annual meeting

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AALU

the 58th

annual meeting

may 3-5, 2015 I washington, dc

the 2015 AALU annual meeting program book is provided exclusively by the 2015 AALU annual meeting program book

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I JUST WANT TO FLY Every family and business has high hopes. For over 50 years, Symetra has been there to safeguard them—with life insurance, employee benefits and retirement products. Learn more at www.symetra.com.

Life Insurance is issued by Symetra Life Insurance Company, 777 108th Avenue NE, Suite 1200, Bellevue, WA 98004-5135. Products are not available in all U.S. states or any U.S. territory. Symetra® is a registered service mark of Symetra Life Insurance Company. SYM-1054/AALU 2

the 2015 AALU annual meeting program book

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welcome message from the AALU president anthony j. domino, jr.

Welcome to the 2015 AALU Annual Meeting! Robert Kennedy once quoted the proverb - ”May you live in interesting times.” We are certainly living in a dynamic age, one filled with daily challenges and changes in society and business. After several years of focusing on the rapid pace of change, the 2015 AALU Annual Meeting is taking a different approach: From innovation comes great opportunity. We’ve assembled a group of the world’s leading experts on innovation to help us take advantage of the opportunities that come from creating something new or blazing a new path. We also have professional development workshops developed by members and experts at the top of their game to help grow your business. And we gather today in the shadow of Tax Reform, the repeal of the Estate Tax and a series of regulations that could fundamentally change the relationships we have with clients. Whether this is your first AALU Annual Meeting or your 30th, your voice is needed this week as we go to Capitol Hill on Tuesday. It has been my privilege to serve as your president this past year. It will also be my honor to share an innovation of our own during the Opening Session: a new strategic direction that your Board of Directors believes will help sustain us and the life insurance community for the next generation. I look forward to visiting with you throughout the meeting. Anthony J. Domino, Jr. AALU President 2014-2015

the 2015 AALU annual meeting program book

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C O L L A B O R AT I O N I N N O VAT I O N EXCELLENCE R E S U LT S LEADERSHIP Mark makes us all BETTER TOGETHER. For his long-standing commitment and future contributions as the 2015 – 2016 President of the AALU, Guardian is proud to recognize and congratulate

Mark Murphy of Northeast Private Group

®

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the 2015 AALU annual meeting program book

welcome message from the AALU annual meeting chair

Welcome to Washington and the 58th AALU Annual Meeting. The Program Planning Committee (PPC) has spent the past 11 months preparing for your arrival. Michael Mingolelli has been my wingman for this journey as Chair of the PPC and he has done a masterful job along with the committee and the AALU Staff in creating a value-packed agenda. Our mission from the beginning was to build a meeting that did two things: Give you the inspiration and the learning tools to grow your businesses and to create the opportunity to become better advocates for your clients on Capitol Hill. When it comes to learning, I believe the value of an AALU Membership is not just measured by what you formally learn from a presenter, but also from what you learn informally from your peers – the best business people in the life insurance community. This agenda gives you plenty of opportunities for both. We also improved the annual Capitol Hill Club Day to help you have a great experience meeting with Congressional leaders. With meetings led by our AALU Ambassadors, along with Town Halls with leading Washington experts and individual meetings with key lawmakers and staff, this year’s CHC will be one of the most effective we’ve hosted. These are exciting times for our businesses and our Association. As Anthony noted, there are opportunities ahead for those who seek to innovate. In the next year, I look forward to serving as your president to ensure the AALU is helping to lead the life insurance community toward greater levels of success. Thank you for your support of the AALU. Mark Murphy AALU President-elect

the 2015 AALU annual meeting program book

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Use your mobile app to build points toward our daily prizes including free 2016 Annual Meeting bundle, hotel upgrades, an instant wine cellar and the latest products from Apple. Score points by checking-in at exhibit hall booths, post photos and comments from sessions, completing surveys and more...

The 2015 AALU annual meeting app gives you instant access to the agenda, exhibitors, partners, speakers and information. Download now!

AALU

annual meeting

may 3-5, 2015 I washington, dc

the AALU annual meeting mobile app is provided exclusively by

See the electronic signs around the meeting or check the Tech Bar for more details. 6

the 2015 AALU annual meeting program book

table of contents welcome message from the AALU president .................................................................................. 3 welcome message from the AALU annual meeting chair................................................................. 5 agenda-at-a-glance ......................................................................................................................... 9 main stage speakers ........................................................................................................................ 14 professional development workshops ............................................................................................. 20 the 2015 AALU annual meeting exhibitors ..................................................................................... 25 exhibitor listing by name ................................................................................................................. 26 exhibitor floor map .......................................................................................................................... 27 exhibitor profiles .............................................................................................................................. 28 the 2015 AALU annual meeting partners ........................................................................................ 38 partner profiles ................................................................................................................................ 39 the 21st century AALU...................................................................................................................... 44 ambassador program ...................................................................................................................... 45 2015 - 16 AALU board of directors executive committee ............................................................... 60 2015 - 16 AALU board of directors ................................................................................................. 61 2014 - 15 departing AALU board of directors ................................................................................. 64 AALU past presidents ...................................................................................................................... 65 2014 -15 AALU program planning committee (PPC) ....................................................................... 67 AALU staff ........................................................................................................................................ 69 issues alliance .................................................................................................................................. 72

the 2015 AALU annual meeting program book

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GUL is back. And there’s a new leader. Symetra leads the way with price leadership and GUL availability. While many carriers have abandoned GUL, Symetra continues to support and improve the product. We have the capacity and market-leading pricing you and your clients want. All from a company with a 50-year track record of reliability. Learn more at Symetra.com/LPB

Life insurance is issued by Symetra Life Insurance Company, 777 108th Ave NE, Suite 1200, Bellevue, WA 98004 and is not available in all U.S. states or any U.S. territory. LIM 1276 3/15

SYM 10191 TradeLife CityBirds_AALU.indd 1

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the 2015 AALU annual meeting program book

Pub/s: AALU

Trim: 7.5”w x 9”h

Live: 6.75”w x 9.25”h

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Due: 3/13/15 Bleed: 7.5”w x 9”h

PROOF# ___1__

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agenda-at-a-glance sunday, may 3rd

9:00 am – 7:00 pm Ambassador Desk Conference Registration 9:00 am – 7:00 pm Registration Desk Conference Registration Supported by Minnesota Life Insurance Company and Securian Life Insurance Company & The Penn Mutual Life Insurance Company 11:30 am – 1:30 pm Lunch in the AALU Learning Center Exhibit Hall C Provided by Principal Financial Group 11:30 am – 1:30 pm The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table 1:00 pm – 1:45 pm

Exhibit Hall C

Concurrent Professional Development Workshops •

Captive Insurance - A Conservative Approach to Alternative Risk Transfer Presented by Oxford Risk Management Group

Thurgood Marshall East

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Life Insurance: International Clients and the Solution to their Rubik’s Cube of Issues

Thurgood Marshall North

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Managing Compliance Risk in Nonqualified Deferred Compensation Plans

Thurgood Marshall West

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The New Life Insurance Thurgood Marshall South Presented by John Hancock Insurance 1:45 pm – 2:00 pm Coffee Break Thurgood Marshall Foyer Provided by The Penn Mutual Life Insurance Company 1:45 pm – 5:30 pm The AALU Tech Bar Supported by Million Dollar Round Table (MDRT) Top of the Table 2:00 pm – 2:45 pm

3:15 pm – 5:15 pm

Conference Registration

Concurrent Professional Development Workshops •

10 Things Top-Performing Advisors Do That Others Don’t

Thurgood Marshall East

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Breaking Down the New Index UL Model Regulations Presented by Lion Street

Thurgood Marshall South

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Effective Planning for Pass Through Business Entities Presented by MetLife

Thurgood Marshall North

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The Future of the Life Insurance Industry: Turning Change into Opportunity

Thurgood Marshall West

Opening General Session Marriott Ballroom

5:30 pm – 6:15 pm AALU First Timer Reception Chef’s Table – Stone’s Throw Provided by M Financial Group 5:30 pm – 7:00 pm The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table

Exhibit Hall C

5:30 pm – 7:00 pm Welcome Reception in the AALU Learning Center Provided by MassMutual Financial Group

Exhibit Hall C

7:00 pm

Personal Schedule

Networking on Your Own & Select Company Dinners

Monday the 2015 AALU annual meeting program book

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agenda-at-a-glance monday, may 4th

6:30 am – 7:30 pm Ambassador Desk Conference Registration 6:30 am – 7:30 pm Registration Desk Conference Registration Supported by Minnesota Life Insurance Company and Securian Life Insurance Company & The Penn Mutual Life Insurance Company 7:00 am – 7:45 am Breakfast in the AALU Learning Center Exhibit Hall C Provided by Principal Financial Group 7:00 am – 7:45 am The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table

Exhibit Hall C

7:00 am – 7:45 am Women in Insurance Breakfast Wilson A Provided by Gentry Partners, Ltd; by invitiation only 7:45 am – 12:00 pm The AALU Tech Bar Conference Registration Supported by Million Dollar Round Table (MDRT) Top of the Table 8:00 am – 12:00 pm

General Session Marriott Ballroom

9:45 am – 10:15 am Coffee Break State Corridor Provided by The Penn Mutual Life Insurance Company 12:00 pm – 1:00 pm Lunch in the AALU Learning Center Provided by MetLife

Exhibit Hall C

12:00 pm – 1:00 pm The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table

Exhibit Hall C

12:15 pm – 1:00 pm Master Class with Gov. Mitt Romney Supported by John Hancock Insurance; prior registration required

Delaware B

1:00 pm – 5:30 pm The AALU Tech Bar Conference Registration Supported by Million Dollar Round Table (MDRT) Top of the Table 1:00 pm – 2:00 pm Washington Report Marketplace Live! Marriott Ballroom Supported by Crump Life Insurance Services 2:15 pm – 3:00 pm

Concurrent Professional Development Workshops •

A Fresh Perspective on Two Old Friends: Planning with Defective Grantor Trusts and Split Dollar Presented by Highland Capital Brokerage

Thurgood Marshall East

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A Matter of Choice

Thurgood Marshall North

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Managing Risk with an Insurance Portfolio Presented by Lincoln Financial Group

Thurgood Marshall South

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The Hybrid of Domestic Asset Protection Trust: A Third-Party Trust that can Turn into a Self-Settled Trust

Thurgood Marshall West

2:15 pm – 3:00 pm Master Class with Steve Wozniak Supported by NFP Life; prior registration required

Marriott Salon III – Main Stage

3:00 pm – 3:15 pm Coffee Break Thurgood Marshall Foyer Provided by The Penn Mutual Life Insurance Company 3:00 pm – 4:15 pm The 4th Annual AALU Fun Run & Walk Marriott Lobby Supported by John Hancock Insurance; prior registration required 24th St. Entrance 10

the 2015 AALU annual meeting program book





Lace Up with Legends Join four-time champion of both the Boston and New York City marathons – “Boston Billy” Rodgers and accomplished marathoner, ironman, and ESPY award winner – Dick Hoyt (Team Hoyt) for the 2015 AALU 5K and 2-mile walk.

Brought to you by John Hancock, principal sponsor of the Boston Marathon for the past 30 years.



Stay Connected © 2015 John Hancock. All rights reserved. JHAD410 the 2015 AALU annual meeting program book 11

agenda-at-a-glance monday, may 4th 3:15 pm – 4:00 pm

Concurrent Professional Development Workshops •

Building a Firm with the Next Generation of Producers

Thurgood Marshall West

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Emerging Trends and Opportunities in the Life Insurance Industry

Thurgood Marshall North

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Leveraging Opportunities in Automated Underwriting Presented by Andesa Services, Inc. The New Paradigm of Estate Planning Presented by Minnesota Life Insurance Company and Securian Life Insurance Company

Thurgood Marshall East

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3:15 pm – 4:00 pm Master Class with Barbara Corcoran Supported by Nationwide Financial; prior registration required 4:15 pm – 5:00 pm

Thurgood Marshall South

Marriott Salon III – Main Stage

Concurrent Professional Development Workshops •

Optimizing Income Allocations: The Role of Asset Allocation, Managed Volatility and Annuities in Retirement

Thurgood Marshall West

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The Headwind Effect

Thurgood Marshall South

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The Key Strategy Decisions that You Must Make in 2015 to Drive Revenue from Qualified Plans

Thurgood Marshall North

4:15 pm – 5:00 pm Master Class with Jason Dorsey Supported by Pan-American Life Insurance Group; prior registration required

Marriott Salon III – Main Stage

4:15 pm – 5:15 pm Washington Report Newswire Live! Maryland ABC Supported by National Underwriter Life & Health Network 5:30 pm – 6:45 pm The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table

Exhibit Hall C

5:30 pm – 6:45 pm President’s Networking Reception in the AALU Learning Center Provided by Pacific Life Insurance Company

Exhibit Hall C

7:00 pm – 9:00 pm President’s Dinner Provided by The Guardian Life Insurance Company of America Featured Entertainment Bill Engvall Supported by Prudential

Marriott Ballroom

9:00 pm

Late Night at the Ambassador Club

Marriott Lobby Bar



MullinTBG, A Prudential Financial company; by invitation only

Provided by Ashar Group – Secondary Market & Valuation Specialists &

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the 2015 AALU annual meeting program book

agenda-at-a-glance tuesday, may 5th

6:30 am – 6:00 pm Ambassador Desk Conference Registration Capitol Hill Club is supported by MetLife 6:30 am – 6:00 pm Registration Desk Conference Registration Supported by Minnesota Life Insurance Company and Securian Life Insurance Company & The Penn Mutual Life Insurance Company 7:00 am – 7:45 am Breakfast in the AALU Learning Center Exhibit Hall C Provided by Principal Financial Group 7:00 am – 7:45 am The AALU Tech Bar in the AALU Learning Center Supported by Million Dollar Round Table (MDRT) Top of the Table

Exhibit Hall C

8:00 am – 9:30 am General Session - Washington Update Live! Marriott Ballroom Supported by Northwestern Mutual 8:00 am – 10:30 am The AALU Tech Bar Supported by Million Dollar Round Table (MDRT) Top of the Table

Conference Registration

9:30 am – 3:15 pm Capitol Hill Club Transportation Marriott Lobby Provided by MetLife 24th St. Entrance 10:00 am – 4:00 pm Capitol Hill Club Meetings Personal Schedule 11:00 am – 1:00 pm Lunch at 101 Constitution Ave, NW Rooftop 101 Constitution Avenue, NW Provided by MetLife Rooftop 1:00 pm – 3:00 pm Capitol Hill Club “Ask Me Anything (AMA)” Town Halls VFW Memorial Building 200 Maryland Ave, NE 3:00 pm – 3:45 pm Master Class with Arianna Huffington Prior registration required

Marriott Salon III – Main Stage

3:45 pm – 4:15 pm Coffee Break State Corridor Provided by The Penn Mutual Life Insurance Company 4:15 pm – 5:15 pm

Closing General Session

5:15 pm – 6:00 pm Closing Reception Provided by MetLife 7:00 pm Networking on Your Own & Select Company Dinners

Marriott Salons II,III Marriott Salon I Personal Schedule

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main stage speakers sunday, may 3rd

Don’t miss three of the AALU’s most successful members when they kick off this year’s event with TED-style presentations. These three distinguished panelists will share how they’ve grown their practices during a time of rapid change.

