Conference Overview - The International DI Society

International DI Society
12th Annual Conference
Charleston Marriott
Charleston, South Carolina
October 15-18, 2016
Day 1 – Saturday, October 15th
4:00pm
4:00pm – 5:00pm
5:00pm
5:00pm – 6:00pm
Registration Opens
Exhibitor Set Up
Exhibits Open
Welcome Reception
Dinner on Own
Day 2 – Sunday, October 16th
8:00am
8:00am
8:30am – 9:30am
9:30am – 10:00am
10:00am – 11:00am
11:00am – 11:30am
11:30am – 12:30pm
12:30pm – 1:30pm
1:45pm – 3:00pm
3:00pm – 4:00pm
Ongoing Registration
Exhibitors Open
Breakfast
Grand Opening
1st Morning General Session
Exhibitor Refreshment Break
2nd Morning General Session
Lunch
Afternoon General Session
Exhibitor Appreciation Networking Event
Dinner on Own
Day 3 – Monday, October 17th
8:00am – 9:00am
9:15am – 10:15am
10:15am – 10:45am
10:45am – 11:45am
11:45am – 12:45pm
12:45pm – 1:45pm
2:00pm – 3:00pm
3:00pm – 4:00pm
6:30pm – 9:00pm
Breakfast
Morning General Session
Exhibitor Refreshment Break
Breakouts
Breakouts
Lunch
Breakouts
Breakouts
Awards Dinner
Day 4 – Tuesday, October 18th
8:30am – 9:00am
9:15am – 11:15am
11:15am – 11:30am
Working Breakfast w/ IDIS Annual General Meeting
Speed DI x 6 (All Attendees will be able to
participate in all 6 20-minute presentations)
Formal Closing of Conference
Special Events include a Welcome Reception on Saturday Evening,
a special Exhibitor Networking Event on Sunday afternoon,
and the Awards Dinner on Monday evening.
“Why DI?”
Mr. John F. Nichols, MSM, CLU
President - Disability Resource Group
John F. Nichols, MSM, CLU is a nationally recognized disability benefits consultant, the creator
of disability products and administration systems and an expert witness in disability proceedings.
Nichols serves as president of Disability Resource Group, Inc., a national insurance agency
that he founded in 1999.
John Nichols joined the National Association of Insurance & Financial Advisors in 1985 and
was elected NAIFA Secretary in 2011. He was the 124th National President for the year 20132014. Previously, he has served as an Executive board member and Board Trustee from 20072011. In 2007, NAIFA Chicago Region recognized John with their Leadership in Life Award.
He is in the top 20 of lifetime contributors for NAIFA's IFAPAC.
He is a frequent speaker at an array of national meetings, including MDRT Main Platform
2012, a session speaker in 2004, 2010 and 2015, NAIFA National, and over 500 state and local
NAIFA programs. He obtained his CLU designation in 2003 and graduated with his Masters in
Science Management with an emphasis in Leadership in 2011 from The American College.
John is a member of the President's Circle contributor level at the American College.
As a life and qualifying MDRT member, John has two Court of the Table and nine Top of the
Table qualifications. Additionally, he is an Excalibur knight level contributor and Legion of
Honor member to the MDRT Foundation.
In 1993, John had a near-death experience from a water skiing accident that left him paralyzed
from the neck down to his toes. Through six years of rehabilitation, he reached a level of
recovery that less than 1 percent of all spinal cord injury patients attain. John, who in 2010
and 2012 was LIFE's industry spokesperson for Disability Insurance Awareness Month, has
chronicled his story in his first book for the financial advisor world, Income Protection, The
Conversation. His second book released in 2014 entitled, Passion, Purpose, Protection, The
Ability of Disability Insurance is to help the consumer understand the value of protecting their
ability to earn an income.
In 2012, John received the Richard M. Daley and Maggie Daley "Golden Shoe" Award for
being the #1 Bank of America Chicago Marathon fundraisers for non-for-profits.
John spends time in Chicago, IL and Lyons, CO and loves to travel, hike and train for marathons.
Executives from the Top Disability Carriers Get Real About the Future of DI
Candence S. Bidler, FMLI
National Vice President of Individual Disability Insurance - Principal Financial Group®
Candy is the National Vice President of Individual Disability Insurance (DI) Distribution at the
Principal Financial Group and is responsible for Principal Life’s individual disability insurance
sales.
