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)

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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!

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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

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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

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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

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TUESDAY, APRIL 3

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

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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 pm Break in the Exhibit Hall Americas Hall Sponsored by FGS Inc. 11:45 am – 1:00 pm General Session: Fostering Customer Relationships in a Digital World Grand Ballroom Suite Sponsored by LPL Financial Speaker: Terry Jones, Founder and Former Chief Executive Officer, Travelocity; Chairman, Kayak.com

Closing Remarks Grand Ballroom Suite Larry Roth, President and Chief Executive Officer, Advisor Group Vice Chair, IRI Board of Directors

Retirement. Reinvented. There’s an App for That!

The IRI 2012 Marketing Summit app is a virtual tool for Marketing Summit attendees — providing you with 24/7 access to the program agenda, exhibitor and sponsor information, speaker biographies, hotel and local information, attendee list and more! The app also allows you to exchange contact information with attendees you connect with at the Summit and keep track of notes, all in one central, convenient location. The IRI 2012 Marketing Summit app is free to download on your iPhone, iPad, Android and Blackberry devices. To download the app, search “IRI Marketing Summit” in the app store.

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SUNDAY, APRIL 1 5:30 pm – 7:00 pm Welcome Reception in the Exhibit Hall Americas Hall Sponsored by Prudential Financial

MONDAY, APRIL 2

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 While the recent recession has reset everyone’s retirement clock, Age Wave’s highly acclaimed research reveals that this could actually be a good thing for individuals, the consumer marketplace and financial-planning professionals. Dr. Ken Dychtwald will explore: why financial “peace of mind” has become far more important than “wealth” in the new American dream; how women’s rising financial power is transforming their attitudes and behavior toward money, their family dynamics and the field of retirement planning; and how the adult lifestage demands of eldercare, sibling care, grandparenthood and singlehood will dramatically impact retirement preparation and funding. Dr. Dychtwald will also discuss the products, services and guidance people now seek from financial professionals to safeguard a successful retirement, while avoiding the five retirement “wildcards” that could shatter their dreams.

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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 and Distribution, Prudential Financial Collaborating with your sales force can be a key business driver, and developing a dialogue with financial advisors can help uncover winning sales strategies. This session will offer a unique viewpoint—from a distribution perspective—on what best practices can be leveraged to generate new business. Panelists will discuss how distributors can turn “dabblers” into sellers, how to employ new strategies given current market conditions, and how to create new opportunities for retirement income strategies. 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 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 The financial crisis and recent recession have caused many clients to rethink retirement, and many have placed added value on retirement solutions that emphasize safety, low-investment risk and financial guarantees. As market and other forces continue to reshape clients’ retirement needs and expectations, advisors’ approaches to retirement income must also adapt. Panelists at this session will discuss how advisors are retooling to meet their clients’ new expectations and how product innovation can support advisors as the environment for retirement income solutions continues to evolve.

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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 Market volatility has placed a new emphasis on downside protection over maximizing returns. As demand has shifted, product innovation has been quick to follow; and, as a result, it continues to transform the retirement income industry. Learn what life insurers are doing to develop sustainable products in a rapidly changing marketplace, and how companies can stand out to make their value proposition known to advisors. Come hear panelists explore what new trends will emerge so that your business can capitalize on the latest opportunities in an ever-changing industry.

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 With the Federal Reserve signaling that it intends to keep rates unchanged, it appears that the current, low-interest-rate environment will remain for the foreseeable future. This climate presents both challenges and opportunities for the retirement industry as the demand for income products persists. This session will provide attendees with a historical perspective and a report on the current yield market and what it means for asset allocation as well as overall investment strategies. Panelists will explore what solutions are available and what a sample investment portfolio could look like in this low-interest environment.

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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 Today’s competitive landscape will require businesses to go beyond goods and services to create truly memorable customer experiences. Gain a new prospective on connecting with customers through the lenses of marketing guru Joe Pine. Based on the best-selling book The Experience Economy: Work Is Theatre & Every Business a Stage, Mr. Pine will share stories from companies who have embraced this shift and provide you with a set of imperatives and frameworks to help create more value for clients.

3:15 pm – 4:15 pm Breakout Sessions sWhat’s New in Social Media Sutton North 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 Social media tools such as Twitter, Facebook and LinkedIn have rapidly transformed marketing approaches, but as advisors begin to embrace these new communications platforms, how can these tools fit best into your broader marketing-communications strategy? In this digital world, gain perspective about how to navigate compliance issues and security concerns while leveraging social media tools to promote the brand. During this interactive discussion with attendees, panelists will discuss how to educate and train advisors to use these tools, how to leverage best practices, and what compliance tools can be part of a winning strategy.

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

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Given the uncertainty of the markets, retirement savings instruments are being given a second look. However, with uncertain economic times have come new barriers and investor concerns. Come hear panelists discuss how insurers and distributors can collaborate to develop innovative strategies to become more competitive in today’s market and help advisors communicate the value of insured-retirement solutions.

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 Meetings with advisors have been a long-standing component of a successful marketing strategy, but what can be done to make these encounters more effective and productive? Come hear from panelists discuss how to make the most of meetings as part of a successful marketing strategy. Panelists will offer perspectives about how manufacturers can complement the efforts of broker-dealers, and how broker-dealers can target market different advisor segments. The panel will also discuss new alternative ways to communicate messages, including through social media. 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, Excutive 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 New trends, market demand and regulatory changes are quickly reshaping retirement income planning. Panelists from leading consulting firms in the insured-retirement industry will discuss the latest developments in the business and how product innovation

14 Agenda

will keep pace with a changing industry. The panel will also offer perspectives on what developments could transform the industry and learn what it will take to be successful as the environment shifts. 5:45 pm – 6:45 pm Reception in the Exhibit Hall Americas Hall Sponsored by Pacific Life 9:30pm – 11:30 pm Club Exchange Remi Restaurant (off-site) Sponsored by the Asset Managers Committee

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 Political gridlock inside the Washington Beltway has resulted in inaction on some of the nation’s pressing policy issues, such as the debt, the budget, tax policy and entitlement reform. In this election year, the Honorable Earl Pomeroy will offer a preview of the 2012 presidential and congressional elections, as well as provide a layout of the current political landscape and what its ramifications could be for the industry. Congressman Pomeroy also will identify what issues will affect consumers and how the insured-retirement industry can position itself in the year ahead. 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 Services, 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

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The financial crisis and recent recession have caused many clients to rethink retirement, and many have placed added value on retirement solutions that emphasize safety, low investment risk and financial guarantees. As market and other forces continue to reshape clients’ retirement needs and expectations, advisors’ approaches to retirement income must also adapt. Panelists at this session will discuss how advisors are retooling to meet their clients’ new expectations and how product innovation can support advisors as the environment for retirement income solutions continues to evolve.

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 Market volatility has placed a new emphasis on downside protection over maximizing returns. As demand has shifted, product innovation has been quick to follow; and, as a result, it continues to transform the retirement income industry. Learn what life insurers are doing to develop sustainable products in a rapidly-changing marketplace, and how companies can stand- out to make their value proposition known to advisors. Come hear from panelists as they explore what new trends will emerge so that business can capitalize on the latest opportunities in an ever-changing industry.

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 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

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With the Federal Reserve signaling that it intends to keep rates unchanged, it appears that the current low interest rate environment will remain for the foreseeable future. This climate presents both challenges and opportunities for the retirement industry as the demand for income products persists. This session will provide attendees with historical perspective and a report on the current yield market and what it means for asset allocation as well as overall investment strategies. Panelists will explore what solutions are available and what a sample investment portfolio could look like in this low-interest environment. 11:15 am – 11:45 pm Break in the Exhibit Hall Americas Hall Sponsored by FGS Inc. 11:45 am – 1:00 pm General Session: Fostering Customer Relationships in a Digital World Grand Ballroom Suite Sponsored by LPL Financial Speaker: Terry Jones, Founder & Former Chief Executive Officer, Travelocity; Chairman, Kayak.com The Internet’s influence has increased exponentially over the last decade as consumers rely on it more and more for entertainment, communication, shopping and travel. Online research will soon influence over $1 trillion in online sales. In this new digital era, Travelocity.com founder Terry Jones will discuss the importance of building digital relationships as part of your company’s sales strategy. Using examples, Jones will demonstrate how to embrace a culture of innovation and develop customer relationship management strategies that leverage digital tools. Attendees will hear about the latest e-marketing techniques, the evolution of search engines, and how mobile and social media are changing consumer behavior. Attend this session today to prepare for tomorrow’s marketplace.

Closing Remarks Grand Ballroom Suite Larry Roth, President and Chief Executive Officer, Advisor Group Vice Chair, IRI Board of Directors

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Speaker Biographies

John Carter President, NFS Distributors, Inc. Nationwide Financial John L. Carter is President of Nationwide Financial Distributors, Inc., the financial services arm for Nationwide Mutual Insurance Company. In this role, Mr. Carter is responsible for the wholesale distribution of private sector retirement plans, life insurance, annuities, specialty markets and mutual funds through banks, independent broker dealers, regional firms, and wirehouses. He also leads the effort to grow Nationwide’s fee-based business and manages firm relationships with major accounts for all of Nationwide Financial’s institutional clients. Mr. Carter’s responsibilities also include supervising teams that provide professional development, sales support, operations and customer service. Prior to joining Nationwide Financial in 2005, Mr. Carter was responsible for wealth management and managed accounts distribution through all channels and oversaw the sales of mutual funds, variable annuities and managed accounts at Prudential Financial. Mr. Carter also held executive positions with UBS and the former Kidder Peabody. Additionally, Mr. Carter serves on the board of the Insured Retirement Institute (IRI) and is active in regulatory and industry efforts to help consumers prepare for and live in retirement. Mr. Carter is a board member of the Columbus Association for the Performing Arts (CAPA). Mr. Carter holds a B.S. degree in business administration/finance from the University of Missouri.

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Lynne Ford Advisor to Chief Executive Officer LPL Financial Lynne Ford is the Advisor to the Chief Executive Officer at LPL Financial and in that capacity, serves as a representative for LPL to the Insured Retirement Institute where she is currently Chairman of the Board of Directors. Previously, Ms. Ford was the Chief Executive Officer for ING’s U.S. Individual Retirement business, including ING Financial Partners (IFP) and ING’s worksite and retail advisory platform. Individual ING’s Retirement offered retirement planning, guidance and advice along with investment and income solutions to pre- retirees and retirees via IFP’s field-based financial advisors, as well as to individuals rolling over retirement plan assets via the phone based Investor Channel. She joined ING in January of 2010. Prior to joining ING, Ms. Ford spent twenty years of her professional career at Wachovia, which merged with Wells Fargo in late 2008. There she served in a number of executive capacities within its Wealth Management, Brokerage and Retirement businesses. Her last role was as the executive vice president and managing director of the Retail Retirement Group, where she developed the enterprise-wide corporate strategy for “capturing the retirement opportunity” and built the Retail Retirement Group which led sales, marketing and operations for annuity and IRA products distributed across the company. Additional prior roles include, senior vice president and director of sales for Evergreen Investments from 1997-2003, and national sales manager for Evergreen Investments from 1993-1997. Ms. Ford earned a bachelor’s degree from Davidson College and a master’s degree from the University of North Carolina, Charlotte.

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Larry Roth President and Chief Executive Officer Advisor Group Larry Roth serves as President and Chief Executive Officer of Advisor Group, one of the largest networks of independent broker-dealers in the U.S. Mr. Roth is responsible for the management of more than 600 employees, who serve the needs of nearly 4,800 independent financial advisors affiliated with FSC Securities Corporation, Royal Alliance Associates and SagePoint Financial. As President and Chief Executive Officer of Advisor Group, Mr. Roth has been responsible for defining the strategy and driving the growth and innovation that has positioned Advisor Group as the premier, open-architecture firm in the independent advisor channel. Mr. Roth has over 30 years of experience in the financial services industry with expertise in securities, investment banking, brokerage and management. Early in his career, Mr. Roth held various positions at professional services firm Deloitte, Haskins & Sells, which later became Deloitte & Touche. In 1990, he assumed ownership of independent broker-dealer Vestax Securities Corp and built the firm to over 700 representatives, prior to selling it to ING Group and assuming the position of Chief Executive Officer for ING’s U.S. Retail Group. In 2001, Mr. Roth left ING Group to assume the position of Managing Director at New York-based Mergers & Acquisitions Advisory Firm Berkshire Capital Corp., where he served for almost five years. He joined Advisor Group in 2006 as President and Chief Executive Officer at Royal Alliance. Mr. Roth received a J.D. degree from the University of Detroit’s School of Law and a Bachelor’s degree from Michigan State University. He also graduated from the Owner/President Management Program at Harvard University’s Graduate School of Business Administration. Mr. Roth is a CPA and licensed attorney, and holds FINRA Series 7, 24 and 63 licenses. Mr. Roth currently serves on the Board of Directors of the Financial Services Institute (FSI), the advocacy organization working on behalf of independent broker-dealers and independent financial advisors. He also serves as the Vice Chair of the Board of Directors of the Insured Retirement Institute (IRI), a not-for-profit organization whose mission is to encourage industry adherence to the highest ethical principles, and to advocate before public policy- makers on critical issues affecting insured retirement strategies. Mr. Roth served as Chair of the IRI 2012 Marketing Summit Planning Committee. Mr. Roth is a former Chairman of the Cleveland Chapter of the Young Presidents Organization, an international organization of business leaders dedicated to the welfare of the business community.