Campbell Gerrish

Kathy Smith

Rick Van Benschoten

A recognized leader in the insurance industry and an AALU Past President (2001), Campbell co-founded Winged Keel Group—one of the leading independent life insurance brokerage firms in the U.S.—in 1989, and SALI Fund Services—the largest administrator of insurance dedicated funds in the nation—in 2002. Campbell continues to cultivate client and advisor relationships and dedicates time to mentoring future leaders.

Kathy Smith, a founder of Bank Compensation Consulting, brings more than three decades of insurance and financial industry experience to clients. She has developed a keen sense for how service and quality products help banks solve the issues of retention of executive talent. Kathy also works with bank accountants, attorneys and consultants to provide a coordinated financial strategy.

Rick Van Benschoten is a founding and Managing Partner of Lenox Advisors, a national Wealth Management firm with offices in New York, Chicago, Los Angeles, San Francisco and Stamford, CT. Rick has more than 30 years of insurance, investment and wealth management experience. Today, he advises many of the firm’s most successful clients including individuals, families and institutions.

Bank Compensation Consulting, President

Winged Keel Group, Principal

Campbell has also authored articles that have appeared in Strategic Consulting magazine, Executive Compensation and Benefits and was the subject of a feature article in Advisor Today.

Kathy frequently presents seminars on compensation strategies in the banking industry through various national and state banking trade associations. In addition, she has taught courses on financial planning for banking professionals at the Wisconsin Graduate School of Banking.

Lenox Advisors, Managing Partner

Rick has been quoted in many financial publications, including Money Magazine, Worth and Forbes and has made numerous appearances on CNN, CNBC and Bloomberg Television.

Dr. Peter H. Diamandis is an international pioneer in the fields of innovation, incentive competitions and commercial space. In the field of Innovation, Peter is Chairman and CEO of the X PRIZE Foundation, best known for its $10 million Ansari X PRIZE for private spaceflight. Today the X PRIZE leads the world in designing and operating large-scale global competitions to solve market failures.

Dr. Peter H. Diamandis Supported by

Peter is also the Co-Founder and Vice-Chairman of Human Longevity Inc. (HLI), a genomics and cell therapy-based diagnostic and therapeutic company focused on extending the healthy human lifespan. He is also the Co-Founder and Executive chairman of Singularity University, a graduate-level Silicon Valley institution that studies exponentially growing technologies, their ability to transform industries and solve humanity’s grand challenges. In the field of commercial space, Peter is Co-Founder and Co-Chairman of Planetary Resources, a company designing spacecraft to enable the detection and mining of asteroid for precious materials. Peter is the New York Times best selling author of Abundance - The Future Is Better Than You Think. Abundance was #1 on Amazon and #2 on The New York Times. Peter’s mission is to open the space frontier for humanity. His personal motto is: “The best way to predict the future is to create it yourself.”

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the 2015 AALU annual meeting program book

main stage speakers monday, may 4th

A Silicon Valley icon and philanthropist for more than thirty years, Steve Wozniak has helped shape the computing industry with his design of Apple’s first line of products and influence on the popular Macintosh. In 1976, Steve and Steve Jobs founded Apple Computer Inc and helped launch the personal computer industry.

Steve Wozniak Supported by

For his achievements at Apple, Steve has been awarded the National Medal of Technology by the President of the United States - the highest honor bestowed on America’s leading innovators – and has been inducted into the Inventors Hall of Fame. Steve has also received the prestigious Heinz Award for Technology, The Economy and Employment for single-handedly designing the first personal computer and for then redirecting his lifelong passion for mathematics and electronics toward lighting the fires of excitement for education in grade school students and their teachers. In 2014, Steve was awarded the Hoover Medal, a prestigious honor given for “outstanding extra-career services by engineers to humanity.”

Barbara Corcoran’s credentials include straight D’s in high school and college and twenty jobs by the time she turned twenty-three. It was her next job that would make her one of the most successful entrepreneurs in the country when she took a $1000 loan to start The Corcoran Group. As one of the “Sharks” on ABC’s hit TV show, Shark Tank, Barbara has ponied up her own money and invested in more than a dozen businesses, competing to make those deals for all to see, then shepherding them to success.

Barbara Corcoran Supported by

Her newest book, Shark Tank, takes you behind the scenes of her life and business and her ‘seen on TV’ venture capitalism. Barbara is famously brash and blunt, bold and courageous and a brilliant identifier of opportunity and talent (often invisible to others). During her presentation, you’ll get her very best advice for starting, growing and expanding businesses, investing in businesses and converting ideas and “dreams” into fortunes. Jason Dorsey is The Gen Y Guy®. He has been featured on 60 Minutes, 20/20, The Today Show, The View, The Early Show and dozens more. His gift is solving tough generational challenges for companies and leaders. Jason wrote his first bestselling book at age 18 (slight overachiever). His newest books are Y-Size Your Business and My Reality Check Bounced! He also produced the acclaimed training DVDs Managing Across Generations and Insider Secrets for Selling to Gen Y. Jason is Chief Strategy Officer at The Center for Generational Kinetics. In this role, he goes behind the scenes with companies, and their data, from around the world. These insights help him to identify emerging trends early, so you can too.

Jason Dorsey Supported by

Jason won the Austin Under 40 Entrepreneur of the Year Award at age 25, one of the youngest winners ever. He now serves as a board member for venture-­backed and emerging technology companies. And, yes, he text messages his mom every day. 12

P A N - A M ER I C A N L I F E I N S UR A N C E G R OUP

the 2015 AALU annual meeting program book

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main stage speakers monday, may 4th

Gov. Mitt Romney Supported by

Widely praised for his leadership as a public servant and businessman, former Governor Mitt Romney was the Republican nominee for president in 2012, running on a platform of creating jobs, reducing the debt, reforming tax law and healthcare reform. One of Massachusetts’ most successful governors, he established a healthcare law that was the first of its kind in the nation and ensured coverage for all citizens of the state. In 2012, TIME included Mitt in its list of the “100 Most Influential People in the World,” praising his “work ethic, analytical mind and devotion to family and country.” Mitt shares insights on the current political environment and business today, and audiences appreciate his ideas on the future of the nation, focusing on solutions to the debt, private sector growth, education and immigration. He marries his practical business and gubernatorial expertise with his experience running for higher office in a presentation that leaves audiences with thoughtful approaches to the most pressing public policy issues of our time. Prior to his time as governor, Mitt was President and CEO of the 2002 Winter Olympic Games in Salt Lake City, where he first gained national recognition. He succeeded in erasing a $379 million operating deficit, organizing 23,000 volunteers, galvanizing community spirit and overseeing an unprecedented security mobilization just months after the September 11th attacks, leading to one of the country’s most successful Olympics. Today, Mitt is a Director of Marriott International and an advisor at a private equity firm. He is also the author of Turnaround: Crisis, Leadership and the Olympic Games and No Apology: The Case for American Greatness.

The thing that makes any entertainer successful is the ability to connect with an audience. It’s the ability to find and share humor in everyday situations that has made Bill Engvall one of the top comedians today and among the busiest. A winner of the Best Stand Up Comedian Award, Bill was part of the enormously successful Blue Collar Comedy concert films, which have sold more than 9 million copies and are some of the most watched programs in the history of cable television’s Comedy Central channel. The soundtrack for Blue Collar Comedy Tour - One For The Road (Warner Bros./Jack Records) was nominated for a Grammy Award.

Bill Engvall Supported by

Bill’s solo comedy efforts have earned him recognition as a recording artist, too. His albums have all been certified gold or platinum based on sales and Bill’s work routinely leads the Billboard Comedy chart, often ahead of other leading comics like Adam Sandler, Chris Rock and Jerry Seinfeld. Bill has appeared in movies and television series including the highly rated TBS sitcom The Bill Engvall Show for three seasons. In 2013 Bill joined the cast of ABC’s Dancing with the Stars where he danced his way into the finals.

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the 2015 AALU annual meeting program book

panel discussions monday, may 4th

Washington Report Marketplace Live!

Time: 1:00 pm - 2:00 pm Location: Marriott Ballroom Supported by

Join the Greenberg Traurig team who create the weekly WRMarketplace exclusively for AALU Members on Monday afternoon. Jon Forster, Rebecca Manicone and Richard Sirus will lead an interactive analysis of some of the hottest market issues using case studies. Come prepared to answer the question – What would you do? if you were the person putting together the case in question.

Jon Forster

Rebecca Manicone

Richard Sirus

Washington Report Newswire Live! Time: 4:15 pm - 5:15 pm Location: Maryland ABC Supported by

NATIONA L UNDERW RITER L IF E & HEA LTH NETW ORK

Retirement

ADVISOR P R OV E N L E A D E R S I N T H E L I FE & 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

Each week a network of life insurance professionals lead by Steve Leimberg, Lawrence Brody and Linas Sudzius create the WRNewswire for AALU Members. On Monday afternoon, join the WRNewswire team as they review some of the most important legal and regulatory decisions of the past year…and look ahead to what to watch in the year ahead. Come prepared with your questions!

Steve Leimberg

Lawrence Brody

Linas Sudzius the 2015 AALU annual meeting program book

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main stage speakers tuesday, may 5th

Washington Update Live! Supported by

Get ready to go to Capitol Hill on Tuesday with the help of the AALU’s Team of Washington Insiders and special guests. This year’s program includes Congressman Joe Crowley (D-NY) and his AALU Ambassador Nat Perlmutter who will discuss the value of building a personal relationship with a member of Congress. Gov. Dirk Kempthorne, ACLI President & CEO, will share his thoughts on the policy challenges facing the life insurance community. AALU Government Affairs leaders Marc Cadin and Chris Morton will be joined by our outside counsel Ken Kies and Jeff Ricchetti to help you prepare for your time on Capitol Hill.

Nat Perlmutter

Congressman Joe Crowley (D-NY)

Marc Cadin

Chris Morton

Gov. Dirk Kempthorne

Ken Kies

Jeff Ricchetti

Arianna Huffington is the Chair, President and Editor-In-Chief of the Huffington Post Media Group, a nationally syndicated columnist and author of fourteen books. In May 2005, she launched The Huffington Post, a news and blog site that quickly became one of the most widely-read, linked to and frequently-cited media brands on the Internet. In 2012, the site won a Pulitzer Prize for national reporting.

Arianna Huffington

She has been named to TIME magazine’s list of the world’s 100 most influential people and the Forbes Most Powerful Women list. Originally from Greece, she moved to England when she was 16 and graduated from Cambridge University with an M.A. in economics. At 21, she became President of the famed debating society, the Cambridge Union. She serves on several boards, including HuffPost’s partners in Spain, the newspaper EL PAÍS and its parent company PRISA; Onex; The Center for Public Integrity and The Committee to Protect Journalists. Her 14th book, Thrive: The Third Metric to Redefining Success and Creating a Life of Well-Being, Wisdom and Wonder was published by Crown in March 2014 and debuted at #1 on The New York Times Best Seller list.

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the 2015 AALU annual meeting program book

DISCOVER THE POSSIBILITIES

We create a world of possibilities — one individual, one family, one small business at a time. At Penn Mutual, we believe owning life insurance is the most protective, responsible and rewarding action a person can take to build a solid foundation today and create a brighter future for generations to come. We make this belief a reality by working together with our trusted financial professionals to unlock the complete value of life insurance — providing the protection your clients need, helping them reach their lifetime goals and making great things possible.

DISCOVER WHAT’S POSSIBLE. Call us at 1-800-818-8184 (option 9) to learn more about Penn Mutual and our Producer Value Commitment.

®2015 The Penn Mutual Life Insurance Company, Philadelphia, PA 19172 www.pennmutual.com

08/14 | A4CM-0807-19E2 the 2015 AALU annual meeting program book

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professional development workshops sunday, may 3rd 1:00 pm - 1:45 pm Captive Insurance - A Conservative Approach to Alternative Risk Transfer Speaker: Michael DiMayo Category: Prospecting & Sales Location: Thurgood Marshall East Presented by

Managing Compliance Risk in Nonqualified Deferred Compensation Plans Speaker: Samuel Brkich Moderator: Steve Broadbent Category: Retirement Planning Location: Thurgood Marshall West

A Captive Insurance Company (captive or CIC) is a property and casualty insurance company established to provide coverage primarily for a parent company. It can be a valuable risk management tool which allows businesses to more effectively manage corporate risks of all kinds. Captives often are set up to insure enterprise risk, risk for which commercial insurance is not available or may be too expensive to purchase in the traditional market. The captive insurance company must act as a legitimate business entity and must remain in compliance with all insurance regulatory provisions and Internal Revenue Service requirements.

When it comes to 409A, an ounce of prevention is worth several pounds of cure. Violations of Code Section 409A may result in immediate income taxation, a 20% penalty tax and premium interest penalties back to the year the compensation was earned. California imposes an additional 5% tax. Risk management begins with plan designs that are easily understood and administered by the client, continues through the adoption and implementation of procedures to ensure compliance with plan and 409A and ends with a regular internal audits to detect and correct inadvertent operational violations. The goal of this workshop is to show the importance of becoming 409A experts or aligning themselves with other experts as a value-added service to their clients who sponsor nonqualified deferred compensation plans.