Candy began her career in insurance in 1994 when she joined Principal Financial Group in
their Long-Term Care Marketing department. In 1996, she moved to the DI Product and
Marketing team where she worked on developing new products and marketing strategies and
managed Principal Life’s DI Alliance relationships. She went on to manage the DI and Group
Benefits Marketing teams before moving full-time to the DI sales team. In 2004 she took over
responsibility for DI sales.
Candy has a Bachelor’s of Business Administration in Management from Iowa State University
and a Masters of Business Administration from Drake University. Candy lives in Des Moines, IA
with her husband Brian and son Ian.
Scott Delisi
Vice-President, Disability Income Distributions - Ameritas Life Insurance Corp
Mr. Delisi joined the company more than 17 years ago and previously held positions of Vice
President of Group Field Sales Operations and Strategic Distributions, Vice President of Group
Field Sales and Vice President of Group Business Development. He has been involved in the
employee and executive benefit's marketplace for 27 years, working in a variety of positions
dealing with employer and employee markets, the Individual Disability business, Retirement
Plans and Executive Benefits.
He is past President and Past Board member of the Lincoln Association of Health Underwriters
and he is currently active with the National Association of Health Underwriters (NAHU) and
the National Association of Insurance and Financial Advisors (NAIFA). He has previously served
on the Marketing Committee with LIMRA, a worldwide organization supporting the insurance
industry.
Ronald Graff
AVP Disability Product Development & Planning - MetLife
Ron has been with MetLife for 19 years and is responsible for Individual DI Product development,
ongoing management of MetLife’s individual DI product portfolio and DI strategic planning.
Ron has over 30 years DI industry experience in leadership roles that have ranged from sales,
to underwriting, to marketing, to product development and reinsurance.
Chris Haire, FSA, CERA, MAAA
Product Performance Director - Mutual of Omaha
Chris Haire is the Product Performance Director for DI, CI and Supplemental Health product
lines at Mutual of Omaha. In that role, Chris manages the profitable growth of the products
working closely with sales, underwriting, marketing and product development ensuring the
ongoing success of the portfolio. Chris is a Fellow of the Society of Actuaries (FSA) and a
Chartered Enterprise Risk Analyst (CERA). He joined Mutual of Omaha in 2005 and before
that worked for AEGON USA. He has worked in a variety of roles within Group, Individual
and Corporate business units and has managed term and universal life insurance product lines
before assuming his current role as Product Director in 2009.
Michael Miller
Assistant Vice President of Individual Disability Operations - Unum
Michael joined Unum in 2001 and has served in a variety of leadership roles including Rating,
Implementation and Enrollment. In his current role, he serves as the leader of the Account
Management organization while also focusing on block growth strategies, market education,
and technology enabled sales.
Doug Waters, CLU, RHU, REBC
Vice President, Individual Disability Insurance - Standard Insurance
Mr. Waters brings 25 years of insurance industry experience to The Standard and has held a
variety of executive positions. Prior to joining The Standard, Doug served as vice president of
disability income distribution with Ameritas Life Insurance Corp. Past roles also include positions
as a multi-lines agent, worksite marketing agent and regional group long term disability
wholesaler.
Tom Wong, RHU
Regional Individual Disability Manager - The Guardian
Tom has been in his current position since August 1994. He works closely with Guardian's
GA's, Disability Income Supervisors, Field Representatives, and Brokers to promote the sale of
Guardian/Berkshire's individual DI products. Prior to this he was the Marketing Services
Specialist for 5 years. He received his RHU designation in March 1992. Before joining The
Guardian, Tom was an agent with New York Life for 3½ years. He qualified for their Executive
Council in 1988. Tom and his wife Anita have three children: Tommy, Sammy, Emily; and
two grandchildren: Ellie and Cooper. They are actively involved in their children's pursuits.
Two experts will share the stage to co-present on their unique approach
to marketing DI within their target segments.
Bill Unrue
CEO - Assurance
Bill’s background and experience are in start-ups and consumer marketing. He currently is
CEO of Assurance, a start-up company that he repositioned from selling insurance online to an
insurance tech company that is building automation tools for insurance agencies. He was
previously CEO of Anonymizer Inc.
Anonymizer was start-up company that began as a consumer model that sold privacy services
to consumers and was repositioned as enterprise solution for the US Government and DOD.
He has sat on several boards and is involved with the start-up community. He earned his
Bachelor of Arts in Economics from the University of Washington in Seattle and his Masters in
Management from the Kellogg Graduate School of Business at Northwestern University
in Chicago.
