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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 

Schedule at-a-Glance


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
Committee members and the council are mixed around the room so that each table has a mix of product types and banks/vendors.


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

By invitation only

9:00 am – 10:00 am Individual committee meetings
  • Insurance in Wealth Management
  • Compliance
  • P&C/EB
  • Voluntary Protection Products

By invitation only

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

Create your plan of attack for taking full advantage of the new Bank Insurance Sales Conference. Join the conference chairs as they review some of the changes for 2018. Hear how attendees plan to take advantage of the breadth and depth of educational and networking opportunities.


  • 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 - great time to meet with potential partners
12:30 pm – 1:00 pm Mimosas and mingle in the marketplace
12:30 pm – 1:00 pm General Session

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

Keynote: CIO Address – Cybersecurity and risk management
Join ABA member’s Chief Security Officer and a national security intelligence guest for an engaging discussion of real life data protection issues. You’ll hear what banks and their insurance sales teams should be doing to mitigate risks and safeguard customers.

Sponsored by Affinion

2:00 pm - 2:45 pm Government Relations and Advocacy Update
Get an update on the latest issues that will impact your insurance distribution business from ABA lobbyist Larry Seyfried, Government Relations Committee Chair Scott Woods, ABA Government Relations Advocacy Committee member Robert Cole and our bank insurance GR lead, Sarah Ferman.


  • Sarah Ferman, American Bankers Association, moderator
  • Scott Woods, Fisher Brown Bottrell Insurance, Inc. (Trustmark Bank)
  • Robert Cole, National Risk Brokerage
  • Larry Seyfried, American Bankers Association
2:45 pm – 3:15 pm Marketplace break
3:15 pm - 3:45 pm Five Technology Forces that are Disrupting Insurance Sales

The rapid advancement of digital technologies is driving an immense increase in consumer expectations. Financial institutions, and their insurance partners, must quickly evolve to meet the demands of this digital shift. Dr. Betty Moon, SAP Financial Services Industry Principal and a leading expert in bank insurance and investment distribution, will examine the five technology forces that are disrupting our industry.


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


  • Sara Webb, PNC, Chair, 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. For 45 minutes, you’ll maximize your meetings—and even take a load off. The end result is more one-on-one conversations, new relationships and a jumping point for your next venture.

Compliance Peer Session
Get to know the other compliance leads that are at the conference and the compliance and risk management experts that will be delivering sessions and moderating panels.

5:00 pm – 6:00 pm Opening Reception
6:00 pm – 8:00 pm Dinner on your own – great 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.

    • Clay Dean, First Mid Insurance Group
    • Dennis Boyle, Univest Insurance
  • 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 leveraging technology to grow their business.

    • Analicia Geisen, BBVA Compass
    • Alex Null, Suntrust
    • Dennis Boyle, Univest Insurance
    • Clay Dean, First Mid Insurance Group
  • Track:
    Voluntary Protection Products
    This panel session will show how banks of all sizes are generating non-interest income through insurance sales.

    • Jim Stuncard, Dollar Bank
    • Coleen Williams, Arvest
    • Mark DeLoach, PNC
    • Elizabeth Johnson, Securian
  • Track: Compliance
    Mind the Gap
    Assembling teams to ensure effective compliance for insurance sales – first line, second line and beyond.


    • Rick Freer, American Bankers Association
      • Chrys Lemon, McIntyre & Lemon
9:00 am – 9:45 am Concurrent Session Series 2
  • Track: Property & Casualty/EB
    Effectively Marketing Personal Lines to Mortgage Lending Customers
    Leveraging both data and relationships with bank colleagues to reach bank customers with personal lines insurance products.
  • Track: Insurance in Wealth Management
    Increasing Advisor Penetration
    The front line of implementing insurance solutions for high net worth clients is the advisor. Participate in a discussion about winning the hearts and minds of advisors to attain deeper penetration - and broader coverage of client risk needs.


    • Joe Plut, Edward Jones
  • Track: Voluntary Protection Products
    Insurance 2.0: Reimagining direct marketing in the consumer age
    The insurance industry is approaching a scale of transformation that is fundamentally changing the paradigm under which carriers operate. No longer content to purchase policies only to collect dust, consumers expect regular touch points and demonstrable value.  As such, 2018 has been a year marked by a profusion of service-focused AI, mega-mergers, and experimental products. But how are carriers communicating this collective facelift? And in what ways is this innovation mandate translating to direct marketing strategies? This presentation will review new and creative campaigns insurers are designing to both win and build long-lasting relationships with consumers. 

    • Caitlin Moling, Mintel
  • Track: Compliance
    Managing Personal Information: HIPAA, GDPR, PCI and Privacy Taxonomies
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
    Join Reagan Consulting for a review of a big year in the bank M&A space - and some thoughts on what is to come.

    • Jim Campbell, Reagan Consulting

  • Track: Voluntary Protection Products
    Credit Protection Products: An Update

    •  Carmen Effron, CF Effron Company
  • Tracks: Compliance and Insurance and Wealth Management
    Managing the new "best interest" environment
    When the DOL Fiduciary Rule was vacated – with parts of it still intact – several states and the National Association of Insurance Commissioners took action to develop best interest standards for their states. At long last, the SEC has released a proposal focused on securities distribution, including variable insurance products. Overlapping – and different – standards, rules that are not final, and legislative efforts have combined to create uncertainty for insurance and annuities distribution – particularly in the wealth management context. Two bank-affiliated leaders will discuss how their institutions are managing the uncertainty and creating a context where their staff can deliver solutions for their customers.

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.

  • Julia Gregg Kramer, BXS Insurance
  • Kenny Parker, Money Concepts
  • Tonya DeVane, Omnia Group
12:15 pm - 1:15 pm Lunch Served Innovation Session
First ever at ABA: hear from insurance startups about new opportunities before they hit the market.
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
6:00 pm – 8:00 pm Dinner on your own – great 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

The State of Bank Insurance Distribution
ABA's ambitious white paper analyzing the state of bank insurance distribution is released today. Come to hear from the experts that conducted the investigation - and some of the key players in the industry.

Third Party Oversight and Vendor Management: A Key Partner in Bank Insurance Sales
Most banks have instituted rather 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. But a partnership – for partnering – is a better approach that will pay off in customer benefit and profitable vendor relationships.


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

More Information


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