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Ken Dychtwald, Ph.D. President and Chief Executive Officer Age Wave Over the past 35+ years, Dr. Ken Dychtwald has emerged as North America’s foremost visionary and original thinker regarding the lifestyle, marketing, healthcare and workforce implications of the age wave. He is a psychologist, gerontologist, documentary film-maker, entrepreneur and best-selling author of sixteen books on aging-related issues, including Bodymind, Age Wave: The Challenges and Opportunities of an Aging Society, Age Power: How the 21st Century Will be Ruled by the New Old, The Power Years: A User’s Guide to the Rest of Your Life, Workforce Crisis: How to Beat the Coming Shortage of Skills and Talent and a children’s book, Gideon’s Dream: A Tale of New Beginnings. His most recent book is A New Purpose: Redefining Money, Family, Work, Retirement and Success. In 2007, he had his debut as a documentary filmmaker and host with the highly rated/acclaimed PBS special The Boomer Century: 1946-2046. Dr. Dychtwald has served as a fellow of the World Economic Forum and is the recipient of the distinguished American Society on Aging Award for outstanding national leadership in the field of aging. American Demographics Magazine honored him as the single most influential marketer to boomers over the past quarter century. His article in The Harvard Business Review, “It’s Time to Retire Retirement,” was awarded the prestigious McKinsey Award, tying for first place with the legendary Peter Drucker. In 1986, Dr. Dychtwald became the founding President and Chief Executive Officer of Age Wave, a firm created to guide Fortune 500 companies and government groups in product/ service development for boomers and mature adults. His explorations and innovative solutions have fertilized and catalyzed a broad spectrum of industry sectors—from vitamins and cookies to automotive design and retail merchandising to mutual funds and health insurance. Dr. Dychtwald has addressed more than two million people worldwide in speeches to corporate, association, social service and government groups. His strikingly accurate predictions and innovative ideas are regularly featured in leading print and electronic media worldwide, including: The New York Times, The Wall Street Journal, USA Today, Financial Times, Fortune, Time, Newsweek, Business Week, U.S. News and World Report, The Economist, HK Daily News, South China Morning Post, The Standard, 60 Minutes, Good Morning America, ABC World News Tonight, Today Show, PBS, NPR and BBC. Through highly-acclaimed presentations, breakthrough research and consulting initiatives, and his leadership within both the social science and business communities, Dr. Dychtwald has dedicated his life to battling ageist stereotypes while promoting a new, vital and meaningful role for life’s second half.

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Bruce Ferris Executive Vice President, Sales and Distribution Prudential Financial Bruce Ferris is Executive Vice President, Sales and Distribution, Prudential Annuities where he leads the sales, strategic relationship management, planning and execution functions for a four channel model – independent broker-dealer, wirehouse, financial institution and agency distribution. Mr. Ferris joined Prudential in May 2006 and has over 30 years of financial services experience. Mr. Ferris spent 11 years with Hartford Life Insurance Company, where he was responsible for the sales and marketing of all retail investment products, including variable and fixed annuities, mutual funds, 401(k) plans, 529 plans and off-shore products. He also has held positions at Aetna Life Insurance Company, Covenant Insurance Company and Allstate Insurance Company. Mr. Ferris holds a bachelor of science degree in marketing from Stonehill College in Easton, Massachusetts. Securities licenses include Registered Principal and Series 6, 63.

Jim Supple Executive Vice President, Advisor Distribution Fidelity Investments Jim Supple is executive vice president and head of financial advisor distribution for Fidelity Financial Advisor Solutions (FFAS), a division of Fidelity Investments. Fidelity Investments is a leading provider of investment management, retirement planning, portfolio guidance, brokerage, benefits outsourcing, and other financial products and services to more than 20 million individuals, institutions, and financial intermediaries. Mr. Supple assumed his current position in August 2009 and is responsible for Fidelity’s distribution efforts through broker- dealers, financial advisors, registered investment advisors, and banks and insurance companies.The advisor distribution team is responsible for FFAS sales efforts for more than 3,500 client companies. Previously with Fidelity, Mr. Supple acted as a senior vice president and national sales manager for broker-dealer distribution. In that role, he was responsible for leading the external sales team, broadening the wholesaling workforce, and increasing sales productivity. Before assuming his national sales role, Mr. Supple managed the broker-dealer and retirement wholesaling teams in the western United States. Earlier in his Fidelity career, Mr. Supple held sales, relationship management, and sales management positions within the institutional insurance sales team during a time of rapid growth. A native of the Boston area, Mr. Supple received his bachelor of arts degree in English from Boston College in 1981.

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Michael Hart Managing Director, Insurance Services AllianceBernstein Michael Hart is Managing Director of the Total Retirement Solutions group at AllianceBernstein where he is responsible for insurance-linked and defined-contribution platform relationships. Prior to transitioning to this role in 2011, Mr. Hart was a Director and Relationship Manager in the SubAdvisory Services group at AllianceBernstein. He joined the firm in 1998 as a Vice President in Defined Contribution. Before coming to the firm he was a 401(k) District Manager at ADP, where he sold bundled 401(k) services to small and midsize companies. Mr. Hart earned a B.A. from Saint Anselm College in New Hampshire.

Tim Burke Principal, Insurance Marketing Edward Jones Tim Burke joined Edward Jones in 1999 at the firm’s St. Louis home office as an equity analyst following the telecommunications industry. In 2002, he relocated to the United Kingdom as a research analyst following British companies. Two years later, Mr. Burke was named a limited partner and assumed responsibility for mutual fund and equity marketing in the U.K. He was named a principal in 2007, and in June 2007, he assumed responsibility for products in the U.K. In January 2010, he returned to the home office in St. Louis where he is now responsible for annuities in the Insurance Marketing Department. Mr. Burke holds a bachelor’s degree in finance and economics from the University of South Carolina and a master’s degree in finance from the University of Texas at San Antonio. He also is a Chartered Financial Analyst. Prior to joining Edward Jones, Mr. Burke worked for SBC, now AT&T, in the treasury, telephone repair, and mergers and acquisitions departments.

24 Speaker Biographies

Reed J. Lloyd, CRC, CRPS, AIF Assitant Vice President, Advanced Marketing, Retirement Solutions Division Pacific Life Insurance Company Reed J. Lloyd began his career with Hartford Life Insurance Company in 1993 as a client service representative. During his tenure with Hartford, Mr. Lloyd specialized in compliance and taxation issues associated with annuities. Mr. Lloyd joined Pacific Life Insurance Company in 1995 as a supervisor in the Annuity Division Operations Department where he became proficient in the use of annuities within various plan types. In 1998, Mr. Lloyd transitioned to the Advanced Marketing Department where he now serves as assistant vice president. During the past four years, Mr. Lloyd has spoken extensively about the use of annuities within retirement plans and Charitable Remainder Trusts (CRT). In addition, Mr. Lloyd oversees a group of professionals who are responsible for positioning Pacific Life’s Portfolio Optimization Funds in retirement plans. Mr. Lloyd is a graduate of Mitchell College and the University of Connecticut. Mr. Lloyd holds National Association of Securities Dealers licenses; Series 6, 7, 26, 51, and 63. Mr. Lloyd resides in Aliso Viejo with his wife Karen and daughter Hanna.

Jon Cressman National Sales Manager for the Wirehouse Channel Prudential Jon Cressman is the Vice President, Director and National Sales Manager for Prudential Annuities’ Wirehouse Channel. He joined the company in January 2008 from Planco Financial Services where he was the Eastern Divisional Sales Manager. Prior to joining Planco Financial Services in 1999, Mr. Cressman was the Regional Vice Present for Sun Life of Canada. He is a graduate of Yale University of New Haven, CT with a Bachelor of Arts in Psychology. Mr. Cressman and his wife Lauren live in Massachusetts with their children, Anna, Grant and Avery.

www.myIRIonline.org 25 Speaker Biographies

John Thompson, Jr. Co-Head of Investment Advisory Morningstar John Thompson Jr. is the co-head of Investment Advisory of Morningstar Investment Management. Prior to being named to this position, Mr. Thompson was a vice president and portfolio manager for the Fund-of-funds Team in Ibbotson’s Investment Management Services Group. He also served as Director, Global Investment Services leading Ibbotson’s non-U.S. consulting projects. Mr. Thompson manages asset allocation portfolios for banks, mutual fund, insurance, and money management companies. He works with clients to design risk-tolerance questionnaires, determine model portfolios, analyze investment style consistency, and recommend changes in client products and services. Active in research, Mr. Thompson’s work has appeared in Financial Planning, International Political Economy, and World Trade Magazine. Mr. Thompson is also a frequent speaker at industry and client conferences. He lectures about asset allocation and alternative investments. He has 14 years of experience in the financial industry and has worked for Ibbotson Associates for 11 years. Prior to joining Ibbotson, Mr. Thompson worked as an international political risk analyst, specializing in South American markets at Marvin Zonis & Associates. Prior to MZ+A, he developed and underwrote property and casualty insurance policies for the real estate industry at Aon Corporation. Mr. Thompson holds a bachelor’s degree in history from Truman State University. He also holds a master’s degree in Latin American studies and master’s degree in business administration in finance and international business from the University of Chicago. As a Fulbright and Rotary Scholar, Mr. Thompson conducted post-graduate research projects in Montevideo, Uruguay and Buenos Aires, Argentina.

26 Speaker Biographies

Michael Harris CFP, CLU, ChFC Vice President, Advanced Solutions Group Lincoln Financial Group All roads lead to retirement: When opportunity knocks…open the door! You’ve heard the figures: approximately 76 million baby boomers will be retiring in the next couple of decades…and with their retirement, the nest eggs you have helped them carefully protect will be cracked for income. Are you positioned to be the advisor who supports your clients as they face their new challenges? When Michael Harris enters the room, you know good work is going to be done. The opportunities that lie ahead for those skilled in helping individuals meet their retirement goals are staggering. Mr. Harris’s mission is to help you capitalize upon those opportunities and help you grow your business. The accumulation and distribution phases are simply two sides of the same coin, and since 1999 Mike has been focused on helping financial professionals gain a better understanding of the challenges and opportunities that surround income distribution planning for those who desire an income stream that will last a lifetime…starting today, tomorrow, or sometime in the foreseeable future. Mr. Harris comes by his roll-up-the-sleeves work ethic honestly. From 1970 to 1988, Mr. Harris worked for the Norfolk & Western Railway Company in numerous roles, including handling negotiations for a national labor union. In 1988, he accepted a position as a financial advisor with a national investment firm; and, in 1990, he joined Lincoln Financial Group’s Equity Sales Unit as a securities trader, where he initiated the bond trading desk and created the Portfolio Design and Marketing Strategist position. In 1992, Mr. Harris moved into a Regional Life Marketing Director’s position and supported the sales efforts for Lincoln’s life insurance products. In 1995, Mr. Harris started working closely with American Funds Distributors and started Lincoln’s American Legacy Sales Team. In his current position, Mr. Harris is a sought-after industry speaker. He supports the efforts of Lincoln’s extensive, world-class wholesaling force by helping to educate advisors and clients about the challenges they will face with the “new” retirement.

www.myIRIonline.org 27 Speaker Biographies

Bob Densmore Senior Vice President Allianz Financial Services, LLC Bob Densmore is the National Sales Manager for Allianz Life Financial Services, LLC. Previous to taking this role in January 2011, Mr. Densmore represented the Midwest District for Allianz as district director. In 2010 he was named “District Director of the Year”. As a 20-year veteran of the insurance and investment industry, he spent 12 of those years as Regional Vice President at Jackson National Life Insurance Company, where he wholesaled variable and fixed-index annuities throughout the Midwest. In his position at Jackson National, he earned several leadership and production awards. He was twice named “Wholesaler of the Year”. Prior to his wholesaling career, Mr. Densmore served as a financial planner with a focus on retirement and estate planning.

Kevin Kennedy Senior Vice President, Head of Business Development AXA Distributors, LLC Kevin Kennedy is a Senior Vice President and the Head of Business Development for AXA Distributors. He has returned to AXA Equitable to lead Strategic Accounts, Strategic Marketing and Advanced Markets, and Operations and Technology for AXA Distributors, the company’s wholesale distribution channel. Before re-joining AXA Distributors in January 2011, Mr. Kennedy served as Chief Distribution Officer for AXA Global Distributors in Paris where he was instrumental in building the AGD organization and distribution variable annuity product throughout Europe and Asia. His past experiences include: Divisional manager for AXA Equitable in the financial planner and career channels; senior vice president and west coast divisional manager for First Trust Portfolios; and Regional Marketing Director for The Hartford. He currently resides outside Philadelphia with his wife Melanie and their 3 children Jack, Logan and Ava.

28 Speaker Biographies

Ryan Jones Senior Vice President Franklin Templeton Investment Platform & Retirement Division Ryan Jones, Senior Vice President of Franklin Templeton Distributors, Inc., is responsible for business development of Franklin Templeton Investments’ asset management services, specifically developing and maintaining relationships with research teams at many of the firm’s largest retail relationships. Mr. Jones’ responsibilities include establishing relationships and helping communicate Franklin Templeton’s investment insights to research teams at various broker-dealers, variable annuity and defined-contribution providers, as well as bank trust departments in the United States. Prior to his current role, Mr. Jones was the Regional Sales Manager for the Southeast region of the United States. He was responsible for marketing to and servicing the needs of the institutional clients of Franklin Templeton Investments’ Retirement Division. Prior to joining Franklin Templeton Investments in 2004, Mr. Jones was vice president and regional sales manager with OppenheimerFunds, Inc. Mr. Jones earned a B.S. in accounting from the University of Florida. He is a Chartered Financial Analyst (CFA) Charterholder and a member of the CFA Society of South Florida. He holds NASD Series 7 and 66 licenses.

