Conference Agenda
Track Sessions
Monday, September 14, 2009
Tuesday, September 15, 2009
Sunday, September 13, 2009
1:00 PM
Registration Opens
2:00 PM - 4:15 PM
COMPLIMENTARY WORKSHOP FOR BROKERS ONLY
Four Simple Steps to Attract New Clients, Maximize Client Value & Boost Your Income By Cross-Selling Voluntary Benefits
- Discover the one success secret to selling voluntary benefits to HR.
- Solve major HR Problems with voluntary benefits...at no cost to the client.
- Learn how to avoid the risks and pitfalls of a voluntary benefits enrollment.
- Use benefits strategic planning to create the need for voluntary benefits.
- Discover how cross-selling voluntary benefits enhances your agency value.
- Transition from insurance salesperson to trust advisor.
Note: A 15-minute refreshment & networking break will take place at 3:00 P.M.
Nelson Griswold
President
Cross-Sell Solutions, Inc.
Jack Kwicien
Managing Partner
Daymark Advisors
2:00 PM - 4:15 PM Workshops
There is an additional fee for these workshops. Please visit the registration info page for details.
2:00 PM - 4:15 PM
WORKSHOP A: Employee Economic Bailout Plan
- Assess the psychological damage from the recession's impact on retirement savings.
- Implement leadership steps and instill confidence in your adviser team.
- Chart a course to real economic relief for your clients and their employees.
- Restore hope within your own organization and among your clients.
G.W. "Coach" Campbell
Senior Corporate Trainer
Dave Ramsey's Financial Peace
2:00 PM - 4:15 PM
WORKSHOP B: Effective Leadership: Mastering Essential Skills to Lead with Confidence & Purpose
- Ensure your ideas are heard among competing voices during meetings.
- Discover how to disagree firmly but tactfully without backing down.
- Know how to reverse specific unwanted behaviors
- Successfully delegate and build skills fast to become a highly competent, inspiring leader.
Patsy Writesman
CEO
Company CoPilots.com
4:30 PM - 5:30 PM
Keynote Address
Dave Ramsey
Personal Money Management Expert and Host of "The Dave Ramsey Show"
5:30 PM - 6:00 PM
Dave Ramsey Meet-n-Greet/Book Signing
6:00 PM - 7:30 PM
Opening Reception in Exhibition Hall
Monday, September 14, 2009
7:30 AM
Registration Opens
7:30 AM - 8:30 AM
Continental Breakfast in the Exhibit Hall
8:15 AM - 8:30 AM
Benny Awards Ceremony
8:30 AM - 9:30 AM
Keynote Address
Governor Michael Leavitt
Former US Secretary of Health and Human Services
Former Governor of Utah
9:30 AM - 10:30 AM
Panel Discussion
Thriving After Health Care Reform - Come What May
- Assess where reform is likely to take the brokerage marketplace: the new economics of the business.
- Deliver value for employers' investment in the total benefits package.
- Prepare for changes in employers' demands upon their brokers.
- Gauge the future effects in M&A relative to consolidation among brokers.
Moderator:
David Albertson
Editorial Director, Employee Benefits Group
SourceMedia, Inc.
Panelists:
Dennis Donahue
Managing Director, National Practice Leader, Employee Benefits
Wells Fargo Insurance Services
Christopher Duncan
Consultant
Mercer Health & Benefits
Mike Sullivan
EVP & CMO
Digital Insurance
Jennifer Walsh
CEBS, VP President
Woodruff-Sawyer
10:30 AM - 10:45 AM
Morning Break
Breakout Sessions 10:45 AM - 11:45 AM
10:45 AM - 11:45 AM
SESSION A: HEALTH & WELLNESS
Green Beans & Ice Cream: The recipe for Wellness Behavior Change
- Use the 80-20 principle of high-risk employees to sell premium coverage with lower costs.
- Implement key steps toward higher net renewal rates, happier customers, and a healthier workforce.
- Create a climate of excitement for wellness participation by those who typically had the least interest.
Kenneth Finneran
Chief People Officer-Americas
Hellman Worldwide Logistics, Inc.
Hiram Marrero
SVP, Practice Leader
Willis HRH
Bill Sims, Jr.
President
Bill Sims co.
10:45 AM - 11:45 AM
SESSION B: BROKER BUSINESS TOOLS
Meet the Five Most Important People in your Career via Social Media
- Embrace Social Media to exceed your revenue targets.
- How to develop a business relationship with hard-to-reach mentors.
- Harness the explosive growth of Facebook to access amazing sales opportunities.
- Twitter your way to increased sales.
- LinkedIn leads & lessons.
Jodie Braner
President & Account Executive of Life & Employee Benefits Dept.
