18Thannual Conference April 28–May 1, 2019 Hyatt Regency New Orleans, LA 18Th Annual AHOU Conference

2019 18thAnnual Conference April 28–May 1, 2019 Hyatt Regency New Orleans, LA 18th Annual AHOU Conference

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S A AHOU 2019 A H O U

PRESIDENT’S WELCOME

Welcome to the 18th Annual AHOU Conference! The Conference is a great opportunity to further the underwriting profession, network and have some fun along the way. Be “in the know” and download the AHOU Conference App. Sponsored by our friends at RGA, the App will make you a Conference expert! You can create your own schedule, send messages, schedule meetings with other attendees and get a sneak peek of the Hyatt Regency. Please plan to visit the Marketplace and the AHOU booth! Catch up with friends and colleague and spin for a chance win a free AHOU membership, along with other fun prizes. I encourage you to take full advantage of the educational opportunities at Conference. The Program Committee has put together an outstanding program including the new super-size sessions on Monday morning. These are a great way to do a deep dive into a specific topic that interests you. As I mentioned, we will have some fun along the way! After you attend the Marketplace, join me and the AHOU Leadership Team for a reception on Monday evening before you head out on the town. It will be a nice way to close out our first day together! Also don’t miss our Mardi Gras Reception on Tuesday evening. Let the Good Times Roll as we celebrate another outstanding AHOU Annual Conference with masks, beads and great food and beverages! The Conference will conclude on Wednesday with Steve Martin discussing the psychology of persuasion and I will pass the reigns over to Brad Gabel, the next AHOU President. I look forward to seeing you while we are in New Orleans!

Sincerely, Amy Prestegaard AHOU President, 2018–2019 State Farm Bloomington, IL [email protected]

2 Visit the Booth!

Drop in and spend a few minutes catching up with friends and colleagues! While at the AHOU booth, you can see all the exciting new initiatives available to AHOU members: • Preview a new podcast developed by the AHOU Education Committee • Learn about upcoming educational opportunities • Spin the wheel for your chance at some great prizes! • Pick up a fun ribbon for your name badge!

First Time Attendees – Welcome to the Conference! Be sure to pick up your First Time Attendee Survival Pack from the AHOU booth filled with lots of gifts and information to make your conference attendance a great experience!

It’s all happening at the AHOU booth! You can find AHOU in Booths 39, 40 & 41 at the Marketplace! 18th Annual AHOU Conference

Saturday, April 27 2:00 p.m.–6:00 p.m. Registration Elite Foyer Evening on your own — enjoy New Orleans! Sunday, April 28 8:00 a.m.-6:00 p.m. Registration/Information Elite Foyer 2:00 p.m.-5:00 p.m. AHOU Marketplace and Welcome Reception Elite A Evening on your own — enjoy New Orleans! Monday, April 29 7:00 a.m.-5:00 p.m. Registration/Information Empire Foyer 7:00 a.m.-8:00 a.m. Breakfast Elite B

Meet the Leadership Reception Please join AHOU President Amy Prestegaard and the AHOU Leadership on Monday, April 29 after the Marketplace closes.

Monday, April 29, 2019 5:00 pm to 6:00 pm 8 Block Restaurant No RSVP needed … all are welcome!

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8:00 a.m.-10:15 a.m. Opening Ceremonies/Mainstage Presentations Empire A/B • 8:00-8:15 a.m. — Second Line • 8:15-8:30 a.m. — Opening • 8:30-9:15 a.m. — Hall of Fame/New FALU Recognition • 9:15-10:15 a.m. — Mainstage Presentation RealLIFE Stories: Syracuse, Snowmobiles & Spiderman Melissa and Greg Knoll purchased life insurance before they turned 30. It would turn out to be the one decision that would preserve their family’s hopes and dreams. Melissa shares her response to the often- asked question, “What influenced you to purchase life insurance?” Melissa Knoll Managing Director Behavioral Institute for Children and Adolescents Melissa Knoll became involved with the LIFE Foundation in 2009 through the RealLIFE stories program. Melissa and daughters, Neva and Morgan, along with their agent, Joe Fox, were selected as an example of the power of life insurance. Melissa’s husband, Greg, was a tough, physically fit SWAT officer for the Minneapolis Police Department, when he was diagnosed with a rare form of gastric cancer. He died at the age of 37, leaving Melissa, their 10 and 5-year-old daughters, a new business and dreams for their future. Fortunately, he also left insurance. Melissa has shared her family’s story with insurance groups throughout the country in the hopes that it will help other families to make sure that dreams live on even when dads may not. She is busy as a single mom and Managing Director for Behavioral Institute for Children and Adolescents, a non-profit that provides resources and support for parents and professionals who work with troubled youth. She lives in Minneapolis, Minnesota. 10:15 a.m-10:45 a.m. Networking Refreshment Break Empire Foyer 10:45 a.m–12:00 p.m. Super-Sized Plenary Sessions Core — Traumatic Brain Injury (TBI) and Development of Chronic Traumatic Encephalopathy (CTE) Empire D Richard O. Temple, PhD, PLLC Licensed Psychologist, Clinical Neuropsychologist This session will: Monday, April 29, 2019 • Review symptoms of traumatic brain injury 5:00 pm to 6:00 pm • Review classification of brain injury severity 8 Block Restaurant • Review standardized tools to assess brain injury • Compare and contrast post-concussive syndrome, second-impact syndrome, chronic traumatic No RSVP needed … all are welcome! encephalopathy and chronic traumatic encephalomyopathy • Review predictors of which subset with TBI goes on to develop CTE • Review short and long-term complications, morbidity and mortality risks for individuals with TBI and CTE

