Annual Conference

2012
ABIA
Annual Conference
September 24–26 | Phoenix, Arizona
Guiding You to
the Future of
Bank-Insurance
Advance Program
2012 ABIA Annual Conference
Join Us for the Nation’s
Premier Bank-Insurance Event
Early
Bird
Register before July 31 and Save!
Register on page 9 or online at theabia.com.
Sunday
September 23
9:00 am–7:00 pm
4:00 pm–7:00 pm
1:30 pm–2:30 pm
Registration for Golf Tournament
New Member Orientation
and Reception
Monday
September 24
2:30 pm–4:00 pm
7:00 am–12:30 pm
Golf Tournament
at Wildfire Golf Course
Join us for the Conference Golf
Tournament at JW Marriott Wildfire
Golf Club. The club’s two superb
18-hole courses—the Faldo and the
Palmer—offer rewarding experiences
for golfers of all skill levels, including
106 sand bunkers reminiscent of the
Australian sand-belt courses.
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Registration Open
2012 ABIA Annual Conference
GENERAL SESSION
2:30 pm–3:00 pm
President’s Welcome
Paul Petrylak, President,
CIT Insurance Services,
and President,
American Bankers
Insurance Association
Guiding You to the Future of Bank-Insurance
3:00 pm–4:00 pm
Town Hall Meeting
Bankers and providers will
discuss the current status of,
and challenges facing, the bankinsurance industry today.
Moderator:
Tuesday
September 25
7:00 am–7:00 pm
Registration Open
7:00 am–8:00 am
Banker Power Breakfasts
Neal Aton, President
and Chief Executive
Officer, Wells Fargo
Insurance, Inc.
8:00 am–9:30 am
Panelists:
8:00 am–8:20 am
Joseph Fico, President
and Chief Executive
Officer, TD Insurance
Annual Meeting
GENERAL SESSION
8:20 am–9:30 am
Keynote Speaker
David DeMarco,
Executive Vice President,
Glens Falls National
Bank and Trust
Christopher Hilger,
President, Securian
Financial Group
Michael Lex,
President, Nationwide
National Partners,
Nationwide Insurance
Alfred Romijnsen, Executive Vice
President, Financial Institutions,
Transamerica Life & Protection
4:00 pm–5:00 pm
Siesta Break
5:00 pm–7:00 pm
Welcome Reception
in Exhibit Hall
Charlie Cook, NBC News
and National Journal
Political Analyst; Editor
and Publisher, The Cook
Political Report
When Charlie Cook talks about
the political scene in America,
people in the know listen. For
more than two decades he
has been Washington’s most
trusted—and most accurate—
voice on all things political.
The New York Times has called
Cook “one of the best political
handicappers in the nation”; Bob
Schieffer of CBS News calls The
Cook Political Report “the bible
of the political community”; and
David Broder of The Washington
Post says Cook is “perhaps
the best nonpartisan tracker
of Congressional races.” In an
election year, he’s the man you
want to hear from, as he offers
his perspective on the upcoming
presidential, gubernatorial and
congressional elections.
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3
2012 ABIA Annual Conference
TuesdaY (continued)
9:30 am–10:00 am
Coffee Break
10:00 am–11:00 am
CONCURRENT BREAKOUT
SESSIONS—Series 1
1 Agency Operations /
Management
Qualifying Bank Referrals
This session will focus attention
on the bank-insurance referral
process and best practices
needed for successful referrals.
Discussion will center on what is a
qualified bank referral, products,
distribution and the important
lessons learned in the process of
implementation.
Speakers:
Brian Duffy, President
and Chief Operating
Officer, RSI Insurance
Agency, Inc.
Elizabeth Anderson, Assistant Vice
President, BW Insurance Services
Beth Beal, Vice President,
Huntington Insurance
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2012 ABIA Annual Conference
2 Annuities, Life and
Wealth Management
Your Brain Hates Change:
How to See, Feel and Think
Like Your Customers and
Sell More Life Insurance
If market research is a “rearview
mirror,” come to this session
to see how ethnography, the
empirical approach and cultural
writing can change the customer
experience and increase sales in
your life insurance business today!
