 |
 |
 |
|
 |
|
 |
 |
To see the latest program, either double click on the PDF or go to the Website page titled "Program Information: (above).
The following is a summarized listing of Summit sessions.
Saturday, November 14, 2009
SATURDAY AFTERNOON SESSIONS ARE SPECIAL BONUS PROGRAMS OFFERED FOR EARLY ARRIVALS.
2:00 PM - 2:45 PM
5 WINNING E-Z STRATEGIES TO TURN SUSPECTS TO PROSPECTS
Getting in front of more people is the first step to making more sales. Hear 5 proven simple and highly effective strategies from leading national LTCi sales pros.
EXPAND YOUR CLIENT BASE & SALES WITH PARTNERSHIP PLANS
30 States have LTCi Partnership Plans and more are coming on board. Discover how to present the benefits of "short fat" Partnership plans and expand your sales significantly.
MAXIMIZE LEAD GENERATION: WHAT'S WORKING & HOW TO SQUEEZE OUT EVERY PENNY
The latest look at what's working in direct mail and how to effectively prosper from your prospect and client base. Get organized for long-term success.
3:00 PM - 3:45 PM
WHAT'S THE MOST PROFITABLE LTC SALE? PLUS: SMARTER WAYS TO CASH IN NOW & LATER
Discover how to maximize the income potential of every LTCi sale (something you've probably never thought about). And, how to sell some or all of your renewals for immediate cash.
EXPAND YOUR CLIENT BASE & SALES WITH PARTNERSHIP PLANS
30 States have LTCi Partnership Plans and more are coming on board. Discover how to present the benefits of "short fat" Partnership plans and expand your sales significantly.
MAXIMIZE LEAD GENERATION: WHAT'S WORKING & HOW TO SQUEEZE OUT EVERY PENNY
The latest look at what's working in direct mail and how to effectively prosper from your prospect and client base. Get organized for long-term success.
4:00 PM - 4:45 PM
5 WINNING E-Z STRATEGIES TO TURN SUSPECTS TO PROSPECTS
Getting in front of more people is the first step to making more sales. Hear 5 proven simple and highly effective strategies from leading national LTCi sales pros.
LTCi FUNDED FAMILY CAREGIVER AGREEMENTS: A NEW STRATEGY FOR CLOSING LTCi SALES
Close more sales by arranging for who in the family gets paid to take care of Mom. Find out how to create a 2-for-1 asset protection effect by using Partnership plans. Receive a free, complete care planning program and sample contract.
THE IMPENDING COLLAPSE OF THE ROADBLOCKS TO LTC INSURANCE
Government has destroyed long-term care financing … creating the greatest opportunity for LTC insurance. Learn how, why and what you can do to make the most of the opportunity.
5:30 PM - 7:00 PM
WELCOME NETWORKING RECEPTION - EXHIBITS OPEN
Join all attendees, speakers, sponsors and the leading LTC insurers and marketing organizations. Light food and beverages served.
Sunday, November 15, 2009
FOR EARLY RISERS - AND THOSE SEEKING RELIGIOUS SERVICES
Breakfast this morning is own your own at any of the hotel facilities. The Crown Center also has many food establishments immediately adjacent to the Westin hotel. Click on the PDF to see available religious services.
9:30 AM - 10:45 AM
PRODUCER PANEL: PROSPECTING -- TIPS & TECHNIQUES TO FIND MORE INDIVIDUAL PROSPECTS
A panel of 8 leading LTC producers share their success strategies for finding prospects; from buying leads to direct mail and advertising. What are the best no-cost and low-cost ideas that work? Our producer panels are fast-paced, top sales pros share specific things you can do immediately even if you are just starting out. We leave plenty of time for your questions.
Producer Panels Consist Of 6 to 9 Top LTC Insurance Producers (Each Selling For 5+ Years)
IS LONG-TERM CARE INSURANCE A PROFITABLE BUSINESS TODAY? WHAT ABOUT TOMORROW?
Will decreased profitability force more insurers to exit the business? What economic conditions make rate increases more likely on existing blocks? Which policy features are soundly priced ... which may be questionable? All this and more explain in simple terms by one of the nation's leading policy pricing experts. A look at policy pricing (+ different options) in plain English.>br>
Presenter: Vincent Bodnar, ASA, Principal & Consulting Actuary, DaVinci Consulting Group, PA
HOME CARE Session being developed
A SPECIAL ADVANCED SESSION - ESTATE & TAX PLANNING FOR PRE-RETIREES ( PART 1 OF 2 )
77 Million Baby Boomers are preparing for retirement … and they are going to need advice. If you want to be the person they turn to, you'll need an advanced understanding of different retirement and estate planning techniques available(regardless of where the Dow is!). For producers who want to know more than "just LTC insurance" we have arranged for two advanced sales experts to conduct a 2-part special session. Part 1 looks at pre-retirement.
