Free Webinar Series:
New Fee Income Opportunities through Bank- Insurance

Session 3
Key Decision Points for Entering and Succeeding in the Bank-Insurance Business

April 24, 2012
2:00 p.m. – 4:00 p.m.

This session highlights one community bank and the key decisions made on how and why to get into the insurance agency business. Hear a senior bank executive's perspective on their evaluation methods and due diligence. Key take-aways will include:

• Why community banks sell insurance
• Retention of renewing, recurring fee income through property and casualty products
• Why insurance agencies sell (and are bought by a bank)
• Finding the right agency for your bank
• Acquisition strategies (Foundation, Platform, Fold In, Control and Support)
• Negotiation/structure (Pricing, Valuation, Earn-outs, Tax Free with Bank Stock)
• Due Diligence
• Keys to growing a bank-insurance agency (Cross-selling, Using the bank's footprint)
• Glens Falls Success Plan

Speaker: David S. DeMarco, Executive Vice President, Glens Falls National Bank & Trust Company

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Session 1
Buy, Build or Rent – Options for Entering the Bank-Insurance Business

February 29, 2012

This session explored the current status of mergers and acquisitions in the industry, as well as how banks and insurance agencies are joining forces through multiple entrance points to distribute insurance products in the financial institutions channel. The expert panel discussed:

• M&A for banks looking to make the first foray into insurance via an acquisition,
• Bank agency expansion opportunities without an agency acquisition
• How to identify key items in and what to avoid in any potential agency acquisition
• Current trends of realistic performance deliverables a bank CEO could expect from an agency
• Effect of the current regulatory environment on M&A by bank insurance divisions.
• The biggest challenges facing the industry and, specifically, the Insurance M&A market

Moderator: Jeffrey Chesky, President and Chief Executive Officer, Insuritas, Inc.

Panelists: Jim Campbell, Partner, Reagan Consulting, Inc.
Louis Caltavuturo, Partner, Dowling Hales
Phil Trem, Vice President, MarshBerry

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Session 2
Leading Solutions for Life Insurance Sales in Banks

March 15, 2012

During this session, life insurance experts discussed leadership solutions for life insurance sales in the bank channel. The interactive discussion focused on current trends for products and marketing, as well as the everyday regulatory challenges. Future trends were also covered:

• Consumers need for financial planning of investments and insurance
• Industry studies on bank channel sales
• Increase cross-sales of bank and insurance products

Moderator: Joan Cleveland, Senior Vice President Business Development, Prudential Financial

Panelists: Christopher P. Funk, Sales Director, Great West Life & Annuity Insurance Company
Tony Ianni, National Sales Director, Financial Institutions, OneAmerica
Craig Simms, Senior Vice President – Marketing, Vantis Life Insurance Company

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