Life Insurance Conference 2013

http://www.limra.com

http://www.loma.org

http://www.soa.org

http://www.acli.com

2 The 2013 Life Insurance Conference

Looking for ways to invigorate and boost business in the coming year? The 2013 Life Insurance Conference will “jazz up your life” with the latest industry developments, marketing strategies and product innovations.

This year’s conference will draw a broad audience of professionals involved in the development, operations, marketing, distribution and administration of life insurance products. Conference partners LIMRA, LOMA, the SOA and the ACLI are all committed to providing attendees with the very best in research and knowledge that will help guide decision makers toward a more successful future.

Come meet and network with industry leaders who encounter — and solve — the same challenges you see every day.

At the 2013 Life Insurance Conference, you will learn to:

l Gain a competitive advantage

l Benchmark your strategies with the best in the industry

l Deliver a better customer experience

l Harness the power of social media

No other conference can offer you the depth and breadth of information that you’ll find here. Join us and see for yourselves what we can do for you!

Jazz up your Life at the 2013 Life insurance conference!

3The 2013 Life Insurance Conference

Life Insurance Industry: Executive OutlookCarolyn M. Johnson Executive Vice President and Chief Operating Officer Protective Life Corporation President West Coast Life Insurance Company

Join Carolyn Johnson as she shares her insights on the state of the life insurance industry. This informative session will highlight the challenges and opportunities that the industry has endured and overcome as well as those that lie ahead.

Economic Outlook 2013Paul D. Ballew Chief Data, Insight, and Analytic Officer Dun & Bradstreet

It has been almost four years since the start of the economic recovery and the

lingering impacts of the Great Recession remain. Navigating these unique economic and financial market waters remains challenging even for the best positioned companies in the marketplace. Dun and Bradstreet has spent considerable time assessing behavioral changes and how they will shape the future market conditions. Paul Ballew will provide D&B’s unique perspective on the business cycle, behavioral changes and what may lie ahead, with a specific focus on the insurance industry.

GeneraL session hiGhLiGhts

Market Signals: What the Financial Markets Are Telling Us Now

Peter F. Ricchiuti Founder and Director of Research BURKENROAD REPORTS Freeman School of Business Tulane University

“If the majority of people were right, the majority of the people would be rich...and they’re not!” Following the herd has rarely produced superior long-term results. Tulane University’s Peter Ricchiuti will share his informative and entertaining perspective on financial markets, the importance of proper diversification, and the cyclical nature of both stocks and investment sectors.

Strengthening the Brand and Business Model — Exponential Growth in Turbulent Times

José S. Suquet Chairman of the Board, President and CEO Pan-American Life Insurance Group

Since his arrival as President and CEO of Pan-American Life in November of 2004, José Suquet redefined the company by establishing a new strategic focus, going back to what it does best, life and health insurance. A new operating model was implemented, launching new products and services, adding new distribution channels, and entering into new markets. This approach solidified the company’s financial strength and resulted in a rating upgrade in 2010, at the height of the worst economic recession since the great depression. Learn how strengthening your company’s brand and business model can lead to exponential profitable growth, even in turbulent times.


Program OverviewMonday, april 15

Registration — 12:00 noon to 6:30 p.m.

Meet and Greet — 3:30 to 4:00 p.m.

Concurrent Sessions — 4:00 to 5:00 p.m.

Welcome Reception — 5:30 to 6:30 p.m.

Tuesday, april 16

Registration — 7:00 a.m. to 4:45 p.m.

Continental Breakfast — 7:00 to 8:00 a.m.

General Session — 8:00 to 10:00 a.m.Life Insurance Industry: Executive OutlookCarolyn M. Johnson Executive Vice President and Chief Operating Officer Protective Life Corporation President West Coast Life Insurance Company

Economic Outlook 2013Paul D. Ballew Chief Data, Insight, and Analytic Officer Dun & Bradstreet

Refreshment Break — 10:00 to 10:30 a.m.