Takeaways: 1. You will learn what a captive is and why a business owner should consider forming their own insurance company. 2. You will learn the types of companies that can benefit from a Captive Insurance Company. 3. We will discuss the IRS Safe Harbors and Revenue Rulings, Captive Myths and Misconceptions Successful Captive Implementation and potential pitfalls to avoid. Life Insurance: International Clients and the Solution to their Rubik’s Cube of Issues Speaker: Leigh-Alexandra Basha Moderator: Leigh Harter Category: Prospecting & Sales Location: Thurgood Marshall North This session will explore key uses of life insurance to solve the throwback tax problem of foreign nongrantor trusts, lowering inheritance tax rates in some jurisdictions, creating tax-free or tax-reduced growth to be tapped into later, equalizing estate values and providing liquidity. In some jurisdictions, life insurance can act as an efficient substitute to trusts, providing inheritance planning and protecting wealth from creditors. Takeaways: 1. How to identify the international client. 2. How to identify clients’ problems in the international arena. 3. How to solve the international clients’ problems using life insurance. 20

the 2015 AALU annual meeting program book

Takeaways: 1. Why 409A compliance is important to a client and its key employees. 2. Understand the key areas of risk in administering nonqualified plans. 3. Develop a smell test to identify clients who may need assistance with their nonqualified plans. The New Life Insurance Speakers: Matt Gibson, Greg Mack & Jennifer Tierney Category: Industry Trends Location: Thurgood Marshall South Presented by

This session is an introduction to the future of life insurance in its new form and a discussion of how this can open new markets and opportunities with new and better relationships and referrals. Takeaways: 1. How to sell it. 2. What it is. 3. New markets and opportunities.

professional development workshops sunday, may 3rd

10 Things Top - Performing Advisors Do That Others Don’t Speaker: George Hartman Moderator: Leigh Harter Category: Practice Management Location: Thurgood Marshall East There was a time when financial advisors could build a successful practice simply by being a good salesperson or a great marketer. Today’s advisors must think and act like business owners, managing a dynamic enterprise in an ever-changing marketplace. As their practices grow in size and complexity, many find themselves spending more time managing the enterprise than advising clients. And, if you don’t periodically re-examine and re-invent your business, you run the risk of having a world of possibility pass by you. Even more important, you need the foresight and courage to make changes even when it is not yet obvious that change is necessary. From strategy to tactics, George will highlight examples to show you how to implement the Top 10 activities that separate the best from the rest. Takeaways: 1. Recognize that a successful “practice” is not necessarily a successful “business.” 2. Have a clear picture of what your business will look like when it is as successful as you want it to be. 3. Develop a specific plan to take you from where you are today to where you want to be at some point down the road. Breaking Down the New Index UL Model Regulations Speakers: James Joyce, Joe Kordovi & Bobby Samuelson Category: Product Insights Location: Thurgood Marshall South Presented by

You are either selling Index UL, or selling against it. There are major changes to Index UL illustrations that you need to intimately understand to stay ahead of the curve with clients and advisors. This session will take you inside all of the specifics around the new Index UL illustrated rate formulas and the carriers most impacted, how variable loans will be limited and the additional disclosures now required. Takeaways: 1. Technical understanding of all components in the new Index UL Model Regulations. 2. Identifying the Carriers and Products most impacted by new illustration rate limitations. 3. Getting ahead of the curve in communicating with clients and advisors who are buying or being sold Index UL.

2:00 pm - 2:45 pm

Effective Planning for Pass Through Business Entities Speakers: Patrick Crowley & Andrew Rinn Category: Prospecting & Sales Location: Thurgood Marshall North Presented by

This workshop focuses on five targeted sales strategies for the growing pass-through business entity market. Techniques that are unique in the insurance marketplace are explained and applied in case scenarios. Sales ideas include the “retirement buy/sell,” split funded defined benefit plans, the business owner “pension plan” and the “buy/sell LLC.” Takeaways: 1. An understanding of the growing pass through entity market. 2. Business succession strategies for pass through entities. 3. Retirement strategies for pass through entity owners. The Future of the Life Insurance Industry: Turning Change into Opportunity Speakers: Andy Bucklee, Michael Ferik & Greg Mack Moderator: Larry Rybka Category: Industry Trends Location: Thurgood Marshall West The life insurance industry is undergoing a period of profound change that will shape the way insurance is distributed and the products that are sold for years to come. During this session, a distinguished panel of senior executives from leading insurance carriers will share their perspectives and explore the drivers of change for the insurance industry in the coming decades. They will discuss the social, technological, economic and political perspectives that will have sweeping implications for your insurance business in the coming years. Takeaways: 1. To gain insight into three carriers’ view of future products and markets. 2. How carriers are addressing the pressure of low interest rates. 3. How technology will change the interaction between agents and insurance companies.

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professional development workshops monday, may 4th A Fresh Perspective on Two Old Friends: Planning with Defective Grantor Trusts and Split Dollar Speaker: Robert Finnegan Category: Wealth Transfer Location: Thurgood Marshall East Presented by

All non-insurance planning strategies take time to succeed. Insurance is self-completing. Learn how defective grantor trusts and split dollar can be combined to optimally transfer wealth regardless of when death occurs, scalable to any size transaction with no or minimal gift, estate and/or GST taxes. Takeaways: 1. How these two strategies “dovetail” together to transfer tremendous wealth. 2. What the options are for sizing the transactions. 3. How can this combination be applied to any size transaction with no or minimal gift, estate and/or GST taxes. A Matter of Choice
 Speaker: Larry Rybka Moderator: Michael Mingolelli Category: Practice Management Location: Thurgood Marshall North Most producers represent a number of insurance carriers. But, when pressed on how they make the selection of companies and products recommended to clients, the process can most honestly be described as more “ad hoc” than strategic. As a result, every experienced producer has made some past recommendations of products and companies that have disappointed our clients. In this session, Larry introduces a turn-key methodology of taking negative experiences with products and carriers and transforming them into a customized vetting process for purposefully choosing the carriers your firm represents going forward. Implementing this tool in your practice results in a customized, select list of companies and products for improving long-term client satisfaction. Takeaways: 1. A process to create a select list of insurance carriers with whom your firm does business. 2. Being able to clearly articulate to clients and center of influence why you do business with certain carriers. 3. To be in a much better position to explain and service insurance products sold by your firm.

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2:15 pm - 3:00 pm

Managing Risk with an Insurance Portfolio Speaker: Richard Forcht Category: Product Insights Location: Thurgood Marshall South Presented by

Insurance policies are being combined into synergistic portfolio to manage multiple risks for affluent clients. Learn how clients can pay exactly the right amount for mortality and longevity. Hear how advisors are using new techniques to manage market risk, interest risk and inflation risk with one asset class. Finally, help clients realize their distribution goals with tax free cash flow. Takeaways: 1. Properly constructing an insurance portfolio. 2. Paying the real minimum cost of insurance and no more. 3. How to use the insurance portfolio to manage multiple risks, including mortality, longevity, market volatility and correlation, interest rates, inflation and taxes. The Hybrid of Domestic Asset Protection Trust: A Third-Party Trust that can Turn into a Self-Settled Trust Speaker: Steven Oshins Moderator: Vince D’Adonna Category: Wealth Transfer Location: Thurgood Marshall West Asset protection planning has become a necessary part of any estate plan. This presentation recommends a hybrid version of the traditional asset protection trust that can be used purely for asset protection or also for estate tax planning, but with a significantly lesser degree of risk than that of a traditional domestic asset protection trust. This concept can be used as an irrevocable life insurance trust that gives the insured the ability to access the cash value from the insurance policy. Takeaways: 1. Learn how to establish an irrevocable life insurance trust in which the insured can access the cash value. 2. Learn how to reduce the risk of an asset protection trust failing to almost zero using a special hybrid provision. 3. Learn how and why to integrate asset protection planning into your client meetings.

professional development workshops monday, may 4th



Building a Firm with the Next Generation of Producers Speakers: David Byers, Caleb Callahan & Rick Van Benschoten Moderator: Sharon Theall Category: Practice Management Location: Thurgood Marshall West Readiness as a community and an industry to develop the next generation of high performing producers is vital to our collective futures. In this session, we’ll explore how to find and develop future leaders that position your firm for long-term stability and growth. A panel of insurance professionals experienced in taking on this initiative will examine the current trends and real world challenges they have faced, including where to look for candidates, the expectations of the journey in developing a mature strategy and the emerging best practices that have worked for them in actively recruiting, mentoring, compensating, engaging and retaining new talent. Takeaways: 1. Awareness of what’s driving today’s recruiting strategies and influencing results. 2. Insight into the emerging best practices for sourcing, screening, onboarding and developing new producers. 3. Building revenue and profitability through a mature strategy to institutionalize your growing business. Emerging Trends and Opportunities in the Life Insurance Industry Speaker: Jim Kerley Moderator: Larry Rybka Category: Industry Trends Location: Thurgood Marshall North LIMRA Chief Membership Officer Jim Kerley will discuss how evolving trends in demographics, social media/ digital relationships, regulation, product complexity and technology are impacting our industry and changing the paradigm of our business. Jim will share how these factors are influencing consumers’ attitudes and behavior and what it will take to help Americans attain financial security in the future. Takeaways: 1. Better understanding of consumer and technology trends based on LIMRA research. 2. LIMRA analysis on how product development and regulatory changes will impact the business. 3. Best practices to communicate with today’s consumer.

3:15 pm - 4:00 pm

Leveraging Opportunities in Automated Underwriting Speakers: Tony Laudato, Nancy MacDonald, Doug Noble & Larry Resnick Category: Industry Trends Location: Thurgood Marshall East Presented by

An exciting panel discussion sharing various perspectives on automated underwriting. We will review the challenges, opportunities and potential solutions from the perspectives of the carrier, distributor, reinsurer and the technologist. Topics such as real-time underwriting interviews, decision making and automated application submission will all be examined. This is the future and the future is here! Takeaways: 1. Better understanding of the challenges of implementing for the distributors, carriers, reinsurers and technologists. 2. A solid grasp on the opportunity for the 4 disciplines in utilizing automated underwriting. 3. Enhanced awareness of the inevitable need to bring this process online for all parties. The New Paradigm of Estate Planning Speakers: Channing Schmidt & Louis Slagle Category: Wealth Transfer Location: Thurgood Marshall South Presented by

Welcome to the new, much more complex language of estate planning. There are many more things to consider when putting together your client’s estate plan. Instead of taking control away and removing assets from your client’s estate, the new language allows for greater client control and keeping assets inside their estate. This new language is a significant paradigm shift for estate planning. With any change comes the opportunity to revisit your client’s estate plan. Takeaways: 1. To discuss changes to estate planning. 2. Introduces a new approach to estate planning called EPIC (Estate Planning Individually Centered). 3. Highlight a couple of strategies using life insurance using this new language.

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Optimizing Income Allocations: The Role of Asset Allocation, Managed Volatility and Annuities in Retirement Speakers: Caleb Callahan & Chris Finefrock Moderator: Michael Mingolelli Category: Retirement Planning Location: Thurgood Marshall West Creating sustainable income streams is the end goal of any sound retirement plan. Given the wide range of options of low cost investment portfolios, volatility managed solution’s, variable annuities with lifetime income riders and longevity insurance guarantees, many planners are left to wonder what strategies are best? This session will cover research and modeling to help you determine when and where each of these strategies makes sense. Takeaways: 1. Do volatility and longevity solutions add value to an investment portfolio? 2. When should different combinations of these products be used? 3. What are the main tradeoffs of each strategy? The Headwind Effect Speaker: John Brown Moderator: Vince D’Adonna Category: Prospecting & Sales Location: Thurgood Marshall South Today’s business owners face three headwinds that increase the difficulty of generating and accumulating the capital necessary to exit their businesses with financial security and leave their families financially secure should they die before their exits. Your first job as a planning expert is to understand both the owner’s exit planning and estate planning challenges. Your job as a trusted advisor is to understand the headwinds, and more importantly, to effectively illustrate that the challenges owners face in achieving financial security via an exit during their lifetimes are the same challenges their families will face should the owners die before they exit. Takeaways: 1. To understand the three strongest headwinds that owners face and how each affects the owners’ ability to exit their businesses successfully during lifetime and at death. 2. To understand the exit planning challenges owners face, how to address them, how to identify opportunities for the sale of life insurance and how to motivate owners to take action. 3. To build on there current understanding of estate planning issues for business owners and how to effectively coordinate exit and estate planning solutions. 24

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4:15 pm - 5:00 pm

The Key Strategy Decisions that You Must Make in 2015 to Drive Revenue from Qualified Plans Speaker: Larry Raymond Moderator: Michael Amoia Category: Retirement Planning Location: Thurgood Marshall North Learn what advisors are doing to create revenue streams from qualified plans. The sources have changed, but there is still lucrative income to be earned and some of these new “sources” significantly enhance the advisor/client relationship. Takeaways: 1. Receive ideas for opportunities to create income from retirement plans. 2. See what the competition is doing to attack your qualified plan business relationships. 3. Learn the questions to ask to determine if these new markets are available to you in your business model.

the 2015 AALU annual meeting exhibitors

LIFE DIVISION

FUNDING

NAT I O NAL UND E R W R I T E R L I F E & H E ALT H NE T W O R K

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ADVISOR 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

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exhibitor listing by name The AALU............................................................................................................................................................ 507 Accordia Life........................................................................................................................................................ 405 AIG Life Brokerage ............................................................................................................................................. 415 ALIRT Insurance Research, LLC .......................................................................................................................... 209 Allianz Life Insurance Company of North America ............................................................................................. 211 Ash Brokerage .................................................................................................................................................... 504 Ashar Group-Secondary Market & Valuation Specialists .................................................................................... 411 AXA .................................................................................................................................................................... 514 Capitas Financial ................................................................................................................................................ 208 Crump Life Insurance Services............................................................................................................................ 210 Exceptional Risk Advisors, LLC ........................................................................................................................... 309 Financial Independence Group........................................................................................................................... 214 First Heartland Capital, Inc ................................................................................................................................. 304 First Insurance Funding Corp., Inc...................................................................................................................... 204 Genworth Financial ............................................................................................................................................. 414 Global Financial Distributors, Inc ....................................................................................................................... 502 InsuranceNewsNet.com...................................................................................................................................... 515 Investors Bank..................................................................................................................................................... 516 John Hancock Insurance ..................................................................................................................................... 302 Life Insurance Settlements, Inc ........................................................................................................................... 105 Lincoln Financial Group ...................................................................................................................................... 410 MassMutual Financial Group .............................................................................................................................. 203 MetLife................................................................................................................................................................ 400 Minnesota Life Insurance Company and Securian Life Insurance Company ...................................................... 311 National Underwriter Life & Health Network ...................................................................................................... 108/110 Nationwide Financial .......................................................................................................................................... 314 New York Life Advanced Markets Network ........................................................................................................ 409 Ohio National Financial Services ........................................................................................................................ 500 PaperClip, Inc ..................................................................................................................................................... 109 Principal Financial Group .................................................................................................................................... 401 Promicro, Inc ....................................................................................................................................................... 408 Protective ........................................................................................................................................................... 111 Prudential ........................................................................................................................................................... 200 Society of FSP ..................................................................................................................................................... 115 Symetra .............................................................................................................................................................. 505 The American College ........................................................................................................................................ 104 The Newport Group ........................................................................................................................................... 508 The Penn Mutual Life Insurance Company ......................................................................................................... 310 Valley National Bank ........................................................................................................................................... 116 Voya Financial ..................................................................................................................................................... 215 Welcome Funds, Inc ........................................................................................................................................... 308 Wells Fargo Private Placement ........................................................................................................................... 510 Zurich American Life Insurance Company........................................................................................................... 205

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exhibitor profiles Accordia Life Booth #405 T. 855.887.4487 E. [email protected] W. www.accordianow.com

ALIRT Insurance Research, LLC Booth #209 T. 860.683.2070 E. [email protected] W. www.alirtresearch.com

Accordia Life is an innovative life insurance company, providing customers and agents proven expertise in indexed universal life insurance. The company’s products help meet the protection, wealth transfer and smallbusiness needs of customers throughout the US. Accordia Life’s success is built on a foundation of experience, exceptional products and deep relationships.

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.

