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ABA Bank-Insurance Sales Conference

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

BISC Conference

Overview  |  Registration  |  Program  |  Hotel & Venue  |  Activities 

2018 Program Schedule In the Works

If you’d like to submit a proposal to speak at the 2018 conference, please contact Deanne Marino or 1-800-BANKERS ext. 5072.

2017 Program Schedule

Monday, September 11
8:30 am – 11:30 am St. Augustine Sailing Tour
9:30 am Shotgun Start 2017 Golf Tournament
2:00 pm – 6:00 pm Conference Registration Open
3:00 pm – 3:30 pm 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 2017. Hear how attendees plan to take advantage of the breadth and depth of educational and networking opportunities.

Ray Smith, Renasant Bank
Dawn Goldbacher, Prudential Financial Incorporated
3:30 pm – 4:30 pm General Session:
Simple Math: The Open Secret of the Demographic World
Sponsored by Affinion

​Ken Gronbach is an internationally respected demographer who has been able to forecast societal, commercial, economic, cultural and political phenomena with uncanny accuracy. Ken’s unusual blend of marketing savvy and common sense demography, based on twenty years of proprietary demographic study, set him apart. Attendees will take away immediately usable information from his presentation.


Kenneth W. Gronbach
​4:30 pm - 5:15 pm ​Milkshakes and Mingle Plus Book Signing in the Marketplace
Sponsored by Affinion, pick up your copy of Ken Gronbach's book and have it personally signed by Ken.
​5:15 pm - 5:45 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 Kirk Jensen and our bank insurance GR lead, Sarah Ferman.

Sarah Ferman, American Bankers Association, moderator
Scott Woods, Fisher Brown Bottrell Insurance, Inc. (Trustmark Bank)
Kirk Jensen, Key Insurance and Benefits Services, Inc.
Larry Seyfried, American Bankers Association
5:45 pm – 6:45 pm Reverse Exhibit Hall Introduction
Get a quick introduction to many potential partners in this 45-minute session.
5:45 pm - 6:45 pm
Compliance Session: Flood Insurance, RESPA, and Lending-Related Insurance​ Issues
A panel of industry experts will discuss compliance related concerns that exists at the intersection of lending for both origination and loan servicing.  Topics covered will be lender placed insurance, flood, title and insurance affiliate relationships

Robert Cole, National Risk Brokerage
Patrick Sullivan, Assurant Specialty Property
Fedor Kamensky, Weiner Brodsky Kider PC
7:00 pm – 8:00 pm Opening Reception
​8:00 pm – 9:00 pm Evening Reception

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Tuesday, September 12
​7:30 am Registration
8:00 am - 8:30 am Continental Breakfast in Foyer
8:30 am – 9:30 am Concurrent Session Series 1
  • Tracks: Commercial Lines P&C, Personal Lines P&C
    Session: To Own or Outsource: The Question Vexing Bank Operations?
    We all agree insurance is a natural product extension for bank and finance providers. The question becomes how to determine the ideal path for rolling out a profitable program. In this session, Answer Financial will deconstruct the differences between bank-owned and outsourced agency services, highlighting the distinct and varying benefits and drawbacks of these options. The discussion will reveal issues insurance agencies face with product and carrier availability, and provide expert guidance on how to successfully weather the storm when carriers reduce their underwriting appetites.

    Tom Capp, Answer Financial
  • Track: Employee Benefits
    Session: Death of ACA? Not So Fast!
    The Affordable Care Act has been the subject of contention over the last year - with no changes made and none in sight. Get the latest update on what may be coming in the next year and what the implication will be for insurance customers.

    Dario Campolattaro, Summit Insurance Services
    Kevin McKechnie, American Bankers Association
  • Track: Voluntary Protection Products
    Session: Insurance Awareness Campaigns
    In today’s fast-paced environment, how can you make sure that consumers are going to see your messages? And how can you do that in a reliable and compliance-friendly manner? Come and listen to innovative ways to ensure that you can reach consumers.