Concurrent Sessions — 10:30 to 11:30 a.m.

Luncheon — 11:30 a.m. to 1:00 p.m.


Break — 2:00 to 2:15 p.m.


Refreshment Break — 3:15 to 3:45 p.m.

General Session — 3:45 to 4:45 p.m.Market Signals: What The Financial Markets Are Telling Us NowPeter F. Ricchiuti Founder and Director of Research BURKENROAD REPORTS Freeman School of Business Tulane University

Wednesday, april 17

Continental Breakfast — 7:00 to 8:00 a.m.

General Session — 8:00 to 8:45 a.m.Strengthening the Brand and Business Model — Exponential Growth in Turbulent TimesJosé S. Suquet Chairman of the Board, President and CEO Pan-American Life Insurance Group

Refreshment Break and Exhibitor Raffle — 8:45 to 9:15 a.m.


Break — 10:15 to 10:30 a.m.


Conference Adjourns — 11:30 a.m.


Life Insurance

Conference

Concurrent Sessions

Monday, april 15

4:00 to 5:00 p.m.

1.1 Life Insurance Service Times, NIGO and e-Applications: How Do You Measure Up?Customer service continues to be a differentiator between life insurers; and speed to issue in particular is one such way that insurers can set themselves apart from their competitors. As more companies move to electronic applications and electronic issuance, companies are seeing reductions in new business issue times and NIGO rates, along with reduced unit costs per application. The presenters will use information gleaned from recent studies to help you better understand trends in life insurance service times and impact of e-applications on unit costs and placement ratios.

Karen Monks, Analyst, Celent; Angie B. Norman, CTP, Senior Associate, Financial and Strategic Services, LOMA

1.2 The Importance of Cybersecurity: Helping Business Opportunities UnfoldYour business is poised for enormous gains over the next decade, thanks to innovations in cyberspace. Mobile technologies will boost workforce productivity. Social networking will promise new ways to collaborate. Cloud computing will improve business agility. Such technologies will increase your competitive advantage, but only if you can understand and neutralize emerging threats. This session will provide an up-to-the-minute look at threats these innovations bring and what’s being done to counter them.

Jeff Fawcett, Partner, Americas Practice Lead, CSC

1.3 Reaching the Elusive Middle MarketMiddle income households are less likely to own life insurance and more likely to say they need it more than those in more affluent households. But reaching this large underinsured market has been a daunting challenge for the life insurance industry. Is there a secret to success for selling life insurance to the middle market? Come to this session to hear two points of view. First, hear results from the third annual Life Insurance Barometer Survey, a joint project of LIMRA and the LIFE Foundation, which will include a special focus on the middle market. Then learn about a unique new program targeted at the middle market: MetLife’s partnership with Walmart to sell life insurance to customers of one of America’s largest retailers.

Manish Bhatt, Senior Vice President, Global Brand and Digital Marketing, MetLife; Todd A. Silverhart, Ph.D., Corporate Vice President and Director, Markets Research, LIMRA

1.4 Actuarial Communication Is Not an OxymoronDid you notice a change in actuarial communications after May 1, 2011, when the revised version of Actuarial Standard of Practice No. 41 became effective for actuarial communication issued after that date? Or did the date pass without any apparent changes in actuarial communications? This session will use examples to discuss what actuaries have done to comply with revised ASOP 41 and practices that actuaries use to ensure their continued compliance.

Jeffrey Drake, FSA, MAAA, Vice President, OneAmerica Financial Partners; James Miles, FSA, MAAA, Consulting Staff Fellow, Society of Actuaries


Life Insurance Conference Concurrent Sessions

Tuesday, april 1610:30 to 11:30 a.m.

2.1 The Challenge of Today’s Low Interest EnvironmentToday’s interest rate environment is challenging for life insurers in markets around the world. A sustained low-rate environment makes it difficult for life insurers to achieve their target spreads. Also, today’s policy responses of central banks may increase the chance of a rapid rise in interest rates in the future. This scenario is also challenging for the financial management of life insurers. In this session, we will review approaches to quantify interest rate exposure, the strategic options available to life insurers, and the techniques used to implement these strategies in the market.

