2011 ANNUAL MEETING May 1-4
Washington W Washington, dc
upda ted versi on TRUST
SUCCESS
KNOWLEDGE
leadership
2011 Meeting Preview
MAIN STAGE SPEAKERS Sunday May 1st
Dennis Miller
Comedian Sunday May 1st, General Session Sponsored by Prudential Monday May 2nd
STEVEN LEVITT
FREAKONOMICS Author Monday May 2nd, General Session Sponsored by The Hartford
BILL RICHARDSON (D-NM) Former Governor of New Mexico Monday May 2nd, General Session Sponsored by NFP
U.S. President GEORGE W. BUSH
43rd President of the United States Monday May 2nd, General Session Sponsored by John Hancock
Tuesday May 3rd
RON INSANA
CNBC Senior Analyst Tuesday May 3rd, General Session Sponsored by Symetra
Wednesday May 4th
DONNA BRAZILE
Syndicated Columnist & Political Commentator Wednesday May 4th, General Session Sponsored by Gentry Partners Ltd.
DANA PERINO
Former White House Press Secretary Wednesday May 4th, General Session Sponsored by Gentry Partners Ltd.
PRELIMINARY PROGRAM SCHEDULE Sunday May 1st 7:00 AM - 8:00 AM 8:00 AM - 11:00 AM 7:00 AM - 7:00 PM 11:30 AM - 2:00 PM 12:30 PM - 2:00 PM 2:00 PM - 4:45 PM 4:30 PM - 5:45 PM 6:15 PM - 7:00 PM 7:00 PM - 9:00 PM 9:30 PM - 10:00 PM
IMPACT Breakfast / Registration IMPACT Political Training Registration Open Lunch in the Exhibit Hall New Member/First Timer Orientation Concurrent Workshops Exhibit Hall Happy Hour Welcome Reception President’s Dinner Keynote Speaker: Dennis Miller Dessert Buffet
Sponsored by Northwestern Mutual Sponsored by Northwestern Mutual
Sponsored by Nationwide Sponsored by Pacific Life Sponsored by Guardian Sponsored by Prudential Sponsored by American General Life Companies
Monday May 2nd 6:30 AM - 7:00 PM 6:45 AM - 7:45 AM 8:00 AM - 12:30 PM
12:30 PM - 1:45 PM 1:45 PM - 4:30 PM 4:45 PM - 5:45 PM 5:45 PM - 7:00 PM 7:00 PM -
Registration Open Breakfast Buffet in Exhibit Hall Sponsored by Summit Business Media General Session: Former Governor Bill Richardson (D-NM) Sponsored by NFP FREAKONOMICS author Steven Levitt Sponsored by The Hartford AALU President’s Message Keynote Speaker: U.S. President George W. Bush Sponsored by John Hancock Lunch in the Exhibit Hall Sponsored by MetLife Concurrent Workshops Members Only Session Networking Reception in Exhibit Hall Sponsored by MassMutual Company Dinners
Tuesday May 3rd 6:30 AM - 7:00 PM 6:45 AM - 9:00 AM 7:45 AM - 9:00 AM 9:15 AM - 11:45 AM
12:00 PM - 1:00 PM 12:00 PM - 1:15 PM 12:00 PM - 2:00 PM 1:00 PM - 4:00 PM 4:00 PM - 7:00 PM 7:00 PM -
Registration Open Breakfast Buffet in Exhibit Hall Sponsored by Summit Business Media Concurrent Workshops General Session - Capitol Hill Club Day Sponsored by MetLife CNBC Analyst Ron Insana Sponsored by Symetra Washington Report Live! Sponsored by Crump Life Insurance Services Speaker to be announced Capitol Hill Club Briefing / Lunch Sponsored by MetLife Departures to Senate / House Town Hall Meetings & Visits Exhibit Hall Senate / House Town Hall Meetings & Visits Capitol Hill Club Day Debriefing Reception Sponsored by MetLife Company Dinners
Wednesday May 4th 6:30 AM - 12:00 PM 6:30 AM - 7:30 AM 7:35 AM - 9:35 AM 9:50 AM - 11:30 AM
Registration Open Breakfast Buffet Super Session General Session Dana Perino / Donna Brazile Town Hall
Sponsored by Gentry Partners Ltd.
