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ABA Bank Insurance Sales Conference

October 15-17, 2018 • The Scott Resort & Spa • Scottsdale, Arizona

ABIA Conference

Overview  |  Registration  |  Program  |  Hotel & Venue  |  Activities  | Corporate Sponsors

Schedule at-a-Glance

 

MONDAY
OCTOBER 15
TUESDAY
OCTOBER 16
WEDNESDAY
OCTOBER 17
Registration Opens Power Breakfast Power Breakfast
New Attendee Welcome Concurrent Session Series Concurrent Session Series
Reverse Exhibit Hall
Marketplace Open
Compliance Sessions
Compliance Session
Peer Groups
Closing General Session
Opening Reception
Compliance Sessions
Evening Reception

 

2018 Program Schedule

 

Sunday, October 14, 2018
4:00 pm – 6:00 pm Bank Insurance Council Meeting
By invitation only
6:00 pm – 8:00 pm Bank Insurance Council Dinner
By invitation only
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Monday, October 15, 2018
7:30 am – 8:30 am breakfast Townhall Meeting and Breakfast with Committees
The Bank Insurance Council will hold a moderated discussion of top issues facing bank insurance sales. You'll join a table of diverse geographies and product sets to make the most of the discussion.

Facilitator:

  • Dario Campolattaro, Summit Financial, Immediate Past Chair, ABA Bank Insurance Council

By invitation only

9:00 am – 10:00 am Individual committee meetings
  • Insurance in Wealth Management - Bank wealth leaders must know how to best manage change. Discussions will range from ways to address regulatory change as an industry, to what information and resources will help insurance leads adapt.
  • Compliance - Identify new resources you will need to get the job done right. ABA's Handbook of Bank Insurance Compliance and topical webinar series help bring you expertise on today's best tools for your business.
  • Property & Casualty/EB - Whether your key challenge is working with bank partners or adapting to new accounting rules, this group covers it all — and looks for ways to get members in touch with resources that can help.
  • Voluntary Protection Products - Getting insurance into the broadest set of consumer hands through bank distribution is the lead effort for this committee. Whether insurance and risk protection is delivered alongside traditional bank products or direct marketed to a massive audience, this group is developing tools to attract more banks to insurance sales.

By invitation only

10:00 am – 11:00 am Navigating the New Bank Insurance Sales Conference

Want to take full advantage of the new ABA Bank Insurance Sales Conference experience? Hear what's new in 2018 from the conference chairs, and chart your agenda for maximizing educational and networking opportunities.

Speakers:

  • Jim Stuncard, Dollar Bank
  • Dawn Goldbacher, Prudential Financial Incorporated
  • Mike Strickland, Country Club Bank
  • Scott Woods, Fisher Brown Bottrell
11:00 am – 12:30 pm Lunch on Your Own
An ideal time to meet with potential partners
12:30 pm – 1:00 pm Mimosas in the Marketplace
12:30 pm – 1:00 pm General Session

Chair address
Sara Webb
, PNC, Chair, Bank Insurance Council

Keynote: Cybersecurity, Risk Management, and Data Protection
An engaging discussion of real life data protection issues with members of the IT Security team at Affinion Group and a Senior Agent with the US Secret Service. You'll hear what banks should be doing to mitigate risks and safeguard customers. Sponsored by Affinion

Speakers:

  • Chris Dunning, VP IT & Chief Security Officer, Affinion Group
  • Brian McCabe, Senior Special Agent, US Secret Service
  • Kevin Santoro, Senior Director IT, Affinion Group
2:00 pm - 2:45 pm Election Update
Elections are around the corner, and the results can influence policies affecting banks that sell insurance and risk protection products. Get an inside peek into these election and what they mean for the future from ABA experts.
2:45 pm – 3:15 pm Marketplace break
3:15 pm - 3:45 pm Five Technology Forces that are Disrupting Insurance Sales

Financial institutions, and their insurance partners, must quickly evolve to meet new consumer expectations as the industry digitally transforms. Dr. Betty Moon, SAP Financial Services Industry Principal and a leading expert in bank insurance and investment distribution, will examine five technology forces tto pay attention to.