Terry Long, FSA, MAAA, Senior Vice President and Consulting Actuary, Lewis & Ellis, Inc.; Mark Whitford, FSA, CERA, MAAA

2.2 A Look at the Current Effects of the Dodd-Frank ActNow that some of the regulatory pieces of the DFA are in place, here’s how it affects your business today.

Ethan T. James, Partner, Debevoise & Plimpton, LLP; Satish M. Kini, Partner, Debevoise & Plimpton, LLP; Amanda Greenwold Wise, Counsel, Debevoise & Plimpton, LLP

2.3 Call, Click, or Come In: Insights on Multi-Channel Distribution in the Insurance IndustryHow will consumers’ increasing familiarity with a multichannel (phone, Web, in-person) shopping experience affect the insurance industry? Will consumers expect the same choices and exhibit the same behaviors when shopping for insurance as they do when shopping for clothes, books, and electronics? This workshop will examine these issues as it addresses the reality of today’s purchasing behaviors and consumers’ channel preferences for insurance and financial services. Highlights from new LIMRA research will also be discussed, examining the factors that drive channel choice for various insurance products and identifying implications for companies looking to effectively reach today’s multichannel consumer.

Sean F. O’Donnell, Assistant Vice President, Member Relations, U.S. Client Services, LIMRA; Todd A. Silverhart, Ph.D., Corporate Vice President and Director, Markets Research, LIMRA

2.4 Debunking the Myths of Automated Underwriting and Other E-ssential ActivitiesThere is an increased interest for underwriting automation to improve ease of doing business with agents, improve workload management and help facilitate better underwriting decisions. As automated underwriting is more readily accepted, it also becomes increasingly more important for companies to embrace the use of electronic applications and e-signatures. This session will help individuals gain a better understanding of carriers’ top underwriting challenges and uncover specific plans and solutions for improving overall underwriting effectiveness and the integration with e-apps and e-signatures.

Deb Smallwood, Founder, Strategy Meets Action

1:00 to 2:00 p.m.

3.1 Indexed Universal Life: What You Need to KnowIndexed UL brought in the most additional new life insurance premium over the past few years and is one of only two products able to increase its sales each year of the recession. In this workshop you will hear about important issues that surround this hot product (such as pricing, ethics and distribution) and how some may relate to other products in your portfolio.

Bobby Samuelson, Executive Editor, The Life Product Review

3.2 Introduction to Reinsurance: Lose Your Fear of the Dark SideIf you work in insurance, reinsurance affects much of what you do and some of how you do it. Can you afford not to understand the basics of something so beneficial and commonplace, yet largely behind the scenes? This crash course will cover various kinds of reinsurance arrangements, reinsurance treaty language, and key reinsurance regulations. Here is your opportunity to learn from the Society of Actuaries’ Reinsurance Section Council’s LEARN (Life Education and Reinsurance Navigation) initiative. Don’t miss out!

Michael L. Kaster, FSA, MAAA, Senior Vice President, Life Solutions Group, Willis Re, Inc.

3.3 Actuarial Models: Friend or Foe?Are you involved in conversations dealing with your company’s actuarial models? Do you have a good grasp on what they do and how they are used? Good actuarial models require consistent data and processes, a good understanding of which can benefit everyone. This session will provide an overview of what actuarial models do, why they are important, and what best practices help companies control and govern models. Non-actuarial and actuarial participants alike should gain an increased understanding of model processes and model uses.

Rob Stone, FSA, MAAA, Principal and Consulting Actuary, Milliman, Inc.


Life insurance Conference Concurrent Sessions

3.4 Connecting With the Hispanic MarketThe 2010 Census counted over 50 million Hispanics living in the United States. This market has become increasingly complex in terms of demographics and culture. Come and hear about the latest LIMRA research findings and what applications they may have from a company standpoint.