Accordia Life is a subsidiary of Global Atlantic Financial Group Limited, a financial services company focused on the annuity, life insurance and reinsurance markets with over $35 billion in assets and nine offices. AIG Life Brokerage Booth #415 T. 713.831.3978 E. [email protected] W. www.aig.com/lifeinsurance American General Life Insurance Company is a subsidiary of American International Group, Inc. (AIG). AIG is a leading international insurance organization with approximately 64,000 employees in more than 130 countries serving customers around the globe. AIG companies serve commercial, institutional and individual customers through one of the most extensive worldwide property-casualty networks of any insurer. In addition, AIG companies are leading providers of life insurance and retirement services in the US. AIG life insurers 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 and health products that provide living benefits. 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.

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Allianz Life Insurance Company of North America Booth #211 T. 763.765.5333 E. [email protected] W. www.allianzlife.com Allianz Life Insurance Company of North America, one of Fortune’s 100 Best Companies to Work For in 2014, has been keeping its promises since 1896. Today, it carries on that tradition, helping Americans achieve their retirement income and protection goals with a variety of annuities and life insurance products. As a leading provider of fixed index annuities, Allianz Life is part of Allianz SE, a global leader in the financial services industry with 147,000 employees worldwide. More than 83 million private and corporate customers rely on Allianz knowledge, global reach and capital strength to help them make the most of financial opportunities. Ash Brokerage Booth #504 T. 800.589.3000 W. www.ashbrokerage.com Ash Brokerage offers a single source of expertise, technical infrastructure and administrative support to take its advisors’ practices to the next level. We Honor the Impact® of everything we do, which means we go to great lengths to ensure the solutions we place are the best for your clients. Over the past 40 years, we’ve become the largest independently owned brokerage agency in the country, with a headquarters in Fort Wayne, IN and offices nationwide.

exhibitor profiles Ashar Group – Secondary Market & Valuation Specialists Booth #411 T. 321.441.1115 E. [email protected] W. www.ashargroup.com Ashar group is a nationally licensed, independently owned life settlement broker. For more than a decade, we have helped planners and fiduciaries appraise, negotiate and monetize their client’s life insurance and annuity assets. The Ashar SMV®, Secondary Market Valuation, equips planners with a reliable report of the fair market value of life insurance. The valuation side of our business has grown rapidly since the development of the Ashar SMV® in 2013. The SMV® is quickly becoming the industry standard. In 2015, we launched a web-based app for smart phones and tablets that enables planners to have a basic life settlement value calculator at their fingertips giving them the ability to make a quick assessment in the field. AXA Booth #514 T. 860.409.1123 E. [email protected] W. www.axa.com AXA has been providing stability and reliability to our clients since 1859 to help them live their lives with confidence, to give them peace of mind and enable them to realize their dreams for their loved ones and their legacy. Capitas Financial Booth #208 T. 952.544.0709 x103 E. [email protected] W. 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 Booth #210 T. 301.272.9196 E. [email protected] W. www.crump.com 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. Exceptional Risk Advisors, LLC Booth #309 T. 866.512.0444 E. [email protected] W. www.exceptionalriskadvisors.com Exceptional Risk Advisors is an experienced team of the country’s foremost experts in high-limit insurance coverage; we are best known for underwriting some of the largest names in the corporate world, sports, music and film industries. As Lloyd’s of London representatives, we underwrite high-limit disability and specialty life insurance products for elite advisors with successful individual and corporate clients, and couple that with unprecedented capacity and advice. Financial Independence Group Booth #214 T. 800.527.1155 W. www.figmarketing.com FIG supports and assists advisors with all facets of their business, helping them get in front and stay in front of their ideal clients. We make sure they have all the tools, products and strategies necessary to implement a plan for each client. We are there to review and process the business to get the policy in the client’s hands as quickly as possible. We strive for excellence in all circumstances and are proud to partner with each and every one of you.

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exhibitor profiles First Heartland Capital, Inc. Booth #304 T. 636.695.2815 E. [email protected] W. www.joinfhc.com

Genworth Financial Booth #414 T. 877.549.5933 E. [email protected] W. www.genworth.com

Over the last 31 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.

Genworth Financial, Inc. (NYSE: GNW) is a leading Fortune 500 insurance holding company committed to helping families become more financially secure, self-reliant and prepared for the future. Genworth has leadership positions in long term care insurance and mortgage insurance and competitive offerings in life insurance and fixed annuities that assist consumers in solving their insurance, retirement and home ownership needs.

First Insurance Funding Corp, Inc. Booth #204 T. 856.727.1410 E. [email protected] W. www.firstlifefunding.com 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 $2.2 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.

Genworth operates through three divisions: US Life Insurance, which includes life insurance, long term care insurance and fixed annuities; Global Mortgage Insurance, containing US Mortgage Insurance and International Mortgage Insurance segments and the Corporate and Other Division, which includes the International Protection and Runoff segments. Products and services are offered through financial intermediaries, advisors, independent distributors and sales specialists. Genworth, headquartered in Richmond, VA, traces its roots back to 1871 and became a public company in 2004. Global Financial Distributors, Inc Booth #502 T. 800.515.2599 E. [email protected] W. www.globalfd.com GFD is the nation’s fastest growing name in the insurance and annuity backed financing industry. Simplicity, Accommodation, Flexibility and Expertise make GFD the ideal choice for your business or individual premium financing or insurance-collateralized lending requirements. InsuranceNewsNet.com Booth #515 T. 866.707.6786 x 122 E. [email protected] W. www.insurancenewsnet.com As the industry’s No.1 media source, InsuranceNewsNet exists to inform and inspire insurance and financial professionals by delivering the industry’s most comprehensive news, original insights and valuable education. From award-winning editorial and design to results-oriented marketing and strategy, everything we do is focused on helping agents run their practice and increase their bottom line.

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exhibitor profiles Investors Bank Booth #516 T. 855.422.6548 W. www.myinvestorsbank.com Headquartered in Short Hills, NJ, Investors Bank, with more $18.5 billion in assets, is the largest regional bank based in the State. Founded in 1926, the Bank now operates a network of over 130 retail branches located in New York City, New Jersey and on Long Island. Serving the business community, Investors provides deposit accounts, cash management services, business loans and commercial financing solutions to small and middle market companies. Business lending includes mortgages for CRE and multifamily properties, Asset-Based Lending, loans to healthcare facilities, commercial and industrial financing, cash value whole life financing and other borrowing options. Member FDIC, Equal Housing Lender. John Hancock Insurance Booth #302 T. 617.572.7613 E. [email protected] W. www.johnhancock.com John Hancock Insurance is a leading provider of innovative life and long-term care insurance. Building on our reputation for excellence, we are committed to providing insurance solutions designed to protect the financial futures of our customers. With over 150 years of experience, John Hancock Insurance offers clients a diverse range of products, services and state-of-the-art sales tools through its extensive network of employees, agents and distribution partners.

Lincoln Financial Group Booth #410 T. 484.583.6297 E. [email protected] W. 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 Booth #203 T. 413.744.1190 E. [email protected] W. www.massmutual.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, retirement planning products. MassMutual has a long history of exceptional financial strength ratings that are among the best in the insurance industry.

Life Insurance Settlements, Inc. Booth #105 T. 866.326.5433 E. [email protected] W. www.lisettlements.com Since 1993, Life Insurance Settlements, Inc (LIS) has built an exemplary reputation as the leader in the secondary life insurance market. Our firm is one of the largest in the industry, comprised of an experienced senior management team dedicated to providing the tools, support and education necessary for financial and insurance professionals seeking life settlement solutions for their senior clients. LIS understands the life insurance and financial planning industries and how their needs and expectations apply to our core competency - life settlements. Through this formula we empower clients and support them in building a significant profit center without altering their established business plan. We are committed to negotiating the highest senior life settlement offer on behalf of you and your client.

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exhibitor profiles MetLife Booth #400 T. 980.949.3285 x 3312 E. [email protected] W. www.metlife.com MetLife, Inc. is a leading global provider of insurance, annuities and employee benefit programs, serving 90 million customers. Through its subsidiaries and affiliates, MetLife holds leading market positions in the US, Japan, Latin America, Asia, Europe and the Middle East. Founded in 1868, MetLife continues to build upon its long history of providing unique solutions for its customers by launching new and innovative products, expanding its role as a leader and continuing to provide high quality financial solutions that are backed by a trusted, well-recognized brand name and strong financial performance. Today, MetLife counts over 90 of the top one hundred Fortune 500 companies among its corporate clients and is the largest life insurer in the US and Mexico. Minnesota Life Insurance Company and Securian Life Insurance Company Booth #311 T. 651.665.4335 E. [email protected] W. www.minnesotalife.com Minnesota Life Insurance Company and Securian Life Insurance Company, a New York authorized insurer, 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. National Underwriter Life & Health Network Booth #108/110 T. 636.220.2289 E. [email protected] W. www.lifehealthpro.com The National Underwriter Life & Health Network is a powerful suite of B2B integrated media products that reach all segments of the insurance producer market. Each media product is uniquely positioned to provide industry news, analysis, trends and sales strategies to top producers throughout their career lifecycle. In addition, each media outlet connects insurance producers with the products and resources needed to grow their business. The National Underwriter Life & Health Network 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. partner 32

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Nationwide Financial Booth #314 T. 800.321.6064 E. [email protected] W. www.nationwidefinancial.com Nationwide is on your side.® Nationwide® is a Fortune 100 mutual company with an 85-year history of strength and stability. We help advisors break down and simplify complex retirement challenges with powerful support, tools and strategies and diverse solutions including annuities, mutual funds, life insurance and retirement plans. We’re committed to helping America retire successfully and to creating a brighter future for our members and communities. New York Life Advanced Markets Network Booth #409 T. 913.906.4099 E. [email protected] W. 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 affluent clients. Ohio National Financial Services Booth #500 T. 513.794.6100 E. [email protected] W. www.ohionational.com Ohio National Financial Services is committed to helping clients achieve financial security and independence today – and for generations to come. Ohio National provides insurance protection and wealth accumulation options including individual life insurance, disability income insurance, group and individual annuities and retirement plan products.

MASSMUTUAL THANKS ... Chris Foster, CLU®, ChFC®, CFBS, AEP® for his commitment to serving as AALU Incoming President 2015-2016. MassMutual is proud to have you represent such a key role in our industry. Thank you for making a difference!

LIFE INSURANCE + RETIREMENT/401(K) PLAN SERVICES + DISABILITY INCOME INSURANCE + LONG TERM CARE INSURANCE + ANNUITIES

MassMutual Financial Group refers to Massachusetts Mutual Life Insurance Co. (MassMutual), its affiliated companies and sales representatives. Insurance products issued by MassMutual (Springfield, MA 01111) and its subsidiaries, C.M. Life Insurance Co. and MML Bay State Life Insurance Co. (Enfield, CT 06082). CRN201607-184171

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exhibitor profiles PaperClip Inc. Booth #109 T. 201.337.3547 E. [email protected] W. www.paperclip.com

Protective Booth #111 T. 860.573.6500 E. [email protected] W. www.protective.com

PaperClip Inc is a leader in the financial services industry providing paperless solutions while enabling compliance. vcf4Securities embodies the best user experience with features that remove paper from the business process. vcf4Compliance enabling SEC & FINRA compliance has gained institutional adoption as the definitive silo for inspection and evidence. Both services used together, subscribers have safe harbor to shred the paper and become paperless. Internet eXpress and eM4 Compliant Email services extend the paperless experience with secure communications and accountability.

More than ever before, Americans of all ages need help in meeting essential protection and retirement needs. Throughout our Company’s history, our mission has remained boldly alive in our name. We are Protective. We are committed to tearing down the barriers that prevent so many people from enjoying the peace of mind and satisfaction that come from taking care of their future financial needs and the needs of those who depend on them. This is our purpose. This will be our legacy.

One vendor with 25 years in business that focuses on your goals of going paperless in this changing world. Principal Financial Group Booth #401 T. 515.248.8127 E. [email protected] W. www.principal.com The Principal Financial Group offers businesses, individuals and institutional clients a wide range of financial products and services, including retirement, asset management and insurance, through its diverse family of financial services companies. The Principal Financial Group, Inc. is traded on the New York Stock Exchange under the ticker symbol PFG. ProMicro, Inc. Booth #408 T. 305.663.9646 E. [email protected] W. www.promicroinc.com 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. Our system integrates your plan design with any type of life insurance product. Including, but is not limited to: Variable Life, Universal Life, BOLI, Private Placement and Survivorship products.

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Prudential Booth #200 T. 860.534.9092 E. [email protected] W. www.pruxpress.com Prudential has a long and celebrated history of meeting our customers’ financial challenges. Life insurance is the foundation of our company, and we are ready to meet your clients’ protection challenges with innovative product solutions. The Prudential Insurance Company of America, Newark, NJ. For Financial Professional Use Only.

Society of FSP Booth #115 T. 610.526.2533 E. [email protected] W. 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.

exhibitor profiles Symetra Booth #505 T. 877.737.3622 E. [email protected] W. www.symetra.com Symetra Life Insurance Company is a subsidiary of Symetra Financial Corporation (NYSE: SYA), a diversified financial services company based in Bellevue, WA. 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. The American College Booth #104 T. 610.526.1395 E. [email protected] W. www.theamericancollege.edu The American College is a nonprofit educational institution with the highest level of academic accreditation. Since 1927, The American College has been helping individuals in the financial services industry take their performance to the next level and realize their full potential. The Newport Group Booth #508 T. 407.333.2905 W. www.newportgroup.com Founded in 1984, The Newport Group is a leading financial services firm—specializing in the creative design and administration of retirement and executive benefit plans, as well as investment and fiduciary consulting services. The Penn Mutual Life Insurance Company Booth #310 T. 215.956.8000 E. [email protected] W. 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. Valley National Bank Booth #116 T. 973.305.8800 E. [email protected] W. www.valleynationalbank.com Valley National Bank’s VNB Cash Value Line of Credit is secured by a client’s whole life insurance policy. We offer a very competitive variable rate tied to the Wall Street Journal Prime rate with a minimum floor rate.

Voya Financial Booth #215 T. 866.464.7355 W. www.voyafinancial.com Voya Financial, Inc., which has rebranded from ING US, is a premier retirement, investment and insurance company serving the financial needs of approximately 13 million customers in the US. The company’s vision is to be America’s Retirement Company and its guiding principle is centered on advancing retirement readiness. Welcome Funds, Inc. Booth #308 T. 877.227.4484 E. [email protected] W. www.welcomefunds.com Founded in 2000, Welcome Funds, Inc. is a nationally licensed life settlement brokerage that simplifies the life settlement process, while providing direct access to the leading buyers in the industry. Welcome Funds’ utilizes a proprietary, turnkey system that enables financial advisors to offer professional life settlement representation, while continuing to focus on their core products & services. Wells Fargo Private Bank Booth #510 T. 612.316.4103 E. [email protected] W. www.wellsfargo.com/the-private-bank/ Wells Fargo Private Bank, the fourth largest wealth management provider in the US (Barron’s 2013), offers a full range of financial services and products to help individuals and families build, manage, preserve and transfer their wealth. The Private Bank services clients across North America and internationally. Zurich American Life Insurance Company Booth #205 T. 206.251.2613 E. [email protected] W. www.zlifeusa.com The Zurich Affluent Markets Group delivers high retention traditional life products via a select network of brokerage general agencies and innovative individual private placement life and annuity products via private banks, investment firms and specialized insurance sales professionals. We look forward to sharing our differentiated story with you.

