Workshops

NAILBA 37 Workshops

 

Wednesday, October 31, 2018

1:15 p.m. – 2:15 p.m.

Mastering the Art of Wholesaling™: Winning Strategies and Techniques for Today’s Marketplace
Paul Karasik
President & Author
The Financial Advisor Coaching Institute

Room: Destin

Regardless of the level of experience and expertise your wholesalers will learn new approaches to increasing sales.  Sales results improve when wholesalers invest time more effectively and focus on the most lucrative opportunities.

Paul will deliver the ideas, strategies and techniques from his best-selling book, Mastering the Art of Wholesaling to your wholesaling team.  Paul’s book and this program are based on twenty years of experience and research including more than one hundred in-depth interviews conducted with leading regional wholesalers, divisional managers, key account managers, and national sales managers defining the best practices of the most successful professionals in North America. 

Mastering the Art of Wholesaling™ is a fast-paced and entertaining learning experience. The atmosphere is motivational; the content is precise, and achievement driven. 


Times Are A’Changing, Or Are They?
Doug Tousey

Director of Sales and Training
M3 Financial

Room: Gainesville

As we review the retirement landscape timeline, there are important lessons to be learned.  We’ll begin with a glimpse through time starting in the 1970¹s as we review the concerns of each former President of the United States and the challenges they faced within their administration.  We will uncover a recurring theme of the past and the potential cautionary tale in front of us today. Spanning five decades, through the administration of Presidents Nixon, Ford, Reagan, Bush, Clinton, Bush and Obama, some things remain constant including the risks and concerns of retirement, inflation, recessions and market turmoil. History shows the retirement landscape repeats itself.  By understanding and recognizing the patterns in our financial environment, you will be an invaluable advisor to your client.


IUL: Secrets of Accumulation & Distribution
Joe Ross, ChFC, CLU, CRC
Vice President – Sales Productivity & Business Development
AIG Financial Distributors

Room: Naples I & II

This workshop introduces little-known IUL concepts regarding accumulation and distribution that make IUL a more powerful concept than agents even realized. These concepts take IUL knowledge to the next level with immediate applicability to sales.

 

Using Data to Target Applicants for Placement and Price
Brian Lanzrath

Exam One

Room: Naples III

Learn how to benefit from the changing face of underwriting by anticipating how your applicant will be viewed under various risk-assessment methodologies. This session provides a high-level overview of the growing array of underwriting data sources, with a special emphasis on clinical, medical claims and prescription history data.

Wednesday, October 31, 2018

2:30 p.m. – 3:30 p.m.


Sweet Persuasion: The Secret to Doubling Your Sales
Paul Karasik
President & Author
The Financial Advisor Coaching Institute

Room: Destin

This workshop is designed to provide strategies and techniques to create a steady stream of qualified high-value prospects and establish long term, mutually profitable relationships for insurance professionals and financial advisors.

You will learn the how to initiate, build, and maximize relationships with high-net-worth households.  Targeting the high-net-worth client will enable you to substantially increase your income and grow your business exponentially. 

Paul is a Million Dollar Round Table presenter who provides insurance professionals and financial advisors with clear step-by-step plans for growing new business opportunities.  The atmosphere is motivational; the content is concise, and achievement driven. 

The content is based upon Paul Karasik’s books How to Market to High-Net-Worth Households and 22 Keys to Sales Success: How to Make It Big in Financial Services.  You will learn:

  • Maximizing profitable relationships
  • How to work less and double your sales in six months
  • The secret to cross-selling products
  • The secret to cloning your ideal clients
  • Systems for duplicating your marketing success
  • How generate a stream of high-net-worth referrals
  • How to maintain personal motivation
  • Strategies for increasing professional satisfaction


Social Media in the Workplace: Risks, Rewards, Questions, and Answers
Edward Easterly, Esq., Partner
Norris McLaughlin & Marcus

Room: Gainesville

The workshop, “Social Media in the Workplace: Risks, Rewards, Questions, and Answers,” will review the role that social networking plays in pre-employment, current employment, and post-employment scenarios. 


