Agenda*
Opening Event – Monday Evening, May 24, 2010
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| 5:00 – 7:00 p.m. |
Conference pre-registration begins at Embassy Suites Hotel
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| 7:00 – 9:00 p.m. |
Opening Networking Reception for all attendees at Embassy Suites Hotel
- Tremendous networking opportunity
with attendees from over 30 states
 Share ideas and meet new friends- Since Nashville is MUSIC CITY - USA, there has to be music! We've arranged for one of Nashville's best bands to perform for us - Brenda Best and the Bullets. Brenda was recently ranked #42 in the US on the Roots Music Report / Top 50 Radio Review for her song "Woman"!
- Plenty of food, beverages, music, FUN and oh yes, bring your boots if you have 'em, cause there'll be plenty of dancing too!
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| Note to Attendees and Exhibitors:
Pre-Conference Activities on May 24, 2010 will be held at the Embassy Suites Hotel (Nashville Airport) - our host hotel for this conference. The actual conference on May 25 and 26 will be held at the Willis Conference Center, which is within walking distance from Embassy Suites Hotel. Complimentary shuttle service to the conference center is also available through Embassy Suites.
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| 7:00 – 8:30 |
Registration & Continental Breakfast with Exhibitors
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| 8:30 – 8:45 |
Welcome Remarks -
Bill Pomakoy, VP of Marketing, LTCC
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| 8:45 – 10:00 |
State of the LTCI Industry - Phyllis Shelton
- Who is buying LTC Insurance - latest studies
- Where is the LTCI market headed?
- Newest Utilization projections
- How will LTCI Worksite and Combo products impact the industry and what role will they play
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| 10:00 – 10:30 |
Networking Break with Exhibitors
This is your chance to network with the home office representatives of the major carriers who have worksite and/or combo LTCI products. Learn direct from the source! This is a non-recruiting conference so relax and learn without being recruited! |
| 10:30 – 12:00 |
Mastering the LTCI Worksite Sale -
Phyllis Shelton
The Silver Bullet:
Prospecting and Making the Employer Sale
Did you realize that 51% of all LTCI policies are now being purchased AT WORK? This session will teach you how to get in front of qualified organizations so you too can target this exploding market.- Who is Buying Long-Term Care Insurance?
- Targeting your market
- Characteristics of a good worksite LTCI prospect
- LTCI is "Productivity Insurance" for businesses
- Prospecting for worksite opportunities
- Partnering with other professionals
- Setting the appointment with the benefit manager/business owner
- Making a "door opener" presentation
- Employer presentation strategies & successes
And much more... |
| 12:00 – 1:00 |
Lunch - Sponsored by:
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| 1:00 – 2:00 |
Mastering the LTCI Worksite Sale -
Phyllis Shelton
The Gold Bullet:
The Employee Communication Process
So you get the approval to do an employee enrollment - now what? There is more to educating employees than just conducting a seminar! Learn what it takes to achieve voluntary worksite participation results of 10-50% instead of industry average results of just 4-5%. This session will teach you the entire communication process including the employee pre-education campaign prior to the on-the-clock employee seminars. Plus, you'll see actual case studies - large and small.
- It's all about education!
- The employee pre-education process
- "Lifestyle Insurance"
- Meetings with senior managers
- Plan design strategies
Everything you need to know - and do! |
| 2:00 – 2:45 |
Mastering the LTCI Worksite Sale -
Phyllis Shelton
The Platinum Bullet:
Making the Employee and Family Worksite Sale
- Messaging... It's all about the family!
- Initial announcement to the home
- Increasing spousal and family participation in a voluntary offering
- Pizza-night events
- The all-important personal consultations
- Don't forget about the new hires and their families!
And so much more... |
| 2:45 – 3:15 |
Afternoon Dessert break with Exhibitors
Homemade cookies, pastries and ice cream - enjoy! Learn the ins and outs of all the worksite and combo products from the industry-leading manufacturers who are exhibiting - direct from the home offices.
Dessert sponsored by:
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| 3:15 – 3:45 |
Worksite Case Studies Autopsy
- Actual worksite case studies from brokers who have achieved success in LTCI worksite!
- Cases large and small will be dissected
- What worked and what didn't!
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| 3:45– 5:00 |
The Precision Bullet:
Worksite Carrier Panel with audience Q&A
Hear from the individuals responsible for the newest worksite LTCI products - direct from the home offices of the leading carriers. Learn the nuances of each product and where the best fit may be. This is your chance to ask your most pointed questions and get answers from the product experts. Phyllis Shelton will moderate this exceptional session.