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Industry Insights — Critical Thinking Reality Check Empire C Nan Gesche, MA Helping people play well together! During this interactive session, you will explore one of the most sought-after workplace skills — critical thinking. In this low-risk, high energy session, you will see how critical thinking can get derailed and what you might do differently to keep it on track. Innovation & Professional Development — Technology in the New Age of Underwriting Empire A/B JJ Carroll, FSA, MAAA Senior Vice President, Head of New Solutions Group, Swiss Re Scott Grandmont, FALU, FLMI, CLU, FLHI, ARA, AIRC, ACS COO Greenhouse Life, Vice President RGAX As digital capabilities expand and new technologies evolve at such a rapid pace, it can be overwhelming to life insurance industry thought leaders who are trying to keep up with growing consumer expectations. It can also be challenging to differentiate the technologies that will “move the needle” from the current “flavor of the month.” This presentation will provide perspectives on artificial intelligence, blockchain and a myriad of other topics in a result-oriented session focused on practical applications of new technology capabilities in the context of the real-world problems we face as the financial gatekeepers for the life insurance industry. 12:00 p.m.–2:00 p.m. Lunch on your own 2:00 p.m.–3:00 p.m. Concurrent Session #1 1.1 Advances in Genetic Science: What You Need to Know Strand 12 Steven J. Rigatti, MD, DBIM, FALU, FLMI Founder Rigatti Risk Analytics, LLC At the completion of the Human Genome Project in 2003, some speculated that this achievement would unlock myriad advances in the diagnosis, treatment and cure of disease and enable precise predictive analytics. This presentation will address the most important of these advances including predictive genetic testing, epigenetics, cancer genomics, gene editing, technologies and pharmacogenetics. The focus will be on the concrete achievements in these fields and how they are affecting the industry. 1.2 Non-Obstructive Coronary Artery Disease — An Underwriting Nightmare Strand 11 Daniel Zamarripa, MD; Chief Medical Director — Life, Health & Disability, AIG This session will highlight the mortality associated with Non-Obstructive Coronary Artery Disease and the challenge it presents to underwriters from a risk assessment perspective. We’ve all seen the quick quote for: I have a guy, male, age 50, non-smoker, with an abnormal EBCT or calcium score or coronary CT, but it didn’t require surgical intervention … standard, right? We will explore the future impacts it should have on your mortality, if we accept the risk at standard today.

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1.3 Underwriting in the Americas, Europe and Australia Strand 10 Norm J. Leblond, FALU Head L&H Underwriting, Canada Swiss Re John O’leary Manager, Technical Underwriting Zurich Financial Services Australia Rafael R. Shabetai Vice President and Chief Underwriter Pan-American Life Insurance Group William M. Tilford, FALU, FLMI, CLU, Fellow (ALUCA) Principal Consultant Tilford Consulting Ana Villanueva, MD, PhD, MBA Global Chief Medical Director Mapfre Re In this lively panel discussion, underwriting leaders from the Americas, Europe and Australia will compare and discuss key differences in the working lives of underwriters, tools of the trade and other items of interest in their geographies.

1.4 Distribution Innovation: Direct-to-Consumer (DTC) Underwriting Panel Empire C Laura McKiernan Boylan, FSA, CERA Head of Risk Selection Haven Life Angi Horn, MBA Corporate Vice President, Underwriting Strategy New York Life Direct From strategic affinity brand partnerships to start-up acquisitions, there are many ways insurance carriers are exploring ways to diversify and innovate in the distribution space to grow sales in the underserved middle market. The panelists in this session represent an industry cross-section of companies with varying approaches to this unique challenge. We will discuss the successes and hurdles they have faced in optimizing their companies’ risk selection practices without having the agent as an intermediary with consumers. 1.5 Fair vs. Unfair Discrimination in Underwriting: Dissecting and Rethinking Our Criteria Empire D Hank George, FALU President Hank George, Inc. With the advent of BIG DATA analytics and other novel underwriting resources — plus growing attention to our risk assessment practices by regulators, consumer advocates and others — we need to carefully rethink how we define “fair” versus “unfair” underwriting practices. This presentation will delve into every salient aspect of this question, exploring ways in which we can maximize our commitment to our customers in this critical domain.

