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St. Regis ResortAspen, ColoradoOctober 16-18, 2013
WELCOME TO THE
2013 IMO SUMMIT
www.NAFA.com
You requested it. We delivered.Help clients soar into a “Secure” future with flexibility and options. Check out this Fixed Index Annuity1 with aGuaranteed Minimum Death Benefit (GMDB).
Check out the new
NAC SecureChoiceSM
from North American! PLATINUMSPONSOR
Visit Booth 206
FOR AGENT USE ONLY. NOT TO BE USED FOR CONSUMER SOLICITATION PURPOSES. The NAC SecureChoiceSM is issued by North American Company for Life and Health Insurance®, West Des Moines, IA on form NC/NA1005A (certificate/contract), AE553A (if NAC SecureChoice Plus Rider is elected), LR431A, LR424A-1, AE551A, LR423A, AE520A, AE552A and LR433A (riders/endorsements) or appropriate state variation. Product features and riders may not be available in all states. This is not a complete description of all product features. See product brochure for product details and limitations. 1.Fixed Index Annuities are not a direct investment in the stock market. They are long term insurance products with guarantees backed by the issuing company. They provide the potential for interest to be credited based in part on the performance of specific indices, without the risk of loss of premium due to market downturns or fluctuation. They may not be appropriate for all clients.
18931Z | PRT 09-13
Call Sales Support Today866-322-7066 or visithttp://NACSecureChoice.NorthAmericanCompany.com
3IMO SUMMIT 2013
On behalf of NAFA and the Insurance Marketing Advisory Committee (IMAC), we welcome you to the fifth annual NAFA IMO Summit, a premier event held exclusively for IMOs and the independent channel. This is the only opportunity where IMOs can step away from the competitive nature of our industry and come together as a group to address universal needs and concerns unique to IMOs.
There are many excellent reasons this year will be better than ever, as we continue to build on the successes from years past. For starters, as a principal, executive or marketer at a Marketing Organization, the content has been selected and organized by your peers and covers current issues and relevant topics that will help you prepare for changes and grow your business. Beyond the topics and presentations, the chance to network with your peers during the exclusive IMO Roundtable and between sessions has proven invaluable to our past attendees. We’ve also included plenty of time to meet with your carrier representatives and industry vendors during breaks, meals or by invitation.
We hope you enjoy the conference and its unique atmosphere for the next two days. Take advantage of the networking opportunities, build new relationships and strengthen existing ones. Get the answers you need to ensure your success and grow your business in 2013 and beyond.
WELCOME
| 3 |
Margo Thompson Emily KestlerNAFA IMAC Chair Program Committee ChairPrincipal, The Annuity Source, Inc. Director of Agent Relations, Kestler Financial Group
Margo Thompson
IMO SUMMIT 20134
Bob Phillips – Chair - 2013 Managing Director and Founder, Alternative Brokerage
Chip Anderson – Vice Chair - 2014 Senior Vice President/Annuity Sales, Creative Marketing
S. Christopher Johnson – Secretary - 2015 Senior Vice President/Chief Marketing Officer, National Western
Nathan Zuidema – Treasurer - 2016 President/COO, Imeriti Financial Network
Dwight Carter – Membership Chair - 2013 President/Principal Owner, Financial Security Associates
Gayle Allen - 2015 Assistant Vice President, North American Co. for Life & Health Insurance
Lowell Aronoff - 2013 CEO, Cannex Financial Exchanges Limited
Janet Terpening - Recorder Project Manager, Creative Marketing
Tony Compton - 2015 Chief Technology Officer, Gradient Financial Group
Michael H. Ebmeier - 2014 Senior Vice President of Annuity Distribution, Forethought
Danette Kennedy - 2013 Vice President of Training, AVIVA
Brian Mann - 2014 Senior VP/Annuities and RIA Divisions, Partners Advantage
Jim Maietta - 2015 Senior Vice President/District Director, Allianz Life
Jeanne Taylor - 2014 Life and Annuity Sales VP, EquiTrust Life Insurance Company
Brian Williams - 2015 Chief Operating Officer, FIG Marketing
Kris Kattmann - 2014 Vice President/Head of Business Risk Management, Lincoln National
Kim O’Brien, President & CEO W. Scott Hinds, Director of Government Affairs and Communications Pamela M. Heinrich, General Legal Counsel Bailey Sorensen, Operations Coordinator
2013 Board of Directors
NAFA Staff
BOARD OF DIRECTORS & STAFF
Emily Kestler, Kestler Financial – IMO Summit Chair
Janet Terpening – Creative Marketing
Margaret Plocica – ADI Meetings and Events
Bring Top Industry Updates to Your Next Event! Add value to your next event by leveraging the expertise and cutting-edge fixed annuity intelligence of one of our industry’s leaders. Visit NAFA.com to learn more on how to schedule Kim O’Brien, President & CEO of NAFA, to speak at your next event.