Featuring speakers from: Genworth, John Hancock, LifeSecure, MedAmerica, MetLife, Mutual of Omaha/United of Omaha, Prudential, Transamerica |
5:00 –5:15
5:30 – 9:00 |
Day One Wrap-up
Evening at the world-famous Wildhorse Saloon (downtown Nashville)
Sponsored by:
Cap off a great day by attending this fun-filled evening event at one of the most famous music venues in the world - all sponsored by Genworth Financial - a diamond sponsor of the conference. You'll be taken by bus so we've taken the worry out of getting there and back. All you have to do is enjoy the festivities! Plenty of food, beverages, music and line dancing lessons! What more could you possibly ask for?
This is a don't miss event!
 Ask our staff about the additional fee for bringing a friend or spouse.
For more information on the Wildhorse
Saloon, click here to visit their website. |
Agenda*
Conference (Day 2) – Wednesday, May 26, 2010
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| 7:00 – 8:00 |
Continental Breakfast and Networking with Exhibitors
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| 8:00 – 8:40 |
 Keynote Presentation -
Van Mueller, MDRT Main Platform Speaker
"Defining YOUR Future in
the LTCI Industry" |
| 8:40 – 9:00 |
Combo/Hybrid LTCI Products and the Pension Protection Act - Phyllis Shelton
Hybrid/Combo LTCI products received favorable tax treatment status on January 1, 2010. Carriers are promoting existing products and/or introducing new products to anticipate and meet the new demand. Learn all about the new rules and regulations whether you are interested in marketing these products or just need to know how they work. Phyllis Shelton shares her ideas in this comprehensive presentation which will set the tone for the entire day dedicated to Combo/Hybrid LTCI products. |
| 9:00 – 12:10 |
Anatomy of the Life/LTCi Combo/Hybrid Product
Combining life insurance and long term care insurance in one product - interesting concept! Is it for everyone? Where does it fit best? What are the specific products and how do they work? This session, moderated by Phyllis Shelton, will be broken into several parts and include home office product experts who will give you detailed information on how their specific Life/LTCi products work. We'll cover:
- Whole life and LTCi
- Universal Life and LTCi
- Coverage extension options beyond the death benefit
- Inflation options
- Sales ideas and various funding methods
- Joint policies / Issue ages - min/max
- Tax implications of the Pension Protection Act
9:00 – 9:40 Part I
Genworth: TLC
9:40 – 10:00 Networking Break with Exhibitors
Your chance to network with the home office representatives of the major carriers who have worksite and/or combo LTCI products. Learn direct from the source!
10:00 – 10:40 Part II
Lincoln Financial: MoneyGuard
10:45 – 11:25 Part III
John Hancock: LifeCare
11:30 – 12:10 Part IV
OneAmerica: AssetCare |
| 12:10– 1:10 |
Lunch - Sponsored by:
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| 1:10 – 4:25 |
Dissecting the Annuity/LTCi Combo
Can you really take the gain out of a non-qualified annuity tax-free if it is used to pay for qualified long-term care expenses? Under what conditions? How will the opportunities created by the Pension Protection Act affect the "rolling" of annuities? Is networking with annuity marketers a viable way to generate leads? This session, moderated by Phyllis Shelton, will be broken into multiple parts and include home office product experts who will give you detailed information on how their specific annuity/LTCi products work. We'll cover:
- Annuity/LTCi with separate LTC and cash funds
- Annuity/LTCi with leveraged account values for LTC
- Coverage extension options beyond the annuity account value
- Inflation options
- Sales ideas and various funding methods
- Joint policies / Issue ages - min/max
- Tax implications of the Pension Protection Act
1:10 – 1:50 Part I
Guaranty Income Life: AnnuiCare
1:55 – 2:35 Part II
United of Omaha: Living Care Annuity
2:35 –2:55 Dessert Break with Exhibitors
Desserts too tempting to be named... plus your last chance to network with the home office representatives of the major carriers who have worksite and/or combo LTCI products. Learn direct from the source!
Dessert sponsored by:
3:00 – 3:40 Part III
Genworth: TLA
3:45 – 4:25 Part IV
OneAmerica: AnnuityCare |
| 4:25 – 4:45 |
The Heartbeat of the LTCi Combo Sale
– Carrier/Audience Q&A -
Before hearing from all the product manufacturers, you weren't sure which questions to ask. Now you are brimming over with questions. Here's your chance to ask them and get ready, the home office experts may have some questions for YOU. |
| 4:45 – 5:00 |
The Grand Finale: Outlook on Combo and Worksite Opportunities and Wrap Up
OK - you've heard from all the constituents - now what? How do you put this information to work IMMEDIATELY to generate additional revenue and make 2010 the BEST YEAR THE LONG-TERM CARE INSURANCE INDUSTRY HAS EVER SEEN!!! |
* agenda may be adjusted to reflect market conditions and new concepts prior to the actual seminar dates.