    Matt Derrick, Life Happens
    Kristi Nelson, Securian Financial Group
  • Track: Insurance in Wealth Management
    Session: 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.

    Jack Cramer, Cramer & Associates, moderator
    Joe Plut, Edward Jones
    Mike Strickland, Wheatland Advisors, Country Club Bank
    William Wright, Financial Professionals Group
    J.D. Miller, Prudential
    Dawn Golbacher, Prudential
  • Track: Compliance
    Session: Incentive Compensation and Sales Practices
    Variable compensation is a core part of the insurance distribution system - no matter the product line. How can banks ensure their insurance programs are structured carefully to meet regulatory requirements and safeguard their customers?
9:30 am – 10:15 am Coffee Break in the Marketplace Open
10:15 am – 11:15 am Concurrent Session Series 2
  • Track: P&C Commercial Lines and Employee Benefits
    Session: Growing your business with the use of Data & Analytics
    When leveraged appropriately, data and analytics have the power to provide a meaningful, actionable insight in to your business — including a path to growth and profitability. During this engaging session, join industry expert Michael Cormier to discuss:
    • Understanding what the leaders do
    • Turning raw data into business intelligence and insight
    • Tapping the power of Data
    • Looking forward: where is insurance going?
    Michael Cormier, RiskMatch Inc.
  • Track: Insurance in Wealth Management
    Session: Winning in the Age of Digital Transformation
    ​How new technologies will impact wealth management insurance delivery in the 21st century​

    Dr. Betty Moon,
    Senior Principal, Financial Services Industry Advisor, SAP
  • Track: Voluntary Protection Products
    Session: Turning Big Data into Business Opportunities
    Providing excellent customer service is critical to every business-to-consumer relationship, and banks are no exception.  But the challenge of absorbing all of the important information obtained through customer interactions, and then turning that information into actions for improvement can sometimes feel overwhelming. Attendees will learn about important tools and techniques that can be employed to turn that abundance of everyday data into actionable items, and then championing that through their organizations to bring about positive change.

    Jonathan Seem, SVP, Business Development - New Channels, HomeServe
    Keith Richmond, Director of Client Reporting and Analytics, Affinion Group
  • Track: P&C Commercial Lines and Personal Lines
    Session: Leveraging InsurTech for Commercial & Personal Lines Sales
    Insurtech company Coverhound has a new approach that may yield new opportunities for banks selling insurance - particularly those interested in direct marketing. Join Coverhound and PNC as they discuss the use case scenarios for personal and small commercial lines P&C sales.

    Sara Webb, PNC
    Keith Moore, Coverhound
  • Track: Compliance
    Session: HIPAA and Personal Health Information

    Doug Anderson, Squire Patton Boggs
11:15 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.

Mark Schmiel, President, Bremer Insurance Agencies
Jim Campbell, Principal, Reagan Consulting
Alfio Carroccetto, Senior Consultant, Omnia Group
12:15 pm – 1:00 pm Lunch Served Innovation Session
First ever at ABA: hear from insurance startups about new opportunities before they hit the market. Loosely based on the popular “Shark Tank” TV show format, audience members will hear pitches and ask questions before providing feedback on the pitch in the form of a mock investment.

Anita Sathe, Coverhound
Keith Moore, Coverhound
Gautham Peddibhotla, RE-Sure
Nabil Aidoud, InsuranceMenu
David Beall, Serious Social Media
1:00 pm - 1:45 pm Coffee Break in the Marketplace Open
Meet our innovators and all of the sponsors and partners in this marketplace break.
2:00 pm – 3:00 pm Concurrent Session Series 3
  • Track: Insurance in Wealth Management
    Session: One Size Does Not fit All ... What's the Right Fit for Your Bank Life Insurance Distribution

    Peter J. Boucher, CLU, ChFC, MassMutual Financial Group (Moderator)
    Robert H. Chewning, Wells Fargo Advisors
    David DaSilva, MassMutual Financial Group
    Jamie Hopkins, American College

  • Track: Commercial Lines P&C, Employee Benefits
    Session: Using Captives with Commercial & EB Clients - and Your Bank
    Many commercial insurance practitioners have familiarity with captives as a strategy but have not used them with clients — or with their own financial institution. This session will go over the basics of captive arrangements and discuss several examples.
    Danny Plante, Towne Insurance
    John Ferrara, Ernst & Young
  • Track: Personal Lines P&C, Voluntary Protection Products
    Session: Customer Service in a Digital Age
    Understand how innovations within the insurance industry focus all too often on the emotional side of marketing, with much less emphasis on customer service.