Presenters: Dave DeBoer, J.D., CLU, ChFC, CASL, Advanced Markets, Mutual of Omaha, NE and Ron Lee, J.D., CLU, ChFC, Advanced Markets, Mutual of Omaha, Omaha, NE
11:00 AM - 12:15 PM
PRODUCER PANEL: PRESENTING -- WHAT'S WORKING TODAY TO SELL INDIVIDUALS
Each Summit panel features different highly successful LTCi producers. These top pros will share what they do to successfully convert prospects into sold clients. What do they say? What do they present? How do they speak differently to younger buyers? How do they handle and overcome objections? How do they get referrals? Fast-paced things that can work for you!
CAPITALIZE ON NEW TAX LAW STARTING 2010: WHAT YOU NEED TO KNOW ABOUT ANNUITY+LTC
More annuity contracts that pay LTC benefits will enter the marketplace … and you can be sure your clients and prospects will hear about them. This is your opportunity to hear how the new tax rules work from one of the nation's leading experts who helps design and price annuity combo products for insurers. What to look for? How to position these products. PLUS: marketing tips from one (or more) of the nation's leading agents currently selling annuity + LTC combos.
Presenter: Carl Friedrich, FSA, MAAA, Principal & Consulting Actuary, Milliman, Inc., IL
FUTURE PURCHASE OPTIONS: WORTHY OR WORTHLESS? PLUS: CPI VS. 5% COMPOUND
Inflation protection can double or triple the base cost of long-term care insurance coverage. One of the most hotly debated issues remains the newer options now available. They're less costly … but are they valueless? Before you recommend your next 5% Compound Inflation Option … or an FPO … come hear leading industry experts take a stand based on facts, numbers and data. Real info (and opinions) you can sink your teeth into.
Presenters: Claude Thau, President, Thau, Inc., Overland Park, KS
A SPECIAL ADVANCED SESSION - ESTATE & TAX PLANNING FOR PRE-RETIREES (PART 2)
Part 2 of the Summit's special Advanced Planning workshop addresses the issues that arise after retirement. What impact does retirement have on the estate? What are some things that can be done to leave more for the family (surprise, its not just about taxes!).
12:30 PM - 2:00 PM LUNCHEON - Keynote:
2:15 PM - 3:30 PM
MULTILIFE: EXPERTS SHARE STRATEGIES TO GET INTO THE MULTILIFE "BIZ" NOW
Maybe you've heard multilife LTC insurance sales are booming (they are). Maybe you've even tried to approach employers (it's a whole different arena). This session will feature top experts with years selling multilife LTC insurance. Each will share what's working now -- strategies you can use to get started (or be more successful) opening doors for multilife LTCi.
Presenters: Joe Pulitano, President, ARM, Gary Katelman, President, LTC Benefits Group, Inc., Omaha, NE, Scott Beck, MetLife, New York, NY
HOW LONG DO LTC INSURANCE CLAIMS REALLY LAST? RESULTS OF THE NEW MILLIMAN STUDY
You won't want to miss being the first to hear the results of Milliman's latest study of claimants which reveals how long LTCi claims really last; what percentage of shorter term policyholders had adequate protection and what percentage exhausted benefits. If you want to successfully sell more affordable LTCi protection, you need to know this important and revealing analysis by age, sex and marital status.
Presenter: Dawn Helwig, FSA, MAAA, Principal & Consulting Actuary, Milliman, Inc., IL
YES YOU CAN ! … CREATE A NO-COST INTERNET PRESENCE FOR GOOGLE
A session for do-it-yourselfers who want an online presence that costs nothing beyond a commitment of time. From a look at web hosting companies that offer simple to use templates for your very own LTC website … to creating a free blog … or posting online articles and local news stories. I'll walk you through the initial steps and share website secrets.
Presenter: Jesse Slome, Executive Director, AALTCI, Westlake Village, CA
PARTNERSHIP UPDATE: STATE OF THE STATES
More than 35 States have implemented or are moving toward implementing LTCi Partnership programs. This session will discuss the background and examine implementation strategies as well as early results that are emerging across the country. A look at key issues such as reciprocity, licensing, CE certification and a chance to voice opinions to national and state Partnership State program leaders participating include:
3:45 PM - 5:00 PM
MULTILIFE: I'M IN - NOW WHAT? HOW TO AVOID SCREWING UP A PERFECTLY GOOD SALE
Congratulations, the company's HR Director said "Yes, we want to offer long-term care insurance. Now what do you do to lock in the sale and a successful plan? Do you use true group, a group hybrid product, individual policies with simplified underwriting or modified guaranteed issue? Two experts who have installed hundreds of small and medium-sized multilife plans will help you navigate this maze so you leave knowing what's best for the client and plan success.