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1.6 Evidence Based Underwriting — The Development of Credits and Debits in Risk Assessment Strand 13 John Iacovino, MD, DBIM, FACP, FCCP Senior Medical Director Fasano Associates This session will describe the methodology for determining debits and credits for medical impairments, while illustrating the difference between mortality ratios and rates. Other topics for discussion will include the mortality equivalent of debits relating to reduction in life expectancy, the use of flat-extras and will help answer why manuals address these items differently.

3:00 p.m.-5:00 p.m. Marketplace Elite A 5:00 p.m.-6:00 p.m. “Meet the Leadership” Reception 8 Block Restaurant (Open to all attendees) Evening on your own — enjoy New Orleans!

Tuesday, April 30 7:00 a.m.-5:00 p.m. Registration/Information Empire A Foyer 7:00 a.m.-8:00 a.m. FALU Breakfast Celestin G-H (for FALUs only; ticket required) 7:15 a.m.-8:00 a.m. Breakfast Elite B 8:00 a.m.-9:00 a.m. Concurrent Session #2 2.1 Cajun Clash — A Debate of Medical Underwriting Hot Topics Empire C Dave Rengachary, MD, DBIM, FALU, FLMI Senior Vice President, Chief Medical Director, US Mortality Markets, RGA Michael H. Wetzel, MD, DBIM, CLU Chief Medical Director, AXA Join us for a point counterpoint medical director debate on several of the hottest topics in the life insurance industry today. Topics debated will include mortality related to marijuana, the importance of wearable data and impact of genetic information in the underwriting process. It is sure to be a lively discussion!

2.2 Lynch Syndrome, Colon Cancer and Colon Polyps: Is it time for testing? Strand 10 William R. Rooney, MD Medical Director and Vice President SCOR Global Life Recently, the American Cancer Society changed their recommendation for colorectal cancer screening. Why the change? What are the risks for cancer? What does Lynch Syndrome have to do with it? It is time for a story, a review of some interesting genetics and a discussion of current recommendations for colon cancer prevention.

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2.3 Bridging the Generational Gap Strand 13 Eric Saul Executive Director of Development Engineering ExamOne Did you know there are 1.8 billion millennials worldwide? Their purchasing behavior has redefined how businesses position their messaging, products and services. According to the 2016 insurance barometer study, 43% of millennial households own individual life insurance. So what do insurers and producers need to know when targeting millennials? And what trends are we seeing across the laboratory or this age group? Would it surprise you if you knew that there was nearly a 50% non-disclosure rate among this age group for tobacco use? These topics and other millennial behaviors will be explored.

2.4 Up in Smoke … and Vapor Strand 12 Bradley Heltemes, MD, DBIM Vice President and Medical Director, R&D/Innovation Munich Re Anastasia Jaegerman, FLMI, AALU, ACS Vice President, Underwriting Optimum Re This will be a “highly” interactive session discussing the use of recreational vs. medicinal marijuana and the use of e-cigarettes and vaping. Presenters will discuss issues and trends regarding each and the current knowledge or lack of it, on mortality risk associated with their use. We will take a brief tour north to see how our friends are handling the legalization of cannabis since October 17, 2018 and consider how it may trickle down south and how the legislative environments may keep these subjects “up the air.”

2.5 When Lawmakers Underwrite for You … Strand 11 Mariana Gomez-Vock Assistant General Counsel American Council of Life Insurers This session will discuss current and emerging legislative and public policy risks to underwriting. Topics include the use of genetic test results, protections for living organ donors, Truavada/PrEP and more!

2.6 Critical Lab Testing: Current and Future Trends Empire D Steven Goldberg, MD, MPA Vice President, Medical Affairs & Population Health Chief Medical Officer, Health & Wellness Quest Diagnostics This session will present an overview of current and future trends within the clinical laboratory testing industry. Possible clinical testing that could eventually be utilized within the insurance testing market will be discussed, along with ways to access data for clinical laboratory testing.