WORKSHOP PREVIEW SUNDAY SPONSORED WORKSHOPS Carpe Diem: Seize The Day! A New Look on (Permanent) Life to Generate Sales for Business Owners. Presented by MetLife Speakers: Jeffrey Hollander, Andrew Rinn & Teresa Reis Bippen Sunday, 2:00 - 3:15 pm Meet the objectives of Business Owners by highlighting the value and flexibility of a cash value permanent policy. The concepts covered will include, the Retirement Buy/Sell, the Business Continuation Retirement Partnership, and SERP Dollar Plus. These concepts use a creative twist to inspire business owners to take action to address essential business continuity and retirement planning needs. Life Insurance - The Overlooked Asset Presented by AVIVA Speaker: David Graham Sunday, 2:00 - 3:15 pm Whether it is for retirement or passing accumulated wealth, clients save with an end in mind. Come learn & see how using Indexed Universal Life Insurance as part of the diversified investment portfolio gives our clients a greater likelihood of achieving the desired outcome. Give It Away or Keep It In: Two Approaches to the new Estate Tax Law Presented by Minnesota Life Speaker: Channing Schmidt Sunday, 2:00 - 3:15 pm There are two approaches to federal estate tax planning under the new estate tax law: the “give it away” approach or the “keep it in the estate” approach. The “give it away” approach involves strategies using the increased gift tax exemption to transfer assets outside the client’s estate today while the “keep it in” approach uses strategies using the higher federal estate tax exemptions and portability. The presenter will cover which clients may fit within these approaches and where the life insurance opportunities lie within these strategies. Life Settlements: How Are Life Expectancies Calculated and Policies Priced - Panel Discussion Presented by Ashar Group LLC - Life Settlement Specialists Speakers: Jon B. Mendolsohn, Les Logsdon & Vince Granieri Sunday, 2:00 - 3:15 pm Capital has returned. Private Equity and Institutional Funds are entering the space. Cases are closing. Participate in a lively discussion on successful case studies demonstrating how life expectancies are determined and policies are priced. Pro-consumer regulation and an industry-wide focus on Best Practices make for a bullish 2011. From Virtual Currency to Hard Cash: Estate Planning in a Virtual Economy Presented by AXA Equitable Speakers: Hugo Tomasio & Elizabeth Lindsay-Ochoa Sunday, 3:30 - 4:45 pm Have your clients thought about what will happen to their online life after they die? (Have you asked them?) This session will discuss the complexity and difficult issues that arise with estate planning in the digital economy.
“How To Succeed In A Low Interest Rate Environment By Choosing The Best Strategies And Products.” Presented by Lincoln Financial Group Speaker: Dean Chatlain Sunday, 3:30 - 4:45 pm One of the keys to success in life insurance sales is combining the best products with the best planning strategies. The current low interest rate environment favors certain planning techniques and life insurance products. Planning strategies and techniques that were often ignored in the past may out perform popular, older strategies that simply no longer work efficiently in a low interest rate environment. After identifying the best strategies for your client, you then have to choose the right life insurance product for the current interest rate environment. Fully guaranteed life insurance contracts transfer the market risk to the insurer, and may be the best choice for certain strategies. Variable and indexed UL contracts may place the market risk on the policy owner, but planning strategies that need cash value growth may need to accept that risk. The Greatest Income Story Told Presented by The Hartford Speakers: Brian Murphy, Bernie Shaughnessy & Doug Winkley Sunday, 3:30 - 4:45 pm What if your clients are struck with a chronic illness or live beyond their savings? For most clients, the purchase of a life insurance policy is intended to protect their family from the financial impact of their premature death. This session will show you how The Hartford can help your client plan for many of life’s outcomes using the living benefits of life insurance. We will also discuss advanded sales applications such as family succession and split dollar roll out using Hartford’s unique product features to help your clients protect their business. Driver’s Education: Best Practices for Top Producers on the New Financial Highway Presented by Drinker, Biddle & Reath Speakers: James Hoffman, Nicole Wixted & Christie Corado Sunday, 3:30 - 4:45 pm Join Jim and Nicole for an interactive discussion on potential regulatory and litigation pitfalls for top producers in the aftermath of the recent “Great Recession.” With new legislation regulating personal information, more stringent suitability requirements and a slew of enforcement actions against producers nationwide, Jim and Nicole look forward to juxtaposing recent case studies with best practices in order to keep your name out of the newspaper, your business out of court, and you at the top of your game. With Jim’s experience as both a trial lawyer and business leader, and Nicole’s experience investigating scores of allegedly fraudulent schemes, your speakers will be sure to both educate and entertain.