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S:14.

Life Insurance | BenefitAccess Rider

I’m planning on being around for a while. That’s my reason.

*See below for terms and conditions. Life insurance is issued by The Prudential Insurance Company of America, Pruco Life Insurance Company (except in NY and/or NJ) and Pruco Life Insurance Company of New Jersey (in NY and/or NJ). All are Prudential Financial companies located in Newark, NJ. All guarantees and benefits of the insurance policy are backed by the claims-paying ability of the issuing insurance company. Policy guarantees and benefits are not backed by the broker/dealer and/or insurance agency selling the policy, nor by any of their affiliates, and none of them makes any representations or guarantees regarding the claims-paying ability of the issuing insurance company. Each is solely responsible for its own financial condition and contractual obligations. The BenefitAccess Rider is available for an extra premium. Additional underwriting requirements and limits may also apply. Obtaining benefits under the terms of the rider will reduce and may eliminate the death benefit. Benefits paid under the BenefitAccess Rider are intended to be treated for federal tax purposes as accelerated life insurance death benefits under IRC §101(g)(1)(b). Tax laws related to the receipt of accelerated death benefits are complex and benefits may be taxable in certain circumstances. Receipt of benefits may affect eligibility for public assistance programs such as Medicaid. Accelerated benefits paid under the terms of the Terminal Illness portion of the rider are subject to a $150 processing fee ($100 in Florida). Clients should consult tax and legal advisors prior to initiating any claim. A licensed health care practitioner must certify that the insured is chronically or terminally ill to qualify for benefits. Chronic illness claims will require recertification by a licensed health care practitioner. Other terms and conditions may apply. This rider is not Long-Term Care (LTC) insurance and it is not intended to replace LTC. The rider may not cover all of the costs associated with chronic or terminal illness. The rider is a life insurance accelerated death benefit product, is generally not subject to health insurance requirements, and may not be available in all states. Accelerating the death benefit will reduce the death benefit on a dollar-for-dollar basis. Full acceleration will eliminate the death benefit and the policy will terminate. © 2014 Prudential Financial, Inc. and its related entities. FOR THE EDUCATION OF PRODUCERS/BROKERS ONLY. NOT FOR USE WITH THE PUBLIC. 0265609-00001-00

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.5”

LIVING LONGER IS A GOOD REASON FOR WOMEN TO PLAN FOR CHRONIC ILLNESS CARE.

For women, the reality of living longer than men is that they are more likely to be alone at a time when they need help the most. NOW YOU CAN HELP THEM USING LIFE INSURANCE. By adding the BenefitAccess Rider to permanent life insurance, your clients can have guaranteed death benefit protection plus the ability to accelerate up to 100% of the death benefit if they become chronically or terminally ill.* To explore tools and resources about life insurance with BenefitAccess, visit prudential.com/reasons or call 844-606-7869.

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partner profiles Allianz Life Insurance Company of North America T. 763.765.5333 E. [email protected] W. www.allianzlife.com

Crump Life Insurance Services T. 301.272.9196 E. [email protected] W. www.crump.com

Allianz Life Insurance Company of North America, one of Fortune’s 100 Best Companies to Work For in 2014, has been keeping its promises since 1896. Today, it carries on that tradition, helping Americans achieve their retirement income and protection goals with a variety of annuities and life insurance products. As a leading provider of fixed index annuities, Allianz Life is part of Allianz SE, a global leader in the financial services industry with 147,000 employees worldwide. More than 83 million private and corporate customers rely on Allianz knowledge, global reach and capital strength to help them make the most of financial opportunities.

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. 941.921.1800 E. [email protected] W. www.andesaservices.com Founded in 1983, Andesa Services provides life insurance carriers, administrators and distributors with SaaS solutions in a secure, private cloud infrastructure. Andesa’s policy administration, plan administration, illustration, new business processing and self-service tools improve efficiency and speed-to-market for individual, group and corporate/bank-owned products. Ashar Group – Secondary Market & Valuation Specialists T. 321.441.1115 E. [email protected] W. www.ashargroup.com Ashar group is a nationally licensed, independently owned life settlement broker. We represent you and your client in the life settlement process. We do not purchase policies nor have any ownership stake in firms that do. We are focused exclusively on life settlements and life policy valuations. We serve the best interests of your client and offer multiple safeguards for sensitive client data. Our skilled team designs your case to present to the market and we force a competitive bidding process to obtain fair market value for your client. ONE SOURCE MULTIPLE BIDS. The Ashar SMV®, Secondary Market Valuation, is the industry standard for determining the willing-buyer, willingseller fair market value of a life insurance policy for planners and fiduciaries.

Gentry Partners, Ltd. T. 312.335.5476 E. [email protected] W. www.gentrypartners.com Gentry Partners is a life insurance broker and consultant that works with clients, producers, family offices, attorneys, accountants and family advisors. Our service assist producers in providing life insurance products for estate planning, retirement planning, charitable planning and business owner insurance needs. Gentry works in all states with a network of producers and professionals. Gentry was founded and is managed by Debra Hoag, who has over 27 years of experience in the life insurance industry as a personal producer, general agent and insurance carrier executive. Debra understands the insurance products and the underwriting and is personally involved with the carrier underwriters and executives to work towards the best results for all the clients. Greenberg Traurig, LLP T. 703.749.1300 E. [email protected] W. www.gtlaw.com Greenberg Traurig is an international law firm with approximately 1800 attorneys and governmental affairs professionals in 37 commercial and government centers across the US and in Latin America, Europe, the Middle East and Asia. Greenberg Traurig provides integrated, business-focused legal services for clients ranging from Fortune 500 corporations to innovative start-ups. The firm’s multidisciplinary teams include senior lawyers who have served as chief legal officers at major multinational companies and have spent years solving real-world problems in the business, political and legal arenas. exhibitor the 2015 AALU annual meeting program book

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partner profiles Highland Capital Brokerage T. 205.263.4400 E. [email protected] W. www.highlandbrokerage.com

M Financial Group T. 800.656.6960 E. [email protected] W. www.mfin.com

Highland Capital Brokerage is committed to developing client-focused relationships with financial advisors using our core competencies of life insurance, annuities and long term care. We distinguish ourselves by providing local, point-of-sale support, advanced marketing and creative estate and business planning techniques to a national audience. We provide these services in an environment that extends to carrier and product expertise, underwriting negotiation and complete back office processing.

With 140 Member Firms in 37 states and UK, 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.

John Hancock Insurance T. 617.572.7613 E. [email protected] W. www.johnhancock.com John Hancock Insurance is a leading provider of innovative life and long-term care insurance. Building on our reputation for excellence, we are committed to providing insurance solutions designed to protect the financial futures of our customers. With over 150 years of experience, John Hancock Insurance offers clients a diverse range of products, services and state-of-the-art sales tools through its extensive network of employees, agents and distribution partners. Lincoln Financial Group T. 484.583.6297 E. [email protected] W. 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. Lion Street T. 512.776.8488 E. [email protected] W. www.lionstreet.com Lion Street is the first agent owned producer group to be formed in 25 years. Over 90 firms in 37 states have invested their money and production in the vision to become THE national network of life centric practices. exhibitor 40

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MassMutual Financial Group T. 413.744.1190 E. [email protected] W. www.massmutual.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 T. 980.949.3312 E. [email protected] W. www.metlife.com MetLife, Inc. is a leading global provider of insurance, annuities and employee benefit programs, serving 90 million customers. Through its subsidiaries and affiliates, MetLife holds leading market positions in the US, Japan, Latin America, Asia, Europe and the Middle East. Founded in 1868, MetLife continues to build upon its long history of providing unique solutions for its customers by launching new and innovative products, expanding its role as a leader and continuing to provide high quality financial solutions that are backed by a trusted, well-recognized brand name and strong financial performance. Today, MetLife counts over 90 of the top one hundred Fortune 500 companies among its corporate clients and is the largest life insurer in the US and Mexico.

partner profiles Million Dollar Round Table (MDRT) Top of the Table T. 847.692.6378 E. [email protected]
 W. www.mdrt.org

Nationwide Financial T. 800.321.6064 E. [email protected] W. nationwidefinancial.com

MDRT, The Premier Association of Financial Professionals, is the internationally recognized standard of excellence in the life insurance and financial services profession.

Nationwide is on your side®. Nationwide® is a Fortune 100 mutual company with an 85-year history of strength and stability. We help advisors break down and simplify complex retirement challenges with powerful support, tools and strategies and diverse solutions including annuities, mutual funds, life insurance and retirement plans. We’re committed to helping America retire successfully and to creating a brighter future for our members and communities.

Minnesota Life Insurance Company and Securian Life Insurance Company T. 651.665.4335 E. [email protected] W. www.minnesotalife.com Minnesota Life Insurance Company and Securian Life Insurance Company, a NY authorized insurer, 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 T. 321.441.3444 E. [email protected] W www.mullintbg.com MullinTBG is a Prudential Financial company and one of the nation’s largest providers of nonqualified executive benefits, with 850 customized plans and over $21.8 billion in total assets record kept, representing 74,100+ corporate executives (as of 12/31/14). For more than 50 years, we have focused exclusively on providing exceptional service in nonqualified plan design, implementation, recordkeeping, executive communication and informal funding. National Underwriter Life & Health Network T. 636.220.2289 E. [email protected] W. www.lifehealthpro.com The National Underwriter Life & Health Network is a powerful suite of B2B integrated media products that reach all segments of the insurance producer market. Each media product is uniquely positioned to provide industry news, analysis, trends and sales strategies to top producers throughout their career lifecycle. In addition, each media outlet connects insurance producers with the products and resources needed to grow their business.

New York Life T. 212.576.6345 E. [email protected] W. www.nylamn.newyorklife.com Advanced Markets Network (AMN) is the brokerage distribution arm of New York Life Insurance Company, a world class AAA rated mutual life insurance company. AMN offers sophisticated life insurance products that provide highly compensated executives and professionals with the flexible benefits they want and the solid protection they need in the Corporate Sponsored, COLI and BOLI markets. Combined with our strong ratings and superior service, we’ve been providing innovative COLI and BOLI solutions for more than two decades to a select group of distributors and their clients. NFP Life T. 512.697.6331 W. www.nfplife.nfp.com NFP Life provides professional advisors serving high net worth clients with comprehensive life insurance resources, products and services that empower them to meet their clients’ needs. A division of NFP, we are a leading national distribution company doing business through our flagship membership organization, PartnersFinancial and our boutique brokerage operation, Windsor Insurance Associates. We deliver solutions to traditional retail clients, clients of our institutional partners and to a growing international clientele seeking US denominated insurance coverage.

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partner profiles Northwestern Mutual T. 414.271.1444 W. www.northwesternmutual.com Northwestern Mutual helps its policy owners and clients achieve financial security. Through a holistic planning approach, our financial representatives help clients identify and address financial security needs using a wide range of insurance and investment solutions, including life, disability and long-term care insurance; annuities; trust services; mutual funds and advisory products and services. Oxford Risk Management Group T. 410.472.6490 E. [email protected] W. www.oxfordrmg.com Oxford Risk Management Group specializes in conducting captive feasibility analysis and coordination of turn-key captive insurance company arrangements, both domestically and internationally. As an alternative risk and captive insurance research and consulting company, we focus on coordinating design, implementation, regulatory approval and management of new captive insurance companies. We have earned a reputation as one of the premier providers of conservative captive insurance structures in the industry. Pacific Life Insurance Company T. 800.800.7681 E. [email protected] W. 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 US companies as its clients. Pacific Life refers to Pacific Life Insurance Company and its affiliates, including Pacific Life & Annuity Company. Client count as of June 2014 is compiled by Pacific Life using the 2014 Fortune 500 list.

Pan-American Life Insurance Group T. 877.939.4550 E. [email protected] W. 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 1,400 worldwide, providing top-rated life and health insurance, employee benefits and financial services in 47 states, the District of Columbia, Puerto Rico and the US 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. In addition to a significant presence in these countries, the Company has built a unique operational platform in the US that offers financial solutions to high-end net worth Foreign Nationals that visit the US. Principal Financial Group T. 515.248.8127 E. [email protected] W. www.principal.com The Principal Financial Group offers businesses, individuals and institutional clients a wide range of financial products and services, including retirement, asset management and insurance, through its diverse family of financial services companies. The Principal Financial Group, Inc. is traded on the New York Stock Exchange under the ticker symbol PFG. Prudential T. 860.534.9092 E. [email protected] W. www.pruxpress.com Prudential has a long and celebrated history of meeting our customers’ financial challenges. Life insurance is the foundation of our company, and we are ready to meet your clients’ protection challenges with innovative product solutions. The Prudential Insurance Company of America, Newark, NJ. For Financial Professional Use Only.

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partner profiles Symetra T. 877.737.3611 E. [email protected] W. www.symetra.com Symetra Life Insurance Company is a subsidiary of Symetra Financial Corporation (NYSE: SYA), a diversified financial services company based in Bellevue, WA. 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. The Guardian Life Insurance Company of America T. 212.919.2567 E. [email protected] W. www.guardianlife.com The Guardian Life Insurance Company of America (Guardian), a company with 154 years of history and one of the largest mutual life insurance companies in the US, is known for its stability and strength. Guardian and its subsidiaries are committed to protecting individuals, business owners and their employees with life insurance, disability income protection 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 US and a network of over 3,200 financial representatives in more than 80 agencies nationwide. The Penn Mutual Life Insurance Company T. 215.956.8000 E. [email protected] W. 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. Transamerica Life Insurance Company T. 866.545.9058 E. [email protected] W. www.transamerica.com For over 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 the wealth of clients. Leverage our experience and reputation to grow your business. exhibitor the 2015 AALU annual meeting program book

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the 21st century AALU The AALU has been the trusted voice of the advanced life markets in Washington, DC for 58 years. Our current members are the most successful members of the life insurance community. Yet, a strong, vibrant life insurance distribution system requires more people thriving within the life insurance community as well as more people serving as advocates for clients in Washington. The AALU is responding to this reality with an updated purpose, vision and mission.

The AALU is adapting to the marketplace We have a new, broader mission than just serving the advanced markets: •

Purpose: “To be an invaluable and sustaining partner in the growth of the life insurance community.”

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Vision: “To help those who provide life insurance and the people they serve forge more secure financial futures.”

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Mission: “To strengthen, grow, promote and advocate for the life insurance community.”