If you are interested in becoming a member of the NAFA Program Committee, please contact Scott Hinds.
2 0 1 3 N A F A C O M M I T T E E SPROGRAM
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SPECIAL OFFER!FREE 500 Mailers With Any Seminar Mailing of 5,000 pieces or more.
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www.resourceforsolutions.com
IMO SUMMIT 20136
SPECIAL THANKS TO OUR 2013 NAFA IMO SUMMIT SPONSORS:D I A M O N D S P O N S O R S
P L A T I N U M S P O N S O R S
G O L D S P O N S O R S
S I L V E R S P O N S O R SADI Meetings and EventsAlirt Insurance ResearchAllPro Direct Marketing Annuity Rate WatchCreative MarketingFinancial Social Media
Imeriti Financial NetworkInsurance News NetInsurance Technologies Laser AppsPacific LifeSuccess CE
ARM, Inc.Athene AnnuityEquitrustF&G LifeGreat American Financial Resources
Lincoln FinancialNAFA Annuity Outlook/Advisory RecruitingNexus HQS&P DJIASummit Business Media
Business Relpy MailersPRICES AS LOW AS
.39 EACH!!!
Securing the Future!
At times, it’s hard for the public to know what is true or false, but not anymore.
Now they can get the FACTS.
Now, there’s a place where consumers and media can go for easy-to-understand, balanced information, including articles, videos, FAQs, a glossary of terms,
calculators and so much more. Cut through the confusion.
Visit www.FixedAnnuityFacts.org today.
FixedAnnuityFacts.org is a proactive communications resource created by NAFA to promote awareness and to provide balanced and accurate information to consumers and the media.
FixedAnnuityFacts.org
There’s a lot of misinformation regardingFixed Annuities out there...
IMO SUMMIT 20138
Susan Voss Consltant with Voss Consulting Former Iowa Insurance Commissioner
Susan Voss stepped down for her seat as Iowa Insurance Commissioner on Jan. 31, 2013, after eight years at the helm. In 2012, she also served as the president of the National Association of Insurance Commissioners. Throughout her career, Susan held a number of different positions with state government including Assistant Attorney General for the Department of Transportation, Legal Counsel to the State Ombudsman, Counsel to the Iowa Legislature in the area of taxation and economic development, and Tax Policy Attorney for the Iowa Department of Revenue and Finance.
Today, after a distinguished public service career, she heads Voss Consulting, a Des Moines, Iowa, based insurance consulting firm. In April, she also headlined the latest group of five Iowans to be inducted into the state’s Insurance Hall of Fame
Voss is a graduate of Simpson College and the Gonzaga University School of Law.
PRESENTERS
Julie Ryan Certified Identity Theft Risk Management Inventor, Author and Entrepreneur
In this session, attendees will be given the knowledge and tools to implement a corporate plan to address data loss, identity theft, and federal and state compliance requirements.
Julie Ryan is an inventor, author and entrepreneur. Over the past 25 years, Julie has founded ten successful corporations in various industries, including the medical, natural gas, long-term care, advertising and marketing fields. Currently, Julie owns and operates several companies involved in the development, manufacturing, marketing and distribution of a variety of products.
A graduate of The Ohio State University, Julie holds several patents and trademarks on surgical devices. Her inventions have been sold for over 20 years throughout the world by her companies and through licensing agreements with global medical corporations.
As a certified identity theft risk management specialist, Julie advises business owners and CEOs on steps executives should take to protect themselves and their companies from civil, criminal and financial liability due to the risks associated with data loss and identity theft.