9:00 a.m.-9:30 a.m. Networking Refreshment Break Empire and Strand Foyers

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9:30 a.m.–10:30 a.m. Concurrent Session #3 3.1 Cutting Edge Cancer Treatments: Targeted Immunotherapy Strand 11 Tomer Mark, MD, MSc Associate Professor of Medicine University of Colorado This session will: • Outline the range of available immunotherapies including targeted and generalized treatments • Discuss the types of malignancies where targeted immunotherapies show current efficacy or future promise • Present survival statistics for targeted immunotherapies for selected hematological and non-hematological malignancies • Discuss CART cell therapy and its current and future clinical utility. 3.2 The Opioid Epidemic: A Crisis by Design Strand 12 Robert Profumo, MD North American Life Medical Consultant Partner RE The opioid epidemic did not occur by accident or in error. It was by the design of pharmaceutical companies and failure of government regulatory agencies. This will be reviewed, as well as how to approach an applicant with chronic opioid use. 3.3 The Art of the Deposition Strand 10 David T. McDowell Partner McDowell Hetherington LLP Thomas F. A. Hetherington Partner McDowell Hetherington LLP Testifying at a deposition involves far more than just showing up and answering a few questions. While you probably cannot win the company’s case in a deposition, you can definitely lose it. Being properly prepared for the deposition is the key to success. Understanding your role, the value of home bases and dirty rotten lawyer tricks will help you successfully navigate the deposition process. 3.4 Behavioral Economics: The Science Behind It Empire D Dan Drabik Underwriting Design Consultant Swiss Re We’ve all been hearing about Behavioral Economics (BE), but what is it really? How can it change the way we do business? Come prepared to experience BE first hand! 3.5 Accelerated Underwriting: Now What? Lessons Learned Empire C David Goehrke, FALU, FLMI, CLU; Underwriting Business Development, Munich Re Taylor Pickett, FSA, MAAA; Actuary, RGA This session will highlight the overall state of accelerated underwriting, effective monitoring practices and what types of data and tools might grow in their use in the coming years.

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3.6 Negotiate for Life Strand 13 Paul Greene Corporate Vice President New York Life Adnan Raja, MSPM, PMP Corporate Vice President New York Life Negotiating is a life skill — you cannot succeed in business or any other area without knowing how to do it well. The key to effective negotiation is a win-win mentality. It is not about taking away something from one party — it is about making sure both parties walk away satisfied. That means you have to perfect the process by preparing your negotiation and thinking about what the other side wants. You also have to know what you can live with when the deal is done. Once you understand the basics of effective negotiation and how to apply them, you will be surprised at just how often you achieve positive results.

10:30 a.m.-11:00 a.m. Networking Refreshment Break Empire and Strand Foyers 11:00 a.m.-12:00 p.m. Concurrent Session #4 4.1 Cajun Clash — A Debate of Medical Underwriting Hot Topics Strand 10 Repeat of session 2.1 from 8:00 AM 4.2 Alcohol Use Disorder and Alcohol Dependence Masquerading as Other Conditions Strand 12 Richard E. Braun, MD, FLMI Vice President, Chief Medical Director SCOR Global Life This session will cover the epidemiology, diagnostics and natural history of alcohol use disorder. We will discuss several medical conditions that should put you on alert for AUD.

4.3 Chief Underwriter Panel 2.0: Continuing the Conversation Empire D Kristin Ringland, FALU, FLMI Vice President, Chief Underwriting Officer-US SCOR Global Life Americas Jenny Mason, FALU, FLMI Chief Life Underwriter Alfa Life Insurance Corporation Julienne L. Warr, FALU, FLMI, CLU, ACS Leader, Underwriting Operations and Innovations Brighthouse Financial Life Insurance Last year, a few male chief underwriters came together for a rather robust opportunity to share their opinions on a host of hot topics. Now it is time for a few of the industries’ chief underwriting women to share their thoughts!

11 Mardi Gras Networking Reception

Tuesday, April 30, 2019 5:30-7:00 PM Empire A/B

“Let the Good Times Roll!” Join your fellow colleagues and celebrate another outstanding AHOU Annual Conference at the Mardi Gras Networking Reception!

Wear your comfortable party clothes to celebrate in style. Masks, beads and great food & beverage will overflow! Conference Program

4.4 Mentoring Underwriters in a Shifting Paradigm Strand 13 Michelle Privett Assistant Vice President, Underwriting Marketing Munich Re Paul Rivard 2nd Vice President, Underwriting Client Solutions Munich Re In this Session, Paul and Michelle will discuss what it takes for underwriters to advance their skill sets and careers. They have extensive experience in engaging underwriters with skill sets ranging from traditional to the innovative. Paul and Michelle will share thoughts on the skills that underwriters are currently using and on skills underwriters will need to develop in order to apply innovative solutions in their underwriting departments. They will discuss how to further encourage building requisite skills to develop and how underwriters can advance their careers. They will also discuss how leaders can help identify and mentor underwriters needed for the new underwriting paradigm. 4.5 Managing Underwriters’ Performance and Productivity — Modern Solutions to an Age Old Challenge Strand 11 Keith W Brown, MSM, ChFC, CLU, FALU, CLMI, RHU Vice President, Risk Management and Chief Underwriters Gen Re Underwriters and managers will discover new ideas to improve underwriting results and overcome managerial biases, misperceptions and shortcomings associated with traditional underwriter performance measurement.