Presenters: Mike Skiens, President, MasterCare Solutions, Inc., Portland, OR - and - Henrik Larsen, Vice President, Advanced Resources Marketing, Allston, MA
HOW WILL THIRD-PARTY REVIEW IMPACT YOUR POLICYHOLDERS? LTCI REGULATORY ISSUES
Will State regulators adopt a "Third-Party" review process for resolution of disputes involving LTCi claimants? How will it work and what do producers need to know to assist their existing clients and prospective buyers concerned about claim payments? A special Summit session features national experts -- who'll explain what's happening at the NAIC and State level. Plus an update on the Interstate Compact (what it is and how it affects you … and your clients).
Presenters: Guenther Ruch, Div. of Regulation & Enforcement, Dept of Ins., Madison, WI - and - Bob Glowacki, Vice Pres. Gov't Relations, Transamerica LTC, Bedford, TX
LTC UNDERWRITING: ISSUES FOR TODAY … LOOKING AHEAD AT WHAT MIGHT CHANGE
A panel of leading LTC underwriters explore the most important issues confronting the LTCi industry today … and forecasting changes likely to occur down the road. Plus they answer your questions. What concerns exist when underwriting younger applicants? Is financial underwriting appropriate for cash products? What changes are being discussed? Plus Open Q&A.
Presenters: Irene Jutnas, MetLife -- and - (TBD) Denise Liston, Vice President, LifePlans, Waltham, MA
PARTNERSHIP LTCI CHALLENGES: SPECIAL TOPICS IN PROGRAM DEVELOPMENT
Among the many issues in State Partnership program development, two issues have emerged for special attention. One is the exchange of existing (old) policies for new Partnership policies. True group plan implementation is the other. This session will look at both of these -- exploring workable strategies. Important information for producers, marketers and State officials alike.
5:30 PM - 7:30 PM
GALA NETWORKING RECEPTION - MARKETING - SALES - ASSET-BASED - MULTILIFE
We're going to combine the best of both worlds … networking and some great Kansas City Barbecue. Tables will be set with 4 different tablecloths: Want to talk about selling? Sit yourself at one of the GOLD tables. Interested in Asset-Based products … WHITE. And, while you are networking and grabbing great ideas, we have invited the Kansas City Barbecue Society to sample award-winning sauces from KCs boutique sauce makers. You can even bring home a bottle or two with your great ideas and new contacts.
Monday, November 16, 2009
7:15 AM
BREAKFAST: LONG-TERM CARE INSURANCE PRODUCER'S HALL OF FAME INDUCTION
Please join all Summit attendees as we induct the first two producers into the Industry's Hall of Fame.
WHAT'S THE LATEST FROM D.C.
What's Happening & What's Likely To Come The Role of Long-Term Care and Long-Term Care Insurance in Health Reform
Dr. Mark Meiners, PhD., George Mason University
8:45 AM - 10:00 AM
PRODUCER PANEL: HOW I BUILT MY LTC INSURANCE BUSINESS TO SURVIVE AND PROPER
You can accelerate your success. You can avoid costly and time-consuming mistakes. This is your chance to hear from a panel of leading LTCi producers who have successfully built their business. Each undertook a different path … so be prepared to hear a variety of ideas .. and very specific tips and tactics that you can imitate. Shortcuts … you can do it too!
ASSET-BASED LTC: STOP THINKING LIKE A LIFE OR LTC AGENT AND SELL SOMETHING
The Pension Protection Act is set to take place in 2010 and there will be a surge of interest in the new, tax-favored status of life products with long-term care benefits. You will need to become fluent in Life + LTC products. Why do they exist? What's their market niche? What are they designed to do? Learn the sales secrets and have your questions answered by leading experts who develop and market asset-based LTC solutions.
WHAT'S THE BEST MARKETING FOR YOU? DIRECT MAIL - SOCIAL NETWORKING - WEB - BLOGS
Prospects don't grow on trees … you have to market to get more of them. We have put together a panel of experts who will explore what's working … and what will work for you (even if you have no dollars to spend). What's working in direct mail? What about Social Networking (we're talking free online services)? Should you create a blog … and what to do once you created one. The perfect session for the do-it-yourselfer … who wants to hear from successful practioners.
THE CENTRAL ROLE OF PARTNERSHIP PROGRAMS IN LONG-TERM CARE INSURANCE SUCCESS
Enhancing sales in a down market and beyond will involve broad recognition of the importance for Partnership plans to succeed. A panel of state Partnership execs join producers and marketers to explore what's needed from each. How should success be measured? What policy designs, changes to regulations and guidance support the future growth of Partnership programs.