WORKSHOP PREVIEW Business Insurance & Estate Planning (BIEP) Correcting Problem GST Trusts - A Case Study Supported by Minnesota Life Speakers: Rich Kohan, Mayur Dalal & Jon Forster Moderator: Sean Kelly Monday, 3:15 - 4:30 pm Learn how to effectively integrate multi-generational planning into your practice. The session will include a conceptual framework along with a real-life case study. Presenters will also address duediligence issues for various GST jurisdictions. Changes in Policy Valuation - Panel Discussion Supported by PartnersFinancial Speakers: Mel Warshaw, Mary Ann Mancini & Randy Zipse Moderator: Richard Baer Monday, 1:45-3:00 pm Significant product changes and insurance planning strategies have changed the landscape for how policies are valued for gifting, distribution and/or sales purposes. Panelists will provide a comprehensive overview of the issues and provide guidance on how to addressthe topic with clients and advisors. The World is Flat: Cross Border Planning Supported by ING Speaker: Chris Sega Moderator: Jim Barry Monday, 3:15 - 4:30 pm Corporate “reverse acquisitions” are bringing more entreprenuers from all over the world to the U.S., and several service-based industries are extending their reach to the rest of the world. Experts will provide valuable insight to AALU members who are serving cross-border clients and want to provide value-added resources and intelligence to the to cross-border planning process.
Valuation Discounts - Attorney Panel Speakers: John Porter & David Pratt Moderator: Ken Samuelson Tuesday, 7:45 - 9:00 am There has been intense focus over the years about the possibility of a reduction or even elimination of valuation discounts. Nationally respected attorneys specializing in valuation discounts for FLPs, S-Corps and LLCs will crystallize the issues and give AALU members the tools they need to provide creative ideas to clients and advisors. High Value Clients: Planning Opportunities in 2011 and Beyond Speakers: Tom Handler & Rich Kohan Moderator: Robert Slane Monday, 1:45-3:00 pm Change is constant ad advisors need to stay fresh, innovative and connected to the best opportunities when serving clients with significant estates. Innovative practitioners will provide AALU members some of the leading-edge solutions that differentiate them in their communities. Evolving Trends for Next 10 Years - Panel Discussion Supported by PartnersFinancial Speakers: Tom Rogerson & Chris Erblich Moderator: Mark West Tuesday, 7:45 - 9:00 am The world has changed for the high net worth client. This panel will discuss the significant emerging trends that are changing the mindset of clents to help position you to provide valuable planning guidance and grow your practice. The panelists will also identify the top five trends to be aware of in the years ahead. Captive Insurance Companies - Opportunities and Pitfalls Speakers: Gordon Schaller & Mike Kiley Moderator: H. Thomas Hollinger Monday, 3:15 - 4:30 pm What we have learned working in the captive arena in the last several years, important legal, tax and insurance developments, including unique estate and life insurance planning opportunities.