Moderator:
Carmen Effron,
President, CF Effron
Company, LLC
Bank Panelists to be Named
3 Community Bankers
Marketing the Bank Agency
Look for details to come about
this innovative session.
Speaker:
Karen Hanson,
Vice President Insurance Services,
Hirman Insurors
(Think Mutual Bank)
Guiding You to the Future of Bank-Insurance
4 Compliance
Bank-Insurance and Debt
Protection Compliance:
Regulation Today,
Regulation Tomorrow
A concise presentation of the
newly revised edition of Essentials
for Bank-Insurance Compliance,
focusing on recent changes in
bank-insurance and debt protection
regulation. Plus, a look ahead at
the Consumer Financial Protection
Bureau and the Federal Insurance
Office, ongoing enforcement
actions and NAIC activities.
Speakers:
James T. McIntyre,
Partner, McIntyre
& Lemon, PLLC
Chrys D. Lemon,
Partner, McIntyre
& Lemon, PLLC
5 Direct Marketing
Direct Marketing
of Life Insurance
Mass market life insurance sales
can add to your agency’s bottom
line for total insurance revenue.
In this session we will share
practical, to-the-point information
about creating a life insurance
strategy that serves mass market
simplified life solutions—all the
way to high-value policies for
financial planning.
Speakers:
Linda Need, Senior Vice President and
Managing Director of Life Insurance,
Well Fargo Insurance
Andrea Heger, Vice President and
Business Development Manager
for Mass Market Life Insurance,
Wells Fargo Insurance
Adam Maarec,
Associate, McIntyre
& Lemon, PLLC
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5
2012 ABIA Annual Conference
TuesdaY (continued)
6 Emerging Trends and
Ancillary Products
White Label Health Savings
Accounts
Look for details to come about
this innovative session in our
next mailing.
Speaker(s):
Representatives from US Bank
and evolution1
7 P&C
Utilizing the Bank
Distribution System for the
Sale of Insurance Products
Learn how to determine the
products and services that the
agency can deliver effectively, and
then match these products to the
appropriate customer grouping
within the bank and developing a
sales strategy with bank business
partners to execute the plan.
Speaker:
Camors C. Roth, CPCU,
Vice President and
General Manager, Hancock
Insurance Agency
11:00 am–12:00 noon
CONCURRENT BREAKOUT
SESSIONS—Repeat of Series 1
12:00 noon–1:30 pm
Lunch and Peer Networking
in the Exhibit Hall
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2012 ABIA Annual Conference
Guiding You to the Future of Bank-Insurance
3:00 pm–4:00 pm
1:30 pm–2:30 pm
GENERAL SESSION
Outlook for the Economy and
Banking Industry
Back by popular demand, ABA
top economist James Chessen will
offer an update and outlook on
federal stimulus and deficits, the
state of the consumers’ financial
position, real estate threats and
recovery, and the potential of other
shocks to the system.
Speaker:
James Chessen,
Chief Economist,
American Bankers
Association
2012 Study of Banks
in Insurance
The 2012 Study of Banks in
Insurance provides an update
on the strategies, objectives and
activities of U.S. banks that sell
insurance. This session not only
examines the latest Study but
also will address the overall trends
in agency acquisitions by banks,
the issues driving these trends,
and the changing noninterest
income picture for banks and
how this issue is influencing
bank-insurance strategies.
Speaker:
Jim Campbell,
Principal, Reagan
Consulting, Inc.
2:30 pm–3:00 pm
Coffee Break
4:00 pm–5:00 pm
Siesta Break
5:00 pm–7:00 pm
Gala Reception in Exhibit Hall
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2012 ABIA Annual Conference
Wednesday
September 26
7:00 am–12:00 noon
Registration Open
8:00 am–9:00 am
Continental Breakfast
9:00 am–12:00 noon
GENERAL SESSION
9:00 am–10:30 am
GR Roundtable:
Inside Washington
“Inside Washington” is our
annual expert-led roundtable
discussion that examines the latest
developments pertaining to the
financial issues, CFPB and GAO
Study, market instability and
the future of insurance regulation.