Thomas A. Nelson, CFA Portfolio Manager, Managing Director for Strategic Asset Allocation Research Franklin Templeton Multi-Asset Strategies Thomas Nelson is a Portfolio Manager and Director of Strategic Asset Allocation Research within Franklin Templeton Multi-Asset Strategies (FTMAS), a division of Franklin Templeton Investments. The Strategic Asset Allocation Team is responsible for setting capital markets return expectations, building and maintaining systematic models for asset allocation, portfolio construction, and security selection within FTMAS portfolios. Mr. Nelson is a portfolio manager of Franklin Templeton Multi-Asset Real Return Fund and co-manager of the Franklin Templeton Retirement Target Date and Franklin Templeton Allocator Funds. Mr. Nelson co-founded Franklin Templeton’s quantitative research services group upon joining the company in September 2007 and moved to FTMAS in September 2009. Prior to working at Franklin Templeton, Mr. Nelson worked for Bloomberg LP from 1991 to 2007, where he was most recently manager of the Americas Market Specialist Sales Teams. Mr. Nelson earned his B.S. in accounting from the University of Delaware; and he is a Chartered Financial Analyst (CFA) Charterholder and a Chartered Alternative Investment Analyst (CAIA) Charterholder. Mr. Nelson is a member of the CFA Institute, New York Society of Security Analysts, and the Chartered Alternative Investment Analyst Association.

www.myIRIonline.org 29 Speaker Biographies

Zane E. Brown Partner, Director of Fixed Income Lord Abbett & Co. Zane Brown, a Lord Abbett Partner and Fixed Income Strategist, is responsible for credit market analysis and strategy, enabling clients to gain context and further understanding of today’s credit markets and how they relate to various fixed-income disciplines. He is also responsible for business development in Asia. Mr. Brown, who has more than 30 years of experience in the financial services industry, joined Lord Abbett in 1992 as an Investment Team Leader and became a Partner in 1996. During his tenure at Lord Abbett, he has been actively involved in the management of various fixed-income and balanced portfolios. He has spent most of the past decade as Director of Fixed Income. Prior to joining Lord Abbett, Mr. Brown was an Executive Vice President at Equitable Capital Management Corp., and before that, a Manager in the Bond Department at Brown Brothers Harriman and Co. He is a former board member of the Fixed Income Forum, an organization of fixed-income institutional investors. Mr. Brown has been featured in The Wall Street Journal, The Financial Times, and Pensions & Investments, and is interviewed on CNN and CNBC, among other media, discussing interest rates and Federal Reserve Board policies. In addition, Mr. Brown is published in the Journal of Behavioral Finance. Mr. Brown earned an MBA in investment management from Colorado State University and a BA in management and marketing from Clarion University in Pennsylvania.

30 Speaker Biographies

Daniel R. Hayes Vice President, Head of Funds Management Lincoln Retirement Solutions – Product, Distribution and Funds Strategy Lincoln Financial Group; President, Lincoln Investment Advisor Corporation Daniel Hayes leads the funds management function for Retirement Solutions at Lincoln Financial Group. Mr. Hayes joined Lincoln in November 2008. In his current role, he is tasked with increasing visibility and working to further enhance Lincoln’s competitive fund lineup for profitability, client satisfaction and increased sales. Mr. Hayes works collaboratively to build strong relationships with internal partners – particularly Lincoln Financial Distributors, Retirement Solutions, and Insurance Solutions. Mr. Hayes comes to Lincoln from Fidelity Investments where he served as senior vice president and managed Fidelity’s business and relationships with insurance companies, including Lincoln Financial. In his role, he developed strategic business and marketing plans, coordinated Fidelity corporate services and insurance company teams, and was responsible for both advised and subadvised investment strategies. Mr. Hayes also managed key business objectives including growth and satisfaction of overall relationship, profitability, net flows, assets under management, shelf space and breadth and scope of business relationships. Prior to joining Fidelity Investments, Mr. Hayes was a Senior Marketing Officer at Provident Mutual Life Insurance Company where he was responsible for creating the overall strategic marketing direction for its insurance and financial services businesses, establishing and managing business goals and objectives, incorporating distribution/strategic alliances across business divisions including product management (VA, VUL, Life, 401K), marketing programs, sales, customer support and producer training. Mr. Hayes holds a bachelor’s degree in Psychology from University of Arizona and NASD Series 7. He has extensive knowledge and experience in retirement, insurance and investment industries, and expertise in annuity, life and 401(k) products, investment management, distribution strategies, operations, sales and key account management.

www.myIRIonline.org 31 Speaker Biographies

B. Joseph Pine II Co-Founder Strategic Horizons, LLP B. Joseph Pine II is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups alike. He is co-founder of Strategic Horizons LLP, a thinking studio dedicated to helping businesses conceive and design new ways to add value to their economic offerings. In 1999, Mr. Pine and his partner James H. Gilmore wrote the best-selling book The Experience Economy: Work Is Theatre & Every Business a Stage, which demonstrates how goods and services are no longer enough; what companies must offer today are experiences – memorable events that engage each customer in an inherently personal way. Published in fifteen languages and named one of the 100 best business books of all time by 800ceoread, in 2011 The Experience Economy was published for the first time in paperback as an updated edition with new ideas, new frameworks, and many, many new exemplars. Mr. Pine also published in 2011, with Kim C. Korn as co-author, Infinite Possibility: Creating Customer Value on the Digital Frontier, on how to use digital technology to stage experiences that fuse the real and the virtual. At its core is a new framework called the Multiverse that builds on the fundamental nature of the created universe – time, space, and matter – by showing how digital technology flips each of these dimensions on their head to create new worlds, first in our imagination and then in our experience. In 2007, he also wrote with Mr. Gilmore Authenticity: What Consumers Really Want, which recognizes that in a world of increasingly paid-for experiences, people no longer accept the fake from the phony, but want the real from the genuine. This book was named one of the top- ten business books of the year by Amazon.com and featured in a cover story in TIME magazine on “10 Ideas that are changing the world.” His first book was the award-winning Mass Customization: The New Frontier in Business Competition, which details the shift companies are making from mass-producing standardized offerings to mass-customizing goods and services that efficiently fulfill the wants and needs of individual customers. Financial Times chose it as one the seven best business books of 1993. He and his partner followed this in 2000 by editing a collection of Harvard Business Review articles entitled, Markets of One: Creating Customer-Unique Value through Mass Customization. Mr. Pine has also written numerous articles for the Harvard Business Review, The Wall Street Journal, Chief Executive, Worldlink, CIO, Strategy & Leadership, and the IBM Systems Journal, among many others. Prior to beginning his writing and speaking activities, Mr. Pine held a number of technical and managerial positions with IBM. He is frequently quoted in such places as Forbes, The New York Times, Wired, USA TODAY, Investor’s Business Daily, ABC News, Good Morning America, Fortune, Bloomberg BusinessWeek, and Industry Week.

32 Speaker Biographies

Christie Campbell Director of Marketing Socialware Christie Campbell joined Socialware with more than 15 years of marketing strategy experience with companies including Trilogy and National Instruments. She brings an enthusiasm for effectively integrating social media into strategic marketing programs to her role leading the Marketing and Market Development organizations at Socialware. She has spoken about the evolution of social media for financial services firms at industry webinars, roundtables, and conferences. Ms. Campbell has a bachelor’s degree from Vanderbilt University and a Masters in Business Administration from the University of Texas at Austin.

David Ballard Chief information Officer Advisor Group David Ballard serves as Senior Vice President and Chief Information Officer of the Advisor Group, one of the largest networks of independent broker-dealers in the United States. Mr. Ballard is responsible for aligning the technology vision to meet the business goals and objectives. This includes overseeing all application programming, advisor helpdesk, risk management and the project management office. During his 24-year career in technology in the financial services industry, Mr. Ballard has developed unique insight into the industry through senior roles in the areas of application development, global data center and infrastructure management, project management, risk and security. Mr. Ballard joined American International Group, Inc., in 1987, working in various roles of increasing responsibilities. In 2008, Ballard was named Senior Vice President and Chief Information Officer for the Advisor Group. In 2005, Mr. Ballard was appointed Senior Vice President and Chief Technology Officer for AIG Retirement Services. In this role, he assumed expanded responsibility for technology operations and systems support for companies, including SunAmerica, Western National Life, VALIC, SunAmerica Affordable Housing, Advisor Group and SunAmerica Asset Management Corp. In 2002, Mr. Ballard served as Vice President and General Manager, AIG’s Global Data Centers where he focused on centralizing data center operations globally. In 1997, he served as Vice President of Operations and Network Services for SunAmerica Financial, Inc. In this role, he was responsible for all domestic technology. Mr. Ballard has over 24 years of experience in technology in the financial services industry.

www.myIRIonline.org 33 Speaker Biographies

Kathleen Pritchard, CRPC®, ChFC®, CLU®, CFS® Director, Head of Advisor Business Development Legg Mason Kathleen Pritchard is responsible for developing and executing compelling value-added marketing programs for financial advisors in the wirehouse, regional, independent, and bank channels. Ms. Pritchard is a national spokesperson for Legg Mason, representing the firm at industry conferences and events across the country; and, over the course of her career, she has coached thousands of financial advisors on consultative selling practices. Kathleen began her career as a financial advisor, and, in the 25 years since, has held various roles including sales management, training, national accounts and marketing. Immediately prior to joining the firm, she was a Senior Manager at JPMorgan Asset Management where she held various marketing positions.

Scott Stolz President Raymond James Insurance Group Scott Stolz is the President of Raymond James Insurance Group (RJIG), the insurance general agency for the Raymond James Financial, Inc. broker-dealers. Prior to joining RJIG in 2005, Mr. Stolz spent eight years as Jackson National Life’s Senior Vice President of Administration. In this role, Mr. Stolz was responsible for the administration and customer service for Jackson’s life and annuity divisions. From 1994 to 1996, Mr. Stolz was the Vice President of Operations and Technology for North American Security Life, which is now part of John Hancock Financial. From 1985 to 1994, Mr. Stolz held several roles at SunAmerica Inc., including Senior Vice President of Annuity Operations and Senior Vice President, National Sales Manager of Broker/Dealer Marketing. Mr. Stolz started his career at Edward Jones & Co., where he was the Annuity Product Manager in Jones’ Insurance Department. Mr. Stolz has been a frequent speaker over the years on topics ranging from customer service to the variable-annuity industry. He is a graduate of Washington University in St. Louis. While there, he earned both a BSBA and MBA in Finance. He and his wife Joan, have two children– both of whom are convinced that they are much older than they are.

34 Speaker Biographies

Gregory Blank Owner Blank Financial Group Greg Blank is an affiliated colleague of American Portfolios, specializing in investment advisory business, private wealth management, and insurance planning. He works primarily with successful individuals and small businesses. He is a graduate of Binghamton University. Prior to joining American Portfolios, he worked for Metlife Securities.

Ben Kronish Partner Kronish Associates, Inc. Ben Kronish is a partner in the firm of Kronish Associates, Inc. A member of Partners Financial and NFP, Mr. Kronish Associates prides itself in crafting simple solutions to complex financial problems. A magna cum laude graduate of Union College, Mr. Kronish entered the financial services industry in 1982, became a brokerage manager, and then moved from management back to personal production in 1990. Mr. Kronish works closely with clients, CPAs, trust and estate attorneys, family offices and business managers in a collaborative environment. An active member of industry organizations, AALU, NASD, MDRT, and NALU, Mr. Kronish is involved in legislative issues involving the life insurance industry. A father of two amazing girls, Mr. Kronish and his wife Chris make their home on New York’s Upper West Side.

www.myIRIonline.org 35 Speaker Biographies

Gregory L. Olsen, CFP®, CLTC Partner Lenox Advisors Greg Olsen is a Partner at Lenox Advisors, bringing over 20 years of financial services experience to his clients. This experience allows him to offer financial, investment, estate planning and large corporate benefit planning to Lenox’s high-net-worth individual clients. Mr. Olsen is a graduate of Binghamton University and is Certified in Long Term Care (CLTC), and a CFP® certificate. He is a former adjunct professor at Pace University in New York. Mr. Olsen is often quoted by the Wall Street Journal and Investment News and regularly appears on CNN and CNBC. Mr. Olsen is also an avid bicycle racer and is the current NY State 35+ age group criterium champion and elite division silver medalist.

Liz Altman-Harberger Senior Vice President, Marketing SunAmerica Retirement Markets, Inc. Liz Altman-Harberger currently serves as Senior Vice President, Marketing for SunAmerica Financial Group. In this role, Ms. Altman-Harberger is responsible for the Product Marketing, Branding, Strategic Initiatives and Broker Communication functions for SunAmerica’s variable annuity and mutual fund operations. Ms. Altman-Harberger joined the company in 1997 and leads an award winning marketing team, as well as the distribution support function across all channels. With over 25 years of experience in marketing and advertising, Ms. Altman- Harberger previously held senior positions at various financial services companies, including Vice President of Marketing at Sierra Capital Management and Director of Client Marketing at Kemper Financial Services. Prior to joining Kemper, she managed media and client services for J. Walter Thompson advertising agency in both Chicago and Los Angeles. Ms. Altman-Harberger is a graduate of the University of Michigan with a BA in marketing. She serves on a number of IRI committees and was the founding chairman of the Public Relations Committee.

36 Speaker Biographies

Kevin J. Ruth Head of Wealth Planning and Fund Services, Wealth Management Solutions UBS Financial Services, Inc.

Kevin Ruth joined UBS Wealth Management in August 2003 and is Head of Wealth Planning and Fund Services. Mr. Ruth’s business responsibilities include Mutual Funds and Money Funds, Insurance and Annuities, UBS Trust Services, Financial Planning and Retirement Services. Previously, Mr. Ruth was a senior member of UBS Private Wealth Management, where he was involved in the creation of that initiative. In addition, Mr. Ruth is the Chairman and Chief Executive Officer of UBS Trust Company, N.A., he is President of UBS Financial Services Insurance Agency, Inc., and Co-chair of UBS Veterans Network. He also serves on three fund boards in Puerto Rico. Prior to UBS, Mr. Ruth was the Director of Private Planning Services for Merrill Lynch’s Private Banking and Investment Group. He was responsible for providing tax management, estate planning, concentrated stock-risk management, and other financial planning services to ultra- high net-worth clients. Mr. Ruth received a bachelor of science degree in mathematics from the United States Military Academy at West Point and his masters of science degree in financial services from The American College. He holds the Certified Financial Planner designation, the Chartered Life Underwriter designation, the Chartered Financial Consultant designation, and the Chartered Advisor in Philanthropy designation. Mr. Ruth has also received the Accredited Estate Planner designation from the National Association of Estate Planners & Councils. He has his FINRA general securities principal license and his insurance license.

