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2008
Program
Monday,
September 22, 2008
1:00—6:30
P.M.
Registration Open
3:00—4:00
P.M.
Early Bird Session
Early
Bird 1 CI Basics
Mary Grahovac, ACS, Regional Sales Vice President,Life & Annuity Division,
Protective Life
Entering
the CII market? Still on the fence? This session is for you! Come learn about
CII product design, features and issues and see what needs are driving the
product in today’s emerging market.
4:15—5:15
P.M.
Early Bird Session
Early
Bird 2 Perspectives on the Market: The 2008 NACII/GenRe CI Market Survey: The
Data and Its Interpretation
Barry D. Eagle, Vice President, Marketing, Gen Re Life Health
Hot
off the press! Come see up-to-the-minute information on the U.S. Critical
Illness marketplace as revealed in the 2008 Industry Survey co-sponsored by
NACII and Gen Re.
5:30—6:30
P.M.
Welcome Reception
Come
meet and connect with your fellow conference participants to set the stage for
a powerful and interactive conference. See you there!
Tuesday,
September 23, 2008
7:15
A.M.—5:00 P.M.
Registration Open
7:15—8:15
A.M.
Continental Breakfast
8:15
A.M.
Welcome
Kenneth
J. Smith, CLU, President, NACII Board of Directors and Director of Critical
Illness and Disability Income, Assurity Life
Sheila
Matheson, FLMI, Program Co-Chair and Vice President, NACII Board of Directors,
and Vice President, CI Marketing, Optimum Re Insurance Company
Mary
Grahovac, ACS, Program Co-Chair and Secretary, NACII Board of Directors, and
Regional Sales Vice President, Life & Annuity Division, Protective Life
8:30—9:30
A.M.
General Session 1
Keynote
Speaker
Dr. Marius Barnard, “The Father of Critical Illness
Insurance,” will present his views on the important nature
of the industry. Read Dr. Barnard's biography here. |
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Three
Firsts and a Fourth
Marius Barnard, M.D.
Dr.
Marius Barnard presents the motivating and inspiring story of his lifelong
journey from missionary’s son to founding father and constant promoter of
Critical Illness Insurance. Join us as Dr. Barnard explains why his work with
Critical Illness Insurance throughout the world is his greatest legacy and a
gift to all of us.
In
1967, Barnard assisted his brother Christiaan, during the first successful
heart transplant. While performing life-saving operations in South Africa, Dr.
Barnard found it difficult to accept that his patients were, in many cases,
unable to return to employment for health reasons, and that their families
often suffered tremendous financial hardships.
In
1983, Dr. Barnard developed the world’s first Critical Illness Insurance (CII)
policy in conjunction with an insurance company in South Africa. The product
is now available in many countries around the world. In recent years, through
various insurance companies, CII has
been introduced in Canada, Ireland, and the United Kingdom. Dr. Barnard
continues to help introduce this leading-edge product to consumers in the
United States and other parts of the world as well.
Today,
Dr. Barnard leads the world in developing insurance policies that help
patients better cope financially after a traumatic illness. An international
speaker, Dr. Barnard has been published extensively on both medical and
non-medical topics. In 1997, Dr.
Barnard
was himself diagnosed with cancer and added a new title to his long list of
accomplishments: cancer survivor.
| Dr. Barnard's appearance at
the conference is sponsored by: |
| Platinum Sponsors |
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9:30—9:45
A.M.
Refreshment Break
9:45—10:45
A.M.
Concurrent Sessions (Choose
One)
1.1
Perspectives on Training the Agent
Michael
Dawson, Director, Critical Illness Insurance, Manulife Financial
Robert
J. Schmitz, Senior Vice President, Sales & Marketing, Colorado Bankers
Life Insurance Company
Learn
how to help agents sell CII by incorporating new training approaches and
point-of-sale materials. See how one company built successful distribution by
engaging and sustaining agent commitment to the product.
1.2
The Balancing Act — Sizzle without Suicide
Moderator:
Janet Buzil, Second Vice President, Marketing & Product Management,
Trustmark Voluntary Benefit Solutions
Scott
N. Brown, FLMI, Director, Product Development, Unum
Barry
Petruzzi, FSA, MAAA, Second Vice President, Group Life and Disability SBU,
Guardian Life Insurance Company
A.
J. Tyll, FSA, MAAA, Second Vice President and Actuary, Trustmark Voluntary
Benefit Solutions
Can
we create exciting products and features that meet market needs without
causing unacceptable financial stress to the underwriting carrier due to
unexpected claims? Come and learn how it can be done.
10:45—11:00
A.M.
Refreshment Break
11:00
A.M.—12:00 P.M.
General Session 2 What Were They Thinking?!?!
Sheila
Matheson, FLMI, Vice President, CI Marketing, Optimum Re Insurance Company
David
J. Pavletich, CLU, FLMI, Principal, Sound Insurance Practices LLC
With
a contribution from a very special guest
Come
examine the decisions and events that shaped the history of CII, including its
mistakes, disasters, and interesting miscues. The learning curves and
“aha” moments will fascinate, intrigue and even amuse you!
Sheila
Matheson represents Optimum Re Insurance Company in all U.S. Critical Illness
markets. Her experience with the CI product includes all aspects of product development,
management and marketing and spans more than a dozen years in North American
markets in insurance, reinsurance and consulting.
Dave
Pavletich served as President and CEO of Colorado Bankers Life Insurance
Company from 1998 to his retirement in April 2007 following 43 years in the
insurance industry. He has been involved with the CI product since Colorado
Bankers, one of the U.S.
product pioneers, launched its first CI product more than 10 years ago.