In a world where the role of
government in the financial sector
is expanding rapidly, you can’t
afford to miss this.
Moderator:
Kevin McKechnie,
Executive Director,
American Bankers
Insurance Association
Invited Panelists:
Carroll Leavell, State Senator,
State of New Mexico and
President of National Conference
of Insurance Legislators; Greg
Wren, Representative, State of
Alabama House of Representatives;
Kevin McCarty, Commissioner of
Insurance for the State of Florida;
and James T. McIntyre, Partner,
McIntyre & Lemon, PLLC
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2012 ABIA Annual Conference
10:30 am–12:00 noon
Industry Panel:
Latest Marketing and
Technology Challenges—
Are You Prepared?
Marketing is changing faster
than the speed of light—from
Web sites, to e-mail blasts, to
direct response, QR codes and
inbound marketing campaigns.
Technology, too, is changing the
way we conduct business, service
our clients and sell products.
Come hear how our panelists are
meeting these marketing and
technology challenges.
Moderator:
Val Jordan, President,
Jordan and Jordan
Panelists:
Robert Dudacek,
Senior Vice President,
Direct Marketing,
Wells Fargo Insurance
Wayne Conte,
Executive Vice
President,
Affinion Group
Ed Johnston,
Senior Vice President,
Mass Marketing
Insurance Group
Sara Webb, Vice President,
BB&T Insurance
Guiding You to the Future of Bank-Insurance
ABIA Premier Platinum Members
ABIA Premier Silver Members
theabia.com | 1-800-BANKERS
9
2012 ABIA Annual Conference
Exhibitors and Sponsors
INSURANCE AISLE MANAGEMENT
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2012 ABIA Annual Conference
JW Marriott Desert Ridge Resort
The Resort
The elements of nature—fire, water, earth and
sky—have been woven into the architecture of this
magnificent resort, enabling guests to experience the
pleasures of its distinctive surroundings. Every turn
around a corner reveals a slice of paradise. Each guest
room features a private balcony or patio overlooking
wildflower gardens, swimming pools, lakes or waterways,
backed by a horizon of magnificent mountains—
breathtaking views to wake up to or contemplate as the
desert twilight descends. Inside your room, you’ll find
luxurious appointments and spacious accommodations,
from an oversized bath to workspace and sitting areas.
Room amenities include:
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Revive Collection bedding
Smoke-free interiors
Cordless phones
High-speed Internet access
Coffeemaker
Weather
Temperatures in the
Phoenix/Scottsdale area
average daytime highs
in the 70s and 80s,
falling to the 40s in the
evening. The nights
cool off quickly, so be
sure to bring a warm
sweater or jacket. Good
news for lovers of the
outdoors: The Phoenix/
Scottsdale area averages
300 sunny days (keep
those sunglasses handy)
and just seven inches of
precipitation annually.
Dress
The Revive Spa
Steal away for a moment—or an entire afternoon—of
peace. The JW Marriott Desert Ridge’s acclaimed Revive
Spa offers stress-reducing treatments in private rooms
glowing with candlelight and alive with spirit-soothing
sounds. There’s also a bistro for light fare and a boutique
filled with special Revive creams and other potions. For
your optimal relaxation, an Olympic-sized sanctuary pool,
private cabanas and a fitness club await, while The Revive
Spa is ready to pamper you from hair to feet.
Casual business attire
is appropriate during
the conference and
throughout the resort.
We also suggest that you
bring a sweater or light
jacket to meeting rooms
and for the evenings.
theabia.com | 1-800-BANKERS
11
Early
Bird
Complete the registration form on page 9
or register online at theabia.com.
Register before July 31
and Save!
Join Us for the
Nation’s Premier
Bank-Insurance Event
1120 Connecticut Avenue, NW
Washington DC 20036
ABIA
2012
September 24–26 | Phoenix, Arizona
Annual Conference