Bryan Hodgens Senior Vice President, Director of Sales, Retail Retirement Wells Fargo Bryan Hodgens has worked in the Financial Services Industry since 1989. He began his career as a financial advisor and then joined Evergreen Investments in 1992. At Evergreen, he held positions as a Field Wholesaler, Divisional Manager and National Sales Manager. Additionally, Mr. Hodgens has managed Sales Support Groups and Internal Sales Desks over his career. He brings a unique perspective to both internal and external sales teams in the financial services industry. He joined the Retail Retirement Group of legacy Wachovia in March of 2007 as their Director of Sales. He is a graduate of Emory University with a BA in Economics. A resident of Charlotte, NC, he is married and has four children.

www.myIRIonline.org 37 Speaker Biographies

Rob Pettman Senior Vice President, Advisory and Brokerage Consulting LPL Financial Rob Pettman joined LPL Financial in 2005 and is currently a Senior Vice President within the advisory and brokerage consulting department. At LPL Financial, he has experienced annuity sales growth from $5 billion to over $14 billion and has worked in a number of capacities supporting the firm’s initiatives in this area. In his current role, he is responsible for annuity marketing and product management for the independent and bank channels. Mr. Pettman has had more than nine years experience within the financial services industry, specializing in annuity products. Prior to joining LPL Financial, he was a financial advisor working exclusively with trial lawyers in the areas of settlement planning, trusts, and structured settlements. Mr. Pettman holds a bachelors degree from Eckerd College in international business. In addition, he holds the Certified Annuity Specialist (CAS®) designation from the Institute of Business and Finance, the Chartered Retirement Planning Counselor (CRPC®) designation from the College for Financial Planning, and FINRA Series 7 and 66 licenses.

Marc Costantini Executive Vice President, Strategic Initiatives John Hancock Marc Costantini currently holds the position of Executive Vice President, Strategic Initiatives, John Hancock Financial Services, Inc. Mr. Costantini joined Manulife Financial in 1990, and over the last 21 years, he has held numerous positions within Manulife/ John Hancock. Prior roles include Chief Financial Officer of John Hancock Financial Services, Inc., Chief Financial Officer of the Wealth Management Division, General Manager of the Managed Accounts business, Head of the Annuity Product Development unit, General Manager of John Hancock’s Life and Non Traditional Reinsurance businesses and Chief Financial Officer of John Hancock’s Reinsurance Operations. Mr. Costantini is a graduate of the University of Concordia in Montreal, Canada, and has a B.Sc. in actuarial science. He is a fellow of the Society of Actuaries, a fellow of the Canadian Institute of Actuaries and a Member of the Academy of Actuaries. He is a member of the Insured Retirement Institute’s (IRI) Board of Directors. He is also a member of the Board of Overseers of the Boston Children’s Hospital. Further, he is a member of the Hospital’s Finance Committee and its Audit and Compliance Committee. He has lived in Montreal and Toronto in Canada, Wiesbaden in Germany and currently resides in Natick, Massachusetts.

38 Speaker Biographies

Ramy Tadros Partner and Leader of the Insurance Practice in the Americas Oliver Wyman Ramy Tadros is a Partner at Oliver Wyman and the Head of the Insurance Practice in The Americas. Mr. Tadros has over 14 years of experience in financial services and insurance. He has led numerous consulting engagements for leading insurers around strategy, distribution, product, and strategic finance issues. Some of his recent work includes: consulting with the strategic planner of a top 5 U.S. life insurer to identify and prioritize growth opportunities in the U.S. life retirement and life markets, and recommend an alternative target-operating model (product manufacturing and distribution coverage) to maximize the growth potential of the firm; working with the Chief Financial Officer of a leading U.S.-based global insurer around revising the existing approach towards capital allocation decisions to better support the insurer’s strategic planning process; and advising the Chief Executive Officer of a top 10 life insurers around articulating a board-level strategic risk appetite statement. Prior to his relocation to The Americas, Mr. Tadros was based in the firm’s London office, where he led the insurance risk and finance practice, and consulted with leading life insurer in the UK, the Netherlands, Australia and Southeast Asia. He is a regular speaker at various industry forums and has authored several Oliver Wyman reports including, “Variable Annuities: In search of a premium valuation”, “The Deficiency List: Rethinking the risk agenda for insurers” and “The Hidden Hedge Funds within Life Insurers”. In addition, he co-authored a recent equity analyst report around the strategy and economics of the variable annuity business. Mr. Tadros graduated from Harvard University with a bachelor of science in economics with highest honors.

www.myIRIonline.org 39 Speaker Biographies

Andrew Kligerman Managing Director UBS Securities, LLC Andrew Kligerman is the Senior Life Insurance Analyst, global insurance strategist and financials group sector head of UBS Investment Research. He has covered the life insurance sector since 1994. For the past ten years, he has ranked in the top of the life insurance category of the Institutional Investor All- America Research team, including four consecutive years ranked as number one. In addition, he has ranked first in his sector by the Wall Street Journal for stock picking and Forbes for earnings estimates. Prior to joining UBS, Mr. Kligerman was the senior life insurance analyst at Bear Stearns. Before that, he was the senior life insurance analyst at Schroders. Mr. Kligerman began his career at Skandia America Reinsurance, where he held a number of positions. He is a director and former president of the Association of Insurance and Financial Analysts. Mr. Kligerman holds an MBA from Columbia Business School and a BS in biology from Tulane University.

Earl Pomeroy Former Member of Congress (North Dakota) Senior Counsel Alston & Bird LLP Former Congressman Earl Pomeroy brings 26 years of regulatory and legislative experience to his present position as Senior Counsel at Alston & Bird LLP. Mr. Pomeroy’s practice focuses on matters before the federal legislative and executive branches of government as well as work before financial regulators at the state government level. Mr. Pomeroy has been an influential participant in financial- services regulation as it has evolved over the last quarter century. More than twenty years ago, as president of the National Association of Insurance Commissioners, he advanced reforms to strengthen solvency oversight in state insurance departments which were widely adopted, substantially improving the quality of state insurance regulation. For eight terms, he was the only member of the U.S. House to have served as an insurance commissioner. This unique background provided the basis and credibility for Pomeroy’s active participation in regulatory reform debates held throughout his time in Congress.

40 Speaker Biographies

Michael R. Manning Vice President, National Accounts Manager Federated Investors As a Vice President of National Accounts, Michael Manning is responsible for the relationship management of federated products to major wirehouses as well as insurance companies throughout the United States. He has assisted in selling Federal Investors investment products to varied and diverse sales channels, including financial institutions, wirehouses, regional broker-dealers and captive agents for over 15 years. Mr. Manning has successfully completed SIFMA - Securities Industry Institute at the University of Pennsylvania Wharton School, which is an intensive, full-scale educational development program designed for professionals in the financial services industry. He also holds a Series 7, 63 and 24 license. Mr. Manning earned a bachelor of science degree from the College of William and Mary.

Dr. Claus te Wildt Senior Vice President, Capital Markets Strategy Fidelity Investments Dr. Claus te Wildt is Senior Vice President and Head of the Capital Markets Strategy Group (CMSG) at Fidelity Financial Advisor Solutions (FFAS), a division of Fidelity Investments. CMSG is tasked to provide independent analysis and insights into the capital markets to FFAS’s clients. Fidelity Investments is a leading provider of investment management, retirement planning, portfolio guidance, brokerage, benefits outsourcing, and other financial products and services to more than 20 million individuals, institutions, and financial intermediaries. Dr. te Wildt joined Fidelity as an Investment Director in January of 2006. He writes a regular investment commentary for advisors on www.advisor.fidelity.com. Prior to Fidelity, Dr. te Wildt led his own advisor firm which operated similar to a hedge fund. He was employed at Global Macro Strategy which invested in broad, long-term investment themes. From 1997 to 2003, Dr. te Wildt worked for GT Global and Dresdner RCM (which eventually became part of Allianz Insurance) in various senior and executive positions. Dr. te Wildt began his professional career at Bain & Company in Boston. Born in Germany, he came to the U.S. in 1990. He received an MBA from the University of Colorado and a Ph.D. in finance from the University of Kiel in Germany.

www.myIRIonline.org 41 Speaker Biographies

Y. Wayne Lin Portfolio Manager and Investment Strategy Analyst Legg Mason Global Asset Allocation Y. Wayne Lin serves as Portfolio Manager and Investment Strategy Analyst for Legg Mason Global Asset Allocation LLC, where he develops investment strategies for both strategic and tactical asset-allocation mandates. Prior to joining Legg Mason, Mr. Lin spent several years as a management consultant. He has an A.B. from the University of Chicago and an MBA from Columbia Business School. Legg Mason Global Asset Allocation (LMGAA) offers a broad range of asset-allocation capabilities to meet the needs of retail and institutional investors in the global marketplace. LMGAA provides strategic-asset allocation, tactical-asset allocation, manager selection and monitoring, ongoing portfolio management and rebalancing. Assets under management for LMGAA as of February 29, 2011 were over $5.2 billion.

Ron Arons Managing Director and Portfolio Manager, Global Fixed Income Goldman Sachs Asset Management Ron Arons is a portfolio manager in Goldman Sachs Asset Management (GSAM), responsible for core, long duration and other multi-sector fixed-income strategies. He joined Goldman Sachs as a managing director in 2010. Prior to joining the firm, Mr. Arons worked for 16 years at J.P. Morgan Asset Management, where he was a managing director responsible for the management and distribution of a broad range of fixed-income products. Before that, he worked at MetLife for seven years as a trader and portfolio manager. Mr. Arons earned a BBA in accounting from the George Washington University and an MBA from the Stern School of Business at New York University. He is a CFA charterholder.

42 Speaker Biographies

Terry Jones Founder and Former Chief Executive Officer, Travelocity.com Chairman, Kayak.com Terry Jones is on the cutting-edge of innovation and change. As founder of Travelocity.com, chairman of Kayak.com, and Chief Information Officer at American Airlines/Sabre, Mr. Jones has a proven track record of leading companies whose innovations have changed an industry. For the last five years through his consulting practice, as a board member and as a venture capitalist, Mr. Jones has been helping companies use the tools and techniques he’s developed to keep pace with this rapidly changing world. As Mr. Jones has worked in small startups and the corporate world, he has a unique perspective on innovation and can offer audiences real world examples of how to create a culture of innovation in their companies. A lively, humorous, and entertaining speaker, Mr. Jones always does the research necessary to customize his presentations for each audience. Mr. Jones’ credentials have breadth and depth. In the 70’s, Mr. Jones helped create one of the fastest growing business travel companies ever formed. In the 80’s and 90’s, Mr. Jones led product development, programming, and operations at American Airlines SABRE, the computer system that became a Harvard case study on automating your customers. Then in 1996, he founded Travelocity.com and took it from a team of 10 to a multi-billion dollar public company. But he didn’t stop there. After leaving Travelocity, he became chairman of Kayak.com, a completely different travel site, that in three years is the size of Priceline. A graduate of Denison University, Mr. Jones entered the business world in 1971 as a travel agent with Vega Travel in Chicago. Today, he serves as principal of Essential Ideas, a company he founded to help companies in the transition to the digital economy. He is chairman of Kayak.com and serves on the boards of Rearden Commerce, Smart Destinations, and EarthLink. He is a special venture partner at General Catalyst Partners and serves on the boards of the Lake Tahoe Shakespeare Festival and the Technical Advisory Committee of the Boy Scouts of America.

www.myIRIonline.org 43

General Information Accessibility for Attendees with Disabilities IRI staff will work with attendees to provide reasonable accommodations for those with special needs. To request assistance onsite, please visit the IRI Registration Desk in the West Promenade.

Anti-Trust Policy and Caution As members of a trade association, each person attending this function must be mindful of the constraints imposed by federal and state anti-trust laws. The people here today represent companies that are in direct competition with one another. IRI’s purpose is to provide a forum for the free exchange of ideas on the designated topics. It is not the purpose of this meeting to reach any agreement that could have anti-competitive effects. Individuals must keep in mind that a violation of the anti-trust laws may subject themselves to substantial fines – or worse. You can avoid problems by following these simple guidelines: Stick to the published agenda. Be cautious about discussions involving pricing, premiums, beneﬁts to be offered or terminated and who should or should not be covered. The Justice Department views these types of discussions with concern and suspicion. Never take a poll of partici- pants’ positions or make a collective agreement on these issues. Always retain your right to make an independent judgment on behalf of your company. IRI is dedicated to assisting each of its members in achieving their competitive potential.

Attendee Organized Events Please note that IRI’s long-standing policy states that no attendee-organized events may be held during any scheduled conference event, including general and elective sessions, receptions and organized networking activities. With respect to events scheduled during non- conference hours, please notify IRI’s conferences department of your event via email to [email protected]. Please note that your event may only take place at the conference hotel if you are a registered sponsor for the meeting. Thank you in advance for your continued compliance with this policy.

Badges Badges must be worn at all official meeting functions to allow access to educational sessions, receptions and the exhibit hall. If you misplace your badge, please visit the registration desk for a replacement.

www.myIRIonline.org 45 General Information Cameras, Recording Devices and Cell Phones Please refrain from using cameras, recorders and/or cell phones in the sessions or exhibits. Personal photography is permitted at social functions. Please note that an official IRI photographer will be taking photographs of attendees and speakers for future use in IRI publications and on the IRI website.