Protecting Retirement Savings One Annuity at a Time
In today’s unpredictable financial environment, Reliance Standard’s portfolio offixed and index annuities offers retirees and pre-retirees the certainty of guaranteedreturns, protection of principal, and superior financial strength.
Experienced Insurance Professionals and Marketing Organizations chooseReliance Standard to secure their clientele’s financial future.
• Accumulation Based Fixed Rate and Index Annuity Products
• Long-term reputation for consistent renewal rate performance
• Superior Financial Strength Ratings:
◊ AM Best: “A+” (Superior) since 8/20/13, 2nd highest of 15 rating levels
◊ Standard & Poor’s: “A+” (Strong) since 7/24/13, 5th highest of 21 rating levels
For education of producers/agents only and not intended for public distribution.
www.RelianceStandard.com
Get and Get informed! Redeem your complimentary magazine subscription online or stop by Booth #103 to sign up for free! www.InsuranceNewsNetMagazine.com/NAFA
SPECIAL OFFER FOR NAFA MEMBERS:
GET A FREE SUBSCRIPTIONto the Industry’s Most-Read and Most-Awarded Magazine!
52,500 top producers and the industry’s elite agree InsuranceNewsNet Magazine is their favorite source for insurance news, competitive insights and market-leading analysis.
Each issue offers: » The latest regulatory news and updates» Industry thought leader bylines» Original, ground-breaking articles
We are Athene Annuity & Life Assurance Company.
With an executive management team comprised of seasoned industry leaders and a product portfolio consisting of only fixed annuities, our approach is refreshingly focused.
To learn more, call us at 1.855.4.ATHENE (428.4363) or visit us at AtheneAnnuity.com.
Athene Annuity & Life Assurance Company, Wilmington, DE
SM
Refreshingly New. Refreshingly Focused.
ad•vo•cate ad•vo•cate ad•vo•cate ad•vo•cate
ad•vo•cate ad•vo•cate ad•vo•cate ad•vo•cate
Definition:
ad•vo•cateNOUN1: one that defends or maintains a cause2: one that supports or promotes the interests of another
Ex. NAFA advocates exclusively for fixed annuities.
NAFA has been advocating on behalf of the fixed annuity industry and YOUR business for more than 15 years. It is the only organization solely dedicated to safeguarding the fixed annuity industry. Your membership and participation in NAFA make a difference!
www.NAFA.com
Advocate: 2013_0207_MEMB_AdvocAD_4.2
IMO SUMMIT 201312
Kevin Zellmer Global Director of Enterprise Business Development HootSuite Media
Social Media has become an important element in the success of many businesses. It is utilized by large corporations and 1-man shops. With the proper management of social media, any business can grow. However, with the chance of increased success, there is a chance of increased liability. This session will guide you through the most effective ways of managing social media.
Kevin Zellmer is the Global Director of Enterprise Business Development at HootSuite Media, the leading social media management solution. Kevin is a serial entrepreneur and early evangelist of the Internet and social media, holding executive roles at technology start-ups since 1996. Prior to joining HootSuite, Kevin was Vice President of Business Development and Customer Success at Hearsay Social. Kevin also served as Vice President of Strategic Business Development at KickApps, the provider of a SaaS social publishing solution. He has led business development, sales, and marketing teams at FiveAcross.com (acquired by Cisco Systems), and Beyond.com. Kevin also serves as a board member at Fanology Social. He has been a featured speaker at ad:tech, the American Marketing Association, the Direct Marketing Association, and Sports Marketing 2.0.to the risks associated with data loss and identity theft.
PRESENTERS
Callie Currin, Esq. President & CEO Currin Compliance
Cailie will be joining us in Aspen just after the completion of her trip to the Association of Insurance Compliance Professionals (AICP) Annual Meeting where she will be a speaker and moderator.
Cailie never anticipated that she would have a passion for insurance compliance. When she interviewed at the then NYS Insurance Department, it was the longevity of the attorneys on staff there that impressed her – she thought there must be something about the work that was not immediately evident. There was and she found the work a great fit for her too, even though she decided to leave state service for the private sector. While she worked at law firms and in-house at a major life insurer, she found her true calling as a small business owner and consultant. As the business has grown, her pleasure with the mix of work, both management and direct compliance consulting, has become clearer. Cailie also serves as President of the New England Chapter of AICP and is on the board of directors for IAdCA.data loss and identity theft.