Nilufer Ahmed, Ph.D., Senior Research Director, Markets Research, LIMRA; Jorge Enderica, CLU, ChFC, RHU, Vice President, Business Development, Global Life, Pan-American Life Insurance Company

2:15 to 3:15 p.m.

4.1 Social Media is Mardi Gras MarketingIf you want to grow “apptivity,” attending this session is a must! Video integrated with social media campaigns have revolutionized the recruitment of producers and consumers with consistent content distributed over multiple Internet channels. The Mardi Gras mantra of social media communication of tweets, blogs, and articles must include entertainment value.

Content is King. Consistent distribution is a must. Hear from a firm whose videos and social media communications exceed 65,000 page views and downloads a month!

Steve Savant, Host of the Business Insurance Zone, Brokers Alliance

4.2 The Moment of TruthIt is the moment that we hope never to face, yet also the time when the unquestionable value of the life insurance industry shines through — filing a death claim for a loved one. In this session, LIMRA will share the results of a 2012 pilot research study that measured the effectiveness of the life insurance claims process. Come hear about the experiences of over 4,000 beneficiaries.

Jennifer Douglas, Associate Research Director, Developmental Research, LIMRA

4.3 Predictive Analytics — Here to Stay or Passing Fad?Predictive analytics has gained a lot of momentum outside of the life insurance industry over the past several years as the amount of data and its accessibility has dramatically increased. However, this is not the first time that we have seen outside technologies or initiatives fail to take hold or make a material difference in our industry. This session will explore how predictive analytics initiatives are penetrating the life insurance business and what the future holds for additional analytical possibilities.

Chris Stehno, Senior Manager, Deloitte Consulting

4.4 Jazzing Up the Life Insurance Product Development and Introduction ProcessAs insurers seek ways to grow their business and satisfy distribution channel demands, they are looking to simplify their product introduction process while quickly evaluating market acceptance. This session will provide carriers insight into how the emergence of “as a service” models enable carriers to:

• Dramaticallyshiftthewayproductintroductionsare managed and maintained

• Quicklyevaluatemarketacceptanceofthenewproduct to allow for fine-tuning the marketing and sales approach

• Drivenewlevelsofefficiencyandperformancewhile quickly developing products in a highly automated and consistent manner.

John Albanese, CLU, ChFC, Vice President, Business Process Services, CSC; Enrico Treglia, Senior Vice President and Chief Operation Officer, Wilton Re

Wednesday, april 17

9:15 to 10:15 a.m.

5.1 Unclaimed Property — The Pain GrowsInsurers continue to wrestle with the implications of state audits, retroactively changing the rules of the insurance business as they relate to unclaimed benefits. The auditors press for greater transfers of funds to the states and more affirmative — but onerous — outreach to potential beneficiaries. The aggressive enforcement approach of state officials continues to create questions for insurers, policyholders, beneficiaries and state officials. Legislative initiatives and lawsuits are generating new dynamics and tensions. Hear two nationally-respected attorneys, one from each coast of the United States, unravel the complexity of the situation.

Katherine Evans, Esq., Partner, SNR Denton; Michael Lovendusky, Vice President, Associate General Counsel, American Council of Life Insurers; Maeve O’Connor, Esq., Partner, Debevoise & Plimpton LLP


Life Insurance Conference Concurrent Sessions

5.2 Life Insurance Product Update: Brave New WorldThe regulatory and economic environments continue to factor in today’s life insurance market. Our panel of experts will discuss life insurance product trends, today and tomorrow, including:

• Terminsurance,UniversalLifewithsecondaryguarantees, and Indexed UL

• RegulatoryimpactsonproductssuchasAG38,valuation rate changes

• Underwritingtrendsaffectinglifeproducts

• Toptendriversofproductdesignoverthenextfive years

Participants will learn to identify key product offerings and how the regulatory world, economic environment, and other factors are influencing the ever-changing life insurance business.