Committee Meetings Monday, April 2 8:00 am – 9:00 am Public Relations Committee Meeting ...... Nassau Suite A 8:00 am – 9:00 am Asset Managers Committee Meeting ...... Nassau Suite B 12:30 pm – 2:00 pm Marketing Committee Meeting...... Nassau Suite Tuesday, October 4 8:00 am – 9:00 am Research Committee Meeting ...... Nassau Suite A 8:00 am – 9:00 am Member Services Committee Meeting...... Nassau Suite B 1:00 pm – 3:00 pm Operations & Technology Committee Meeting (By Invitation Only) ...... Madison Suite 1:00 pm – 3:00 pm Broker-Dealer Roundtable (Open to Broker-Dealers Only)...... Lincoln Suite 1:30 pm – 3:00 pm Retirement Income Committee Meeting ...... Beekman Parlor 1:30 pm – 3:30 pm Executive Committee Meeting (By Invitation Only)...... East Suite 3:30 pm – 5:30 pm IRI Board of Directors Meeting (By Invitation Only)...... Regent Parlor

Conference Attire The preferred dress for all sessions is business attire.

Contact To contact a member of the IRI staff while onsite, please email [email protected] or visit the Registration Desk in the West Promenade.

Exhibit Hall Hours Sunday, April 1 ...... 5:30 pm – 7:00 pm Monday, April 2 ...... 7:45 am – 7:00 pm Tuesday, April 3 ...... 7:45 am – 1:00 pm

46 General Information Internet and Wireless A Wi-Fi Café, sponsored by FGS Inc., is available in the West Promenade for use by conference attendees.

Lost and Found Lost and Found will be located at the registration desk in the West Promenade. At the conclusion of the conference, items not claimed will be turned over to lost and found at the Hilton New York.

Meal Functions Breakfast, breaks and lunches will be served in the exhibit hall, unless otherwise specified in the agenda.

Press Room Media attending the conference have access to an exclusive, Wi-Fi enabled press room on the 2nd floor. Those interested in accessing the press room should contact Danielle Holland at (202) 577-5974 or [email protected].

Registration Hours Americas Hall Sunday, April 1 ...... 3:00 pm – 7:00 pm Monday, April 2 ...... 7:45 am – 7:00 pm Tuesday, April 3 ...... 7:45 am – 1:00 pm

Future Meetings

2012 Government Legal 2012 Operations & 2012 Annual Meeting & Regulatory Conference Technology Conference September 9-11, 2012 June 24-26, 2012 June 24-26, 2012 Hilton Bayfront Omni Shoreham Hotel Omni Shoreham Hotel San Diego, CA Washington, D.C. Washington, D.C.

2013 Marketing Summit March 6-8, 2013 Hilton Washington Washington, D.C.

www.myIRIonline.org 47

Marketing Summit Sponsors

IRI would like to thank the following organizations for their support of the IRI 2012 Marketing Summit: Vision Level

Leadership Level

Innovation Level

www.myIRIonline.org 51 Club Exchange Sponsors

IRI would like to thank the following members of the Asset Managers Committee for sponsoring Monday’s Club Exchange:

52 Marketing Summit Exhibitors

IRI would like to thank the following organizations for their support and participation in the IRI 2012 Marketing Summit:

Precise, detailed CRM entry. You speak. We type.

www.myIRIonline.org 53 SpeakerExhibitor Biographies Hall Floor Plan

The American College ...... Booth 1401 HP...... Booth 1100 Broadridge ...... Booth 1106 Incapital ...... Booth 1010 BUZZRegistration ...... Booth 1108 Insurance Technologies...... Booth 1501 Cerulli Associates...... Booth 1104 Meridian-IQ...... Booth 1203 Cogent Research ...... Booth 1101 Morningstar ...... Booth 1300 Cohen & Steers...... Booth 1000 Quest CE...... Booth 1500 Corporate Insight...... Booth 1105 RegEd ...... Booth 1301 Dial-A-Note...... Booth 1004 Registered Rep ...... Booth 1110 DWS ...... Booth 1109 RightBridge...... Booth 1002 EbixExchange ...... Booth 1107 RR Donnelley...... Booth 1200 FGS Inc ...... Booth 1102 & 1103 SourceMedia...... Booth 1201 Foundation for Financial Planning....Booth 1202 Summit Business Media...... Booth 1400

Exhibitor Descriptions

American College Booth 1401

Address: 270 S. Bryn Mawr Avenue Contact: John Pyndus, Vice President of Sales/Marketing Phone: (610) 526-1000 Email: [email protected] http://www.theamericancollege.edu

The American College is a nonprofit educational institution with the highest level of academic accreditation, dedicated to innovative learning and development for financial services professionals. Offering specialized designation programs and two Masters Degree programs. The College has been helping financial advisors further the ethical integrity of our industry since 1927. Web address: www.theamericancollege.edu.

Broadridge Financial Solutions, Inc Booth 1106

Address: 200 Brickstone Square, Suite 504, Andover, MA 01810 Contact: Len Driscoll, Vice President Phone: (978) 247-7296 Email: [email protected] http://www.broadridge.com

Broadridge is a leading global provider of technology solutions to the financial services industry. Our systems and services include investor communication solutions, and securities processing and operations outsourcing solutions. Through our advanced, dependable, scalable and cost-effective integrated systems, Broadridge helps reduce the need for our clients to make significant capital investments in operations infrastructure, allowing your focus to remain on core business activities. Our distribution model combines electronic delivery, consent gathering, householding, shareholder account processing, and document management/ production services. Broadridge’s commitment to excellence and thought leadership on issues such as the mutual fund summary prospectus regulation has enabled us to support insurance companies using best practices with optimal configurations and distribution methodologies.

56 Exhibitor Descriptions

BUZZRegistration Booth 1108

Address: 3525 Quakerbridge Road, Suite 908, Hamilton, NJ 08619 Contact: Megan Buzzetta, President & Chief Executive Officer Phone: (609) 689-2954 Email: [email protected] http://www.buzzregistration.com

BUZZRegistration is the premier financial services industry provider for event sourcing and registration management services. This unique service offering is a partially outsourced solution that saves in overhead and acts as a cost-effective and efficient balance when staffing reductions in meeting planning are required, or when meeting planning teams are understaffed. We boast a vast understanding of broker-dealer meeting strategies and a comprehensive knowledge of FINRA rules and regulations, bringing maximum results to sales trainings and incentive programs. Acting as an extension of your in-house meeting management staff, our primary registration services include website creation, invitation launch, response management, attendee inquiry management, customized reporting, rooming list management, and more. BUZZ offers: * Cost-effective sourcing & regulatory risk-mitigation; * On-line registration, data analysis, reporting; * Payment & expense reconciliation; * WBE-certification to meet supplier diversity requirements; * Stress-free implementation and an elevated attendee experience.

Cerulli Associates Booth 1104

Address: 699 Boylston Street, Boston, Massachusetts 02116 Contact: Rachael Malatesta, Director Phone: (617) 437-0084 Email: [email protected] http://www.cerulli.com

Cerulli Associates is a Boston, London, and Singapore-based research firm specializing in asset management and distribution trends in markets around the globe. It blends industry expertise, original research, and data analysis to bring perspective to current market conditions and forecasts for future developments. It provides financial services firms with guidance in strategic positioning and new business development. Expertise covers manufacturing and distribution issues across core areas in the U.S. marketplace including: managed accounts, intermediary, retirement, insurance, and retail and institutional asset management. Cerulli’s international practice covers retail and institutional asset management and distribution trends on a global basis and in 40 countries worldwide.

www.myIRIonline.org 57 Exhibitor Descriptions

Cogent Research Booth 1101

Address: 125 Cambridge Par Drive, Cambridge, MA 02140 Contact: Anne Fallon, Marketing Manager Phone: (617) 441-9944 x7611 Email: [email protected] http://www.cogentresearch.com

Cogent Research helps clients gain clarity, obtain perspective, and formulate direction on critical business issues. Founded in 1996, Cogent provides custom research, syndicated research products, and evidence-based consulting to leading organizations in the financial services, life sciences and consumer goods industries. Through quality research, advanced analytics, and deep industry knowledge, Cogent Research delivers data-driven solutions and strategies that enable clients to better understand customers, define products, and shape market opportunities in order to increase revenues and grow the value of their products and brands.

Cohen & Steers Capital Management, Inc. Booth 1000

Address: 280 Park Avenue, New York, NY 10017-1216 Contact: Brooks Hamblett, Senior Vice President, or Jacqueline A. Bryant, Institutional Client Service Phone: (212) 796-9333; (212) 446-9113 Email: [email protected], [email protected] http://www.cohenandsteers.com

Cohen & Steers is a manager of portfolios specializing in U.S. and international real estate securities, large cap value stocks, listed infrastructure and utilities, and preferred securities. The company also manages alternative investment strategies such as hedged real estate securities portfolios and private real estate multimanager strategies for qualified investors. Headquartered in New York City, with offices in London, Brussels, Hong Kong and Seattle, Cohen & Steers serves individual and institutional investors through a broad range of investment vehicles. Our passionate belief that dividends provide an important part of an investment’s total return and overall diversification has been the foundation for our portfolio strategies.

58 Exhibitor Descriptions

Corporate Insight Booth 1105

Address: 420 Lexington Ave., 5th Floor, New York, NY 10170 Contact: Robert Burlin, Director, Business Development Phone: (212) 832-2002 ext. 115 email: [email protected] http://www.corporateinsight.com

Corporate Insight provides competitive intelligence and user experience research to the nation’s leading financial institutions. For two decades, we have tracked technological developments in the financial services industry, identifying best practices in online banking and investing, online insurance, retirement, mobile finance, social media, active trading platforms, and other emerging areas. Corporate Insight helps its clients – including 70% of the financial services firms in the Fortune 500 – to stay on top of industry trends and improve their competitive position. Further information on Corporate Insight is available at www.corporateinsight.com/about-us

Dial-A-Note Booth 1004

Address: PO Box 4689, Greenwich, CT 06831 Contact: Kate Xenelis

Phone: (203) 618-1811 Precise, detailed CRM entry. You speak. We type. Email: [email protected] http://www.dialanote.com Dial-A-Note is the first phone to CRM solution that combines technology and intelligence. The idea is simple. You dictate to your phone (no prompts, just speak); then we process the audio file and the information gets placed directly into your CRM system. s)NCREASE#2-ADOPTIONQUANTITYOFACTIVITIESRECORDED s#APTUREMOREREPORTABLECLIENTDETAILSQUALITYOFACTIVITIESRECORDED s)NCREASETHEACCURACYOFSALESREPORTS s2EDUCETHEAMOUNTOFTIMEEXTERNALSANDINTERNALSSPENDONREPORTING We work with all CRMs, even internally built systems! Customized fields and entries that require multiscreen maneuvering are completed accurately. No need to worry about misspelled client names or products discussed — the combined technology with intelligence creates the most accurate solution on the market. Think Dial-A-Note may be a fit for your sales team? Call Us (203) 618-1811. Dial-A-Note is a service of Civicom, Inc.

www.myIRIonline.org 59 Exhibitor Descriptions

DWS Booth 1109

Address: 345 Park Avenue, New York, NY 10154-0004 Contact: Tiffani Potesta, Director Phone: (212) 454-3193 Email: [email protected] https://www.dws-investments.com/

DWS Investments is the US retail brand of Deutsche Bank’s global asset management division. DWS is the leading mutual fund brand in Germany and one of the most respected in Europe and Asia. With access to the expertise of a powerful global network in 16 countries, DWS Investments strives to make innovative investment strategies and solutions, traditionally reserved for institutions and high net worth individuals, available to the US retail investor. DWS Investments manages $129 billion (as of 6/30/2011) in retail and retirement assets in more than 141 mutual funds and variable insurance portfolios across all major asset categories in the US. Organizations under the DWS brand manage approximately $363 billion globally (as of 6/30/2011). EbixExchange Booth 1107

Address: 5 Concourse Pkwy. Ste 3200, Atlanta, GA 30328 Contact: Tiffany DeBrock Phone: (678) 281 2020 x 2086 Email: [email protected] http://www.ebix.com

EbixExchange is the premier On-Demand Software Exchange that offers products and services that automate, expedite, and improve the process for the life insurance, annuity, property & casualty, and health insurance industries. Seen as a leading developer of electronic Straight Through Processing, EbixExchange currently supports a broad range of insurance agencies, brokerage and clearing firms, and operations centers at over 100 of the leading insurance carriers and their affiliates. EbixExchange is the single largest commercial provider focusing on seamless on demand products, automated tools and custom solutions. EbixExchange enables CRM solutions, Order- entry platforms, Quoting Engines, Risk Administration tools, Loss Reporting compliance, Data Transformation solutions and much more for the Life, Annuity, Health and P&C Insurance Industry. Ebix has its headquarters in Atlanta (GA), and has domestic operations in Los Angeles (CA), San Diego (CA), Walnut Creek (CA), Hemet (CA), Pittsburgh (PA), Miami (FL), Park City (UT), Herndon (VA), Columbus (OH), Dallas (TX) and Portland (MI). The Company also has offices in seven other countries – Australia, New Zealand, Singapore, China, Japan, Brazil, Canada and India. EbixExchange’s product line includes: AnnuityNet, LifeSpeed, SmartOffice, VitalSales Suite and WinFlex.

60 Exhibitor Descriptions

FGS Inc. Booth 1102 & 1103

Address: 880 Enterprise Street, Suite F, Aurora, IL 60504 Contact: Richard Malacina, President & Chief Executive Officer Phone: (630) 236-4128 http://www.fgraphic.com

Our Flexibility Gives you Strength. FGS, Inc. a National Print & Marketing Services company supporting large multi-national corporations in the retirement industry. We offer the infrastructure, experience, knowledge, and technology to efficiently execute your marketing, sales, and compliance programs. With FGS you will reduce cost and improve the process so you can focus on your core business needs. Our tailor-made solutions include Print, Fulfillment, Concept & Design, Website & Data Base Programming, Compliance Services, and more to fit your needs and beat the competition. Think technology. Think expertise. Think recourses. THINK FGS.