Matthew J. Wiggins
Partner & Senior Consultant - OnCall Advisors
Matt is a founder and lead consultant for OnCall Advisors, a nationwide financial planning
firm exclusively for doctors based in Omaha, NE. His passion to educate doctors regarding
Life in Medicine topics is seen through his many lectures, webinars, videos, and print materials.
His business uses technology and a fresh approach to financial services that generated close to
1,000 meetings and MDRT Court of the Table results last year, only in their 3rd year in business.
As one of the fastest growing producers in the country, Matt and his team have truly created a
new paradigm for selling disability insurance that calls everyone else to get serious about DI or
lose serious business. Originally from Atlanta, GA, Matt now resides in Omaha, NE with his
wife and three kids and enjoys involvement at his church, Georgia football, and building
his business.
“How Technology Can Grow DI Sales”
Mr. Ken Leibow
Senior Vice President - Impact Technologies Group, Inc. (Impact®)
Ken's career spans more than 29 years with an extensive background in distribution technology
and back office systems. He previously worked for Genworth Financial, Mutual of Omaha and
VP of Operations at Diversified Underwriters Services, Inc. As COO of Integrated Insurance
Technologies, Ken had built the largest life insurance data exchange hub in the industry
processing over 1 million policies a year and 30 billion dollars of annuities. Innovation in
Quoting & Illustration tools, CRMs, Agency Management Systems, eApp platforms, and ePolicy
Delivery are some key initiatives implemented by Ken during his career.
All attendees will be able to participate in all sessions; each session is presented twice.
#1 - “GSI…A Total Disability Solution”
George Mandala
Executive Benefits Director, GSI, Group, Voluntary & Worksite Products - MetLife
George Mandala is the Executive Benefits Director for GSI under the Group, Voluntary &
Worksite Products division of MetLife. His main function is to consult with MetLife Account
Executives, consultants and brokers from all market segments to help create synergistic, total
disability solutions, using Guaranteed Standard Issue Programs. In this role, George also acts
as a liaison between the sales force and all the various home office functions that support
MetLife’s GSI business. This would include underwriting, enrollment, account management,
training and marketing. George received his BA from Rutgers University and started his career
in the Insurance Industry in 1988 with MetLife as a Sales Representative. He joined Paul
Revere in 1991 as a DI Sales Specialist, and became an IDI Brokerage Representative in 1993.
In 1997, George joined International Planning Alliance, a Guardian general agency, as Brokerage
Manager, where he was responsible for the agency’s Disability Income & Long-Term Care
brokerage business. He joined MetLife in May of 2000 as a Disability Income Account Executive
in the Executive Benefits Division. Although most of his experience at MetLife has been within
the IDI/GSI product line, he spent 3 years in the Market Specialist Organization. In that role,
George was responsible for supporting sales for MetLife’s Voluntary Benefit suite of products
that included Auto & Home, Critical Illness, Accident and Sickness and Hyatt Legal Plans.
George is also an active member of the National Association of Insurance and Financial Advisors
where he serves on the board of his local chapter. He currently lives in New Jersey with his wife
and two children.
#2 - “Between the Covers…What’s Really
Going On in the DI Industry?”
Dan Skwire
Milliman
Dan is a principal and consulting actuary with the Portland, Maine, office of Milliman. He
joined the firm in 1998. Since joining Milliman, Dan has assisted his clients in a wide range of
individual disability, group disability, and group life insurance projects. His primary areas of
practice include product design, pricing, compliance, valuation, actuarial appraisals, and expert
witness work. His clients include many of the leading disability and group life insurers in the
United States and Canada, as well as public and private employers. Dan has significant
experience with the worksite market. He has been involved in pricing, product design, and
financial modeling for several leading writers of worksite disability business, and he has also
given presentations on the worksite channel at meetings of the Society of Actuaries. Dan was
previously second vice president with UNUM Life Insurance Company, where he was responsible
for a variety of financial functions in the Individual Disability Division. Dan is the chair of the
Disability Special Interest Group of the Society of Actuaries and of the Income Protection Topic
Team of the International Actuarial Association. He has also served on the Society of Actuaries
Health Section Council and the American Academy of Actuaries Subgroup on the Terrorism
Risk in Insurance Act.