The AALU is an agent for change in the life insurance community •

Growth: Americans need more of what this industry provides, and the only way they will get it is through a strong life insurance distribution system.

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Promote: We need to have a stronger voice for the people who provide the advice and products that Americans need.

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Advocate: We need to start advocating for policies that will help the American people better prepare for their financial and retirement services needs.

The new marketplace demands more than one way of doing business The pace of change is accelerating, requiring the AALU and our members to continuously improve their value and service. As a result we are moving to a multi-tiered structure including a new subscription service powered by the AALU and delivered by a mobile app. The three tiers are: •

All-Inclusive: All of the products & services offered by the AALU for a single price.

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A ‘la Carte: A base membership price and products with the option to purchase additional products or services for a fee.

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Subscription: Designed for early and mid-career professionals, this service offers skills building tools and insight into market events – as well as information about issues and advocacy opportunities in Washington – delivered through a mobile app. The app will be made available for free and items will be available for purchase through a low-cost monthly subscription or a ‘la carte.

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AALU ambassadors program requirements

AALU Ambassadors AALU Ambassadors are elite political leaders in the industry, dedicated to building relationships and engaging policymakers to preserve, promote and protect the 75 million American families who depend on life insurance and annuity products. The need to build relationships with Congressional leaders is more important than ever as decisions are made on Capitol Hill that impact the families and businesses who rely on life insurance products and the insurance professionals who sell those products. To become an Ambassador, AALU Members must: • • •

Register with AALU staff Complete at least two congressional meetings per calendar year Contribute to the AALU PAC and the campaign of at least one Endorsed Candidate

Annual Ambassador Levels The combined total of your political contributions over a calendar year count towards your annual level. The AALU Political Engagement Staff will work with you throughout the year to distribute your political contributions. Commitment levels are as follows: • • • •

PAC Leader - $125 monthly AALU PAC contribution Silver - $3,000 Gold - $6,000 Platinum - $12,000

Suggested Completion Deadlines • • • • •

March 31 – First Step Deadline for all Levels May 31 – PAC Leader Deadline to Qualify August 30 – Silver Level Deadline to Qualify November 1 – Gold Level Deadline to Qualify December 1 – Platinum Level Deadline to Qualify

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AALU ambassadors types of contributions AALU PAC Contribution The AALU PAC is a useful tool when developing relationships between our members and key Members of Congress who may not be among those selected to be Endorsed Candidates in the current year but who are still important allies to the industry. Endorsed Candidates Each calendar year, the AALU endorses 35-40 key Members of Congress that you and your Ambassador colleagues will host events for throughout the year. These events are essential in strengthening our Ambassador relationships. If you wish, the AALU Staff will provide you with a list of suggested candidates to support—called a “Giving Plan.” Your Giving Plan is designed to support candidates and events hosted by AALU members. Non-Endorsed Candidates/Local Money One of the newest improvements to the Ambassador Program will be the ability for Ambassadors to count contributions to Members of Congress that are not currently endorsed. Contributions to non-endorsed candidates will only count if you are a constituent and/or you have previously registered that you are in the process of building an Ambassador relationship with that member. The candidate must be seeking reelection for the same office, and cannot be running against a current or recently Endorsed Candidate. Contributions to Non-Endorsed Candidates are limited to $500 for Silver Ambassadors, $1,000 for Gold and $2,000 for Platinum per calendar year. Contributions to AALU PAC are not tax deductible. All contributions are voluntary and will be used for political purposes. You have the right to refuse to contribute without any reprisal.

AALU ambassadors

types of congressional meetings Capitol Hill Club (CHC) Meetings—AALU Annual Meeting Ambassadors are expected to participate in CHC meetings during the Annual Meeting, and in certain situations are asked to play a leadership role. The AALU Staff will assist in scheduling these meetings on Tuesday afternoon. In-District Meetings or Town Halls Throughout the year, Members of Congress travel back home to meet with constituents just like you. These “recess” breaks are great opportunities to meet with Members of Congress. The AALU Staff will assist in the scheduling and preparation. Endorsed Candidate Event or Other Fundraiser The AALU hosts about 50-60 events throughout the year, in DC and in the states and districts of the Endorsed Candidates. If you attend one of these events, or attend a fundraising event for a local Member of Congress, both would count toward your Ambassador requirements.

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AALU ambassadors platinum members

Robert Ball Kristi Barens John Becker Jim Belk Ray Bening Jim Benson George Blaha Paul Blanco Larry Boord Bill Borchert Steve Broadbent Bob Burke David Byers Bruce Callahan Tom Ciardella Jim Clary Dave Culley Vince D’Addona Kay Dempsey Rich DeVita Anthony Domino Steve Ferrara Chris Foster Don Garlikov Campbell Gerrish

Peter Golato Jason Hackmann Jerry Harnik Dermot Healey Jim Hebets Terry Horan George Karr Kelly Kidwell Kenyon Lang Andy Lee Bill Leisman Tim Malarkey Robert Mathis Jim McKeone John Meisenbach Alan Meltzer Robert Miller Mike Mingolelli Dave Morris Pete Mullin Mark Murphy Michael Nolan Jason O’Dell Nat Perlmutter Richard Pope

Larry Raymond Ron Rosbruch Larry Rybka Ken Samuelson John Sanford Chet Schwartz Marc Schwartz Howard Sharfman Harry Shepler Sam Sheth Ellen Singer Gary Sitzmann David Stertzer Ted Tafaro Rick Thomas Jeri Turley Rick Van Benschoten Russell Vandevelde Paul Vecchione Tom Von Riesen Jim Waggoner John Watson Jim Whistler Peter Worth

AALU ambassadors gold members

David Alter Brad Baune Rod Bench Bob Birgen Greg Blum Gary Bottoms Andy Brincefield Alan Buerger Dan Byrne Marc Cadin Jim Capone Joe Carpenter John Carter Fred Churchley Mike Cohn Mike Corry Tait Cruse Bill Damora Jeff Dollarhide Rafael Ekstein Dick Flah Jon Forster

Jim Foyt David Fritz Eric Hieber Jerry Hemmer Gerard Hempstead Larry Herman Tom Hollinger Scott Holton Jim Kaplan William Katz Shawn Kelley Brady Knight Mike Krupin Gregg LaSpisa Bob Leeper Luther Lockwood Bill Mahoney Dennis Manning J.K. McAndrews Eileen McDonnell Dick Miller Mike Molewski

Chris Morton Greg Olsen Albert Papa Tony Perricelli Jeff Peterson Bob Plybon Lloyd Polmateer Tom Purcell Marguerite Rangel Andy Rosenbaum Philip Sarnecki Bob Scharff Bud Schiff Tim Sinks Gary Sirak Kathy Smith Gib Surles T.J. Trimboli Jim Van Epps Dennis Zahrbock

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AALU ambassadors silver members Aaron Abrahms Paul Adams Johnny Adcock Hiram Arnaud Glenn Arons Don Bacque Richard Baer Chris Baker Ernest Barry John Barry Josh Becker Paul Berlin Michael Book Jerry Borrowman Jacob Boston Bruce Brownell Armistead Browning Steve Burk J.R. Burke Scott Cahill Don Cameron Roger Cammon Mike Cheatham Alex Chernoff Tom Cohn Gus Comiskey Mike Condrey Dave Coyle Mayur Dalal Philip de Bruyn Tony de Bruyn Pat DiCerbo Joe Donovan Chris Dyrhaug Denny Eckels Mark Eden Ken Ehinger Bob Eichler Howard Elias Denny Eslick Saul Feingold Michael Ferik Steve Finkle Harris Fishman 48

Paul Fox Ian Freeman Grant Gier Keith Gillies Neal Groff Carrie Hall Doug Hammond Karen Hansen Phil Harriman Nat Harris Tom Harris Lee Harrison Andrew Hart Dick Hartmann David Hauptman Todd Healy Tom Henske John Hill Jay Hochheiser Jeff Holler Doug Hostetler Jeffrey Howard David Howell Scott Iodice Joe Ivcevich Jimmy Jacobs Scott Jarred Carol Jensen Anne Jones Marshall Jones Fred Jonske Jordon Katz Michael Kentor John Kerr Ron Krizek John Lagana Chau Lai Beth Lang Paul LaPiana Greg Large Ed Leisher Tom Lenci Lanny Levin Sid Levine

the 2015 AALU annual meeting program book

Leon Levy Mike Liebeskind Tom Lipscomb John Lowth Michael Lyman Bob MacArthur David Malone Carl Mammel Steve Marlow Matt McAvoy Pat McNamara Anthony Mento Gwen Middeke Dana Mikstay Jeff Miller Julian Movsesian Hobie Murnane Marty Nachemson Eric Naison-Phillips George Nichols Scott Niekamp Bob Nienaber Pete Novak Randy O’Connor Tom Olexa Shirley O’Neil Mike Padon Wayne Pangburn Don Payne Michael Penney Carl Peterson Mark Pfaff Matt Phillips Phil Pickett Matt Plocher Joe Pombriant Bob Powell Lisa Powell Jason Prather Tom Provow Greg Raabe Leonard Raskin Bob Roach Mark Rooney

Mickey Rosenzweig Bob Savage Thomas Scalici Andrea Schaffer Jim Schepis John Schlifske Corey Schneider Andy Schwartz Rick Scruggs Tom Sellin Brian Sharkey Jeff Sharp David Simkowitz Rick St. Jean Charles Stegall Greg Steliotes Nash Subotic Roger Sutton Matt Tassey Jeff Tegeler Tip Tippett, Jr. John Tripoli Jack Turner Bruce Udell Hardy Vaughn Brian Walsh Tom Webb Mark Weber Mike Weinberg David Wexler Dave Wickersham Kirk Wimberly Billy Wood Jack Yaissle Stu Youngentob Jim Zara Ted Zouzounis Leslie Zuckerman

AALU ambassadors

patriot & pac leaders

Delynn Alexander Ken Alter David Arndorfer Marla Aspinwall Michael Babikian Chris Battersby Jeff Bear Phil Bender Stan Benfell Turney Berry Howard Bienenfeld Gary Bleetstein Deb Blevons-Wascher Jennifer Borislow Chuck Bracht Mike Brennan Scotty Brennan Michael Broderick Deanna Brooks Royall Brown Seth Buckley Steve Burgess Thomas Burke Jason Burlie Lynn Butkus Michael Byrne Caleb Callahan Dale Cammon Jeff Carlson Russ Carpentieri Connie Carroll Christy Castronovo Josh Cobb Steve Collins Mark Connely Susan Cooper Joe Crea Clint Crocker Andy Dalgliesh Corky Dawes Anthony DeStefano Paul Devore Jeremy Dicker John Dixon Bill Dodd

Lyle Domenitz Dave Downey Mike Dunn Kelly Earls Bill Ebel Howard Edelstein David Ehlert Randy Ellington Mike Elliott Keith Erhard John Ertz Hunter Ewing Bob Fakhimi Mike Fanning Stephen Feehan Charles Feldman Ken Fink Carrie Fleisher Herb Foedisch John Folkert Paul Foster Don Friedman John Gagnon Larry Ganim John Gatesman Darren Gerstenblatt Terri Getman Christian Giardini Julius Giarmarco Michael Gisonda Mitchell Glover Morey Goldberg Mike Goldstein Andra Grava Andy Graves Prudy Harker Don Harrington Tim Harrison Randy Hart William Haycox Rodger Hergenrader JoNell Hermanson Ron Hilliard Dave Hjorth David Hoff

Rob Holmes Steve Holter Tyler Horning Danny Hottel Sam Hoyle Matt Hudack Dave Hunter Lou Hyman John Iezzi Mike James Hough Johnson Rodger Johnson Joe Jones Susan Jossi Steve Kairies Geoff Kaltenbach Greg Kaltenbach Terry Kaltenbach Allan Kaplan Paul Karlitz Adam Kaufman Scott Kelly Sean Kelly Chris Kelm Troy Kemelgor Dan Kent John Kessinger Kurt Kidder DuWayne Kilbo Mike Kiley Tiffany Kirgan Ken Knox Joel Koenig Dean Kohmann Steve Kosnick John Kraemer John Krol Joe Kruse Ron Laeyendecker Bill Landers Fletch Larson Tod Lashway Blaine Laverick Jack Leavy Pete Leone the 2015 AALU annual meeting program book

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AALU ambassadors patriot & pac leaders Rick Levitz Carolyn Lloyd-Turbett Roger Lowery Mac Lowry Matthew Lueder Bill Lynch Richard Mack Tim Maguire John Marshall Paul Mass Ken Masters Gerry Maurer Rich Maus Steve Maus Tony Mazzei Peter McAvinn David McAvoy Marla McClain Greg McDermott Jim McGovern Bruce McGuirk David McKechnie Meghann McKenna John McLean John McSwaney John McTigue Don Mehlig Jim Mellin Todd Mezrah Jerry Middel Rhonda Miller Marc Mingolelli Brad Morgan Lawrence Moskowitz John Mulheran Mike Mullarney Dennis Mullen Brian Murphy Mac Nease Michael Noland Chris Nyland David O’Malley Debbie O’Neil Jeff Ostrum Nick Palumbo 50

the 2015 AALU annual meeting program book

Brian Pangburn Norm Pappas Jerry Pasichow Bill Payne David Peacock Alan Pearlstein Michelle Pedigo Wolf Perl David Perlmutter Lou Pierce Julie Pinkerton Jan Pinney Craig Platt Bill Pollak Jim Pollock Becky Pressgrove Matthew Pressler Chuck Pruett Reg Rabjohns Tim Radden Steve Radke Tom Rapp Rick Renwick Ezra Ripple Sandy Robbins Al Robertson Rick Romano R.E. Rose David Rosuck Andy Rubin Matt Russo Amy Salo Rick Sanderson John Sanford Ted Sangalis Aviva Sapers Bill Sapers Joe Savino Michael Savino Gabe Schiminovich Todd Schoon David Schulman Randy Schuster Dave Seager Graham Self

Joel Shapiro Walt Shields Craig Shigeno Mike Silverberg Howard Silverman Simon Singer Lee Slavutin Joe Spada Scott Sparks Nick Stamboulis Ernie Stiba Bob Swartzbaugh Jerry Tavella Dave Taylor Gray Teekell Mark Teitelbaum Mike Tews Henry Thomas Richard Thomas, Jr. Ray Triplett Leo Tucker Alex Tuff Dex Umekubo Scott Underwood Paul Vignone Peter Viliesis Eamon Walsh Tom Wamberg John Waters David Watros John Wheeler, Jr. Bill Whitaker Ruth White Dave Wilken Steve Wilson Dan Wisted Chris Wright Darren Wright Ed Youmell Sam Zacharias Adele Zilber Bill Zimmerman Jeff Zuzolo

AALU ambassadors The AALU Endorsed Candidates are selected based on their leadership, committee assignments, level of influence in Washington and relationships with AALU Members.

senate leadership SENATE MAJORITY LEADER MITCH McCONNELL (R-KY) 2020 ƒƒ

Leader McConnell is the Senate Majority Leader during the 114th Congress.

