2012 Annual Conference ABIA September 24â€“26 | Phoenix, Arizona

Guiding You to the Future of Bank-Insurance

September 24–26 | Phoenix, Arizona

Annual Conference2012ABIA

AdvAnce ProgrAm

2012 ABIA Annual Conference

2 2012 ABIA Annual conference theabia.com | 1-800-BAnKerS 3

Register before July 31 and Save!register on page 9 or online at theabia.com.

Sunday September 234:00 pm–7:00 pm

Registration for Golf Tournament

Monday September 247:00 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.

9:00 am–7:00 pm

Registration Open

1:30 pm–2:30 pm

New Member Orientation and Reception

2:30 pm–4:00 pm

GENERAL SESSION

2:30 pm–3:00 pm

President’s Welcome

Paul Petrylak, President, cIT Insurance Services, and President, American Bankers Insurance Association

Join Us for the Nation’s Premier Bank-Insurance Event

Early Bird


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TueSday September 257:00 am–7:00 pm

Registration Open

7:00 am–8:00 am

Banker Power Breakfasts

8:00 am–9:30 am

GENERAL SESSION

8:00 am–8:20 am Annual Meeting

8:20 am–9:30 am

Keynote Speaker

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.

3:00 pm–4:00 pm Town Hall Meeting

Bankers and providers will discuss the current status of, and challenges facing, the bank-insurance industry today.

Moderator:

Neal Aton, President and chief executive officer, Wells Fargo Insurance, Inc.

Panelists:

Joseph Fico, President and chief executive officer, Td Insurance

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



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)

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

TueSday (continued)



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

Adam Maarec, Associate, 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



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

TueSday (continued)



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

2:30 pm–3:00 pm

Coffee Break

3:00 pm–4:00 pm

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.

4:00 pm–5:00 pm

Siesta Break

5:00 pm–7:00 pm

Gala Reception in Exhibit Hall



WedneSday September 267:00 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

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



ABIA Premier Platinum Members

ABIA Premier Silver Members



Exhibitors and Sponsors

I N S U R A N C E A I S L E M A N A G E M E N T


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

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.

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:

• revive collection bedding• Smoke-free interiors• cordless phones• High-speed Internet access• coffeemaker

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.

JW Marriott Desert Ridge Resort

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Documents

2012 Annual Conference ABIA September 24â€“26 | Phoenix, Arizona