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ABA Bank Insurance Sales Conference

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

Conference image

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 Closing General Session
Reverse Exhibit Hall Marketplace Open  
Compliance Session Peer Groups  
Opening Reception Compliance Sessions  
  Evening Reception  

 

2018 Program Schedule

NEW THIS YEAR: Four tracks to focus your conference experience. Mix and match to fit your business needs.

  • Property & Casualty/EB
  • Insurance in Wealth Management
  • Voluntary Protection Products
  • Compliance
 

 Full Program

 

Monday, October 15  |  Tuesday, October 16  |  Wednesday, October 17

Sunday, October 14, 2018
4:00 pm – 6:00 pm Bank Insurance Council Meeting
All early arrivals are invited to join the Bank Insurance Council for a reception and dinner.
6:00 pm – 8:00 pm Bank Insurance Council Dinner
All early arrivals are invited to join the Bank Insurance Council for a reception and dinner.

Monday, October 15, 2018
7:30 am – 8:30 am Townhall Meeting and Breakfast with Committees
By invitation only

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
9:00 am – 10:00 am Individual Committee Meetings
By invitation only
  • 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.
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
1:00 pm – 2:00 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.

Speaker:

  • Sarah Ferman, 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

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 to 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.

​4:00 pm - 4:45 pm 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
5:00 pm – 6:00 pm 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
7:30 am – 8:15 am Power Breakfast
8:30 am – 9:15 am CONCURRENT SESSION SERIES 1

Track: Property & Casualty/EB
Hiring and Retaining Top Sales and Service Talent
Julia Kramer’s 25 years of leadership and human resources experience – including her current role at BancorpSouth Insurance Services – have put her into contact with hundreds of insurance agencies struggling with attracting and retaining sales and service talent. In her presentation, she distills that experience into a series of hiring reality checks and then an understanding of what kinds of issues are avoidable – and unavoidable – that lead to lost staff.

Speakers:

  • Julia Kramer, BancorpSouth Insurance Services

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: Voluntary Protection Products
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

Track: Compliance
The Three Lines of Defense: 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 employees 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
9:30 am – 10:15 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 penetration - and broader coverage of client risk needs.

Speakers:

  • Brad Meyer, 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 Incentive Compensation

Speakers:

  • Lesley DeRamus, Bradley
  • Rick Freer, American Bankers Association
10:15 am - 10:45 am Marketplace Break
10:45 am – 11:30 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:

  • Mark DeLoach, PNC
  • Carmen Effron, CF Effron Company
  • Jim Stuncard, Dollar Bank
  • Brian Talbot, Zions Bank

Tracks: Compliance; Insurance in 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 annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

  • David Hollingsworth, AALU
  • Clark Smith, SunTrust
  • Stacey Fawley, Huntington
  • David Kopelcheck, LifeMark Partners

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 Lunch / 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.

Speakers: 

  • ​(Moderator) Dario Campolattaro, CEO, Summit Insurance Services, LLC
  • Megan Brandt, Program Manager, Global Insurance Accelerator
  • David Goldberg, VP, Data Analytics, Prudential
  • Dawn Le Blanc, Managing Director, Hartford InsurTech Hub @ Startupbootcamp

Sponsored by Prudential

1:15 pm - 2:00 pm Marketplace Break
2:00 pm - 4:00 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
4:00 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

Back to top

Wednesday, October 17, 2018
7:30 am - 8:15 am Flood Insurance Power Breakfast
What effect have Hurricane Harvey and Irma had on the banking and insurance industry? During this time of legislative and regulatory uncertainty for the National Flood Insurance Program (NFIP) and private flood, please join us for a discussion on what we can expect during the coming months and years. Please join us for breakfast and hear from lead industry experts discuss the state of flood insurance in the legislative and regulatory environment and how recent hurricanes have affected the industry.   
  • Moderator: Patrick Sullivan, Industry Relations and Compliance, Assurant, Inc.
  • Robert Cole, Executive Vice President, National Risk Brokerage

  • Kathleen Dufraine, Managing Director, JPMC
  • Paul Kangas, Vice President, Federal Policy and Government Affairs, Assurant, Inc.
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.

Speaker:

  • Chris Seebeck, BB&T

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
  • Kelly Hails, Bradley
  • Jacinda Oberdick, PNC
  • Sara Webb, PNC, Chair, Bank Insurance Council
10:00 am Conference Ends

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 Concurrent Session Tracks

 

Property & Casualty/EB  |  Insurance in Wealth Management  |  Voluntary Protection Products  |  Compliance

Property & Casualty/EB

Tuesday, October 16 Concurrent Sessions

Series 1 -
8:30 am –  9:15 am

Hiring and Retaining Top Sales and Service Talent
Julia Kramer’s 25 years of leadership and human resources experience – including her current role at BancorpSouth Insurance Services – have put her into contact with hundreds of insurance agencies struggling with attracting and retaining sales and service talent. In her presentation, she distills that experience into a series of hiring reality checks and then an understanding of what kinds of issues are avoidable – and unavoidable – that lead to lost staff.

Speakers:

  • Julia Kramer, BancorpSouth Insurnace Services

Series 2 -
9:30 am – 10:15 am

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

Series 3 -
10:45 am – 11:30 am

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

Insurance in Wealth Management

Tuesday, October 16 Concurrent Sessions

Series 1 -
8:00 am – 9:15 am

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

Series 2 -
9:30 am – 10:15 am

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 penetration - and broader coverage of client risk needs.

Speakers:

  • Brad Mayer, Edward Jones

Series 3 -
10:45 am – 11:30 am

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 annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

  • David Hollingsworth, AALU
  • Clark Smith, SunTrust
  • Stacey Fawley, Huntington
  • David Kopelcheck, LifeMark Partners


Voluntary Protection Products

Tuesday, October 16
Concurrent Sessions

Series 1 -
8:30 am – 9:15 am

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

Series 2 -
9:30 am – 10:15 am

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

Series 3 -
10:45 am – 11:30 am

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:

  • Mark DeLoach, PNC
  • Carmen Effron, CF Effron Company
  • Jim Stuncard, Dollar Bank
  • Brian Talbot, Zions Bank

Compliance

Tuesday, October 16
Concurrent Sessions

Series 1 -
8:30 am – 9:15 am

The Three Lines of Defense: 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 employees 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

Series 2 -
9:30 am - 10:15 am

Managing Incentive Competition

Speakers:

  • Lesley DeRamus, Bradley
  • Rick Freer, American Bankers Association

Series 3 -
10:45 am – 11:30 am

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 annuities distribution, particularly in the wealth management context, that resulted in new standards.

Speakers:

  • David Hollingsworth, AALU
  • Clark Smith, SunTrust
  • Stacey Fawley, Huntington
  • David Kopelcheck, LifeMark Partners
​4:00 pm - 4:45 pm 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.

Back to top

 

 More Information

 

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