Donna Megregian, FSA, MAAA, Actuary, Milliman Inc.; Tim Pfeifer, FSA, MAAA, President, Pfeifer Advisory LLC

5.3 E-Processing: From Application to IssueTechnology continues to challenge long-accepted insurance practices while it can accelerate and condense the sales and issue process. In this session you will learn about technology trends in life insurance sales, application and issue as well as policy delivery and social media. New techniques and processes will be discussed along with the practical business challenges they present. Speakers also will address the rewards — and pitfalls — in crossing the digital divide.

Chad Hersh, Partner, Novarica; Robert McIsaac, FLMI, LLIF, Principal, Novarica

5.4 Reinsurance Challenges for Small-to-Medium Sized CompaniesThis session will cover the topic of reinsurance for the not-so-large insurance carriers. Do they have challenges in obtaining reinsurance capacity, and if so, how does this get addressed by some companies? What about non-traditional forms of reinsurance, to help with management of surplus and capital requirements? And finally, how do small-to-medium-sized companies utilize reinsurance as a part of their risk management strategies? A panel of reinsurance industry experts will address this in an open forum and dialog with the attendees.

Michael L. Kaster, FSA, MAAA, Senior Vice President, Life Solutions Group, Willis Re, Inc.

10:30 to 11:30 a.m.

6.1 How to Sell More Life InsuranceOver time, traditional insurance agents and advisors have incorporated investment products into their practice, oftentimes at the expense of life insurance. What will drive today’s more investment-focused agents and advisors to sell more life insurance? Come to this session to hear the results of the latest LIMRA-McKinsey study of experienced financial advisors and learn the implications of this trend, and how organizations can provide the support today’s agents and advisors need in order to have a renewed focus on life insurance. Once the research groundwork is laid, learn what one company is doing to capture the attention of advisors, and sell more life insurance in the process.

Roy Freiman, CLU, ChFC, Vice President, Life Product Sales, Prudential; Patrick Leary, LLIF, Assistant Vice President, Distribution Research, LIMRA

6.2 Predictive Modeling: Pitfalls and PossibilitiesWith an increasing emphasis on Simplified Issue products, more and more companies are looking to alternative data sources to help improve speed and reduce costs. Learn how to avoid common pitfalls in implementing predictive models while better understanding ways in which these models can drive reduced expenses, improved persistency, and faster underwriting decisions. Specific examples from a recent LexisNexis benchmarking study will highlight uses cases for underwriting classification and conservation/customer retention.

Patrick Sugent, Vice President, Analytics, LexisNexis; Elliott Wallace, Vice President, Life Insurance Vertical, LexisNexis

6.3 Professionalism in the Everyday Life of An ActuaryProfessionalism issues that may be encountered in the everyday life of an actuary will be highlighted using brief case studies. Members of the audience will be actively solicited for their comments, observations and insights. Participants will also gain an awareness of the multitude of resources available to the actuary as they navigate professionalism issues.

James Miles, FSA, MAAA, Consulting Staff Fellow, Society of Actuaries


Distri

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essio

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1.1

Life

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rvice

Tim

es, N

IGO

and

e-A

pplic

atio

ns:

Ho

w D

o Yo

u M

easu

re U

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u

1.2

The

Impo

rtanc

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Cyb

erse

curit

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elpin

g Bu

sines

s

Opp

ortu

nitie

s Unf

old

u

1.3

Reac

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the

Elus

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iddl

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arke

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1.4

Actu

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mun

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Not

an

Oxy

mor

on

u

2.1

The

Chal

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of T

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men

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2.2

A Lo

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3.1

Inde

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Unive

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Life

: Wha

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3.2

Intro

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The

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4.3

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and

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Uncla

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Pro

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5.2

Life

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5.3

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Pred

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Thank You to Our Conference Exhibitors

Sponsor and Exhibitor opportunities are available.Contact Barbara Kimball

[email protected] (860) 298-3950


Conference Details and General Information

TO REGISTERRegister by March 15 and Save!