Foundation for Financial Planning Booth 1202

Address: 2191 Northlake Parkway, Ste G, Tucker, GA 30084 Contact: Jim Peniston, Executive Director Phone: (770) 938-1110 Email: [email protected] http://www.foundation-finplan.org

The Mission of the Foundation for Financial Planning is to help people take control of their financial lives by connecting the financial planning community with people in need. We achieve this by supporting pro bono advice and outreach activities.

www.myIRIonline.org 61 Exhibitor Descriptions

HP Booth 1100

Address: 810 Bull Lea Run, Lexington, KY 40511 Contact: Brian Connelly Phone: (859) 296-0600 Email: [email protected] http://www.hpexstream.com

HP Exstream customer communications management software helps leading financial organizations connect with their customers through more effective, fully personalized communications delivered through multiple print and electronic channels. Leading financial services companies worldwide, including six of the top 10 U.S. banks and four of the top 10 securities firms use HP Exstream to create, manage, and deliver personalized communications To learn more visit www.hpexstream.com. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to solve customer problems. More information about HP (NYSE: HPQ) is available at www.hp.com.

Incapital Booth 1010

Address: 1800 N Military Trail, Suite 400, Boca Raton, FL 33431 Contact: Patrick Clifford, Sr. Vice President Phone: (561) 361-1204 Email: [email protected] http://www.incapital.com

With our principal offices located in Chicago and Florida, Incapital provides a broad array of financial products to a diverse network of more than 700 broker-dealers, institutions, banks and asset managers. Our innovative technology, tools and products are designed to help hundreds of thousands of financial advisors and investors create income-producing and market-linked portfolios. Securities offered through and UITs sponsored by Incapital LLC, Member FINRA/SIPC. Annuities and insurance products offered through Incapital Insurance Services LLC, Member FINRA/SIPC.

62 Exhibitor Descriptions

Insurance Technologies Booth 1501

Address: Two South Cascade Ave., Suite 200, Colorado Springs, CO 80903 Contact: Kristin Wills, Marketing Director Phone: (719) 442-6400 Email: [email protected] http://www.InsuranceTechnologies.com

Insurance Technologies provides innovative sales automation solutions to the financial services industry. Our product suite manages the sales process across distribution channels thus providing Straight-through Processing resulting in more in-good-order applications. ForeSight™ is a mobile point-of-sale platform that illustrates all business lines across diverse distribution channels. VisibleChoice® is a multi-carrier annuity sales solution that compares side-by-side product features and benefits thus reducing compliance risk and increasing suitability. FireLight® is a low cost, flexible and easy to deploy electronic application and fulfillment solution that automates any existing sales process across all lines of business facilitating straight-through processing.

Meridian-IQ Booth 1203

Contact: Greg Sauer Phone: (646) 867-6456 Email: [email protected] http://www.Meridian-IQ.com

Meridian-IQ is the premier advisor market database. Meridian-IQ represents a next generation sales and marketing workflow engine - incorporating the deepest and most accurate advisor database, time management tools and business planning software. Meridian-IQ has been developed by a team with decades of combined experience working with hundreds of financial institutions. Our single-minded goal is to provide powerful information and tools to optimize sales, marketing and research efforts.

www.myIRIonline.org 63 Exhibitor Descriptions

Morningstar Booth 1300

Address: 22 W. Washington St. Chicago, IL 60602 Contact: Randy Moll Phone: (312) 696-6361 Email: [email protected] http://global.morningstar.com

Morningstar, Inc. is a leading provider of independent investment research in North America, Europe, Australia, and Asia. The company offers an extensive line of products and services for individuals, financial advisors, and institutions. Morningstar provides data on approximately 375,000 investment offerings, including stocks, mutual funds, U.S. VA/L subaccounts and policies, and insurance, pension, and life funds in international markets. Morningstar also offers investment management services through its investment management subsidiaries and has more than $180 billion in assets under advisement and management as of December 31, 2011. The company has operations in 27 countries.

Quest CE Booth 1500

Address: 10850 West Park Place, Suite 1000, Milwaukee, WI 53224 Phone: (877) 593-3366 Email: [email protected] http://www.questce.com

Since 1986, Quest CE has been the premier provider of compliance continuing education solutions to the financial services industry, and the largest administrative partner for organizations maintaining their in-house CE programs. As the established authority for Instructor-Led, Faculty-led, Webinar and Correspondence CE training management, Quest CE continues to facilitate customized events, accompanied by an industry-leading administrative system. Quest CE’s unsurpassed insurance, designation, and compliance CE programs are utilized by over 380 leading insurance carriers, broker-dealers, and other financial institutions nationwide.

64 Exhibitor Descriptions

RegEd Booth 1301

Address: 2100 Gateway Centre Blvd., Suite 200, Morrisville, NC 27560 Contact: Damia Tabachow - Senior Vice President, Marketing Phone: (800) 334-8322 Email: [email protected] http://www.reged.com

RegEd is a leading provider of insurance and securities continuing education and compliance solutions to the financial services industry. Since 1994 RegEd has set the standard in the industry for quality, compliant content, rule-based automation and full-service outsourcing. RegEd solutions deliver unparalleled levels of operational efficiency and allow firms to cost- effectively comply with state and FINRA regulations. The Insured Retirement Institute (IRI) and RegEd have partnered to provide a one-stop solution for Annuity Suitability Training and Carrier Product Training.

Registered Rep. Booth 1110

Address: 249 West 17th Street, Third Floor, New York, NY 10011 Contact: Rich Santos Phone: (212) 204-4277 Email: [email protected] http://www.registeredrep.com

www.myIRIonline.org 65 Exhibitor Descriptions

RightBridge Booth 1002

Address:1592 South 500 West Suite 201, Bountiful, UT 84054 Contact: John Hyde Phone: (801) 292-7126 ext. 113 Email: [email protected] http://capitalrock.com

CapitalRock provides the RightBridge Annuity Wizard software. The RightBRIDGE® Annuity Wizard uses the RightBridge business analytics engine to determine the relevance of specific annuities for a client’s needs and objectives. The calculation engine configures and then rank orders the company’s inventory of available annuities and living benefit options that best meet the needs of the client. One highly desirable feature of RightBRIDGE is the robust reason text™ that helps the professional understand why a specific annuity and living benefit configuration meets the client’s needs. This reason text™ also describes the disciplined approach used to determine suitability.

RR Donnelley Booth 1200

Address: 99 High Street, Suite 2700, Boston, MA 02110 Contact: John Hagerty, Vice President, usiness Development & Applications Phone: (617) 556-8309 Email: [email protected] http://www.rrdonnelley.com

Variable Annuity companies turn to RR Donnelley Global Investment Markets to enhance the efficiency of their compliance and customer communications. Whether your communications need is print, electronic or both, our unparalleled range of capabilities and superior technology combined with our process, content management, delivery optimization and compliance expertise make it easier for you to reach your investors and comply with SEC regulations. Our robust products and services help clients reduce total costs, and optimize the preparation, production and delivery of their documents.

66 Exhibitor Descriptions

SourceMedia Booth 1201

Address: One State Street Plaza, 25th Floor, New York, NY 10004 Contact: Tim Whiting, Group Publisher Financial Planning and On Wall Street Phone: (212) 803-8579 Email: [email protected] http://www.sourcemedia.com

SourceMedia, Inc. is the leading business-to-business publisher serving the needs of financial professionals. Our Investment Advisory Group publishes multiple titles for financial advisors. For over 40 years, Financial Planning continues to be the leading publication serving independent advisors. On Wall Street is the leading publication serving national and regional wirehouse advisors and is celebrating our 20th Anniversary. Bank Investment Consultant is the leading publication serving retail bank brokerage advisors. Please visit us at www.financial- planning.com www.onwallstreet.com and www.bankinestmentconsultant.com.

Summit Business Media Booth 1400

Address: 475 Park Ave. South, 6th Floor, New York, NY 10016 Contact: Matt Weiner, Group Publisher Phone: (646) 746-8871 Email: [email protected] www.sbmedia.com

Summit Business Media’s Investment Advisory Group provides news, analysis and insight for independent advisors, RIAs and wirehouse/regional B/Ds. Independent and independent- minded advisors turn to Investment Advisor for the unbiased news, information, and analysis that they need to grow and run their practices and to provide the best investment advisory and financial planning choices for their clients. Research Magazine offers “news you can use” and expert opinion on the range of issues that confront financial advisors in building their practices. AdvisorOne.com is the ultimate online destination, featuring all the news, in-depth analysis, market data, tools and networking opportunities advisors need.

www.myIRIonline.org 67 Your employees need more hours in the day. You just found them.

Pershing at work for you. Every minute counts in today’s competitive environment. Pershing’s revolutionary NetX360® technology platform is designed to ensure your time is well spent, with integrated information at your ﬁngertips. NetX360 helps you increase productivity and automate time-consuming inefficiencies that can consume your work day. Now, you can ﬁnally give your investment professionals the time they need to develop long-term, trusted client relationships. With Pershing at work for you, NetX360 can be the one complete solution you need to help you run and grow your business. See the whole story. www.pershing.com/atworkforyou/netx360

© 2012 Pershing LLC. Pershing LLC, member FINRA, NYSE, SIPC, is a subsidiary of The Bank of New York Mellon Corporation. Trademark(s) belong to their respective owners. IRI 2012 Marketing Summit Planning Committee

Summit Chair IRI Staff R. Lawrence Roth Catherine Weatherford President and Chief Executive Officer President and Chief Executive Officer Advisor Group Insured Retirement Institute (IRI) Committee Members

Rob Arena Nick Lane Executive Vice President, Individual Annuity Senior Executive Vice President, Hartford Life, Inc. and President, Retirement Savings AXA Equitable Chris Blunt Executive Vice President, Retirement Income Steve Maginn Security Chief Distribution Officer New York Life SunAmerica Retirement Markets, Inc. Robert DeChellis John Mulhall President, Allianz Life Financial Services Managing Director, Head of Insurance and Allianz Life Insurance Company of North Annuities America Merrill Lynch Global Wealth Management Greg Cicotte Caroline O’Connell President Managing Director Jackson National Life Distributors Pershing, a BNY Mellon company Orlando Cruz Rob Pettman President, ING Individual Investor Channel Vice President, Annuity Marketing ING Individual Retirement LPL Financial Bruce Ferris Kian Rafia Executive Vice President, Sales and Distribution Head of Product Management and Prudential Financial Development Cetera Financial Lynne Ford Advisor to the Chief Executive Officer Susan Theder LPL Financial Chief Marketing Officer Cetera Financial Don Froude President Chris Van Mierlo Ameriprise Chief Marketing Officer, Senior Vice President Sales, Retirement Solutions Division Will Fuller Pacific Life Insurance Company President and Chief Executive Officer Lincoln Financial Distributors Bill Griesser Managing Director, Head of IRA and Brokerage TIAA-CREF

www.myIRIonline.org 69

IRI Board of Directors

*Lynne Ford – Chair Robert DeChellis Advisor to the Chief Executive Officer President, Allianz Life Financial Services LPL Financial Allianz Life Insurance Company of North America *R. Lawrence Roth – Vice Chair President and Chief Executive Officer Elizabeth Forget Advisor Group Senior Vice President, Annuity Products Senior Vice President, Annuity Products *James A. Shepherdson – Past Chair Managing Partner Will H. Fuller Crossroads Capital Group President and Chief Executive Officer Lincoln Financial Distributors *Catherine J. Weatherford – President President and Chief Executive Officer George Gatch Insured Retirement Institute (IRI) Chief Executive Officer, IM Americas JPMorgan Investment Management *Thomas F. Streiff – Secretary Executive Vice President, Retirement Nick Lane Product Manager Senior Executive Vice President, PIMCO and President, Retirement Savings AXA Equitable *Marc Costantini - Treasurer Executive Vice President, William F. Loehning Strategic Initiatives Executive Vice President, Insurance John Hancock Financial Services, Inc. Relationship Management Fidelity Investments Institutional Services *John L. Carter President – NFS Distributors, Inc. John Mulhall Nationwide Financial Managing Director, Head of Insurance and Annuities Robert M. Arena Merrill Lynch Global Wealth Management Executive Vice President, Individual Annuity Hartford Life, Inc. John Papadopulos President, Wells Fargo Retirement Christopher O. Blunt Wells Fargo & Company Executive Vice President, Retirement Income Security Stephen Pelletier New York Life President, Prudential Annuities Prudential Financial Valerie G. Brown Chief Executive Officer Brian Shea Cetera Financial Group Chief Executive Officer Pershing, a BNY Mellon company Greg P. Cicotte President Cindy A. Vogl Jackson National Life Distributors Executive Director, Defined Contribution and Retirement Solutions Joseph N. D’Agostino UBS Global Asset Management (Americas) Inc. Managing Director, Investment Products Morgan Stanley Smith Barney

*Executive Committee

www.myIRIonline.org 71 Attendee List (As of 3/23/12)

Steve Acosta Elif Batur Vice President of Sales, VisibleChoice VP, Sr. Channel Manager Insurance Technologies Wells Fargo and Company

Melissa Adams Gregg Beagle Senior Sub Advisor Relationship Manager Vice President, Strategic Accounts Prudential Financial OppenheimerFunds, Inc.