Speaker:

  • Betty Moon, SAP Financial Services
3:45 pm – 4:00 pm Reverse Exhibit Hall Warmup

Facilitators:

  • Sara Webb, PNC, Chair, ABA Bank Insurance Council
  • Scott Woods, Trustmark, Vice Chair, Bank Insurance Council
4:00 pm – 4:45 pm Reverse Exhibit Hall

The typical exhibit hall requires you to lap the entire hall to seek out vendors and partners that offer what you’re looking for. Here, we’ve switched it up to let the vendors come to you! Take a seat and enjoy a mix of bank-affiliated marketplace attendees in P&C, wealth management or voluntary protection products. The end result is more one-on-one conversations, new relationships and a jumping off point for your next venture.

Compliance Peer Session
Get to know fellow compliance professionals at the conference, as well as the compliance and risk management experts delivering sessions and moderating panels.

5:00 pm – 6:00 pm Opening Reception
6:00 pm – 8:00 pm Dinner on Your Own
An ideal time to meet with potential partners.

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Tuesday, October 16, 2018
7:00 am – 8:00 am Power Breakfast
8:00 am – 8:45 am Concurrent Session Series 1
  • Track: Property & Casualty/EB
    CRM Solutions
    A panel discussion on CRM integration with real-world examples on facing—and overcoming—technical challenges and achieving effective integration with bank partners.

    Speakers:
    • Dennis Boyle, Univest Insurance
    • Clay Dean, First Mid Insurance Group
     
  • Track: Insurance in Wealth Management
    Selling Insurance in Tech-forward Wealth Programs
    Technology is providing new and exciting ways to connect to customers, oversee advisors, and protect consumers. Learn how leading institutions are using technology to grow their business.

    Speakers:
    • Analicia Geisen, BBVA Compass
    • Betty Moon, SAP Financial Services
    • LeAnn Rummel, Cetera
    • Alex Null, Suntrust
     
  • Track:
    Overcoming the Hurdles... Off to the Races!
    How do they do it? Three bank insurance leads share the secrets of starting and growing their insurance distribution business: debt protection, credit insurance, life insurance and more. 

    Speakers:
    • Mark DeLoach, PNC
    • Elizabeth Johnson, Securian
    • Jim Stuncard, Dollar Bank
    • Coleen Williams, Arvest
  • Track: Compliance
    The Three Lines of Defnese: A Risk Management Framework
    This session will present a detailed look at how to develop, implement, and manage a risk management program, using a holistic approach that employes three functions within a bank-insurance enterprise: business unit operations, risk management, and audit. This session will explore how to handle risk via risk assessment and risk management, and how to tailor a program to fit any organization.

    Speakers:

    • Rick Freer, American Bankers Association
    • Edward Henseler, TowneBank
    • Chrys Lemon, McIntyre & Lemon
9:00 am – 9:45 am Concurrent Session Series 2
  • Track: Property & Casualty/EB
    Marketing Personal Lines to Mortgage Lending Customers
    Getting the right coverage in the hands of mortgage customers at the right time takes excellent partnerships. Learn how Berkshire Bank's First Choice Loan Services made it work for their customers by effectively using data and relationships.

    Speakers:
    • Terry Chung, First Choice Loan Services
    • Richard McCathron, Hippo Insurance
  • Track: Insurance in Wealth Management
    Increasing Advisor Penetration
    Advisors are the front line in implementing insurance solutions for high net worth clients. Learn to win the hearts and minds of advisors to attain deeper penetraion - and broader coverage of client risk needs.

    Speakers:

    • Joe Plut, Edward Jones
  • Track: Voluntary Protection Products
    Insurance 2.0: Direct Marketing in the Consumer Age
    No longer content to purchase policies only to collect dust, consumers expect regular touchpoints and demonstrable value.  With AI, mega-mergers, and experimental products defining 2018, how are carriers communicating this collective facelift? Review new and creative campaigns aimed at both winning and building long-lasting relationships with consumers.
     