Annuity Training PlatformProduct Specific Training Delivery, Verification and TrackingExpand system to include AML & Long Term CareDeliver & Track by Distribution Channel
Live (Instructor-Led) CE Courses & Administration
Nationwide Continuing Education Includes all state-specific courses
NAIC Annuity – LTC – Ethics – Law & Regs
Co-branded Affiliate WebsitesReal-time CE completion tracking
Custom CE Credit Cards
Online Prelicensing
Vouchers
Online Prelicensing
Co-branded Affiliate WebsitesContinuing Education Center
Real-time CE completion tracking
Present Live CE to Your Producers
Nationwide Continuing EducationIncludes all state-specific courses
NAIC Annuity – LTC – Ethics – Law & Regs
Custom CE Credit Cards or CE Vouchers
www.successce.com2 Corporate Plaza Drive, Suite 100, Newport Beach, CA 92660
949-706-9453
“Success CE delivers a true commitment to the customer experience.”
IMO SUMMIT 201314
WEDNESDAY, OCTOBER 16, 2013 11:00 AM - 12:00 PM SAFE Board of Directors Lower Level - Boardroom (Board Member Only)
12:00 PM - 1:00 PM Membership Committee Lower Level - Maroon Bells I
1:00 PM - 2:00 PM Insurance Marketing Advisory Committee Lower Level - Maroon Bells II (IMAC)
1:00 PM - 2:00 PM Education Committee Lower Level - Boardroom
2:30 PM - 4:00 PM IMO Roundtable Upper Level - Aspen/Highlands (Marketing Organizations Only)
4:00 PM - 5:00 PM Government Relations Committee Lower Level - Maroon Bells I & II
5:30 PM - 7:00 PM Opening Reception and Expo Lower Level - Astor I
THURSDAY, OCTOBER 17, 2013 7:00 AM - 8:30 AM Breakfast and Expo Lower Level - Astor I
8:30 AM - 9:00 AM IMO Summit Opening Ceremony Lower Level - Astor II
9:00 AM - 9:30 AM Successful Management and Liabilities in Lower Level - Astor II Social Media - HootSuite
9:35 AM - 10:10 AM Carrier Panel: Annuity Development and Innovation Lower Level - Astor II
10:10 AM - 10:40 AM Technology Presentation Lower Level - Astor II
10:40 AM - 10:50 AM Break
10:50 AM - 11:05 AM IMO Roundtable Updated Lower Level - Astor II
11:10 AM - 11:40 AM Keynote: Regulatory Outlook and the Lower Level - Astor II Future of Distribution - Susan Voss
11:45 AM - 12:00 PM uPas Demonstration Lower Level - Astor II
12:00 PM - 1:30 PM Lunch and Expo Lower Level - Astor 1
1:30 PM - 1:45 PM NAFA Annual Meeting Lower Level - Astor II (Members Only)
AGENDAPlease check with the NAFA Registration Desk for updates or changes to this NAFA program schedule. You may also view changes using the NAFA conference app on your smartphone.
15IMO SUMMIT 2013
1:45 PM - 2:00 PM Introducing ARTonline Lower Level - Astor II
2:05 PM - 2:35 PM Privacy and Security Simplified - Julie Ryan Lower Level - Astor II
2:40 PM - 3:15 PM Carrier Panel - Compliance and Distribution Lower Level - Astor II
3:15 PM - 3:30 PM Break
3:30 PM - 3:45 PM CapCity Advocates View from the Hill Lower Level - Astor II
3:50 PM - 4:25 PM Hot Issues in Regulation and Compliance - Callie Currin Lower Level - Astor II
4:30 PM - 5:00 PM What Annuity Professionals Want - Market Metrics Lower Level - Astor II
5:00 PM - 7:00 PM Closing Reception and Expo Lower Level - Astor I
5:30 PM - 6:00 PM Bo Johnson Spirit Award for Lifetime Lower Level - Astor I Achievement Presentation
FRIDAY, OCTOBER 18, 20137:30 AM - 10:30 AM NAFA Board of Directors Lower Level - Boardroom (Board Member Only)
IMAC’s mission is to create an organized and structured forum for insurance marketing organizations (IMOs) to share ideas, network and build relationships within their own distribution channel. IMAC’s main function is to foster a better understanding of the value IMOs add to our fixed annuity distribution channel and provide a community in which IMOs can educate one another about IMO business, regulatory and marketing issues. The independent or field marketing organizations are a critical element of fixed annuity distribution. The country’s most seasoned insurance professionals own and/or run these vital companies to ensure the availability and choice of fixed annuity products and their appropriate sale through independent producers, brokers and financial advisors.