Kevin Adamson Andy Beiger Director, Funds Management Vice President Lincoln Financial Group Jennison Associates

Liz Altman-Harberger Julie Benson Senior Vice President, Marketing Director of Administration and Operations SunAmerica Retirement Markets, Inc. IRI

Tina Ambrozy Annemarie Bernardone Vice President, Sales Development Managing Director Product Nationwide Financial Management and Marketing Charles Schwab and Co., Inc. Rob Arena Executive Vice President Karen Betts Hartford Life, Inc. Vice President, Retirement Marketing AXA Equitable Lowell Aronoff Chief Executive Ofﬁcer Greg Blackwell CANNEX Financial Exchanges Managing Partner Trust Performance Coaching Bill Atherton Business Consultant, Retirement Andrew Blumberg Income Planning Information Solutions CANNEX Financial Exchanges DTCC (Depository Trust and Clearing Corporation) Dick Austin Consultant, Retirement Income Joseph Boan CANNEX Financial Exchanges EVP, Managing Director AEGON Insurance Group Richard Babineau Vice President, Product Management Lori Bochner Broadridge Financial Solutions Inc. Vice President, SAG Marketing Midland National Life Insurance Co. Michael Baney District Director-Broker Dealer Distribution Nicole Boesen Allianz Life Insurance Company Director of Creative Services and Marketing FGS, Inc. Rachel Barrow Senior Marketing Manager Bill Boscow Guardian Insurance and Annuity Co. Senior Vice President, Strategic Accounts Morningstar

72 Attendee List (As of 3/23/12)

Blake Bostwick Adam Bryan Chief Operating Ofﬁcer Managing Director Transamerica Capital Management DTCC (Depository Trust and Clearing Corporation) Kevin Bowens VP Marketing Jacqueline Bryant SunAmerica Retirement Markets, Inc. Relationship Manager Cohen and Steers Capital Management, Inc. Scott Bowers Regional Vice President Jim Buck BlackRock Managing Director, Partner UAT, Inc. Rodney Branch Vice President, IPS Business Development Tim Burke Nationwide Financial Principal, Insurance Solutions Edward Jones Erin Brenner Head of Intermediary Key Accounts Bryan Burke Schroder Investment Management Senior Vice President, Director of Retirement/Insurance Barbara Brooks Federated Investors Vice President - Annuities Prudential Financial Bill Burke Senior Vice President, Marketing Jacques Brousseau Nationwide Financial National Director Great-West Life and Annuity Bob Burlin Insurance Company Director, Business Development Corporate Insight, Inc. James Brown SVP Advisor Group Dewey Bushaw Advisor Group Executive Vice President - Retirement Solutions Division Valerie Brown Paciﬁc Life Insurance Company CEO Cetera Financial Group Kerry Cahill Business Developement Manager Ken Brown Sammons Financial Group VP, Sales Development and Strategic Suppo ING Retirement Mike Cain Sales Director John Brown Broadridge Financial Solutions Inc. Vice President, Government Relations Jackson National Life Lori Cameron Sales Director Marty Brown Accenture Vice President, Director-Advisor Services T. Rowe Price Group, Inc. Mark Caner President Robert Bruno Western and Southern Financial Group Partner, Managing Director UAT, Inc. www.myIRIonline.org 73 Attendee List (As of 3/23/12)

Chris Carey Brian Connelly Vice President, National Accounts Client Executive SunAmerica Retirement Markets, Inc. Hewlett Packard

John Carter John Considine President, NFS Distributors, Inc. Assistant Vice President Nationwide Financial LPL Financial

Chuck Cavanaugh Chris Conway Executive Director, Chief Operating Marketing Manager Ofﬁcer, Investment Products Athene Annuity and Life Assurance Company Morgan Stanley Smith Barney David Coon Jeanna Cavanaugh MD, Head of Retail and Subadvisory VP, Marketing Jennison Associates Prudential Financial Carlo Cordasco Joel Chakranarayan Regional Income Planning Specialist Emerging Media and Technology Specialist Nationwide Financial IRI Brad Cornell Travis Champion Senior Vice President, Sponsor Relations Vice President of Sales, FireLight LPL Financial Insurance Technologies Tracy Corroon Ying Chen Senior Vice President, Relationship Vice President, Product Management Management Broadridge Financial Solutions Inc. Allianz Life Financial Services, LLC

Jerome Clement Marc Costantini National Sales Director Executive Vice President, Strategic Initiatives PKS Financial John Hancock Financial Services, Inc.

Peter Clements Mark Cover Senior Vice President Vice President Fidelity Investments Institutional Services T. Rowe Price Group, Inc.

Patrick Clifford Lee Covington Sr. Vice President - Annuities Senior Vice President and General Counsel Incapital IRI

Sharon Conaci Susan Crabtree Project Manager, Product Development Senior Vice President, Marketing Prudential Financial Western and Southern Financial Group

Peter Conneely Jonathan Cressman Vice President, Sales Manager, Senior Vice President, National Sales Investment-Only Sales Manager, Wirehouse/Regional Channel Franklin Templeton Investments Prudential Financial

74 Attendee List (As of 3/23/12)

Melissa Crew Robert Densmore Assistant Vice President, Annuity Senior Vice President, National Product Line Management Sales Manager Principal Financial Group Allianz Life Insurance Company

John Crosier John DeRango Business Development Manager Senior Vice President, Institutional Sales Cogent Research Morningstar

Orlando Cruz Steven Dillman President, ING Individual Investor Channel Sr. Vice President ING Retirement BNY Mellon Asset Management Strategic Business Development Stephanie Curry Assistant Vice President, Corey Dillon Retirement Resource Group Senior Vice President and Director Paciﬁc Life Insurance Company ALPS Advisors

Victor Curtis Daniel Dixon Director, Relationship Management e-Solutions Sales Director MFS Investment Management DST Output

Joseph D’Agostino Christina Dolan Managing Director Investment Products Head of SAG Marketing Morgan Stanley Smith Barney BlackRock

Al Dal Porto Joyce Donadio Vice President, Product Development Strategic Relationship Manager Security Beneﬁt Putnam Investments

Kevin Danaher Kat Dorman SVP, Marketing Communications Director of Conferences Advisor Group IRI

David DeLibro Len Driscoll VP, Strategic Relationship Management Chief Client Ofﬁcer Prudential Financial Broadridge Financial Solutions Inc.

Ed DeMarino Bill Duncliffe Vice President and Director, Sales Director Financial Institutions Broadridge Financial Solutions Inc. Janus Capital Group Edward Dunn Alison Denis VP SVP, Chief Marketing Ofﬁcer Lincoln Financial Group Athene Annuity and Life Assurance Company Scott Dunn Vice President Prudential Financial

www.myIRIonline.org 75 Attendee List (As of 3/23/12)

Adam Dunn John Finnerty Sales Manager Director National Accounts Summit Business Media/ MFS Investment Management Advisor Media Network Philip Fishbane Meghan Duthie Vice President, National Accounts IRA Product Strategy and Execution Manager Wells Capital Management TIAA-CREF Monica Fitzpatrick Bob Dwyer Institutional Relationship Manager RVP, National Accounts Transamerica Capital Management Jackson National Life John Flavin Lauren Eilberg Director - Strategic Relationship Group Account Manager Guggenheim Investments Cerulli Associates Lynne Ford Donnie Ethier Advisor to CEO Senior Analyst LPL Financial Cerulli Associates Joseph Fournier Mike Eustic Executive Vice President, Account Manager Director, Retirement Platform Relationships Paciﬁc Investment Management Lord, Abbett and Co. Company (PIMCO)

Atticus Fallon Joel Franks Executive Director Behavioral Finance Strategies UBS Global Asset Management MetLife (Americas) Inc. Ann Freedman Mary Fay Director, Product Management SVP Head of Product U.S. TIAA-CREF ING Retirement Saadiah Freeman Michael Ferraro Senior Managing Consultant Vice President kasina AllianceBernstein Nicole Fritsche Stewart Ferrier Annuity Marketing Specialist Director, Insurance Products Securian Mackenzie Investments Joe Frutuoso Bruce Ferris Director Executive Vice President, Sales CSC Financial Services Group and Distribution Prudential Financial Will Fuller President and CEO Tad Fifer Lincoln Financial Distributors+ Divisional Sales Manager Lincoln Financial Distributors

76 Attendee List (As of 3/23/12)

Chad Fulmor Andy Goeller Marketing Manager Assistant Vice President Athene Annuity and Life T. Rowe Price Group, Inc. Assurance Company Colleen Goldhammer Benzin Chris Furman SVP, LTC Distribution Vice President and Managing Genworth Financial Director, Financial Institutions Janus Capital Group Ross Goldstein Corporate Vice President, Annuity Marketing Randy Gabrielson New York Life Insurance Company Senior Vice President Strategic Accounts Allianz Life Insurance Company Luis Gomez Vice President, Marketing Strategy Bernie Gacona Jackson National Life Sr. Vice President, Director of Annuities Wells Fargo and Company Drew Graser Director of Sub Advisory Investments Peter Gallagher Principal Financial Group Director of Sales - Institutional Business Development Marci Green Invesco Vice President Goldman Sachs Asset Management Heather Gardner Principal, National Accounts Director Jennifer Greene William Blair and Company, LLC Client Account Executive Quest Continuing Education Mark Gensheimer Solutions (Quest CE) President C.S. McKee, L.P. Kelly Greene Staff Reporter Kerry Geurkink Wall Street Journal Marketing Director Securian Frank Gregory Partner, Director of Retirement Platforms David Giertz Lord, Abbett and Co. Vice President, Wirehouse and Bank Channel Manager Bill Griesser Nationwide Financial Managing Director, Head of IRA and Brokerage Michael Gilotti TIAA-CREF Vice President of New Business Development GR-NEAM Nick Griparich Director Jenny Glowacki UBS Global Asset Management Sr. Manager, Product Strategy (Americas) Inc. Great-West Life and Annuity Insurance Company Matt Grove Vice President New York Life Insurance Company

www.myIRIonline.org 77 Attendee List (As of 3/23/12)

Heather Grubbs Craig Harm Director of Marketing Senior Vice President - Relationship Manager Janus Capital Group Fidelity Investments Institutional Services

Daniel Guilbert Mike Harris EVP, Retirement Division VP, Advanced Solutions Group Symetra Financial Lincoln Financial Distributors

John Hagerty Lexi Harrison Vice President, Business Development Director - Marketing and Applications AXA Distributors RR Donnelley Mike Hart Whitney Hagstrom Managing Director - Sub Advisory Services Manager of Business Development AllianceBernstein Quest CE Jane Harte Tina Haley Vice President, Strategic Marketing Vice President AXA Distributors SunAmerica Retirement Markets, Inc. Dan Hayes Brooks Hamblett Vice President, Funds Management Senior Vice President Lincoln Financial Group Cohen and Steers Capital Management, Inc. Chris Hedges Matthew Hamel Managing Director Managing Director MFS Investment Management Virtus Investment Partners, Inc. Mary Heimlich Renee Hamlen Senior Project Manager AVP-Annuity Product Marketing VERTEX, Inc. New York Life Insurance Company Eric Henderson Maria Hancock Senior Vice President, Individual Investments Managing Director Nationwide Financial DB Asset Management Jan Henry Brian Hanna Retirement Marketing Manager Vice President, Insurance Services Wells Fargo and Company AllianceBernstein Michael Herron Tara Harkins Sr. Vice President, Account Executive Marketing Communications Manager Lincoln Financial Distributors ING Financial Partners Warren Hersch John Harline Senior Editor, Advanced Markets and Sales EVP, Managing Director National Underwriter AEGON Insurance Group Bob Heske Marketing Communications Manager Broadridge Financial Solutions Inc.

78 Attendee List (As of 3/23/12)

Bryan Hodgens Robert Jameison SVP, Director of Sales, Retail Retirement Sr. Vice President, Western Wells Fargo and Company Divisional Sales Manager Fidelity Investments Institutional Services Danielle Holland Vice President of Communications, David Jodka Marketing and Research National Sales Manager - US IRI Intermediary Distribution Schroder Investment Management Stuart Holland National Sales Manager Jeff Johnson Pacific Life Insurance Company Senior VP - Fulfillment Services FGS, Inc. Eric Holquist VP Strategic Account Manager Tyler Johnson OppenheimerFunds, Inc. VP, Key Accounts Manager Franklin Templeton Investments Grady Holt Head of Fund Management Jamie Johnson Sammons Financial Group Marketing Manager Questar Capital Dylan Huang Corporate Vice President Kathy Johnson Weiler New York Life Insurance Company Head of Product Marketing and Services, Global Marketing Jason Hudes Pershing LLC Vice President Goldman Sachs Asset Management Bradley Jones National Accounts Ann Hughes AQR Capital Management VP Head of Business Development Sammons Financial Group Todd Jones Vice President Jack Hunter Federated Investors National Sales Manager Pacific Life Insurance Company Ryan Jones SVP John Hyde Franklin Templeton Investments President and CEO CapitalRock, LLC Brian Jones Managing Director Diane Jackson Incapital SVP, Channel Relationship Management Fidelity Investments Institutional Services Ken Junge Regional Sales Director, New York Metro Harold Jackson Penn Mutual Life Insurance Company Marketing Specialist Hewlett Packard Kris Kattmann VP - Fixed Annuity Business Line Leader Lincoln Financial Group

www.myIRIonline.org 79 Attendee List (As of 3/23/12)

Craig Katz Alex Krenke SVP, Institutional Sales Vice President of Sales, Marketing Meridian-IQ and Client Services Quest Continuing Education Kathy Kavanaugh Solutions (Quest CE) VP Marketing AXA Distributors Brian Kroll Vice President Michael Kazanjian Lincoln Financial Group AVP, Annuities Marketing Director Lincoln Financial Group Allison Kuehner Communications and Marketing Specialist Kevin Kelly IRI Director, Annuity and Life Insurance Sales Charles Schwab and Co., Inc. Joshua Kutenplon Funds Management Group Sean Kelly Guardian Insurance and Annuity Co. Senior VP and Managing Director, DCIO and Sub-Advisory Services David Lacusky Eaton Vance Distributors, Inc. Divisional Vice President Hartford Life Distributors Kevin Kennedy Senior Vice President Myles Lambert AXA Distributors Executive Director, National Sales, Insurance and Annuity John Kennedy Morgan Stanley Smith Barney Head of Retirement Solutions Distribution Lincoln Financial Distributors Stewart Lander Director of Professional Development Karen Kirchner Sequoia System International Principal Marketing Analyst Allianz Life Insurance Company Marcia Larson Senior Manager, Annuity Products Joe Klimowich CUNA Mutual Insurance Society Corporate Vice President New York Life Insurance Company Andy Laster National Sales Manager Tom Kolbe Invesco National Sales Manager Fugent, Inc. Rich LaVoice Executive Vice President, Retirement Sales Janette Kolega Symetra Financial Vice President, Advisor Marketing LPL Financial Richard Lee Assistant Vice President Costas Komodromos Commonwealth Annuity and Life Insurance Senior Vice President, Investment Platform Division Mark Lee Franklin Templeton Investments Director Rainier Investment Management

80 Attendee List (As of 3/23/12)

Kevin Lehman Ian Lundahl VP Business Development Senior Analyst ING Retirement Corporate Insight, Inc.