To contribute, make a personal check payable to “McConnell Senate Committee 2020”and mail to:

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He plays a key role in shaping legislative agenda, including tax policy.

McConnell Senate Committee ‘20 PO Box 1496 Louisville, KY 40201

SENATOR ORRIN HATCH (R-UT) 2018 ƒƒ

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Senator Hatch is the Chair of the Senate Finance Committee during the 114th Congress. He is a central player in the tax reform debate.

Contribute online at: www.teammitch.com To contribute, make a personal check payable to “Hatch Election Committee, INC.” and mail to: Hatch Election Committee, INC. PO Box 3986 Washington, DC 20027 Contribute online at: www.orrinhatch.com

SENATOR MICHAEL BENNET (D-CO) 2016 ƒƒ

Senator Bennet is a member of the influential Senate Finance Committee.

To contribute, make a personal check payable to “Bennet for Colorado” and mail to:

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He is seen by many as a “rising star” in the Democratic Party.

Bennet for Colorado PO Box 3078 Denver, CO 80201 Contribute online at: www.bennetforcolorado.com

SENATOR ROY BLUNT (R-MO) 2016 ƒƒ

Senator Blunt is members of the Senate Republican Leadership team.

To contribute, make a personal check payable to “Friends of Roy Blunt” and mail to:

ƒƒ

He is knowledgeable about the policy issues facing the life insurance community.

Friends of Roy Blunt PO Box 10178 Columbia, MO 65205 Contribute online at: www.royblunt.com/teamroy

SENATOR RICHARD BURR (R-NC) 2016 ƒƒ

Senator Burr is a member of the Senate Republican Leadership team.

To contribute, make a personal check payable to “The Richard Burr Committee” and mail to:

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He is knowledgeable about the policy issues facing the life insurance community.

The Richard Burr Committee PO Box 5928 Winston-Salem, NC 27113 Contribute online at: www.burrforsenate.com the 2015 AALU annual meeting program book

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AALU ambassadors endorsed candidates

senate finance SENATOR BEN CARDIN (D-MD) 2018 ƒƒ

Senator Cardin currently serves on the Senate Finance Committee.

To contribute, make a personal check payable to “Ben Cardin for Senate, INC.” and mail to:

ƒƒ

He is a champion in the Senate for retirement savings issues and has a strong grasp of the role our industry plays.

Ben Cardin for Senate, INC. PO Box 21093 Catonsville, MD 21228

SENATOR BOB CASEY (D-PA) 2018 ƒƒ

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Senator Casey currently sits on the Senate Finance Committee and Joint Economic Committee. He has been a vocal advocate for small businesses and their important role in job creation.

Contribute online at: www.bencardin.com To contribute, make a personal check payable to “Bob Casey for Senate” and mail to: Bob Casey for Senate PO Box 58746 Philadelphia, PA 19102 Contribute online at: www.bobcasey.com

SENATOR MIKE CRAPO (R-ID) 2016 ƒƒ

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Senator Crapo is in the unique position of having seats on all three committees with oversight over economic issues: Senate Finance, Budget and Banking. He is a leader on regulatory issues facing the life insurance agent community.

To contribute, make a personal check payable to “Crapo for US Senate” and mail to: Crapo for US Senate PO Box 1948 Boise, ID 83701 Contribute online at: www.crapoforsenate.com

SENATOR JOHNNY ISAKSON (R-GA) 2016 ƒƒ

Senator Isakson is on the Senate Finance Committee.

To contribute, make a personal check payable to “Georgians for Isakson” and mail to:

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He enjoys a strong relationship with the life insurance agent community in Georgia.

Georgians for Isakson PO Box 250116 Atlanta, GA 30325 Contribute online at: www.johnnyisakson.com

SENATOR PATTY MURRAY (D-WA) 2016 ƒƒ

Senator Murray is a former Chairwoman of the Senate Budget Committee.

To contribute, make a personal check payable to “People for Patty Murray” and mail to:

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She is a key player in Democratic Leadership on budget and tax issues and worked closely with Paul Ryan on the 2014 budget deal.

People for Patty Murray PO Box 3662 Seattle, WA 98124 Contribute online at: www.pattymurray.com

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AALU ambassadors endorsed candidates

SENATOR ROB PORTMAN (R-OH) 2016

senate finance

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Senator Portman serves on both the Senate Budget and Senate Finance Committees.

To contribute, make a personal check payable to “Portman for Senate” and mail to:

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He will be active in any tax reform legislative efforts.

Portman for Senate PO Box 39 Terrace Park, OH 45174 Contribute online at: https://robportman. nationbuilder.com/aalu

SENATOR CHUCK SCHUMER (D-NY) 2016 ƒƒ

Senator Schumer serves on both the Senate Finance and Banking Committees.

To contribute, make a personal check payable to “Friends of Chuck Schumer” and mail to:

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He is in line to be the next Democratic Leader of the Senate.

Friends of Chuck Schumer 192 Lexington Avenue, Suite 1001 New York, NY 10016

SENATOR JOHN THUNE (R-SD) 2016

Contribute online at: www.chuckschumer.com

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Senator Thune is the Chair of the Senate Republican Conference.

To contribute, make a personal check payable to “Friends of John Thune” and mail to:

ƒƒ

He also serves on the Senate Finance Committee.

Friends of John Thune PO Box 841 Sioux Falls, SD 57101 Contribute online at: www.johnthune.com

SENATOR PAT TOOMEY (R-PA) 2016 ƒƒ

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Senator Toomey is in the unique position of having seats on all the Senate Finance, Budget and Banking committees with oversight over economic issues. He is well-respected for his tax policy acumen – and will play a key role in the tax reform debate.

To contribute, make a personal check payable to “Friends of Pat Toomey” and mail to: Friends of Pat Toomey PO Box 7272 Alexandria, VA 22307 Contribute online at: www.toomeyforsenate.com

SENATOR RON WYDEN (D-OR) 2016 ƒƒ

Senator Wyden is the Ranking Member of the Senate Finance Committee.

To contribute, make a personal check payable to “Wyden for Senate” and mail to:

ƒƒ

He has a strong relationship with the life insurance industry.

Wyden for Senate 3612 Newark St, NW Washington, DC 20016 Contribute online at: www.standtallforamerica.com the 2015 AALU annual meeting program book

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AALU ambassadors endorsed candidates

From left: Senator Kelly Ayotte (R-NH) and AALU President Anthony J. Domino, Jr.

senate banking SENATOR RICHARD SHELBY (R-AL) 2016 ƒƒ

Senator Shelby is the Chair of Senate Budget Committee.

To contribute, make a personal check payable to “Shelby for US Senate” and mail to:

ƒƒ

He will be an important voice on regulatory issues.

Shelby for US Senate PO Box 1091 Tuscaloosa, AL 35403 Contribute online at: www.shelbyforsenate.com

senate budget SENATOR KELLY AYOTTE (R-NH) 2016 ƒƒ

Senator Ayotte serves on the Senate Budget Committee.

To contribute, make a personal check payable to “Friends of Kelly Ayotte” and mail to:

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She is widely seen as an “up and coming” member of the Republican party.

Friends of Kelly Ayotte PO Box 937 Manchester, NH 03105 Contribute online at: www.ayotteforsenate.com

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AALU ambassadors endorsed candidates

SPEAKER JOHN BOEHNER (R-OH) 2016

house leadership

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Speaker Boehner currently serves as the Speaker of the US House of Representatives.

To contribute, make a personal check payable to “Friends of John Boehner” and mail to:

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As the top Republican in the House, he plays a pivotal role in determining House Republican policy positions on tax issues.

Friends of John Boehner 7908 Cincinnati-Dayton Road, Suite 12 West Chester, OH 45069 Contribute online at: www.johnboehner.com

LEADER KEVIN McCARTHY (R-CA) 2016 ƒƒ

Congressman McCarthy is the House Majority Leader.

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In his role in managing House floor actions, Leader McCarthy will play an important role in determining the GOP policy positions on tax issues.

To contribute, make a personal check payable to “Majority Committee” and mail to: Majority Committee 213 Ashby Street Alexandria, VA 22305 Contribute online at: www.mccarthyforcongress.com

MAJORITY WHIP STEVE SCALISE (R-LA) 2016 ƒƒ

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As the House Majority Whip, Rep. Scalise is responsible for communicating between House Republican leadership and House Republican “rank and file.” He is an influential voice within the Republican Caucus.

To contribute, make a personal check payable to “Scalise for Congress” and mail to: Scalise for Congress PO Box 23219 Jefferson, LA 70183 Contribute online at: www.stevescalise.com

From left: AALU Member Adele Zilber, Senator Ben Cardin (D-MD) & AALU Member Doug Hostetler the 2015 AALU annual meeting program book

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AALU ambassadors endorsed candidates

house ways & means REP. PAUL RYAN (R-WI), 2016 ƒƒ

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Congressman Ryan is the Chair of the House Ways and Means Committee, and will be one of the top policy drivers on any tax reform legislation. He is also a leading national voice on budget and tax issues for Republican Party.

To contribute, make a personal check payable to “Ryan for Congress” and mail to: Ryan for Congress PO Box 1488 Janesville, WI 53547 Contribute online at: www.ryanforcongress.com

REP. CHARLES BOUSTANY (R-LA) 2016 ƒƒ

Congressman Boustany serves on the House Ways and Means Committee.

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He is a strong supporter of the life insurance industry and our products.

To contribute, make a personal check payable to “Charles Boustany Jr. MD for Congress, INC.” and mail to: Charles Boustany Jr. MD for Congress PO Box 80126 Lafayette, LA 70598 Contribute online at: www.charlesboustany.com

REP. JOE CROWLEY (D-NY) 2016 ƒƒ

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Congressman Crowley serves on the House Ways and Means Committee and is the Vice Chairman of the House Democratic Caucus. He also has a strong understanding and appreciationfor the role of life insurance products in long-term savings and retirement security.

To contribute, make a personal check payable to “Crowley for Congress” and mail to: Crowley for Congress 84-56 Grand Avenue Elmhurst, NY 11373 Contribute online at: www.crowleyforcongress.com

REP. RON KIND (D-WI) 2016 ƒƒ

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Congressman Kind serves on the House Ways and Means Committee and is the leader of the moderate, business friendly New Democrat Coalition. He is a strong supporter of the life insurance industry.

To contribute, make a personal check payable to “Kind for Congress Committee” and mail to: Kind for Congress PO Box 184 La Crosse, WI 54602 Contribute online at: www.ronkind.com

REP. JOHN LARSON (D-CT) 2016 ƒƒ

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Congressman Larson is a member of the House Ways and Means Committee and former Chairman of the House Democratic Caucus. He also has extensive knowledge of the industry as a former partner of his own insurance firm.

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To contribute, make a personal check payable to “Larson for Congress” and mail to: Larson for Congress PO Box 261172 Hartford, CT 06126 Contribute online at: www.larsonforcongress.org

AALU ambassadors endorsed candidates

From left: Nancy Jones, Congresswoman Lynn Jenkins (R-KS) and AALU Member Joe Jones.

house ways & means REP. PATRICK MCHENRY (R-NC) 2016 ƒƒ

Congressman McHenry is new to the House Leadership team as a Deputy Chief Whip.

To contribute, make a personal check payable to “McHenry for Congress” and mail to:

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He also enjoys a good working relationship with the life insurance agent community in North Carolina.

McHenry for Congress PO Box 1406 Hickory, NC 28603 Contribute online at: www.mchenryforcongress.com

REP. CATHY McMORRIS RODGERS (R-WA) 2016 ƒƒ

Congresswoman McMorris Rodgers is the House Republican Conference Chair.

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She is building a strong working relationship with the life insurance agent community.

To contribute, make a personal check payable to “Cathy McMorris Rodgers for Congress” and mail to: Cathy McMorris Rodgers for Congress PO Box 137 Spokane, WA 99210 Contribute online at: www.cathyforcongress.com the 2015 AALU annual meeting program book

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AALU ambassadors endorsed candidates

house ways & means

REP. RICHARD NEAL (D-MA) 2016

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Congressman Neal serves on the House Ways and Means Committee and is the Ranking Member on the Select Revenue Subcommittee. He is also a former life insurance producer and long-time champion of the industry and its value.

REP. TOM REED (R-NY) 2016

To contribute, make a personal check payable to “Richard Neal for Congress Committee” and mail to: Richard Neal for Congress Committee PO Box 718 Springfield, MA 01101 Contribute online at: www.nealforcongress.com

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Congressman Reed serves on the House Ways and Means Committee.

To contribute, make a personal check payable to “Tom Reed for Congress” and mail to:

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He and his staff have a keen understanding of Life Insurance issues.

Tom Reed for Congress PO Box 94 Corning, NY 14830

REP. PAT TIBERI (R-OH) 2016

Contribute online at: www.tomreedforcongress.com

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Congressman Tiberi is a Key Member of the House Ways and Means Committee.

To contribute, make a personal check payable to “Tiberi for Congress” and mail to:

ƒƒ

Few in Congress understand the policy issues affecting the life insurance community better than Congressmant Tiberi.

Tiberi for Congress 2931 E. Dublin Granville Rd., Suite 190 Columbus, OH 43231

house financial services

Contribute online at: www.tiberiforcongress.com

REP. ANN WAGNER (R-MO) 2016

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Congresswoman Wagner serves on the House Financial Services Committee.

To contribute, make a personal check payable to “Ann Wagner for Congress” and mail to:

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She is also the author of the Retail Investor Protection Act - important regulatory legislation supported by the AALU.

Ann Wagner for Congress PO Box 50 Ballwin, MO 63022

house budget

Contribute online at: www.annwagner.com

REP. CHRIS VAN HOLLEN (D-MD) 2016

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Congressman Van Hollen is the Ranking Member of the House Budget Committee.

To contribute, make a personal check payable to “Van Hollen for Senate” and mail to:

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He has a strong understanding of, and appreciation for, the role of life insurance products in long-term savings and retirement security.

Van Hollen for State 10605 Concord Street, Suite 202 Kensington, MD 20895

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Contribute online at: www.vanhollen.org

GROW GLOBALLY AFFLUENT FOREIGN NATIONALS ARE A GROWING DEMOGRAPHIC IN THE U.S. AND MANY ARE UNAWARE OF THE POTENTIAL SPECIFIC AND MULTI-LAYERED U.S. GIFT AND ESTATE TAX EXPOSURE THAT THEY FACE.