IMO SUMMIT 201316
Legal Services Referral Program - This new program from NAFA provides Premier Partners with direct access to legal services at a reasonable and reliable rate. NAFA and IMAC are pleased to announce the Legal Services Referral Program especially for our Premier Partners. Whether you need counsel regarding general business, human resource or consulting contracts, this new program offers industry knowledge and legal expertise. To learn more, contact: Heinrich Law, LLC - Pamela M. Heinrich, Esq. 414-332-9306, ext. 6 or [email protected].
uPAS - IMAC is spearheading an initiative called uPAS - Uniform Processing and Administrative Standards. The goal is to create a portal to provide IMOs with a single system feed for all carriers’ agent licensing and new business data. uPAS will ensure that IMOs continue their strong presence in the annuity marketplace with resource-saving technology.
Annuity Resource and Tool (ARTonline) Store for members to access NAFA-produced material to help drive annuity professionals to prospect and SELL. The beauty of ARTonline is that it is NAFA compliant! Custom branded CDs for Premier Partners are also available for order through NAFA.
NEW NAFA INITIATIVES FOR OUR PREMIER PARTNERS
Valuable Exposure and Sales Tips for Your Company
www.AnnuityOutlookMagazine.com
NAFA Premier Partner members receive a 10% discount on reprint rates.
Order NAFA Annuity Outlook Reprints for your producers at AnnuityOutlookMagazine.com Under the “Order Reprints” tab
Get great exposure for your company’s NEWS and search engine optimization. Featured Press Releases available on AnnuityOulookMagazine.com Click on the “Order Press Release” tab.
Bring Cutting-Edge Industry Intelligence to Your Next Event!
NAFA Blue: 2013_0207_MEMB_NAFAblueAD_4.1
Topics include:Regulatory Updates - Federal & State levels
Licensed to Sell - Permitted Activities for Annuity Professionals
Advertising, Licensing & Designation Principles
Annuity Trends and Business Opportunities
Litigation - Lessons Learned
Income Annuities - The New Sales Frontier
Suitability - The Gold Standard of Care for Consumer Protection
Custom presentations for your group
Kim O’Brien, CFP®, MBAPresident & CEO
Phone: 414-332-9306Email: [email protected]
Website: NAFA.com
It helps to have an expert on your side when trying to grow, strengthen and diversify your business. NAFA is a
driving force in the industry and is dedicated to advancing the future of fixed annuities.
“Kim's message and presentation style provides
much needed energy to any conference. The
information shared and the work NAFA is doing
to support independent agents strongly
motivated our attendees to 'kick in' their fixed
annuity sales efforts. After Kim's presentation,
agents walked away with new energy and
information about the features of fixed annuities
and how the industry is behind the product and
the agents selling the product. We'd have her
every year if her schedule permitted.”– Brian Williams, FIG
WebinarsOn-site Meetings Training EventsConferences
NAFA thanks its 2013 Premier Partners for their commitment to and support of
the fixed annuity industry!