4.6 Underwriters, Actuaries and Data Scientists — The Three Stooges or a Well-oiled Machine? Empire C Kelly J. Halverson, FSA, MAAA, MBA Vice President and Actuary, Individual Product Development Ameritas David Redpath, FALU, FLMI, CLU, ChFC, MBA Director, Life Underwriting Prudential Luke VandenAvond, CLU, FLMI System and Research Consultant Northwestern Mutual The rapidly changing life insurance industry is much easier to navigate when these three disciplines partner and collaborate to achieve better results. Learn and explore about your future as we discuss how these three disciplines partner for today AND for tomorrow in the life insurance industry.

12:00 p.m.-2:00 p.m. Lunch on your own

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2:00 p.m.-3:00 p.m. Concurrent Session #5 5.1 Diabetes: A Growing Epidemic Strand 11 Ted Gossard, MD Associate Medical Director Nationwide The incidence of diabetes continues to grow steadily in our country with a current estimate of 1.5 million newly diagnosed Americans every year, which carries devastating physical, emotional and financial effects on our country. As well, diabetes is now considered to be a global epidemic with rates exploding in many countries. This discussion will provide an update on diabetes as well as an overview of important considerations in life underwriting of this disease. 5.2 Technology in the New Age of Underwriting Strand 12 Repeat of super-sized plenary session from Monday at 11:00 AM 5.3 Brokerage Underwriting Round Table Discussion Strand 10 Tiffany Hyde, FALU Senior Vice President, Head of Underwriting Lion Street Join us for the most lively 60 minutes of dialogue and discourse you will experience at AHOU! Colleagues from brokerage, direct and reinsurance carriers converge to address challenges, technology, automation and the importance of partnership in our collective goal to maintain relevancy in this rapidly changing underwriting environment.

5.4 The Opioid Epidemic: A Crisis by Design Strand 13 Repeat of session 3.2 from 9:30 AM

5.5 Early Experience with Predictive Analytics Empire C Sean Conrad, FSA, MAAA, FIA, CFA Vice President and Actuary Hannover Re We will explore the way predictive modelling is being used in life insurance with a focus on underwriting. We will also discuss current and future use cases, insights from emerging experience and what we are learning.

5.6 Impact of Genetics on the Life Insurance Industry Empire D Thomas Ashley, MD, FACP, DBIM Vice President and Chief Medical Director Gen Re Bruce Margolis, DO, MBA Associate Vice President, Medical Director Pacific Life With the rapid advances of genetic testing processes, broader consumer access to tests, and potential emerging legislation, the life insurance industry faces an ever-growing impact from genetics. This session will cover the most recent updates on genetics research, and current clinical uses of genetic testing. The speakers will also discuss direct-to-consumer genetic testing, the potential value and industry impact, and results from the recent Society of Actuaries study on genetics and insurance. Ethical and social issues will also be discussed, including the current legislative landscape in the US and abroad.

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3:00 p.m.-3:30 p.m. Networking Refreshment Break Empire and Strand Foyers 3:30 p.m.–4:30 p.m. Concurrent Session #6 6.1 Liquid Biopsy — Is it a game changer? Strand 12 Monica Wilson, MD Chief Medical Officer Swiss Re Liquid biopsy is a new type of testing that is being used to identify cancer recurrences and improve cancer treatments. It is less invasive than traditional biopsies, which may be difficult to do or have a risk of serious complications. Liquid biopsy will have benefits for patients and improve patient outcomes. This presentation will analyze the impact that this type of testing will have on the life and health insurance industry

6.2 When Lawmakers Underwrite for You … Strand 13 Repeat of session 2.5 from 8:00 AM

6.3 Financial Underwriting in the High Net Worth Applicant Empire C Rodger Hergenrader, AALU, FLMI, ACS Vice President and Chief Underwriter M Financial Group Joel Larson, FALU, FLMI, CLU, MBA Director, Life Underwriting Prudential Ed Sheehan Underwriting Director, Large Case SCOR Global Life Join us for a robust and enlightening discussion with three distinguished industry panelists who have extensive experience in the high net worth market and expertise in financial underwriting. They will offer their unique underwriting perspectives in this marketplace from the perspective of a direct insurer, a reinsurer and a producer group.