Nonqualified Planning (NQP) No Perfect Solution: Funding Fixed Liabilities - Insurance and Capital Markets Perspectives Speakers: Jared Gross & Bob Hebron Moderator: Sam Sheth Monday, 1:45-3:00 pm Listen to experts address non-traditional fixed income investments through insurance. This session is for life professionals who are interested in learning more about: * Fixed return option for NQDC crediting * NQDC + DB SERP funding * BOLI & ICOLI Growing your sales: Using equity SWAPs and COLI to hedge NQDC plans Speakers: Kirk Penland & David Marshall Moderator: Rich DeVita Monday, 3:15 - 4:30 pm Learn how to enhance sales and differentiate in the marketplace by integrating equity swaps/hedging strategies with COLI for funding non-qualified plans.
Behind Closed Boardroom Doors: What Compensation Consultants Tell Their Clients. - Panel Discussion Monday, 3:15 - 4:30 pm Speakers: Joseph Sorrentino & Peter Oppermann Moderator: Sam Sheth While we often think every company should have a NQDC plan, this session will focus on what fee-based Comp. Consultants are actually telling their clients and Boards of Directors. It is intended enlighten attendees to the Boardroom conversations that occur behind closed doors. The take-away is to be better able to adapt client conversations to address Board/Comp. Committee and shareholder concerns.
WORKSHOP PREVIEW Nonqualified Planning (NQP) Private Placement Life: How to Design a Customized Solution Speakers: Neil Chaffee, Adam Sandahl & Mike Walsh Moderator: Chris Parker Tuesday, 7:45 - 9:00 am Panel discussion focusing on the intricacies of designing private placement life insurance product for the corporate, bank, and high net worth market. Hear from carriers how to work best with their internal teams to design a customized solution for your client. Marketplace Review: A Comprehensive Look at Executive Benefits Supported by Drinker, Biddle & Reath Speakers: Steve Cain, Fred Hill & Roberta Rafaloff Moderator: Joyce Maples Monday, 1:45 - 3:00 pm Take a look at the broader aspects of the executive benefits industry beyond NQDC and COLI, including: * Executive Life * Executive LTD * Executive Long-Term Care * Annuity options for NQDC distributions * Pension closeout strategies
The Future of the Nonqualified industry - Panel Discussion Speakers: Mike Corry, Steve Price, Bob Leeper & Scott Holton Moderator: Tom Von Riesen Monday, 3:15 - 4:30 pm Take a look at the future of the NQP industry and succession planning. * Where is the next generatoin of NQP producers coming from? * Identifying new opportunities in the marketplace * Best practices in the marketplace
Qualified Planning how to Effectively Place Life Insurance in 401(k) and Defined Benefit Plans Speakers: E. Dennis Zahrbock Moderator: Jay Pollack Monday, 1:45 - 3:00 pm Many producers are unaware of the sales potential of life insurance in qualified retirement plans. Members will learn the basic operating dynamics of a variety of qualified plans – 401(k), Profit Sharing Trust (PST), traditional defined benefit and hybrid/cash balance plans. Members will learn how to sell life insurance in these plans and key tax planning opportunities will be identified. This session is not designed for the experienced Qualified Plan Expert, but for AALU Members seeking the knowledge needed to effectively place Life Insurance and Variable Annuities inside Qualified Plans.
Charitable Planning (CP) Need to Know: Life Insurance in Charitable Planned Giving Supported by PartnersFinancial Speakers: Charlie Ratner Moderator: Phil Cubetta Tuesday, 7:45 - 9:00 am Selling life insurance for charitable purposes can be challenging. Agents must work with donors and charities using sophisticated concepts while addressing the needs and requirements of both. In this workshop, you’ll get a technical overview of the topic, suggestions for developing your sales process and insights on building quality relationships with charitable organizations.