12:00—1:30
P.M.
Luncheon
1:30—2:30
P.M.
Workshop Sessions
(Choose
One)
2.1
Selling CI as a Complement to Other Products
Stephen
F. Rowley, Vice President, Risk Management, Gen Re LifeHealth
Kenneth
J. Smith, CLU, Director of Critical Illness and Disability Income, Assurity
Life
Learn
how to package and sell CII with other products! CII complements life and
health insurance, investment products and disability income coverage. Find out
how packaging CI with another product can help reluctant agents sell CII
protection.
2.2
Risk Selection — Fast, Faster, or Not At All!!
Sandy
Clifford, Vice President, Administration, Sagicor Life Insurance Company
William
Dickover, CLU, ChFC, FALI, FLMI, Senior Director, Product Development, USAble
Life Insurance Company
Darrell
Spell, FSA, MAAA, FLMI, Consulting Actuary, Milliman – Tampa
Speed
vs. risk: what are the tradeoffs? We’ll address the implications of
streamlining underwriting practices, the available approaches, and discuss how
carriers can evaluate the tradeoffs.
2:30—2:45
P.M.
Refreshment Break
2:45—3:45
P.M. Workshop Sessions
(Choose
One)
3.1
How to Get BGAs, MGAs and Other Distribution Models to Get Behind CII
Joe
Wellman, Assistant Vice President, Living Benefits & Distribution, Canada
Life
Michelle
Douvia, Director, Life Marketing – Product Development, Farmers New World
Life
Come
explore successful techniques and services that get BGAs and MGAs committed to
the CI product and hear how one company has accessed and engaged their P&C
distribution to sell CII protection.
3.2
Challenging Claims and Their Resolution
Jean-Marc
Fix, FSA, MAAA, Vice President, Claims and Research & Development, Optimum
Re Insurance Company
James
M. Mayfield, Director, Accident, Health & Cancer Claims, Colonial Life
Elizabeth
C. Mays, CLU, ChFC, REBC, Assistant Vice President, Unum
CI
policies clearly define the circumstances under which the benefit becomes
payable, but it is not always a simple process. Come explore typical—and not
so typical—claim time challenges and real-life examples of successful
resolutions.
5:00—6:00
P.M.
Networking Reception
Sponsored by NACII
Enjoy
this opportunity to discuss the events of the day and make plans for the
evening in exciting Las Vegas.
Free
Evening to Enjoy Las Vegas
Wednesday,
September 24, 2008
7:30—9:45
A.M.
Registration Open
7:30—8:30
A.M.
Continental Breakfast
8:30—9:30
A.M.
Workshop Sessions
(Choose
One)
4.1
Critical Illness: Trends and Predictions
Michelle
Dyke, FSA, MAAA, FLMI, Consulting Actuary, Milliman – Tampa
John
Kidder, FSA, MAAA, Principal, Kidder, LLC
Contributor:
Nick Kirwan – Association of British Insurers
Examine
the patterns that have developed in submitted CI claims and review the changes
in the population data used to price CI policies. Hear predictions about what
we might expect in the near future. Nick Kirwan of the UK will provide
additional insights on these
trends based on his international observations and experience.
4.2
Selling CI in the Group/Worksite World
W.
Michael Thomas, CFP, CLU, ChFC, RFP, Principal, The Investment Guild Insurance
Agency Inc.(a division of Groupworks Financial Corp.)
Janet
Buzil, Second Vice President, Marketing & Product Management, Trustmark
Come
see two perspectives on selling CI in the Group/Worksite market: the home
office marketing and product management responsibility, and the producer who
is bringing the product to employers and their employees.
9:30—9:45
A.M.
Refreshment Break
9:45—11:00
A.M.
Keynote Address
General
Session 3
Getting the Message Across — How to Make It Happen!
Nick
Kirwan, Assistant Director, Health and Protection, Association of British
Insurers (ABI)
In
this exciting conference wrap-up, Nick Kirwan will use video, TV and audio
clips to illustrate his message of how to motivate agents, persuade consumers,
advertise the product and manage the media. You will see everything from
successful UK TV ads and marketing materials, to media coverage of declined
claims.
Nick
Kirwan is Head of Health and Protection at ABI. Before joining ABI, he spent
25 years in the financial services industry where he held a number of senior
positions with market leading protection insurers in the UK and acted as Chair
of the ABI’s influential Protection Committee. Most recently, Kirwan was
Protection Market Director at Scottish Widows, the number one life and
critical illness insurer in the UK bancassurance market. Before that, he was
Head of Marketing and Proposition Development at Scottish Provident, then the
undisputed protection market leader in the intermediary distribution channel,
and winner of the coveted “Critical Illness Provider of the Year” award
for seven years running. In growing protection sales and market share in the
bancassurance and intermediary
channels, his track record speaks for itself.
Kirwan
is known for his passion about the protection market and he has always taken
an active role in addressing key industry issues and growing the market. He
was the driving force behind the introduction of standard critical illness
definitions and also behind the latest industry measures designed to improve
consumer confidence in the UK critical illness market. These achievements have
been recognized. He was the UK Protection Industry Personality of 2007 and was
also the winner of the Health Insurance Personality of the Year Award for
2007. He frequently acts as an industry spokesman on the health and protection
market and related issues.
11:00—11:15
A.M.
Closing Remarks
11:15
A.M.
Conference Adjourns
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