    Speaker:
    • Andrew Davidson, Mintel
       
  • Track: Compliance
    Managing Personal Information: HIPAA, GDPR, PCI and Privacy Taxonomies
    "The Price is Right" meets "The Right Counsel" in this engaging session on privacy requirements and what recent litigation means for your business.

    Speakers:
    • Christie Corado, BB&T
    • Steve Serfass, Drinker Biddle & Reath LLP
9:45 am - 10:30 am Marketplace Break
10:30 am – 11:15 am Concurrent Session Series 3
  • Track: Property & Casualty/EB
    Bank Agency Mergers, Acquisitions, and Divestitures
    Get a review of a big year in the M&A space, and some thoughts on what is to come.

    Speaker:
    • Jim Campbell, Reagan Consulting

  • Track: Voluntary Protection Products
    Credit Protection Products: An Update
    ABA's recent survey on credit products is included in a new white paper on the state of bank insurance distribution. Dive deep into the details of the survey and answer some key questions: why is this important for our customers, why did we stop selling and more.

    Speaker:
    •  Carmen Effron, CF Effron Company
  • Tracks: Compliance and Insurance; Wealth Management
    Managing the New "Best Interest" Environment
    When the DOL Fiduciary Rule was vacated, several states and the National Association of Insurance Commissioners took action to develop best interest standards for their states. Discuss the current uncertainty for insurance and annuties distribution, particularly in the wealth management context, that resulted in new standards.
11:30 am – 12:15 pm General Session: Attracting and Retaining Talent
A central challenge for insurance distribution of all kinds is attracting people who are a good fit for the work they will be doing and then developing them, ensuring they will stay with the company. Addressing this challenge is part science and part art.

Speakers:
  • Tonya DeVane, Omnia Group
  • Julia Gregg Kramer, BXS Insurance
  • Kenny Parker, Money Concepts
12:15 pm - 1:15 pm The Future of InsurTech
Not sure how emerging technologies and innovations in insurance can best benefit your customers? Industry experts and startups discuss current InsurTech trends, how the banking industry can capitalize, and what business models seem to be gaining the most traction. Lunch will be served. Sponsored by Prudential
1:15 pm - 2:15 pm Marketplace Break
2:15 pm - 4:15 pm Peer Groups
Meet in small groups with bank-affiliated peers to discuss issues relevant to your business. If you have not yet discussed which group to participate in, get a list of groups meeting at the registration desk.
  • Large & small institution commercial P&C
  • Large & small institution personal lines
  • Employee benefits
  • Voluntary protection products
  • Debt cancellation/credit insurance
  • Large & small institution insurance in Wealth Management
  • Compliance
4:15 pm - 5:00 pm Evening Break
5:00 pm – 6:00 pm Reception
Take a walk on the wild side as you meet with colleagues at the La Boca Pool & Laguna Lawn. Sponsored by Mutual of Omaha
6:00 pm – 8:00 pm Dinner on Your Own
An ideal time to meet with potential partners

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Wednesday, October 17, 2018
7:00 am - 8:00 am Power Breakfast
8:00 am - 10:00 am General Session

Vice Chair address –
Scott Woods
, Trustmark, Vice Chair, Bank Insurance Council

Helping Customer-Facing Bank Staff Introduce Insurance
How do we get customer-facing bank staff motivated to introduce insurance? The answer is relevance. Join Chris Seebeck with BB&T Insurance Holdings to discuss how the promise of uncorrelated revenue streams starts with individuals who understand the relevance of insurance and can translate that to their consumers and business owners. 

Third Party Oversight and Vendor Management: A Key Partner
Most banks have strenuous requirements for managing partner relationships. As insurance sales is entirely a third party business, that role at the bank can be viewed as an adversary. See how a partnership is a better approach that will pay off in customer benefit and profitable vendor relationships.

Speakers:

  • Rob Goss, LifeQuotes
  • Jacinda Oberdick, PNC
  • Sara Webb, PNC, Chair, Bank Insurance Council
10:00 am Conference Ends

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​Program questions? Please contact Deanne Marino for more information.