    Caitlin Moling, Mintel
  • Track: Compliance
    Session: Identifying and Controlling Ever-Present UDAAP Risks
    Risks of unfairness and deception claims lurk behind every advertisement and user experience, and across every channel. This breakout session will provide specific tactics to identify and contain UDAAP risks using a series of interactive hypotheticals. Dealmakers, marketers, and compliance professionals will leave empowered to identify and control the ever-present UDAAP risks that lurk behind every deal.

    Adam Maarec
    , Davis Wright Tremaine
2:45 pm - 3:15 pm Marketplace Mingle with the Sponsors
3:15 pm - 5:00 pm Study 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
  • Large & small institution employee benefits
  • Voluntary protection products
  • Debt cancellation
  • Large & small institution insurance in Wealth Management
​3:00 pm - 5:00 pm ​Compliance Session
  • The Basics of Insurance Compliance
    Review updates to ABA's Handbook of Bank Insurance Compliance with the authors, McIntyre & Lemon, PLLC

    Chrys Lemon, McIntyre & Lemon, PLLC
5:00 pm - 6:00 pm Evening Break
6:00 pm Reception

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Wednesday, September 13
​7:00 am Registration
7:30 am – 8:15 am Continental Breakfast in Foyer
8:15 am – 9:15 am Concurrent Session Series 4
  • Tracks: Employee Benefits, Commercial Lines P&C
    Session: Foolproof Engagement of Your Business Owner Clients​
    Leverage emotion, not product. Learn how the use of outbound, digital video motivates business owners to take action. These systems drive revenue while increasing the bank’s retention with these vital customers. You’ll also receive a roadmap that details a succession planning strategy you can implement immediately. Learn how the use of outbound, digital video motivates business owners to take action. These systems drive revenue while increasing the bank’s retention with these vital customers. You’ll also receive a roadmap that details a succession planning strategy you can implement immediately.

    Jerry Mainardi, Client Success Officer, SellingTechnologies

  • Track: Voluntary Protection Products
    Session: Successful Debt Protection Product Launch - 2017
    Credit insurance and debt cancellation are a common entry point into insurance for banks. Enforcement actions related to marketing practices changed the perception of the risk profile for the products for some financial institutions. These and many others continue to support the protections that their customers believe are a critical part of their financial portfolio.

    This session will explore current practices for businesses that continue to market these products and the partnership that develops with risk management and compliance that helps to ensure they mitigate risks to customers and the financial institution.

    Coleen Williams, Product Manager, Ancillary Credit Products, Arvest Bank
    Andrea Bower, The Plateau Group

  • Track: Insurance in Wealth Management
    Session: Personal Lines Cyber-Insurance
    Protecting the cyber-risks of high net worth clients​

    Irene Blumberg, HSBC Insurance Agency
    Jordan Arnold, AIG
    Alex Horowitz, AIG Private Client Group

  • Track: Compliance
    Session: TCPA - A Review of Recent Litigation
    Lawsuits are on the rise for the Telephone Consumer Protection Act. Learn what your institution can do to ensure you are not a target.

    Eric Troutman, Dorsey & Whitney LLP
9:15 am – 9:45 am Breakfast in the Marketplace
9:45 am – 11:30 am General Session: 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.

Jacinda Oberdick, PNC
Sara Webb, PNC
Krista Shonk, American Bankers Association
Robert Goss, Life Quotes Incorporated
11:30 am  Conference Ends

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