Life insurance can offer this segment of the population a simple way to provide the liquidity necessary to help pay any estate tax liability due and to help maximize the legacy they’re able to leave to loved ones. Working with Transamerica’s Global Link Solutions team will enable you to effectively provide tailored solutions. Our goal is to provide simple, highly advantageous strategies for Foreign National clients. Together, we can create more secure tomorrows. Reach out to us for assistance with your next international case. Tel: 877-238-6758 Email: [email protected] Website: http://fn.transamerica.com

©2014 Transamerica OLA 2346 1214 OLA 2346 1214 Trusts Estates GLS_ad_RESIZE.indd 1

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2015-16 AALU executive committee Mark B. Murphy, CLU, ChFC AALU President President and CEO 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, NJ. 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. Chris Foster, CLU, ChFC, CFBS, AEP AALU President - Elect Principal CSI Wealth Management, LLC Chris Foster is the Principal of CSI Wealth Management, LLC, a planning firm located in Greensboro, NC that specializes in serving the financial needs of closely held businesses and highly successful individuals. Principal, CSI Wealth Management, LLC 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. Richard A. DeVita, CLU, ChFC AALU Vice President & Treasurer Principal The Todd Organization A Principal with The Todd Organization, Rich DeVita consults nationally with companies to develop the best possible executive benefits plan. Rich works with them to identify solutions that will build shareholder value by attracting, retaining and motivating leaders. Rich has more than 30 years of experience in providing creative and innovative benefit solutions for companies. He is a former board chair for the National MS Society and is a member of the National Eagle Scout Association. Rich is a distinguished graduate of The Citadel in Charleston, SC and resides in Charlotte, NC.

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David F. Byers Jr, J.D, LLM AALU Secretary Nominee Capital Strategy Group As Managing Principal of Capital Strategies Group, David directs the areas of estate planning and executive benefits. Prior to joining Capital Strategies Group in 1995, David a successful business, estate and tax planning practice as a founding partner of a prominent Birmingham, AL law firm. David currently serves on the Board of Directors of the Public Affairs Research Council of Alabama (PARCA) and the National Christian Foundation – Alabama, and also serves on the University of Alabama – Birmingham President’s Advisory Committee. David was also a member of the Alabama State Board of Education for 16 years, serving as its presiding officer. Anthony J. Domino, Jr., CLU, ChFC, MSFS Immediate AALU Past President Managing Director Associated Benefit Consultants Anthony Domino is the Managing Director of Associated Benefit Consultants, LLC. Based in Rye Brook, NY, 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. He has served two terms as Chairman of the Board of Trustees of Regis High School in New York City and is a Director of Malta House in Norwalk, CT. Anthony has spoken internationally on the topic of financial and benefit planning and is the author of the 401(k) Advisor, published by National Underwriter. He graduated from Brown University with a BA in Religious Studies. David J. Stertzer Chief Executive Officer AALU 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.

2015-16 AALU board of directors

Raymond L. Bening Board of Director President Bening Financial Organization

As a financial services representative and life insurance professional with more than 30 years of experience, Ray Bening works with businesses and individuals helping them set and achieve their financial and retirement goals. His specialties include: executive nonqualified deferred compensation plan design, administration and funding; corporate, personal and family life insurance review and placement; financial advisory services and retirement income planning. After earning his bachelor’s degree from the University of Iowa, Ray started his career in 1983 in San Francisco, CA. He joined Bening Financial Organization, Inc. in 1990, a firm founded by his father Clark in 1974. In 2004, he assumed the role of president. Steven W. Broadbent Board of Director Managing Director Fulcrum Partners, LLC 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 US 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. Kay Dempsey, CLU, ChFC, CLTC Board of Director Nominee The Dempsey Companies

Jerry L. Harnik, CLU Board of Director Partner Strategies for Wealth

Jerry Harnik, CLU is a Partner of Strategies for Wealth/General Agent with Guardian Life Insurance. He began his career in 1976 with Guardian, and after three years as a field representative, moved into management. His primary responsibilities include overseeing the training and development of the firm’s representatives. Jerry attained his Charter Life Underwriter Designation from The American College in 1992. After hours, Jerry is very dedicated to giving back to his community, particularly in the area of children and their well being. Terence L. Horan, CLU, ChFC Board of Director President and Chief Executive Officer HORAN Associates, Inc Terry Horan, President and CEO of HORAN, leads an organization that manages diversified products for more than 500 companies and 2500 individuals in the areas of life insurance and estate planning, employee benefits consulting and wealth management. Terry’s expertise in high-level insurance planning, estate planning and wealth accumulation helps clients strengthen their investment strategies while minimizing their risks. His specialties include the design and implementation of funding options for estate planning, business succession and key employee benefit planning. Seasoned by 40 years of experience in financial services, Terry represents his clients with credentials that include being a Chartered Life Underwriter, a Chartered Financial Consultant and an Accredited Estate Planner. He currently serves on the Incentive Compensation Committee for the M Financial Group and is a past President of the Cincinnati Association of Life Underwriting and the Cincinnati Estate Planning Council. Terry holds a BA in Political Science from Fairfield University.

Kay Dempsey is the CEO of the Dempsey Companies, Atlanta, GA. The Dempsey Companies, founded 31 years ago, provides unique planning solutions to insurance brokers, and investment advisors for their clients, specifically in life insurance, long term care, disability income and fixed annuities. Kay was recognized by the Atlanta Business Chronicle with its DECA Award, honoring Atlanta’s Top Ten Business Women and received the Chapter’s Lifetime Achievement Award from the Atlanta Financial Planning Association. A frequent contributor to professional periodicals, Kay has been widely published in Best’s Review, CCH Practice Management, National Underwriter, Journal of the Society of Financial Service Professionals and Broker World.

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2015-16 AALU board of directors Michael A. Mingolelli, Jr., Esq. Board of Director Managing Director Pinnacle Financial Group Michael Mingolelli consults with highly successful clients on the design, implementation and monitoring of wealth transfer life insurance portfolios. His clients include executives of public and private companies, hedge and private equity fund partners, business owners and family offices, as well as advisors focused on wealth management, law, tax and accounting. Michael also serves on the Board of Directors of M Financial Group and M’s Product Development Group. Michael graduated from Boston College with a BS in Finance, magna cum laude and was a member of the Carroll School of Management’s Honors Program. He also graduated from Boston College Law School, cum laude. David M. Morris, JD, CLU, ACFBA Board of Director Nominee TriBridge Partners, LLC David Morris has a broad range of expertise in business management and continuity issues, financial elements of insurance and estate planning and benefit expertise for professionals, executives and business owners. As a founding principal of FranklinMorris and the firm’s long term Managing Partner, he has shaped the organization to help ensure technical excellence, high standards of discretion and integrity and a focus on client service. David coordinated the creation of TriBridge Partners, LLC in 2013 and merged FranklinMorris into TriBridge Partners as Founding Principal. TriBridge Partners assists is protecting the assets of its clients by bridging the exposure gaps to create continuity through the expertise of our associates in combinations with our strategies, and our solutions.

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Jason M. O’Dell, MS, CWM Board of Director Principal and Managing Partner OJM Group Jason O’Dell is a principal and managing partner of OJM Group and a NFLPA Registered Financial Advisor. A published author, Jason is an experienced entrepreneur, financial consultant and investment advisor who has worked with highly successful families, business owners and physician clients for more than 20 years. Jason has conducted financial planning, asset protection and wealth management lectures throughout the US and has been recognized by Medical Economics as “One of the Best Financial Advisers to Physicians” (2002, 2004, 2006, 2008 – 2013). Jason graduated with a Bachelor of Arts degree in Economics from The Ohio State University. He earned a Master’s of Science degree with an emphasis in Financial Planning from the College for Financial Planning, Denver, CO. Ellen S. Singer Board of Director Financial Representative Northwestern Mutual Ellen Singer joined Northwestern Mutual in 2001 as a Financial Representative. Upon joining the New York office, Ellen was invited to participate with an exclusive estate needs group where she works with a team of financial and legal experts. She is focused on educating individuals and firms on the uses of life insurance and other financial structures for managing the impact of taxes, legacy, estate needs and philanthropy. Ellen studied Liberal Arts and French at both the University of Wisconsin-Madison and the University of CaliforniaBerkeley. Ellen actively supports women’s health and education in her community. Jeri L. Turley Board of Director President and Principal BCG Companies Jeri Turley is the President and a Principal of BCG Companies, an entrepreneurial firm that specializes in the design, funding and management of life insurance portfolios for highly successful families and corporations. Turley began her career with BCG Companies in 1995. She holds a BBA in International Business and Economics from James Madison University and is a registered representative of M Holdings Securities.

2015-16 AALU board of directors Russell Vandevelde, IV Board of Director Nominee EBS Russell Vandevelde, a native of Birmingham, attended Vanderbilt University and double majored in Mathematics and Sociology. He co-founded his firm, EBS, 16 years ago and serves as its Chief Executive Officer. EBS is an insurance sales, consulting and service firm that specializes in the placement of Bank Owned Life Insurance (BOLI) and Corporate Owned Life Insurance (COLI) programs. Russell is an active member of St. Luke’s Episcopal Church and Young Presidents’ Organization (YPO). He is a founder of National Bank of Commerce and serves on its Board of Directors as well as the Board of Directors of Children’s Harbor. He is also a member of the 2015 Leadership Birmingham class. He also enjoys coaching little league athletics and has done so for 25 seasons.

John C. Watson, III, CLU, ChFC, AEP, RFC Board of Director Managing Member Lawson & Watson, LLC John Watson has 36 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 and Legacy Management marketplace. He is a past president of the Greensboro Estate Planning Council and a member of several industry associations. In addition to being a two time recipient of Penn Mutual’s Gold Medal award, in 2011 he was named Penn Mutual’s Financial Professional of the Year.

Jim Waggoner Board of Director Nominee VisionPoint Advisory Group Jim (or J.W.) Waggoner holds over 30 years of experience in several areas of Advanced Financial Planning and Executive Benefits. He specializes in 401(k) retirement and defined benefit plans, nonqualified executive benefit solutions, buy/sell agreements, estate planning and succession strategies. Jim places a high value on the relationships he has with business owners. His expertise provides assistance to employers in implementing programs that recruit, retain and reward select employees whom the success of the business depends. His experience in Deferred Compensation provides a complete solution for successful businesses. Jim has served as past President for both local and state chapters of NAIFA and past President for First Priority of America.

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2014-15 AALU departing board of directors Robert P. Burke, CLU, ChFC, AEP Board of 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, IL and as a regional consultant for Management Development in Atlanta, GA. 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. Kenneth R. Samuelson, Jr. CLU, ChFC Board of Director Principal The Morehead Group Ken Samuelson is a Principal with The Morehead Group, a Charlotte, NC 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. Marc P. Schwartz, JD, CLU Board of 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 US. 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.

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Thomas J. Von Riesen, CLU, ChFC AALU Past President 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 PricewaterhouseCoopers LLC 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.

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.*

2012 David A. Culley

1975 William L. Spencer

1994 Michael F. Padon

2013 Thomas J. Von Riesen *Deceased the 2015 AALU annual meeting program book

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Access equity from your whole life insurance policy.

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the 2015 AALU annual meeting program book

Investors Bank name and weave logo are registered trademarks. © 2015 Investors Bank.

2014 -15 AALU

program planning committee (PPC)

Annual Meeting Chair Mark Murphy

Marketing Phil Harriman

Annual Meeting Program Chair Michael Mingolelli

Marketing Leigh Harter

Agenda Connie Carroll

Marketing Carol Jensen

Agenda Liz DeBenedictis

Marketing Carl Peterson

Agenda Ian Freeman

Professional Development Mike Amoia

Agenda Bryan Schick

Professional Development Vince D’Addona

Marketing Hunter Ewing

Professional Development Scott Holton the 2015 AALU annual meeting program book

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2014 -15 AALU

program planning committee (PPC) honorary members Professional Development Larry Rybka

Political Programming Kenyon Lang

Political Programming Andy Lee

Political Programming Beady Waddell

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the 2015 AALU annual meeting program book

President Anthony Domino

Immediate Past President Tom Von Riesen

AALU CEO David Stertzer

2016 Annual Meeting Chair Chris Foster

AALU staff

executive office

David Stertzer Chief Executive Officer

Tracy Mawyer CFO & Vice President of HR

partner development

Marc Cadin Senior Vice President of Government Affairs

Danielle Bryan Business Analyst

Marilyn Maticic Vice President of Member Experience

Kevin Tangney Director of Corporate Partnerships

Anne Nelson Executive Assistant

Will Swaim Associate Director, Development & Business

Carlie Gliha Associate Vice President of Membership

Karla Kirk Vice President of Corporate and Political Finance

Josh Caron Political Finance Coordinator

Emily Dahl Government Affairs Manager

government affairs

Chris Morton Vice President of Legislative Affairs

Brendan Gleason Assistant Vice President of Political Advocacy

Justin Brown Vice President of Legislative Affairs

David Hollingsworth Director of Public Policy

Tom Korb Vice President of Policy & Public Affairs

Sarah Mason Political Advocacy Coordinator

Emily Ward Director of Political Finance

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AALU staff member services

James E. Lee Vice President of Member Services & Marketing

Gonzalo Abrigo Director of Operations

Danielle Bryan Business Analyst

Caroline Cummings Manager of Meetings

Laura Henry Assistant Vice President of Meeting & Events

Grant Lebens Assistant Vice President of Member Services Operations

Lauren Moore Office Manager

Sinduja Prem Database Administrator

R

Carolyn Schmid Manager of Design & Production

The Association for Advanced Life Underwriting 11921 Freedom Drive Suite 1100 Reston, VA 20190 101 Constitution Avenue, NW Suite 703 East Washington, DC 20001 Main: 703.641.9400 Toll-Free: 888.275.0092 Fax: 703.641.9885

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the 2015 AALU annual meeting program book

AALU

annual meeting

may 3-5, 2015 I washington, dc

the 2015 AALU annual meeting wifi access code: AALU2015 Instructions for Wired Connection • • • •

With your computer turned OFF, connect an Ethernet cable to your computer. Turn ON your computer and launch a web browser. When prompted, enter the WiFi Access Code listed above and click on “submit.” The conference Welcome Page will display and you can now browse the Internet.

Instructions for Wireless Connection • • • •

Check for available wireless signal. Connect to: Marriott_Conference and launch a web browser. When prompted, enter the WiFi access code and click on “submit.” The Welcome Page will display and you can now browse the Internet.

For technical assistance, please visit the AALU Tech Bar. the 2015 AALU annual meeting wifi is provided by

the 2015 AALU annual meeting program book

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Issues leaders

partners

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the 2015 AALU annual meeting program book

lliance

the AALU recognizes the issues alliance for their continued support. participants

PMS 1805

PMS 294

Black

the 2015 AALU annual meeting program book

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Helping your business take flight Symetra works harder to help you fly farther. For more than half a century, Symetra has been helping individuals and businesses reach their financial goals through retirement, benefits and life insurance solutions.

Symetra is a proud sponsor of the 2015 AALU Annual Meeting www.symetra.com Life Insurance is issued by Symetra Life Insurance Company, 777 108th Avenue NE, Suite 1200, Bellevue, WA 98004-5135. Products are not available in all U.S. states or any U.S. territory. Symetra® is a registered service mark of Symetra Life Insurance Company. LIM-1281

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