Designing Qualified Plans and Investment Strategies - Expert Panel Speakers: Jay Pollack, Tim McCabe & Ernie Guerriero Moderator: Rodger Johnson Tuesday, 7:45 - 9:00 am There is no shortage of viable investment opportunities in qualified retirement plans. This session will discuss advanced qualified plan design and investment strategies that will enable producers to effectively tap into the QP marketplace. Key points to be covered in this session include: 1. What types of investments belong in QPs? 2. What are the best investment strategies for profit sharing plans? Traditional DB plans? Hybrid DB/Cash Balance plans? 3. A discussion around life insurance as an asset in a QP. 4. What are the disclosure requirements and regulatory obligations associated with making strategic investment decisions around qualified plans for your client?
project management (pm) Practice Management in the New World of Compensation Disclosure: Turning new regulations into recurring revenue opportunities Supported by se2 Speakers: Campbell Gerrish & Michael Liebeskind Moderator: Christie Corado Monday, 3:15 - 4:30 pm Learn how to use Private Placement Variable Annuities (PPVA) and Private Placement Variable Universal Life (PPVUL) insurance to create a stream of long-term recurring revenue. The workshop will also focus on the economics of PPVA and PPVUL products, the markets for which they are suitable and information on technicalities related to IRC Section 817(h), the investor control doctrine and insurance dedicated funds.
SPONSORS PLATINUM SPONSORS
GOLD SPONSORS
SILVER SPONSORS
BRONZE SPONSORS ®
EXHIBITORS COMPANY
BOOTH#
AALU 1010 ALIRT Insurance Research, LLC 506 Allianz Life 509 American General 700 Ash Brokerage 304 Ashar Group LLC - Life Settlement Specialists 926 Aviva USA 101-103 AXA Equitable 908 Capitas Financial 607 CJA & Associates 109 CMS - Succession Capital Alliance 107 Crump Life Insurance Services 501 EbixExchange 505 First Heartland Capital, Inc. 408 First Insurance Funding Corporation, Inc. 306 FORUM 400 (formally The International Forum) 605 Gentry Partners, Ltd./ Ogilvie Security Advisors Corp 502 Genworth Financial 507 Great Lakes Advisors 702 Herman Agency, Inc. 930 Highland Capital Brokerage, An NFP Company 201 ING 404 Innovative Solutions Insurance Services, LLC 601 InsMark 403 InsuranceLicenseExpress.com 928 InsuranceNewsNet.com, Inc. 1006 John Hancock Life Insurance 401 Lincoln Financial Group 405-407 Marsh Private Client Life Insurance 207
COMPANY
BOOTH#
MassMutual Financial Group 600 MetLife - Advanced Markets 400 MetLife, US Business, Protection Product Wholesaling 400 MetLife - Specialized Benefit Resources 400 Million Dollar Round Table 906 Minnesota Life 602 NAIFA 706 Nationwide Financial 914 New York Life Advanced Markets Network 912 Paramount Planning Group (AXA Equitable) 910 Partners Advantage Insurance Services, LLC 406 PartnersFinancial 508 Principal Financial Group 922/924 Pro Financial Services, LLC 603 ProMicro, Inc. 1008 Prudential 300/302 se2 704 Society of FSP 104 Summit Business Media 100/102 Sun Life Financial 203 The Guardian Life Insurance Company of America 308 The Hartford Life Insurance Co. 409 The National Underwriter Company 608 The Newport Group 309 Total Financial & Insurance Services, Inc. 500 The Penn Mutual Life Insurance Company 307 Total Financial & Insurance Services, Inc. 500 Transamerica Insurance & Investment Services, Inc. 503
EXHIBIT HALL FLOOR MAP
2011 ANNUAL MEETING May 1-4, 2011 Washington, DC Marriott Wardman Park Hotel
REGISTRATION FORM
A P R I L 2 5 - 2 8 I WA S H I N G TO N , D C I M A R R I OT WA R D M A N PA R K H OT E L
N ORM REGISTRATION FORM To register for the 2011 AALU ANNUAL MEETING, please complete this form and email to
[email protected] or fax it to the AALU at 703.641.9885 with the required payment . You may also register online at www.aalu.org .
REGISTRATION FEES & OPTIONS
Please select the appropriate registration option:
PREFFERED
STANDARD
$1199
$1299
1/1/11 - 4/2/11
MEMBER PROSPECTIVE MEMBER*
4/3/11 thru 5/1/11
$1500
$1500
Includes Membership fee discount**
Includes Membership fee discount**
FAMILY PASS
$350
$350
GUEST PASS
$350
$350
EXHIBITOR & SPONSOR PASSES
If you are an exhibitor or sponsor, contact Carrie Gorman-Green at 571.201.3507 or by email to
[email protected] for registration information.