TURNS
ADI Meetings & EventsAdvantage CompendiumAdvisor Recruiting, Inc.Advisors ExcelAIP Marketing Alliance, Inc.Allen Marketing Allianz Life Insurance CompanyAllPro PrintingAlternative BrokerageAmerican Brokerage ServicesAmerican EquityAmerican Financial MarketingAmerican GeneralAmerican Retirement SystemsAmerica’s First Financial CorpAMZ Financial Insurance Services Anchor Brokerage ServicesAnn Arbor Annuity ExchangeAnnuAssureAnnuity Marketing Services, Inc.Annuity Outlook, Inc.AnnuityRateWatch.comAnnuity Specs.comAsset Marketing SystemsAthene AnnuityAtlantis Marketing Solutions, Inc.AvivaBeacon ResearchBrokers’ Choice of AmericaBrokers International LtdBulbrook/Drislane BrokerageCannexCollabrixColumbus Life Insurance CompanyCreative Marketing Currin Compliance Services, LLCDavis Life BrokerageDMI Marketing Inc.Dressander BHC Marketing ECA MarketingEquiTrust Executive Brokerage ServicesFairlane FinancialFidelity and Guaranty Life Insurance Co.Financial Independence Group, Inc.Financial Security AssociatesForethought Financial GroupGame Plan Financial MarketingGenworth FinancialGordon MarketingGradient Insurance BrokerageGreat American Life Ins Company Hanson Financial/FTS Life Insurance Agency
Imeriti Financial NetworkINGInsource Insurance Insight GroupInsurMark, IncInsurance Media ServicesInsurance Network AmericaIntegrity Life InsuranceiPipelineJorden Burt LLPKestler Financial Group, Inc.Lafayette Life Insurance CompanyLegacy Tree FoundationLife SalesLincoln Financial DistributorsLTA Marketing GroupM&O Marketing Inc.M3 Financial, Inc.McCormick Financial ProductsMidland LifeMoore Market IntelligenceMV GroupNACOLAHNational Western LifeNexusHQPacific LifePartners AdvantagePersonalized Brokerage ServicesPFG Marketing Group, Inc.Phoenix Life Insurance CompanyProducers Choice Reliance Standard Life InsuranceRetirement Income Industry Association Safe Harbor FinancialSecurity BenefitSenior Market Sales, Inc.Standard and Poor’sTarkenton Financial, LLCThe Annexus GroupThe Annuity Source, Inc.The Revolution FMOThe StandardThe Sunderland GroupTrawick Financial ServicesTWH Annuities and Insurance Agency, Inc.Underwriters Marketing Service, Inc.Unkefer & Associates, Inc.URL Financial GroupVertex IncorporatedW.V.H Inc.Wealthvest Marketing, Inc.
IMO SUMMIT 201320
2 0 1 3 N A F A C O M M I T T E E SMEMBERSHIPDwight Carter - Chair President/Principal Owner, Financial Security Associates
Jessica CdeBaca Marketing Director, M&O Marketing, Inc.
Gayle Allen Assistant Vice President, North American Co. for Life & Health Insurance
Bob Phillips President/Managing Director, Alternative Brokerage
Lauri Beck President & CEO, Insurance Network America
Peggy A. Porter Marketing Director, Insurance Insight Group
Charlotte Bewersdorff Vice President of Annuities, M&O Marketing, Inc.
Gloria Slaughter COO/Co-Founder, Insurance Media Services
Paige Carter Blair Vice President, Financial Security Associates
Jake Quagiaroli Annuity Sales Manager, EquiTrust Insurance Company
PARTNER WITH FIDELITY & GUARANTY LIFEAND REACH THE SUMMIT IN 2014!
FIA Product Portfolio and the latest on our valuable incentive programsStop by our booth #305 to learn about the enhancements to our
W E L C O M E T O A S P E N
FIDELITY & GUARANTY LIFE IS A PROUD SPONSOR OF THE 2013 NAFA IMO SUMMIT
21IMO SUMMIT 2013
2 0 1 3 N A F A C O M M I T T E E SEDUCATION
Peggy A. Porter - Chair Marketing Director, Insurance Insight Group
James Jones Senior Vice President/ Annuity New Business, American Equity
Roger Bell VP Operations, Success CE
Tom McLaren President & CEO, AllPro Direct Marketing
Lori Bochner Vice President/Sales and Marketing, Sammons Annuity Group
Sheryl Moore President & CEO, Moore Market Intelligence
Becky Cummings Assistant Vice President, Lafayette Life
Justin Rafferty 2nd VP Annuity Sales Development, Sammons Annuity Group
Cynthia Eichelberger Great American Financial Resources
Janet L. Sipes Senior Relationship Vice President, AVIVA
Mark K. Eide Imeriti Financial Network
Mark Stone Principal and Marketing Strategist, Insurance Insight Group
Heather Gierstorf Assistant Vice President/Agent Compliance, American Equity
Eric Taylor Vice President/National Sales Manager, Genworth Financial
Alan Grissom Vice President/Insurance Channel, Standard & Poor’s
Matthew Tarkenton President, Tarkenton Financial
Kirby Wood Chief Marketing Officer, American Equity
Annuities
Life Insurance
Agents.EquiTrust.com
EquiTrust Life Insurance Company, West Des Moines, Iowa.