6.4 Considerations for Designing a Home Grown Automated Underwriting System Empire D Sharon Garner, FALU, FLMI, ARA Vice President, Life Underwriting American National Jamie Hasselmeier, FLMI, AALU, ARA Director of Underwriting Automation and Research American National This presentation will cover the key aspects involved in the design of a home grown automated underwriting system to include key players, sizing effort, resources necessary and what comes next.

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6.5 Chief Underwriter Panel 2.0: Continuing the Conversation Strand 11 Repeat of session 4.3 from 11:00 AM

6.6 Regional, State and Local Organizations and Conferences Roundtable Bolden 6 Moderator: Bill Tilford Tilford Consulting Meet the new Vice President, External Relations for the AHOU, who will facilitate a highly interactive discussion group about issues of interest to regional, state and local underwriting organizations. Intended primarily for people serving those organizations, but open to all interested parties.

5:30 p.m.-7:00 p.m. “Mardi Gras” Conference Reception Empire A/B (All Conference Attendees Welcome!) Wednesday, May 1 7:30 a.m.-11:00 a.m. Registration/Information Empire A Foyer 7:45 a.m.-8:30 a.m. Breakfast Elite B 8:30 a.m.-9:30 a.m. Concurrent Session #7 7.1 I’m Not Quite Dead Yet: Life Insurance with Living Benefits Strand 11 Jim Filmore, FSA, MAAA Vice President & Actuary Munich Re Marv Reber, FALU, FLMI, CLU, LTCP Director, New Business & Underwriting MassMutual In this session, the presenters will discuss the overlap, which has been growing between life insurance and living benefits products. In particular, the presenters will describe items that life insurance underwriters should consider when evaluating products with both mortality and morbidity benefits. The presenters will share their insights from individual life, disability income and long-term care.

7.2 Impact of Genetics on the Life Insurance Industry Strand 12 Repeat of session 5.6 from 2:00 PM on Tuesday 7.3 Accelerated Underwriting Programs: Insights on Implementation with Predictive Modeling Empire C Eric Carlson, FSA, MAAA Principal and Life Actuary Milliman IntelliScript Patrick Sugent Vice President, Analytics LexisNexis Risk Solutions This session will cover accelerated underwriting programs for life insurance. It will focus on accelerated underwriting programs that utilize a real-time predictive modeling component to complement or replace traditional underwriting elements.

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7.4 Retired Panel — Underwriters and Consultants: Where Have They Been and Where Are They Going? Strand 13 Danny Collins, FALU, FLMI, ACS National Sales Representative OraSure Technologies, Inc. Marty Meyer, FALU, FLMI, CLU ChFC Underwriting Consultant Lynn Patterson, FALU, FLMI, CLU, CFE Underwriting Consultant Moderator: Tom McCarthy, FALU Underwriting Consultant Bestow Life, Cognizant, SelectX Recent industry surveys have pointed out some fairly significant retirements occurring in the underwriting ranks. A number of retirees have opted to continue in the industry that they have been so integrally attached to for so long. This path, however, does not come with a ‘roadmap’. These four experienced panelists will talk about their experiences in moving to retired underwriting consulting. The ‘why’s’, the structure, the types, financial aspects, connectivity and even the psychological aspects; they will share their overall perspectives.

7.5 Driving History: Driven to Distraction Strand 10 Mark S. Dion, FALU, FLMI Vice President, Strategic Underwriting Innovation RGA Doug Ingle, FALU, FLMI Vice President, Underwriting Research Hannover Re A look at the role of driving behavior as a predictor of all-cause mortality and, specifically, the role of distracted driving in accidents and vehicular associated mortality.

7.6 Death by Sleep Empire D Joel Weiner, MD, FACP, FLMI Vice President and Medical Director Northwestern Mutual This presentation will review the basics of sleep apnea including definitions and pathophysiology. The various diagnostic tests and treatments will also be presented followed by case examples commonly seen in underwriting.

9:30 a.m.-10:00 a.m. Networking Refreshment Empire Foyer

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10:00 a.m. Business Session, Mainstage Presentation and Closing Comments Empire A/B • 10:00-10:15 a.m. – AHOU Officer Transition • 10:15-11:15 a.m. – Mainstage Presentation INFLUENCE — The Psychology of Persuasion How can you achieve important business goals in a complex, ambiguous business world where your title may not convey your seniority? Or where playing the ‘I’m the boss’ card in a flat, matrix-based organization, where people are spread across different regions, cultures, and time zones, is simply inappropriate? One way is to learn about the fascinating and highly applicable psychology of persuasion. The ability to capture attention, sway the undecided, encourage collaboration, influence decisions and persuade people to change isn’t just a skill born to a lucky few. It is a learnable science and the researchers who study it have uncovered a universal set of rules that anyone can learn and ethically apply. International bestselling author and influence researcher Steve Martin will explore these insights in this relevant, engaging and highly applicable keynote talk. Bring an open mind and your notepad and leave with a practical and useable toolkit that can be immediately employed to influence and persuade others more successfully.