AAHU, a division of NAHU & Pritchard & Jerden
Jonathan Genetelli
Communications Chair
Atlanta Association of Health Underwriters- AAHU is a division of NAHU
Andrew Windham
Founder & CEO
Insurance Georgia
11:30 AM - 1:30 PM
Luncheon in Exhibit Hall
11:30 AM - 2:30 PM
Exhibit Hall Open
Breakout Sessions 1:30 PM - 2:25 PM
1:30 PM - 2:25 PM
SESSION A: HEALTH & WELLNESS
Capitalizing on Health Savings Accounts
- Position HSAs strategically in your business.
- Learn from retirement planning: how should you advse clients to invest and why.
- Provide advice on how to manage the HSA balance.
Robert Bartolotta
Senior Managing Director
American Portfolios Rochester
Nathaniel Garfield
Director of Employee Benefits
American Portfolios Rochester
Pradeep Goel
CEO
Consumer Health Tech
1:30 PM - 2:25 PM
SESSION B: BROKER BUSINESS TOOLS
A Strategic Plan for Building Benefit Partnerships
- Strengthen your client partnerships in an ever-increasing competitive marketplace
- How to speak your customer's language while creating a unique niche
- Negotiate a strategic plan to build more relationships in the shortest amount of time.
Jack Kwicien, CLU, ChFC, RIA,
Managing Partner
Daymark Advisors
Breakout Sessions 2:30 PM - 3:30 PM
2:30 PM - 3:30 PM
SESSION A: HEALTH & WELLNESS
Critical Success Factors & Trends in an Adviser's Business
- Maintain and grow your market share.
- Deal with the pace of innovation in technology and make it work for you.
- Learn what the "automation factor" is and what it means to your business.
- Discover how the "Asia factor" will affect your earnings.
- Significantly improve client's bottom line benefit cost without added liability by utilizingthe new "Cost-Plus" model.
- The rise and fall of PPO empire is proving no longer to be effective in saving clients money.
Mark Combs, REBC RHU, CFA, CFP, CLU, ChFC
Vice President/Partner
Horne/Guest Employee Benefits
Woody Waters, CPCU
Vice President
ELAP, Inc.
2:30 PM - 3:30 PM
SESSION B: VOLUNTARY SUCCESS/PANEL DISCUSSION
The New Age of Voluntary Benefits Products
- Turnkey voluntary benefit solutions for traditional benefit brokers/advisers
- Growing trend toward repositioning voluntary benefits as mainstream benefit solutions alongside traditional core benefits
- Encompass best-in-breed products, administration, technology and enrollment services
Moderator:
Frank Doherty
Managing Partner, CEO
National Benefit Partners
John Cassell
Senior Partner
Spring Consulting Group, LLC
Barbara Howe
Head of Voluntary Products and Services
Aetna, Inc.
Marty Traynor
VP of Voluntary Benefits
Mutual of Omaha
3:30 PM - 4:30 PM
Afternoon Refreshment Break in Exhibit Hall
4:30 PM - 5:30 PM
PANEL DISCUSSION/ GENERAL SESSION
Sharing Solutions on Surviving and Marketing Your Business in Turbulent Times
- Vent and overcome frustration in presenting comprehensive strategies to core market segments
- Learn how large employer solutions can help brokers improve delivery to a significant market segment
- Assess how to better understand yourself and how to tap into your staff's natural strengths
Moderator:
Mel Schlesinger, RHU, REBC
President
The Rainmakers Group
Panelists:
Carletta Neal
Senior Consultant
The Omina Group
Robert Relph Jr., CLU, REBC, RHU, HIA
Chief Executive Officer
Relph Benefit Advisors
5:30 PM
Sessions End for the day
7:00 PM - 10:00 PM
Annual Networking Reception at the Georgia Aquarium
Tuesday, September 15, 2009
6:30 AM - 7:30 AM
2nd Annual Fun Run in Olympic Centennial Park
Sponsored by:
7:30 AM
Registration Opens
7:30 AM - 8:30 AM
Continental Breakfast
8:10 AM
Presentation of FUN RUN Awards
8:20 AM
Presentation of I-COMM Awards
8:30 AM - 9:25 AM
Keynote Panel
Benefit Practices at the "Best Companies to Work for" in America
Moderator:
Kelley Butler
Editor-in-Chief
Employee Benefit News
Panelists:
Bob Grimes
Vice President of Human Resources
NuStar Energy L.P.
