny Levin

James Morrison

Terry Horan

Leon Levy

Daniel Mulheran

Jeffrey Howard

Erik Liljenwall

Peter Mullin

Louis Hyman

Carolyn Lloyd-Cohen

Mark Murphy

John Irvin

Luther Lockwood

Carlos Musibay

Michael James

David Loew

Bob Nienaber

Scott Jarred

Ryan Logan

Michael Nolan

Carol Jensen

Roger Lowery

Bayne Northern

Gregory Jensen

Michael Lyman

Peter Novak

Rodger Johnson

Robert MacArthur

Jason O’Dell

Eleanor Johnson

Richard Mack

Michael O’Donnell

Marshall Jones

William Mahoney

Deborah O’Neil

Stephen Kairies

Timothy Malarkey

Thomas Olexa

David Karr

David Malone

Nicholas Palumbo

George Karr

Dennis Manning

Wayne Pangburn

Adam Kaufman

John Marshall

Albert Papa

Kurtis Kidder

Paul Mass

David Parsels

Kelly Kidwell

Robert Mathis

Donald Payne The 2013 AALU Annual Meeting Program

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Legislative Circle Program PAC Leaders David Peacock

Robert Savage

Rick Thomas

Alan Pearlstein

Thomas Scalici

Joseph Thompson

Ralph Pence

Andrea Schaffer

James Van Epps

Nat Perlmutter

Robert Scharff

Russell Vandevelde

Matthew Phillips

Bud Schiff

Hardy Vaughn

Julie Pinkerton

Randy Schuster

Paul Vecchione

Robert Plybon

Marc Schwartz

Paul Vignone

William Pollak

Chet Schwartz

Peter Viliesis

Lloyd Polmateer

David Scott

Thomas Von Riesen

Joseph Pombriant

Brad Seitzinger

Eamon Walsh

Richard Pope

Thomas Sellin

Tom Wamberg

Rebecca Pressgrove

Joel Shapiro

John Watson

Thomas Purcell

Howard Sharfman

Michael Weinberg

Reginald Rabjohns

Sam Sheth

Sharon Welch-Blair

Sam Radin

Mark Siegman

James Whistler

Marguerite Rangel

Howard Silverman

William Whitaker

Richard Ray

Michael Silverman

Ruth White

Larry Raymond

David Simkowitz

Lawrence Wiener

Donald Reichert

Ellen Singer

Taylor Wiggins

Todd Reid

Tim Sinks

David Wilken

Richard Renwick

Gary Sirak

John Williamson

Jeffrey Rich

Lee Slavutin

Norman Winer

George Ridings

Joseph Sreshta

James Worrell

Sanford Robbins

Nicholas Stamboulis

John Yaissle

Thomas Robinson

Charles Stegall

Cline Young

Mark Rooney

David Stertzer

Dennis Zahrbock

Andrew Rosenbaum

Maurice Stewart

William Zimmerman

Michael Rosenzweig

Nebojas Subotic

Leslie Zuckerman

Andrew Rubin

Gib Surles

Lawrence Rybka

Roger Sutton

Kenneth Samuelson

Edward Tafaro

Philip Sarnecki

Richard Tanner

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The 2013 AALU Annual Meeting Program

Issues Alliance

Issues ALLIANCE Protect. Preserve. Unite.

Association for Advanced Life Underwriting

The AALU recognizes the Issues Alliance for their continued support.

LEADERS

PARTNERS

PARTICIPANTS ®

The 2013 AALU Annual Meeting Program

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