Mariana Lemann Lyeth Lyeth Reporter Vice President, Wealth Strategies Group Ignites.com The Ayco Company

Allison Levin David Macchia Marketing Manager Founder and CEO AXA Distributors Wealth 2k, Inc.

Chad Liby Steve Maginn Senior Marketing Executive Chief Distribution Ofﬁcer Security Beneﬁt SunAmerica Retirement Markets, Inc.

Gordon Linke Whitney Man Sr. Vice President, Account Manager Classified Sales, Account Executive Pacific Investment Management InvestmentNews Company (PIMCO) Lesley Mann Bill Loehning Senior Vice President, Strategic Executive Vice President, Insurance Relationship Management Relationship Management Prudential Financial Fidelity Investments Institutional Services Mike Manning Craig Lombardi Vice President, National Accounts Manager Managing Director, DCIO/SA Sales Federated Investors AllianceBernstein Melissa MaQuilan Gavin Long Assistant Vice President Associate Product Manager BlackRock Broadridge Financial Solutions Inc. Chase Marshall William Lowe Director, Business Development President, Sammons Retirement Solutions Corporate Insight, Inc. Sammons Financial Group Roanne Martinez Paul Lucas VP, Annuities Director First Allied Securities, Inc. BlackRock Brad Mascho Richard Luchinsky Vice President, Membership Sr. Vice President, Defined and Emerging Media Contribution Investment Only IRI American Century Investments Jeff Masom Patrick Lulley Managing Director, Head of Vice President, DCIO and Insurance Sales National Accounts Van Eck Global Legg Mason, Inc.

www.myIRIonline.org 81 Attendee List (As of 3/23/12)

Mike Mathies Megan Meyers Vice President Marketing Relationship Manager Transamerica Capital Penn Mutual Life Insurance Company

Barry Mayhew Trevor Millberg Sr Vice President, National Accounts RM Investment Partner Relations American Century Investments Allianz Life Insurance Company

Dave Mazza Steve Miller Institutional Vice President Sr. Director, Head of Internal Sales Calvert Distributors, Inc. Allianz Life Insurance Company

John McCarthy Rod Mims Product Manager, Annuity SVP and National Sales Manager Intelligence Report Athene Annuity and Life Assurance Company Morningstar, Inc. Robi Minogue Joe McCarty Vice President Vice President - Annuities Goldman Sachs Asset Management Principal Financial Group Lauren Mitchell Steve McDonnell Senior Platform Manager, Annuity Marketing President LPL Financial Soleares Research, LLC Gail Mitchell Kevin McGarry Senior Vice President Director - Retirement Income Strategies Paciﬁc Investment Management Nationwide Financial Company (PIMCO)

Bob McGowan Mark Mitchell Managing Director Vice President and Marketing Manager UBS Global Asset Management T. Rowe Price Group, Inc. (Americas) Inc. Randy Moll Toby McGrath Senior Vice President Vice President, Client Support Morningstar, Inc. Prudential Financial Charlotte Mooney Dale Meinders Head of Marketing Vice President, Broker Dealer Marketing ING Retirement Allianz Life Insurance Company Jacquline Morales Michele Melville SVP Senior Vice President, Retail Retirement AXA Equitable Wells Fargo and Company Sharon Mossman Darla Mercado Senior Vice President Reporter BNY Mellon Asset Management InvestmentNews Strategic Business Development

82 Attendee List (As of 3/23/12)

Jennifer Mulhall Jim O’Brien Vice President Key Account Manager AllianceBernstein Vanguard Group, Inc.

John Mulhall William O’Conor Managing Director, Head of Insurance Vice President and Annuities Product Development Registered Rep. Merrill Lynch Global Wealth Management David O’Leary Sean Mulkerron Vice President, Wealth Strategies Group Business Development Manager The Ayco Company Cogent Research Kevin O’Leary Tom Mullen Managing Director, Product Distribution Chief Marketing Ofﬁcer TIAA-CREF John Hancock Financial Services, Inc. Darrell Oliver Pam Mullenbach Vice President, Communications National Sales Manager Prudential Financial BlackRock Curtis Olson Anne Najera Vice President, Key Accounts, VA Content Specialist, Lipper Registered Investments Thomson Reuters Symetra Financial

Mark Nevins Michael O’Neill Senior Director, Sales VICE PRESIDENT - ORIGINATION EbixExchange Commonwealth Annuity and Life Insurance

Nicole Nichols Thomas O’Neill Legal and Regulatory Specialist COO and Head of Financial IRI Institutions Group Lincoln Financial Distributors James Nichols Senior Managing Director, Henry Orvin Advice and Planning Senior Vice President, Retirement Sales TIAA-CREF Allianz Global Investors

Larry Nicotera Christopher Owens Vice President National Sales VP, Retail Life and Annuity Fidelity Investments Institutional Services Securian

Susan Nugent Sandra Palmer Director VP, National Account Manager DTCC (Depository Trust and Legg Mason, Inc. Clearing Corporation) Steve Papa Jim O’Boyle Regional VP, National Accounts Vice President Jackson National Life AXA Equitable

www.myIRIonline.org 83 Attendee List (As of 3/23/12)

Jerry Patterson Tom Pistole Senior Vice President-RIS Consultant Principal Financial Group DTCC (Depository Trust and Clearing Corporation) George Paulik National Sales Manager, Brian Pope Financial Institutions Global Business Development Paciﬁc Life Insurance Company Babson Capital Management LLC

Matt Paulsen Ben Pousty VP, Sales and Marketing Senior Analyst CapitalRock, LLC Corporate Insight, Inc.

Dave Paulsen Oksana Poznak CEO, Chief Sales Ofﬁcer Vice President, National Account Transamerica Capital Management Manager, Strategic Relations Advisor Group Kerry Pechter Editor, Publisher, and Owner Louise Purtle Retirement Income Journal Chief Strategist CreditSights Philip Pellegrino Executive Director, Annuity Kian Rafia Product Management Director, Advisory and Brokerage UBS Financial Services Inc. Investment Products Cetera Financial Group Steve Pelletier President, Prudential Annuities Seamus Ray Prudential Financial Vice President T. Rowe Price Group, Inc. Mark Pellicano National Director Long Term Care, Jason Ray Marketing and Distribution Managing Director Paciﬁc Life Insurance Company Wealth 2k, Inc.

Jim Peniston Kevin Reardon Executive Director Regional Sales Manager Foundation for Financial Planning InvestmentNews

Donna Peterson Alison Reed SVP, Strategy Analyst Senior Vice President of Product Wells Fargo and Company and Investment Management Jackson National Life Distributors, LLC Rob Pettman Senior Vice President, Advisory Matt Rentz and Brokerage Consulting AVP Strategic Marketing LPL Financial AXA Distributors

John Richter VP, National Accounts Symetra Financial 84 Attendee List (As of 3/23/12)

Gregory Rivas Tony Salvi Executive Director-Retirement Key Accounts Sales Executive and Wealth Planning Vanguard Group, Inc. USAA Life Insurance Company Rich Santos Brendan Roach Group Publisher Senior Vice President Registered Rep. Neuberger Berman Management, Inc. Greg Sauer Bob Rohrbach SVP, Recruiting Consultant Director, Annuity Product Manager Meridian-IQ Merrill Lynch Global Wealth Management Melissa Scheuerman Jay Rosencrance Business Development VP, Relationship Manager Sammons Financial Group Athene Annuity and Life Assurance Company Joel Schiffman Director, Retirement Platform Relationships Gary Rosenstein Lord, Abbett and Co. VP, Individual Segments Marketing Nationwide Financial Jody Schmid Director of Applications Noreen Ross Information Technology Head of Third Party Marketing SunAmerica Retirement Markets, Inc. Goldman Sachs Asset Management Suzanne Schmitt Robert Rossi AVP, Consumer Insights SVP Lincoln Financial Group C.S. McKee L.P. Matt Schortmann Jennifer Rosvally RVP, Investment-Only National Accounts Marketing Account Executive Columbia Management Distributors, Inc. Prudential Annuities Distributors, Inc. Teri Schultz Larry Roth Vice President, Marketing CEO Protective Life Insurance Company Advisor Group Don Schwartz Aaron Runyon Independent Trustee Annuity Marketing Specialist Prudential Financial H.D. Vest Investment Securities Deb Seabury Kevin Ruth Assistant Vice President, National Head of Retirement Income Account Executive and Fund Services SunAmerica Retirement Markets, Inc. UBS Financial Services Inc. Timothy Seifert Elizabeth Sabol SVP, Director National Sales Manager Prudential Financial State Farm Life Insurance Company

www.myIRIonline.org 85 Attendee List (As of 3/23/12)

Gregory Shade Stanley Smiley Associate Senior Vice President BlackRock Cetera Financial Group

Ami Shah Leigh Smith Vice President, Retail Sales Vice President Marketing Jennison Associates Planning and Operations Prudential Financial Aaron Shapley Regional Vice President Robert Smith BlackRock President and CIO Sage Advisory Services, Ltd. Co. Michelin Sharp Director, Financial Institutions Brooke Snelling Janus Capital Group Sales Support Analyst M Financial Group Matt Shaw Senior Vice President Robert Solomon P I M C O Manager, Market and Channel Integration TIAA-CREF Jamie Shepherdson Managing Partner, Crossroads Capital Group Ryan Son Kee Crossroads Capital Manager, Product Development CI Investments Ed Sierawski President Joe Sprague Sequoia System International Senior Vice President - Relationship Strategies Staci Simmons Nationwide Financial Manager of Marketing Communications Quest CE Peter Stahl Vice President and National Sales Kali Simon Director, Bank Channel Strategic Member Services Specialist Relationship Management IRI Hartford Life Distributors

Andrew Simonelli Tim Stegner Director, Communications and Marketing Managing Director IRI BlackRock

Suzanne Siracuse Rachel Steininger Vice President and Publisher Director InvestmentNews UBS Global Asset Management (Americas) Inc. Mick Slyman AVP, Sales Bob Steinke Nationwide Financial Sr. Vice President, Head of Annuities and Insurance Lee Small Janney Montgomery Scott, LLC National Sales Manager Lincoln Financial Distributors

86 Attendee List (As of 3/23/12)

James Stevens James Thompson Institutional Business Development Vice President, Sub-Advisory Marketing Invesco AllianceBernstein

Scott Stolz John Thompson President Vice President Raymond James Insurance Group Morningstar

Ryan Strauser Joe Thomson Vice President, Investment Management President and CEO Jackson National Life Pacer Financial, Inc.

Tom Streiff Karen Thurston Executive Vice President/ Product Manager Retirement Product Manager Broadridge Financial Solutions Inc. Paciﬁc Investment Management Company (PIMCO) Tamiko Toland Managing Director, Retirement Joshua Strempel Income Consulting Sales Executive Strategic Insight Mutual Fund Vanguard Group, Inc. Research and Consulting

Tiffany Summers John Trotsky Vice President Senior Director, DC and Sub-Advisory Sales JP Morgan Asset Management Eaton Vance Distributors, Inc.

Kimberly Supersano Christine Tucker VP, Chief Marketing Officer Vice President, Marketing - Prudential Financial Retirement Solutions Division Pacific Life Insurance Company Claudia Sutton Chief Operating Officer Colleen Tycz IRI Vice President, Institutional Marketing Manager Brian Sward Legg Mason, Inc. Vice President, Variable Annuity Product Management Liza Tyler Jackson National Life Distributors, LLC Vice President New York Life Insurance Company Kelly Tate Insurance Product Specialist Tim Uecker Edward Jones Vice President, Investment Specialist Jennison Associates Robert Taylor VP Relationship Management Paul Uhlman DST Output Senior Vice President Federated Investors Amy Temkin AVP, Head of Institutional Client Relations Jane Upton ALPS Advisors VP, Product Management Insurance Technologies

www.myIRIonline.org 87 Attendee List (As of 3/23/12)

Selina Urbina John White Managing Director, Retirement Vice President of Sales, Retirement Income Strategy Solutions Division TIAA-CREF Paciﬁc Life Insurance Company

Diana Urichich George Wilbanks Director of Internal Sales Managing Partner Wells Fargo and Company Wilbanks Partners LLC

Chris van Mierlo Steve Wilson CMO, SVP Sales, Retirement President Solutions Division VERTEX, Inc. Pacific Life Insurance Company Sheila Woelfel Cindy Vogl Senior Vice President Strategic Relations Executive Director, Defined Contribution Advisor Group and Retirement Solutions UBS Global Asset Management Chris Wong (Americas) Inc. Vice President and Director, Financial Institutions Joel Volcy Janus Capital Group Senior Vice President and Chief Operating Officer Mike Woods Commonwealth Annuity and Life Insurance U.S. Regional Head DWS Investments Bing Waldert Director Judy Zaiken Cerulli Associates AVP, Business Development, Annuity Products MassMutual Financial Group Oran Walsh Vice President Jon Zales Legg Mason, Inc. Vice President, Strategic Accounts AXA Distributors Michael Walton Vice President, Marketing and Daniel Zelazny Product Development Director, Sub-Advisory and Retirement Sage Advisory Services, Ltd. Co. AQR Capital Management

Catherine Weatherford Felicia Zfira President and CEO VP, Digital Strategy IRI Prudential Financial

Matt Weiner Dave Zyble Group Publisher Assistant Vice President, Summit Business Media/ Government Relations Advisor Media Network Jackson National Life