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Final Program FINAL PROGRAM April 1-3, 2012 Hilton New York New York City Dear Colleague: Welcome to the IRI 2012 Marketing Summit! We are glad to have you here with us in the Big Apple as we examine the current issues impacting the industry, discuss the latest marketing and sales strategies and reinvent retirement. This year’s program features a robust lineup, including: Taking a look at investors’ new attitudes about retirement and retirement planning with Ken Dychtwald, Ph.D., President and Chief Executive Officer of Age Wave; Discovering how to create a unique and memorable experience for prospective and current clients that engages each in a personal way from Joe Pine, Co-Founder, Strategic Horizons, LLP; Exploring opportunities for innovation through new online mediums to grow your business and make your company relevant in today’s marketplace with Terry Jones, Founder and Former Chief Executive Officer of Travelocity.com and Chairman of Kayak.com; and Much more, including analysis of current trends in retirement income, new developments in social media and evaluating advisor best practices. We hope you enjoy your time with us at IRI’s 2012 Marketing Summit. If you are in need of anything while you are here, please feel free to stop by the registration desk in the West Promenade. Sincerely, President and Chief Executive Officer Insured Retirement Institute (IRI) www.myIRIonline.org 1 ExhibitorTable of Contents Descriptions Schedule-at-a-Glance ................................................................. page 5 Agenda .................................................................................. page 10 Speaker Biographies ................................................................ page 19 General Information................................................................. page 45 Hotel Floor Plan ...................................................................... page 49 Premier Alliance Partners .......................................................... page 50 Marketing Summit Sponsors ...................................................... page 51 Club Exchange Sponsors ........................................................... page 52 Marketing Summit Exhibitors ..................................................... page 53 Exhibit Hall Floor Plan ............................................................. page 54 Exhibitor Descriptions .............................................................. page 56 IRI 2012 Marketing Summit Planning Committee .......................... page 69 IRI Board of Directors .............................................................. page 70 Attendee List… ...................................................................... page 72 IRI’s Members-only Website The Insured Retirement Institute’s Members-only Website is your one-stop resource for practice management tools and the latest industry information. Visit www. myIRIonline.org each day for new client-approved documents, research from across the insured retirement industry, continuing education courses, federal and state regulatory updates, FINRA podcasts and more! www.myIRIonline.org 3 Schedule-at-a-Glance SUNDAY, APRIL 1 5:30 pm – 7:00 pm Welcome Reception in the Exhibit Hall Americas Hall Sponsored by Prudential Financial MONDAY, APRIL 2 7:45 am – 8:45 am Breakfast in the Exhibit Hall Americas Hall Sponsored by Broadridge 8:45 am – 10:00 am Welcome Remarks Grand Ballroom Suite John Carter, President, NFS Distributors, Inc., Nationwide Financial IRI Chairman’s Remarks Lynne Ford, Advisor to the Chief Executive Officer, LPL Financial Chair, IRI Board of Directors IRI 2012 Marketing Summit Chairman’s Remarks Larry Roth, President and Chief Executive Officer, Advisor Group Vice Chair, IRI Board of Directors Keynote: Reinventing Retirement: New Timing, New Purpose, New Planning, New Funding Sponsored by Advisor Group and SunAmerica Speaker: Ken Dychtwald, Ph.D, President and Chief Executive Officer, Age Wave 10:00 am – 11:00 am General Session: Taking Advantage of the Opportunity: Advisor Best Practices Grand Ballroom Suite Moderator: Lynne Ford, Advisor to the Chief Executive Officer, LPL Financial Panelists: John Carter, President, NFS Distributors, Inc., Nationwide Financial Jim Supple, Executive Vice President, Advisor Distribution, Fidelity Investments Bruce Ferris, Executive Vice President, Sales & Distribution, Prudential Financial 11:00 am – 11:30 am Break in the Exhibit Hall Americas Hall 11:30 am – 12:30 pm Breakout Sessions sClient Expectations and Needs vs. Advisor Approaches to Retirement Income Sutton North Moderator: Michael Hart, Managing Director, Insurance Services, AllianceBernstein www.myIRIonline.org 5 Schedule-at-a-Glance Panelists: Tim Burke, Principal, Insurance Solutions, Edward