Insurance Industry Cybersecurity
Gregory Serio
Fmr. Superintendent of Insurance for the State of New York and Executive Director of NAIFA–NYS

Room: Naples I & II

Recent data breaches have us all on edge regarding cybersecurity, especially brokers and producers working in the insurance industry. This workshop will explain how cybersecurity, especially with the recent release of the National Association of Insurance Commissioners (NAIC) Insurance Data Security Model Law, is not just an IT concern.


Inside the Ropes of the Masters: Succeed Like the Pros
Melinda Meyer
Aspen Strategies

Room: Naples III

Do you want to perform at the same level as Jordan Spieth and other pros? What winning combination do the pros have that you don't? Have you ever wondered why The Masters is the most coveted golf arena? By joining us, you can step inside the ropes and get a glance at the immense success achieved through pairing visionaries and integrators, a three-year waiting list for workers, how you can build loyalty and a "tradition like none other.”

By attending this workshop, you will learn:

  • Key components the pro and caddy relationship that you can institute in your agency
  • How to create a "WOW" customer experience that results in unconditional loyalty
  • The key components of instituting change while respecting tradition
  • How the National keeps things simple yet increases its net year over year
  • Key subject matter resources available to you at no cost

 

Thursday, November 1, 2018

1:30 p.m. – 2:30 p.m.

 

How is the weather in your kingdom? 
Dan Cockerell

Fmr. Vice President, Walt Disney World (Magic Kingdom, Epcot, Hollywood Studios)

Room: Destin

Much like the weather, culture influences our mood and ultimately our behavior. Great leaders understand the importance of creating and sustaining great culture in order to establish an environment where employees can thrive. When they feel confident, respected, trusted and valued, employees deliver stellar results and ensure the success of their organization.
Dan will share what he learned about leading a purpose-driven culture during his 26 year career at the Walt Disney Company culminating in leading 12,000 cast members in the largest theme park in the world, the Magic Kingdom

Employment Law According to Seinfeld
Edward Easterly, Esq.
Partner, Norris McLaughlin & Marcus

Room: Gainesville

This workshop will review the handling of all employment issues, including discrimination, harassment, employee discipline issues, and employee termination, from the point of view of Seinfeld characters. 

Rethink Retirement: The 3-5-7 Plan
Doug Tousey

Director of Sales and Training
M3 Financial

Room: Naples I & II

The purpose of Rethinking Retirement is to help clients transition from accumulation to income, and position their assets to last as long as they do. From portfolio allocation to withdrawal allocation, and from a certain timeframe to an uncertain timeframe. Rethink Retirement is an effective process because it¹s specific to your clients and their financial situation; not a one-size-fits all solution.

 
You Can't Grow Your Business Until You Grow Yourself
Amy Burkett, NAILBA 37 Emcee
John Maxwell, Speaker
PBS Charlotte

Room: Naples III

Ms. Burkett, six-time Television Emmy award winner and executive leadership coach, will teach critical skills to grow your leadership that leads to organizational growth and financial gain. The workshop discussion is based on tips from John Maxwell's book, "The 15 Invaluable Laws of Growth."


Risk Appraisal Forum 
Room: Sarasota II

The Risk Appraisal Forum presents the opportunity for our attendees to share breakthroughs in medical technology, treatment of illnesses and health improvements. There is no other forum that exists where marketing professionals from the field, medical, and underwriting professionals from the Home Offices, all meet with the objective of improving the business of underwriting.

The Risk Appraisal Forum, whose select membership is by invitation only, is made up of agency principals who specialize in solving complex impaired risk cases and helping their insurance brokers try to secure the most favorable underwriting decisions, combined with the most appropriate product and insurance company, for their clients.

 

Thursday, November 1, 2018

 3:00 p.m. – 4:00 p.m.

 

NY Best Standards Compare & Contrast with Other States & What the Future May Hold For Brokerage & Agents
Gregory Serio

Fmr. Superintendent of Insurance for the State of New York and Executive Director of NAIFA–NYS

Room: Destin

This workshop will discuss the recent New York State Department of Financial Services final regulation adoption of a "best interest" standard for those licensed to sell life insurance and annuity products to protect New York State consumers from conflicted advice. How will this impact your brokerage general agency? What other states will soon adopt similar standards? Is the sky falling? Now is the time to prepare your BGA.