By March 15: LIMRA, LOMA, SOA and ACLI members: $1,025 Nonmembers: $1,525

After March 15: LIMRA, LOMA, SOA and ACLI members: $1,125 Nonmembers: $1,625

Register online: www.limra.com/conferences www.loma.org/events www.soa.org www.acli.com

Meeting Attire: The dress code for this conference is business casual.

GROUP DISCOUNTIf five (5) or more individual employees from the same member company register for this meeting, each individual registrant may take advantage of a group registration fee of $100 per person. This discount applies only to people registering at the full conference rate. E-mail [email protected] for additional qualifications and other important details regarding this discount.

BONUS OPPORTUNITYThe Retirement Industry Conference will be held at the Hilton New Orleans Riverside April 17–19, 2013. Save $250 when you attend both the Life Insurance Conference and the Retirement Industry Conference!

HOTEL INFORMATIONHilton New Orleans Riverside Two Poydras Street New Orleans, LA 70140 Reservations: Phone: 504-561-0500 1-800-hiltons

Make your hotel reservation by March 15, 2013 and mention the group code LIR to receive the low conference rate of $229.00 single/double per night. Reservations received after March 15 will be accepted at the prevailing rate and on a space-available-only basis. To confirm a room reservation, attendees will be required to provide a first

night deposit. Deposits are refundable if cancelled 72 hours prior to the individual’s arrival date.

AIRPORT TRANSPORTATIONAirport transportation is available to conference attendees through Airport Shuttle, the official ground transportation provider for the Louis Armstrong International Airport. A discounted rate of $35 round trip is available to those who make their reservations online at least 24 hours prior to their flight’s arrival time. Visit any partners’ online conference page for a customized link to make your reservations.

ABOUT THE ASSOCIATIONSOver 850 financial services companies in more than 70 countries around the world turn to LIMRA first to help build their businesses and improve their performance. These members rely on our 90 years of industry experience, along with our rich resources in Research, Consulting, Assessment, Development, and Compliance and Regulatory Services to help chart a clear course for growth.

Mary-Jo Adams (860) 285-7798 [email protected] www.limra.com

LOMA is committed to a business partnership with its worldwide members in the insurance and financial services industry to improve their management and operations through quality employee development, research, information sharing, and related products and services. Founded in 1924, the association’s membership roster boasts more than 1,200 member companies in nearly 80 countries.

James R. Huffman, FLMI, ACS (770) 984-6446 [email protected] www.loma.org

The Society of Actuaries (SOA) is an educational, research and professional organization dedicated to serving the public, its members and its candidates. The SOA’s mission is to advance actuarial knowledge and to enhance the ability of actuaries to provide expert advice and relevant solutions for financial, business and societal problems. The SOA’s vision is for actuaries to be the leading professionals in the measurement and management of risk.

Jay Semla (847)706-3624 [email protected] www.soa.org

The American Council of Life Insurers (ACLI) is a Washington, D.C.-based trade association with more than 300 member companies operating in the United States and abroad. ACLI advocates in federal, state, and international forums for public policy that supports the industry marketplace and the 75 million American families that rely on life insurers’ products for financial and retirement security. ACLI members offer life insurance, annuities, retirement plans, long-term care and disability income insurance, and reinsurance, representing more than 90 percent of industry assets and premiums. Learn more at www.acli.com.

Linda Cunningham (202) 624-2405 [email protected] www.acli.com

CONTINUING EDUCATION INFORMATIONFor information on SOA CPD Credit and Continuing Education Credit — U.S. Qualification Standards please visit the Life Insurance Conference pages at the SOA website: www.soa.org.

The conference partners, in conjunction with the Society of Financial Service Professionals, are pleased to inform you that attendance at any of the sessions will qualify interested individuals for PACE credits.

005935-0113 (562-60-0-MQ2)

http://www.limra.com

http://www.loma.org

http://www.soa.org

http://www.acli.com

Life Insurance Conference 2013

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Transcript of Life Insurance Conference 2013