Steve Martin Steve is a Royal Society nominated author in the field of influence and persuasion, Steve Martin is co-author of the New York Times, Wall Street Journal and Business Week bestseller ‘Yes! 50 Secrets from the Science of Persuasion’. His books have sold over a million copies and been translated into 26 languages. His work applying influence and persuasion science to business, organizational and public policy has been featured in the national and international press including the New York Times, BBC TV & Radio, The Times, Washington Post, Financial Times, Time magazine and The Harvard Business Review His popular business columns are read by over 2.5 million people every month and include his monthly column in the British Airways in-flight magazine as well as regular columns for the Harvard Business Review.

He serves as Honorary Professor of Behavioral Science at Columbia University Graduate School of Business and as a guest lecturer on MBA and Exec. Ed programmes at the London School of Economics, the University of Cambridge and Harvard Business School. 11:15 Invitation to AHOU 2020 and Closing Remarks 11:30 a.m. Adjournment

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Date / Session Core Industry Innovation Track Insights and Track Professional Development Track Monday, April 29, 11:00 AM; Super-Sized Plenary Sessions Critical Thinking Reality Check X Technology in the New Age of Underwriting X Traumatic Brain Injury (TBI) and Development of Chronic Traumatic Encephalopathy (CTE) X Monday, April 29, 2:00 PM; Concurrent Session #1 1.1 Advances in Genetic Science: What You Need to Know X 1.2 Non Obstructive Coronary Artery Disease — An Underwriting Nightmare X 1.3 Underwriting in the Americas, Europe and Australia X 1.4 Distribution Innovation: Direct-to-Consumer (DTC) Underwriting Panel X 1.5 Fair vs. Unfair Discrimination in Underwriting: Dissecting and Rethinking Our Criteria X 1.6 Evidence Based Underwriting: The Development of Credits and Debits in Risk Assessment X Tuesday, April 30, 8:00 AM; Concurrent Session #2 2.1 Cajun Clash — A Debate of Medical Underwriting Hot Topics X 2.2 Lynch Syndrome, Colon Cancer and Colon Polyps: Is it time for testing? X 2.3 Bridging the Generational Gap X 2.4 Up in Smoke … and Vapor X 2.5 When Lawmakers Underwrite for You … X 2.6 Critical Lab Testing: Current and Future Trends X Tuesday, April 30, 9:30 AM; Concurrent Session #3 3.1 Cutting Edge Cancer Treatments: Targeted Immunotherapy X 3.2 The Opioid Epidemic: A Crisis by Design X 3.3 The Art of the Deposition X 3.4 Behavioral Economics: The Science Behind It X 3.5 Accelerated Underwriting: Now What? Lessons Learned X 3.6 Negotiate for Life X Tuesday, April 30, 11:00 AM; Concurrent Session #4 4.1 Cajun Clash — A Debate of Medical Underwriting Hot Topics X 4.2 Alcohol Use Disorder and Alcohol Dependence Masquerading as Other Conditions X 4.3 Chief Underwriter Panel 2.0: Continuing the Conversation X 4.4 Mentoring Underwriters in a Shifting Paradigm X 4.5 Managing Underwriters’ Performance and Productivity — Modern Solutions to an Age Old Challenge X 4.6 Underwriters Actuaries and Data Scientists — The Three Stooges or a Well-oiled Machine? X

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Date / Session Core Industry Innovation Track Insights and Track Professional Development Track Tuesday, April 30, 2:00 PM; Concurrent Session #5 5.1 Diabetes: A Growing Epidemic X 5.2 Technology in the New Age of Underwriting X 5.3 Brokerage Underwriting Round Table Discussion X 5.4 The Opioid Epidemic: A Crisis by Design X 5.5 Early Experience with Predictive Analytics X 5.6 Impact of Genetics on the Life Insurance Industry X Tuesday, April 30, 3:30 PM; Concurrent Session #6 6.1 Liquid Biopsy — Is it a game changer? X 6.2 When Lawmakers Underwrite for You … X 6.3 Financial Underwriting in the High Net Worth Applicant X 6.4 Considerations for Designing a Home Grown Automated Underwriting System X 6.5 Chief Underwriter Panel 2.0: Continuing the Conversation X 6.6 Regional, State and Local Organizations and Conferences Roundtable X Wednesday, May 1, 8:30 AM; Concurrent Session #7 7.1 I’m Not Quite Dead Yet: Life Insurance with Living Benefits X 7.2 Impact of Genetics on the Life Insurance Industry X 7.3 Accelerated Underwriting Programs: Insights on Implementation with Predictive Modeling X 7.4 Retired Panel — Underwriters and Consultants: Where Have They Been and Where Are They Going? X 7.5 Driving History: Driven to Distraction X 7.6 Death by Sleep X