Increase Producers, Increase Revenue, Serve Underserved Markets
Mark Hug
Senior Advisor
Global Diversity Marketing

Room: Gainesville

What is your growth strategy? Are you prepared for the changing landscape? Is your firm up to speed on the Impact of Technology (i.e. social media) and Diversity? New America: The Business Case. How to attract and recruit new producers.

 

How Much is Enough? Rewiring Your Approach to Retirement Income Planning
Alan S. (Al) Lurty, MBA, RICP®, WMCP®, FLMI  
The American College of Financial Services                                                                             
Professor Jamie Patrick Hopkins, Co-Director, New York Life Center for Retirement Income
The American College of Financial Services  

Room: Naples I & II                               

Consumers and advisors have historically focused on the accumulation phase of retirement planning, while not paying sufficient attention to the distribution phase. With 10,000 people turning 65 every day, there is a huge opportunity to differentiate your practice by specializing in retirement income planning. In this workshop you will understand the behavioral aspects of planning, learn the techniques for building a retirement income plan for your clients, and determine how to choose an appropriate retirement income strategy.



#Underwriting is SuperFantastic - Will Underwriting Ever Be the Same? Find out what Lincoln thinks the future holds!
Heather Milligan
Senior Vice President, Life Underwriting & New Business
Lincoln Financial Group

Room: Naples III

Join us for an engaging workshop on automated underwriting….will machines and artificial intelligence replace humans in the near future? We will also address how the digital experience is shaping the expectations of consumers and will look at how the industry and profession has, and is changing.

 

Thursday, November 1, 2018

4:00 p.m. – 5:00 p.m.

A Peek Under the Dome: Advocacy Opportunities that Boost Profits
NAIFA

Room: Destin

Learn the value and impact political involvement and how to cultivate engagement into agencies to increase profits. Among the topics to be covered:

  • How agencies that cultivate political engagement can boost profits and grow clients.
  • How increased involvement helps professionals stay informed on the ever-changing state and federal legislative and regulatory issues to serve clients better and attract prospects.
  • How engagement promotes leadership and empowers professionals to speak with competence and authority on complex issues affecting American households and businesses."

Maximizing BGA Leadership Success: Sales Management and Leadership Strategies for BGA Executives
Paul Karasik
President & Author
The Financial Advisor Coaching Institute

Room: Gainesville

The secret to producing results in the current financial marketplace is dynamic leadership. Dynamic managers are not born they are coached to achieve greatness. This program is designed to provide sales leaders with specific management skills needed to motivate and inspire critical activity that produces sales results. This program will provide you the strategies and techniques you need to transform your BGA organization into a team dedicated to change, growth, innovation and improvement.

Topics will include:

  • Managing multiple priorities
  • Achieve your long-and short-term goals
  • Create support for your ideas and plans
  • How to get and stay motivated

 

ASNG Workshop: Solving the Staff Compensation Puzzle
Melinda Meyer
Aspen Strategies

Room: Naples I & II

Are you confident you are paying your staff appropriately? /s staff a/ways expecting or asking for more? Have you lost staff because of a higher paying opportunity? Do you give raises ""just because"" you think you are supposed to? Is your payroll dipping into your revenue more and more each year? Is it uncomfortable for you when compensation questions arise?

By attending this workshop, you will learn:

  • How to Use assessment tools for hiring, development and team building.
  • Use cost free resources to determine market compensation in your geographic area.
  • Define a baseline compensation range for each position.
  • Create compensation packages that won't break the bank.
  • Create incentive compensation at a variable cost to you.
  • Transition accountability from you to each staff person by establishing incentive-based goals.
  • Set long range compensation expectations with your staff.
  • What do some of your agency peers do?

Take away ideas that can be implemented within your organization to build confidence in the compensation structure of your agency and motivate the team through meaningful rewards.


HIPAA Compliance – Don’t Get Hacked – Don’t Get Fined
Logan McLean
Vice President of Business Development
Simpatico Systems, LLC

Room: Naples III

Since 2016 HIPAA fines have tripled. Now more than ever the Office of Civil Rights is targeting not only “covered entities” (doctor’s offices, hospitals, insurance carriers etc) but have now set their eyes on “business associates” (those who do business with covered entities). In this informative breakout session, you will learn the basics of HIPAA compliance including what HIPAA auditors and breach investigators look for, what steps you can take today for the biggest positive security impact and how you can make your business unattractive to hackers.