Linda Matzigkeit
Senior Vice President
Children's Healthcare of Atlanta
Breakout Sessions 9:30 AM - 10:30 AM
9:30 AM - 10:30 AM
SESSION A: BROKER BUSINESS TOOLS
Breaking Out: Sales Strategies to Help You Be Extraordinary
- Develop a health care reform survivor's guide for your business
- Boost business by asking meaningful questions
- Find high-quality prospects
- Create Objection-free presentations
Mel Schlesinger, RHU, REBC
President
The Rainmakers Group
9:30 AM - 10:30 AM
SESSION B: VOLUNTARY SUCCESS
Let's Set the Record Straight About Voluntary ... Fact vs. Fiction?
This session aims to debunk the misconceptions amongst brokers about the advantages of voluntary.
- Voluntary products are not profitable True or False?
- Brokers don't enjoy selling voluntary because they are harder to sell True or False?
- Voluntary products are the most confusing products a broker sells? True or False?
- As an adviser, you can expect to provide a lot of maintainance on anything voluntary True or False?
Jim Castle
Regional VP, Group Insurance Sales
Mutual of Omaha
10:30 AM - 10:45 AM
Morning Refreshment Break
Breakout Sessions 10:45 AM - 11:45 AM
10:45 AM - 11:45 AM
SESSION A: BROKER BUSINESS TOOLS
Facilitate Financial Wellness Through Education Programs
- The financial crisis is leaving people's confidence paralyzed- how can you turn that around into higher sales?
- Financial Stress decreases morale and productivity- learn how to get out of your own way and start increasing deals.
- There's no better time for an employer to take a leadership role and deliver a transformational workshop series to employees guaranteed to increase clarity, confidence and understanding of today's market
- In today's economic landscape "Financial Wellness" can have a larger impact on employees than "Health Wellness."
Curt Tiedman
President
Homebenefitiq
Nick Walter, CPA, CMP
President
Walter Advisory Group
Kyle Williams, CLA, RFC, CMPS
National Institute of Financial Education
10:45 AM - 11:45 AM
SESSION B: VOLUNTARY SUCCESS
Recession Survival Through Technology and Effective Communication
- Smart Boards, Mind Mapping and spinners are state-of-the-art presentation tools that will help you create attention-grabbing, fun presentations that your clients will brag about.
- Eliminate the clutter and create dramatic "Wow" effects through slide transitions, backgrounds and imbedding pictures, sounds, movies and linked objects.
- Improve your business results through better communication
Hendrikus van Bulck
CPA & Asst. Prof. Business Admin. USC
Van Bulck & Company, CPAs
Jean Schauer
President and CEO
Schauer Global Health, Inc.
11:30 AM - 1:30 PM
Lunch in Exhibition Hall
Breakout Sessions 1:30 PM - 2:30 PM
1:30 PM - 2:30 PM
SESSION A: VOLUNTARY SUCCESS
How Non-Traditional Voluntary Benefits Can Increase Your Income & Help Make Employers Happy
- Add-on benefits for current clients and door-openers to new clients
- Case Studies on non-traditional benefit success in three industries
- Why non-traditional benefits are becoming a valuable addition to the benefits package
Steven Farish
Senior Vice President
Wachovia Insurance Services
Elizabeth Halkos
Vice President
Puchasing Power
Tom Mangan
President of Employee Benefits Division
HUB International Northeast
1:30 PM - 2:30 PM
SESSION B: BROKER BUSINESS TOOLS
Agency at a Crossroads
- Hear why your industry is at a crossroads
- Decide whether you should grow, partner or sell your business
- See how the M&A market has treated your peers recently
Rob Lieblein
Managing Partner
Hales & Company
Breakout Sessions 2:35 PM - 3:35 PM
2:35 PM - 3:35 PM
SESSION A: HEALTH & WELLNESS/PANEL DISCUSSION
Long Term Care Insurance- Successful Strategies for Production Integration
- Many believe that adding LTCI is a critical strategy for long term success.
- LTCI offers benefit firms a way to diversify providing them both economic and strategic benefits.
- LTCI's difficulthy to successfully integrate is nothing more than an urban myth- learn why
Moderator:
Elizabeth Galentine
Associate Editor
Employee Benefit Adviser
Panelists:
David Hillesohn
Brokerage Manager
The Haslett Management Group, Inc.
Ed Jette, Jr.
Vice President & Co-Founder
Em-Power Services, Inc.
Bill Jones
Vice President of Sales
Medamerica Insurance Company
2:35 PM - 3:35 PM
SESSION B: VOLUNTARY SUCCESS
What Mini-Meds Mean to Your Broker Business
- Deliver limited benefits effectively with a good plan design
- Determine whether these benefits really help uninsured workers
- Decide which employer groups stand to benefit the most
Tom Blomberg
Assistant Vice President of Commercial Marketing
BCS Insurance Group
John Conkling
Vice President of National Accounts
Fringe Benefit Group