Jones Reed Lloyd, Assistant Vice President, Advanced Marketing, Retirement Solutions Division, Pacific Life Insurance Company Jon Cressman, National Sales Manager for the Wirehouse Channel, Prudential sTrends in Retirement Income Sutton Center Moderator: John Thompson, Jr., Co-Head of Investment Advisory, Morningstar Panelists: Michael Harris, Vice President, Advanced Solutions Group, Lincoln Financial Group Bob Densmore, Senior Vice President, Allianz Financial Services, LLC Kevin Kennedy, Senior Vice President, Head of Business Development, AXA Distributors, LLC sImplications of the Current Yield Market Sutton South Moderator: Ryan Jones, Senior Vice President, Franklin Templeton Investments Panelists: Thomas Nelson, CFA, CAIA, Portfolio Manager, Managing Director for Strategic Asset Allocation Research, Franklin Templeton Investments Zane Brown, Partner, Director of Fixed Income, Lord Abbett & Co. Daniel R. Hayes, Vice President, Head of Funds Management Lincoln Retirement Solutions – Product, Distribution and Funds Strategy, Lincoln Financial Group; President, Lincoln Financial Advisor Corporation 12:30 pm – 2:00 pm Lunch in the Exhibit Hall Americas Hall Sponsored by New York Life 2:00 pm – 3:00 pm General Session: Welcome to the Experience Economy Grand Ballroom Suite Sponsored by Pershing, a BNY Mellon company Speaker: Joe Pine, Co-Founder, Strategic Horizons, LLP 3:15 pm – 4:15 pm Breakout Sessions sWhat’s New in Social Media Sutton North 6 Schedule-at-a-Glance Moderator: Christie Campbell, Director of Marketing, Socialware Panelists: David Ballard, Chief Information Officer, Advisor Group Kathleen Pritchard, Director, Head of Advisor Business Development, Legg Mason sRetirement Income Methodologies of Advisors Sutton Center Moderator: Scott Stolz, President, Raymond James Insurance Group Panelists: Gregory Blank, Owner, Blank Financial Group Ben Kronish, Partner, Kronish Associates, Inc. Gregory Olsen, Partner, Lenox Advisors sTop Broker-Dealer Annuity Marketing Strategies Sutton South Moderator: Liz Altman, Senior Vice President, Marketing, SunAmerica Retirement Markets, Inc. Panelists: Kevin Ruth, Head of Wealth Planning and Fund Services, Wealth Management Solutions, UBS Financial Services, Inc. Bryan Hodgens, Senior Vice President, Director of Sales, Retail Retirement, Wells Fargo Rob Pettman, Senior Vice President, Advisory and Brokerage Consulting, LPL Financial 4:15 pm – 4:45 pm Break in the Exhibit Hall Americas Hall Sponsored by RegEd 4:45 pm – 5:45 pm General Session: The Capacity of the Industry Grand Ballroom Suite Moderator: Marc Costantini, Executive Vice President, Strategic Initiatives, John Hancock Panelists: Ramy Tadros, Partner and Leader of the Insurance Practice in the Americas, Oliver Wyman Andrew Kligerman, Managing Director, UBS Securities, LLC 5:45 pm – 6:45 pm Reception in the Exhibit Hall Americas Hall Sponsored by Pacific Life 9:30 pm – 11:30 pm Club Exchange Remi Restaurant (off-site) Sponsored by the Asset Managers Committee www.myIRIonline.org 7 Schedule-at-a-Glance TUESDAY, APRIL 3 7:45 am – 8:45 am Breakfast in the Exhibit Hall Americas Hall 8:45 am – 10:00 am Welcome Remarks Grand Ballroom Suite John Carter, President, NFS Distributors, Inc., Nationwide Financial General Session: 2012 Legislative and Political Outlook Sponsored by Jackson National Life Speaker: The Honorable Earl Pomeroy, Former Member of Congress (North Dakota), Senior Counsel, Alston & Bird LLP 10:15 am – 11:15 am Breakout Sessions sClient Expectations and Needs vs. Advisor Approaches to Retirement Income Sutton North Moderator: Michael Hart, Managing Director, Insurance Servicess, AllianceBernstein Panelists: Tim Burke, Principal, Insurance Solutions, Edward Jones Reed Lloyd, Assistant Vice President, Advanced Marketing, Retirement Solutions Division, Pacific Life Insurance Company Jon Cressman, National Sales Manager for the Wirehouse Channel, Prudential s Trends in Retirement Income Sutton Center Moderator: John Thompson, Jr., Co-Head of Investment Advisory, Morningstar Panelists: Michael Harris, Vice President, Advanced Solutions Group, Lincoln Financial Group Bob Densmore, Senior Vice President, Allianz Financial Services, LLC Kevin Kennedy, Senior Vice President, Head of Business Development, AXA Distributors, LLC s Implications of the Current Yield Market Sutton South Moderator: Michael R. Manning, Vice President, National Accounts Manager, Federated Investors Panelists: Dr. Claus te Wildt, Senior Vice President, Capital Markets Strategy, Fidelity Investments 8 Schedule-at-a-Glance Y. Wayne Lin, Portfolio Manager and Investment Strategy Analyst, Legg Mason Global Asset Allocation Ronald Arons, Managing Director & Portfolio Manager, Global Fixed Income, Goldman Sachs Asset Management 11:15 am – 11:45
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