FAMILY PASSES are only available to family members of current AALU members who are not engaged in the practice of insurance or are employed by any company engaged in insurance or related businesses. Family passes allow holders to attend any event except those open to “AALU members’ only”. GUEST PASSES are available to the clients, advisors or prospects of current AALU members. Guest passes allow holders to attend
Sunday workshops, the Sunday President ’s Dinner, and Monday General Sessions. Guest pass holders may not attend any members’ only sessions, Tuesday or Wednesday sessions.
MEMBER & PROSPECT INFORMATION I am a: (select one)
[ ] Member
[ ] Prospective Member*
Name: __________________________________________________ Title : ___________________________________________________ Company/Organization: ____________________________________ Mailing Address: _________________________________________ City/State/Zip: ___________________________________________ Email: ________________________________________________
First Name on Badge: _____________________________________ Primary Carrier: __________________________________________
Office: _________________________________________________ Phone: __________________________________________________ Fax: _____________________________________________________
*PROSPECTIVE MEMBER
In order to attend the 2011 AALU ANNUAL MEETING as a prospective member, you must meet all of the following criteria: 1. You have never attended an annual meeting as a prospective member. 2. You are sponsored by a current AALU member. 3. You meet AALU membership requirements. (see www.aalu.org for details) [ ] I am sponsored by: ____________________________________ [ ] Please find a sponsor for me.
**Membership discount includes $500 credit against first year membership & $750 initiation fee waiver discount must be claimed by 12.31.11
FAMILY & GUEST INFORMATION Name: _________________________________________________ Email: _________________________________________________
First Name on Badge: _____________________________________
ADDITIONAL INFORMATION
[ ] Please do not share my email address with 2011 AALU Annual Meeting Exhibitors and Sponsors. [ ] I have special needs, requirements or dietary restrictions. Please describe: ____________________________________________________________________________________________________
FIRST TIME ATTENDEES
[ ] I will attend the IMPACT training session on Sunday, May 1st. [ ] I will attend the New Member / First time attendee orientation on Sunday, May 1st. [ ] I will attend both.
CAPITOL HILL CLUB (Members only)
[ ] I will attend the Congressional Town Hall Meetings on Tuesday, May 3rd. APRIL WORKSHOPS
2 5 - 2 8 I WA S H I N G TO N , D C I M A R R I OT WA R D M A N PA R K H OT E L I w w w. A A LU. o r g
[ ] I plan to attend one or more workshops during the 2011 Annual Meeting.
PAYMENT INFORMATION
Payment must be enclosed by credit card or check. Payment Amount: _____________ [ [
[
] Payment by check: make payable to AALU and mail to: AALU, P.O. Box 631536, Baltimore, MD 21263-1536 ] Payment by credit card Credit Card Type: [ ] Visa [ ] MasterCard [ ] AMEX Name on Card: _____________________________________ Credit Card No. : ___________________________________ Expiration Date: ___ / ___ Cardholder’s Signature: _______________________________ ] Fax payment information to 703.641.9885
HOTEL RESERVATIONS
Once your payment is processed, you will recieve a confirmation email that includes your link to the Marriott Wardman Hotel and the Omni Shoreham hotel. You will be able to take advantage of the discounted AALU room rate while rooms are available. Reservations must be made by April 6, 2011 to qualify.
CANCELLATION / REFUND POLICY
All cancellation requests must be made to AALU, Attn: Meeting Dept., 11921 Freedom Drive, Suite 1100, Reston, VA 20190 or faxed to 703.641.9885. 100% refund: Cancellation notice must be received by 3/1/11. 50% refund: Cancellation notice must be received by 4/2/11. No refund will be allowed after 4/3/11. NOTE: All refunds are subject to a $50 processing fee.