#3 - “Insuring Your Affluent Clients”
Ed Kenney
President - Hanleigh Special Risk
Before joining Hanleigh, Ed held senior underwriting and sales management positions with
Paul Revere Insurance Group and Mass Mutual Financial Group. At Paul Revere, Ed was
responsible for chief disability income underwriting to include the assessment of large disability
risks as well as setting the appropriate underwriting strategy’s to meet both top and bottom
line business objectives. At Mass Mutual, Ed was responsible for managing the disability
underwriting function which managed and processed over 40,000 disability applications
annually. He also held sales management responsibilities developing and executing a producer
business development strategy as well as creating and leading Mass Mutual’s elite “D.I. Masters”
program that comprised of 150 of their top D.I. producers generating in excess of $18 million
in annual premium. Ed received his M.B.A. in finance from American International College
and his Bachelor of Science degree from Springfield College.
#4 - “Insurer Complexities and Opportunities”
Panel Presentation
Jim Brown
Disability Income Director - Independent Planners Group
Jim Brown has almost 20 years of experience in the financial services industry and over 10
years of experience specific to disability insurance and related income and asset protection
products. His proactive consultative approach to customer service includes working closely
with financial service representatives to ensure that the best carriers and products are presented
for the benefit of the consumer. In this way, they protect both the assets of the insured and
those who are responsible for their coverage. Jim graduated from Arizona State University and
started his financial career as a planner before ultimately transitioning into wholesaling positions
giving him a unique perspective from both sides of the desk. His DI only career began with
MassMutual before ultimately transitioning to a multi-carrier platform which allows him the
flexibility to always do what’s right for the client. Jim enjoys spending time with his
family…cooking, eating, laughing and watching football. Go Devils! And occasionally when
there’s time he enjoys playing golf and fishing.
Andrew W. Mathews, CLU, ChFC
Berkshire Advisor Resource, LLC
Andy is the Principal and Founder of Berkshire Advisor Resource, LLC, one of the largest
insurance brokerage firms in Colorado. With twenty five years’ experience in the financial
services industry, Andy is a Registered Securities Representative and Investment Advisor
Representative. He is a member of GAMA International, and NAIFA Colorado.
Berkshire Advisor Resource, LLC. has been recognized as a leading DI, LTC, and Critical
Illness Insurance distribution and consulting firm as a: Managing Partner of The Plus Group,
Principal Preferred Partner, Member of the International Disability Insurance Society, Colorado
LTC Advisory Council Member, Assurity Life Platinum Service Level.
A native of Colorado, Andy is an avid sports fan who enjoys skiing and playing both soccer and
golf. Graduating from The University of Colorado-Boulder with degrees in political science
and history, Andy is also an active participant and lecturer in various continuing education
seminars.
Paul M. Sabol, CLU
President & CEO - The Sabol Agency, Inc.
Paul is an Independent Brokerage General Agent representing over 30 insurance companies.
Products include disability income, long-term care, and critical illness insurance. Since 1982,
Mr. Sabol has worked with financial professionals as a disability income technical resource for
their clients. Expertise includes case design, product selection, case presentation, underwriting
negotiation and policy placement. In addition, he is a frequent speaker, teacher and writer on
various disability income topics. Mr. Sabol has served as an expert witness and consultant for
disability insurance claims.
Barry Williams
Williams Insurance Brokerage
Barry Williams is owner of Williams Insurance Brokerage in Knoxville, Tennessee. He and his
firm specialize in individual life and disability brokerage, with emphasis on relationships, point
of sale assistance, case design, as well as best in class service.
Mr. Williams got his start in life brokerage with Provident Life and Accident in 1978. He then
started his own agency in December 1981. Then in 1997 he and Sam Cargo, former manager
of the Provident Disability office in Knoxville, formed Cargo and Williams Insurance Brokerage.
They became the first Regional Marketing Office nationally for Provident, combining Sam’s
DI and Barry’s Life expertise. The agency became Williams Insurance Brokerage in February
2011 upon purchasing Mr. Cargo’s interest.
#1 - "Incorporating DI Sales into Your
Financial Planning Practice"
Craig Gussin, CLU, CHRS, DIF
Principal, Auerbach and Gussin
Craig attended Wayne State University in Detroit, Michigan, where he received his degree in
Business Administration. Craig also holds an advanced degree, Charter Life Underwriter from
Bryn Mawr College in Bryn Mawr, Pennsylvania. He also has a certification in advanced business,
estate planning & is a certified health care reform specialist. Craig is licensed in California and
most other states. Craig has been in the financial service business for over 25 years. Craig is a
member of the National Association of Insurance and Financial Advisors, along with the National
Association of Health Underwriters and The International Disability Insurance Society. Craig
is the Past President of the National Association of Insurance and Financial Advisors of San
Diego (NAIFA), 2013-2014 VP of Legislation & Past President of the San Diego Association of
Health Underwriters (SDAHU) along with being the Past President of the International Disability
Insurance Society (IDIS). He has written articles, conducted seminars, been interviewed on
TV, Radio, in the newspaper and magazines (including The Wall Street Journal where he
discussed the Health Care Reform Law and Money Magazine where he discussed the current
Disability Insurance marketplace). He has been a guest speaker for various interest groups
addressing many aspects of Health, Life, Disability and Long Term Care Insurance.