10:15 AM - 11:30 AM
PRODUCER PANEL: PARTNERING WITH EMPLOYEE BENEFIT SPECIALISTS
The fastest-growing market for LTCi is the small group marketplace and employee benefit specialists are either going to be your roadblock … or your access to sales. We've pulled together a very special panel of pros who successfully partner with health benefit specialists. What do they say to secure a relationship? Do they share in sales? What's vital and what are the mistakes you must avoid? This session will save you immense amounts of time (and earn you some lucrative sales!)
ASSET-BASED LTC: HOW TOP PRODUCERS SELL LIFE + LTC PROTECTION … YOU CAN TOO!
Discover the proven marketing messages that will get you in front of more prospects interested in life products with LTC benefits. Who buys these products? How the new economy will expand interest? Convert those who have said "no" to traditional LTC insurance. The best ways to position and present benefits and solutions. Featuring the nation's Top Life+LTC producers.
Moderator: Bob E. Klein, Director of Marketing, Lincoln Financial Distributors
LITIGATION AVOIDANCE: EXPERTS EXPLAIN WAYS TO INSULATE YOURSELF FROM FUTURE LAWSUITS
Think you're doing everything correctly? What have judges and juries decided? This session will be more than theory. It will start with real case studies of long-term care insurance litigation involving producers and insurers. What was learned … and what practices should you integrate into your selling to insulate yourself. Using a simple checklist to document your meetings.
Presenters: Stephen Serfass, J.D., Principal, Drinker Biddle & Reath, LLC, Berwyn, PA
HOW TO SELL PARTNERSHIP LONG-TERM CARE INSURANCE
Agent training is required by States … but training by law can't be sales oriented. This session explores what messages support successful lead generation and sales of Partnership policies. Experts will discuss how to sell the Partnership -- what you can say (what you can't say) - and what you should do that will lead to more prospects calling you and purchasing Partnership protection.
11:40 AM - 1:00 PM LUNCHEON - MEET YOUR STATE PARTNERSHIP PROGRAM DIRECTORS - REGULATORS
Please sit at tables designated with your State's name (look for signs).
Partnership program staff from the following states will be attending and this is the perfect opportunity to ask questions … share ideas … and further the Partnership program goals.
Look for signs for the following States.
a -
b -
If your State is NOT listed, please sit at tables without signs or fill in seats.
KEYNOTE: REFERRALS THE PROFESSIONAL WAY
Referrals are the lifeblood of a successful business but the old ways of "begging for names" simply do not work in today's world. We've invited back one of the Summit's most popular speakers to share modern techniques and a philosophy of referrals that resonates with clients and centers of influence. Based on Frank Maselli's best-selling book, this will change your approach to referrals forever.
Presenter: Frank Maselli, The Frank Maselli Company, Inc., Boston, MA
1:15 PM - 2:30 PM
PRODUCER PANEL: SELLING OVER THE PHONE - NO GAS, NO TRAVEL, HOW TO DO IT
Hear from producers who never leave home and consistently sell $100,000+ of LTC insurance each year. From how they get a steady stream of viable leads to how they present (each has a different way) over the phone. What free (or low-cost) technology do they use to effectively present. If you've ever wondered if you can do this … come hear from these top pros.
POSITIONING LONG-TERM CARE INSURANCE AS A FINANCIAL PRODUCT ( FOR MORE SALES! )
For financial planners and investment advisors (and those who want to successfully partner with them). How to successfully integrate long-term care planning into every financial plan. From the words to use, power presentations that communicate risk management and asset protection strategies. National sales leaders share how simple changes in how you approach the subject will yield immediate results -- whether you are selling or seeking alliances.
Presenters: Steve Cain, Senior Vice President, LTC, Marsh USA, Inc., Woodland Hills, CA
THE INSTINCTS OF SUCCESS
Did you ever wonder what makes you successful? Or conversely, what could be causing you some frustration, inefficiency and pain. Deep inside all of us are a set of natural instinctive strengths that give us tremendous power and joy. But when we violate or ignore them, we can run into serious trouble. Discover your instincts and how to tap their remarkable energy.
Presenter: Frank Maselli, The Frank Maselli Company, Inc., Boston, MA
2:45 PM - 4:00 PM
Presenter: Larry Moore, , Mill Creek, WA
$100,000 OF MARKETING FOR FREE - HOW TO BE THE "GO TO" LTC EXPERT IN 2010
The industry's best marketer explains how you (YES You!) can use the free marketing material provided to each Association member to be recognized by local media … to get more leads … to grow your business and sales. From how to use the FREE PR tools to get your name in local newspapers … to how create online visibility in 15 minutes. This will be a real "how to" session focused on using the free tools available on AALTCI's website. Did we say free!
Presenter: Jesse Slome, Executive Director, AALTCI, Westlake Village, CA
end
The American Association for Long-Term Care Insurance home page Click here to go back to the Association's Home Page.