Visit the EquiTrust Booth!Jake Quagliaroli
Senior Wholesale Manager
Heather KaneAnnuity Manager
Annuities
Life Insurance
Agents.EquiTrust.com
EquiTrust Life Insurance Company, West Des Moines, Iowa.
Visit the EquiTrust Booth!Jake Quagliaroli
Senior Wholesale Manager
Heather KaneAnnuity Manager
IMO SUMMIT 201322
Chris Conroy - Chair Vice President/Advance Marketing, Creative Marketing
Gayle Allen – Vice Chair Assistant VP, North American Life
Cliff Andrews Managing Principal, CapCity Advocate
Wright Andrews Principal, CapCity Advocates
Elizabeth Byrne Vice President & Counsel, ING US (state)
Cary Carney VP/National Account Sales, ING
Sean Cassidy Vice President, ING US (federal)
Mary Cavanaugh Executive Vice President, General Counsel & Secretary, Forethought
Maureen Closson Senior Vice President, AVIVA
Troy Christiansen VP and Compliance Counsel, American Equity
Steve Delaney Principal, American Brokerage Services
Andries Dupreez Product Development, Lincoln Financial
Thomas Duffy General Counsel, Genworth Financial
Brian Grigg VP/Annuity Distribution, Fidelity & Guaranty Life
John Gruber Senior VP, General Counsel & Secretary, Great American
Heather Kane Annuity Manager, EquiTrust
Pamela Heinrich General Legal Counsel, NAFA
Tipton Huffman Owner, TWH Annuities
Peter Lefkin Senior Vice President/Government & External Affairs, Allianz
Beth Lindsay State Government Affairs, ING
Randy Matzke Chief Compliance Officer, Advisors Excel
Paul McGillivray Senior Vice President, Creative Marketing
Malott Nyhart Senior Vice President & General Manager, Great American
John Orrell General Counsel, Brokers International
Rocky Robbins Legislative & Regulatory Affairs Analyst, AVIVA
Carl Stern Founder, Imeriti Financial Network
Chris Swickard VP & Associate General Counsel, Security Benefit Life
Angela Holland Director/Government Relations, Allianz
Jeanne Taylor Life and Annuity Sales Vice President, EquiTrust
Terry Tiede Vice President, AVIVA
Brian Wilson Assistant Vice President, Lincoln Financial
GOVERNMENT RELATIONS
SAVE THE DATEMark your calendar for these NAFA conferences in 2014
Industry Leaders ConferencesNAFA Leadership Forum: June 11-13NAFA IMO Summit: October 15-17
Producer ExpoInsurance Sales & Marketing Expo: April 23-25at the Rio All-Suites Hotel & Casino, Las VegasPresented by NAFA Annuity Outlook Magazine
2 0 1 3 N A F A C O M M I T T E E S
The Society for Annuity Facts & Education (SAFE), Inc.
Consumers, first and foremost, are SAFE’s target audience. With so much misinformation circulating about the merits of annuity products, SAFE believes that it’s critically important to provide easy-to-understand, unbiased, comprehensive information about annuity products to assist consumers in making better informed decisions.
Through the generous donations of sponsors, SAFE will deliver tools that are designed to educate the general public on all aspects of annuities through:
AnnuityEd.org
Static and dynamic video content
Static and dynamic brochures
Educational meetings and seminars
Social media outlets including:
The SAFE FOCUSMISSION:The Society for Annuity Facts and Education (SAFE) is a nonprofit organization dedicated to educating the public about annuities.
VISION:SAFE is a nationwide, community-based, voluntary 501(c)(3) organization dedicated to helping consumers understand the many facets and features of annuity products and correct misinformation around accumulation potential, protection aspects, de-accumulation and income scenarios.
With retirement savings nearing all-time lows and planning for retirement becoming an after-thought for many, SAFE believes that consumers need to have access to unbiased, commercial-free information.
Together with our supporters, SAFE raises awareness with the general public about the importance of retirement planning and saving through annuity products. SAFE aims to take some of the guesswork out of the decision-making process by arming consumers with easy to understand, unbiased, and factual product information, product descriptions and practical applications of annuity products.