#2 - "Millennial Market and How to
Effectively Attract Millennial Consumers"
Martin Kovatchki
Regional Sales Representative, IDI - The Standard
Marty Kovatchki is a Regional Sales Representative based in New York, NY for The Standard.
He has been in the disability insurance industry since 2012 when he began his career with
Guardian. His primary role now with The Standard is to support their local distribution
partners in the northeastern United States. He focuses on revenue generating sales ideas and
the importance of bringing up the need of individual disability insurance to brokers as part of
a comprehensive financial plan. In his spare time, Marty enjoys traveling, golf and playing in
a basketball league on Manhattan's Upper East Side. He is also a loyal and big fan of his
hometown Buffalo Bills.
#3 - “New Professionals and Disability
Insurance"
Max Schmitz, MSFS
Marketing and Contract Expert - DI & LTC Insurance Services
Max started at DI & LTC in 2009 as a third-generation disability planning specialist. He is the
co-author of “The Questions and Answers on Disability Insurance Workbook” and has been a
speaker at several industry and business events across the Bay Area. In 2015 Max completed
his Master of Science in Financial Services through the American College. He is also PastPresident of NAIFA Marin. In his free time Max is a local history buff, an avid hiker, and a lover
of many regional craft beverages.
#4 - “How to Become a Millionaire Selling
Disability Insurance”
Robert Clark, DIA
Regional Vice President - Petersen International Underwriters
Robert Clark entered the insurance industry with Petersen International Underwriters at the
age of 23 after receiving a Bachelor of Arts degree in Communications, Public Relations, and
minor in Marketing from California State University Bakersfield. Robert's passion for income
protection ignited when he realized disability insurance was the foundation that kept his family
steady during his father's 21-year bout with cancer. As a certified Disability Income Associate
(DIA), Robert strives to educate every producer and client about the importance of protecting
their most valuable asset, their income!
#5 - “How to Obtain Great Centers of
Influence with DI Business Solutions”
Rick Cordaro, DIA, DIF, LUTCF
Disability Income Regional Vice President - Principal Financial Group
Rick joined Principal Life Insurance Company in December 1998 as the Disability Income
Regional Vice President (DI RVP) covering the states of Arkansas, Iowa, Kansas, Missouri and
Nebraska.
Rick has more than 35 years of experience in the insurance industry, which began as an agent
and then brokerage representative for The Paul Revere Insurance Group. After his career with
Paul Revere, he accepted a position as the Disability Income Supervisor for The Guardian Life
Insurance Company.
Rick has taught the LUTC - DI course in Des Moines for over 25 years and is a frequent
speaker for companies and associations around the Midwest. He has authored several articles
and published a continuing education course on disability income insurance.
Rick is a Past President of the International DI Society. He is a past president of the Des Moines
Association of Life Underwriters and has served as a Trustee for the Iowa Association of Life
Underwriters. He is a recipient of the Gene Helton Memorial Award for his contribution to Des
Moines and to the insurance industry. In 2014, Rick was awarded the W. Harold Petersen
Lifetime Achievement Award from the International DI Society. He is also a 7-time Principal
Life Recognition Circle qualifier (formerly called MART).
#6 - “Return of Premium DI
for the Middle Market”
Kevin Christensen, DIA, LUTCF
DI Sales Assistant Vice President - Illinois Mutual
Kevin Christensen is a third generation insurance salesperson who has been in the insurance
business for 16 years. Kevin began working for Illinois Mutual as their sales training manager
and then moved into his current role and is now heading up DI sales with the company. Kevin
travels the country promoting Disability Insurance and the abundant need selling DI to Middle
America! There are major differences in the approach and plan in making sure that hard
working Middle Americans are protecting their most valuable asset as opposed to the High
End White Collar professions, and he loves the opportunity he has with Illinois Mutual to make
sure that those processes and plans are spread throughout the country! Kevin is proud to be a
board member of the International DI Society. He is very involved in NAIFA as well as other
industry organizations. Kevin lives in Peoria, IL and is married and has 4 children.