SAFE DONOR LEVELS Society Leader’s Circle: $10,000
Includes: SAFE website listing, push notifications of website enhancements, and advisory board representation
Society Friends: $5,000 Includes: SAFE website listing and push notifications of website enhancements
Society Supporter: $1,000
Society Supporter: $500
Society Supporter: $100
SAFE is a 501(c) (3) tax-exempt organization and donations are tax-deductible
For More Information Contact: 414-332-9306 or [email protected]
ABOUT US
IMO SUMMIT 201324
As participants in a trade association activity, each person attending this function must be mindful of the constraints imposed by federal and state anti-trust laws. The people at NAFA’s meetings represent companies that are in direct competition with one another.
NAFA’s purpose is to provide a forum for the free exchange of ideas on the designated topics of our meetings. It is not the purpose of these meetings to reach any agreement that could have anti-competitive effects. Individuals must keep in mind that a violation of the anti-trust laws may subject them to substantial fines – or worse. You can avoid problems by following simple guidelines:
Stick to the published agenda – informal ‘rump’ sessions should not be held. Be cautious about discussions involving pricing, premiums, benefits to be offered or terminated, and
who should or should not be covered. The Justice Department views people’s positions with concern and suspicion.
Never take a poll of the people’s positions or make a collective agreement on these issues. Always retain your right to make an independent judgment on behalf of your company.
NAFA is dedicated to the purpose of assisting all of its members to achieve their competitive potential.
ANTI-TRUST POLICY AND CAUTION
NAFA POLITICAL ACTION COMMITTEEIn support of NAFA’s mission to educate and influence positive outcomes in the government policy arena, Eric Thomes, NAFA Past Chair, announced in 2012 the formation of a political action committee, a means by which NAFA members can support candidates for elective office.
A PAC allows NAFA members to pool their financial resources to ensure a real “bang for the buck.” And while making political contributions doesn’t guarantee a favorable outcome, participating in the process is far better than accepting a decision over which the profession has had little or no input.
You may contribute to NAFA PAC through personal check or credit card or online at www.nafa.com
NAFA PAC BoardDwight Carter, Chair – Financial Security Associates S. Christopher Johnson – National WesternKris Kattmann – Lincoln NationalNathan Zuidema – Imeriti Financial Network
Your clients will gain more control over their financial lives byknowing the difference between the money they can spend now, andtheir Orange Money, the money they need to save for the future.
At ING Annuity and Asset Sales, we have everything you need to help your clients manage and protect theirOrange Money. With a full portfolio of annuity products, a collection of multicultural marketing resources indifferent languages, and innovative tools, tips and guidance, you’ll be ready to provide your clients with thevery best solutions to help them feel confident about tomorrow while still enjoying today.
Learn how to teach your clients to save and protect their orange money. Call your National MarketingOrganization or the ING Annuity and Asset Sales Desk at 1-800-369-5301.
Products and services offered through the ING family of companies. © 2013 ING North America Insurance Corporation CN0524-10264-0515 For agent use only. Not for public distribution.
Orange Money helps your clients plan for tomorrow, today.
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IMO SUMMIT 201326
Margo Thompson, Committee Chair The Annuity SourceJack Aiken LTA Marketing GroupPatrick Allen Allen Marketing
Dennis Brown M&O MarketingTony Compton Gradient Financial GroupDominic Cursio Collabrix
Emily Kestler Kestler Financial GroupMichael Mastowski Retiree Adviser MarketingKevin Meyer BHC MarketingMark Stone Insurance Insights GroupCarl Stern Imeriti Financial NetworkAndy Unkefer Unkefer and AssociatesBrian Williams FIG Marketing
INSURANCE MARKETING ADVISORY COMMITTEE
If you are interested in becoming a member of IMAC, please contact Bailey Sorensen
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NAFA, the National Association for Fixed Annuities, is exclusively dedicated to promoting the awareness and understanding of fixed income and deferred annuities through the education of policymakers, journalists, consumers, and the industry about the benefits of fixed annuities.
NAFA’s membership represents every aspect of the fixed annuity marketplace covering 84% of fixed annuities sold by independent agents, advisors and brokers. NAFA was founded in 1998.
1155 F Street NW, Suite 1050Washington, D.C. 20004www.NAFA.com414.332.9306