20 Congratulations to the New FALUs

Alyson L. Adams, FALU, Ameriprise Financia Riversource Life Insurance Mamdouh Saeed Agban, FALU AXA Life Insurance Kentish Rao Appadoo, FALU Sun Life Financial T. Nicholas Armour, FALU Kansas City Life Insurance Co. Lisa J. Avila, FALU Northwestern Mutual Life Insurance Co. Kona Yvonne Bahr, FALU Northwestern Mutual Life Insurance Co. Yulia Batyrbaeva, FALU TDC Life David J. Belair, FALU AIG Fabiola Amaro Best FALU, National Western Life Ins. Co. Jason Boice, FALU State Farm Life Insurance Co. Erin Borgstrom, FALU Canada Life Assurance Co. Daniel A. Brown, FALU John Hancock Meagan Lynn Bunce, FALU American National Life Ins. Co. Natalie S. Bynum, FALU AIG Suzanne Marie Calder, FALU Mass Mutual Leslie A. Carpenter, FALU Mass Mutual Amy Ceccarelli, FALU Empire Life Kristine C. Chaney, FALU Grange Life Insurance Co. Liang Chen, FALU General Reinsurance AG Hwei Leng Chiam, FALU Malaysian Life Reinsurance Group Rohan Chittal, FALU AAA Life Insurance Co. Songyi Choi, FALU ING Life Insurance Dong Jun Choi, FALU Mirae Asset Life Insurance Co. Kimberly Brooks Christian, FALU American Amicable Life Ins. Co. Hye Jin Chung, FALU ING Life Insurance Amanda M. Clausen, FALU Elite Sales Processing, Inc Nicole Daniels, FALU Desjardins Financial Security Traci Davis, FALU, FLMI ISC Services Cory Davis, FALU Empire Life Andjela Drake Johnston, FALU Northwestern Mutual Life Insurance Co. Stephen Christopher DuPont SCOR Global Life Americas Jakob Foulk, FALU Transamerica Life

21 Congratulations to the New FALUs

Corey Geran, FALU American National Life Ins. Co. Jennifer A. Goodrich, FALU Pacific Life Maria Theresa Gravador, FALU Sun Life of Canada Suzanne Michelle Green, FALU American National Madeline S. Gulliver, FALU Transamerica Jennifer Gayle Halso, FALU Lincoln Financial Group Margaret Rebekah Hamm, FALU Nationwide Sandra L. Hammersten, FALU Riversource Insurance Amy Hanick, FALU, FLMI Northwestern Mutual Life Insurance Co. Hani Wongso Hardjono, FALU Manulife Lauri Haydu, FALU, FLMI Northwestern Mutual Life Insurance Co. Allison A. Heilmann, FALU Ohio National Financial Services. Lisa A. Hill, FALU, FLMI Allstate Ka Yan Ho, FALU, FLMI Michael Howland, FALU, FLMI Principal Financial Group Chiho Imada, FALU The Toa Reinsurance Company, Ltd. Mustafa Ismail, FALU Zurich International Life Limited Andrew Allen Jackson, FALU Thrivent Financial Keiko Kawanabe, FALU Munich Re Shannon Kristin Kratzke, FALU Legal & General Suzanne M. Labella, FALU, FLMI SCOR Global Life Americas Jun Ho Lee, FALU Samsung Fire & Marine Insurance David Guillaume Lefranc, FALU, FLMI Co-operators Life Ins. Co. Xian Yin Lim, FALU Prudential Assurance Jennifer Low, FALU, FLMI American Income Life Ins. Co. Taryn K. Maurer, FALU Sammons Financial Group Justin A. Maydanski FALU, FLMI, Sun Life Financial Charles Farrell McArdle, FALU, FLMI, CLU Transamerica Karen McLeod, FALU Logiq 3 Corp Christopher Chase Meadows, FALU Protective Life Insurance Co. Dorine R. Meinholz, FALU Transamerica Life Jay J. Miller, FALU Northwestern Mutual Life Insurance Co.

22 Congratulations to the New FALUs

Marcie Kaye Mostek, FALU State Farm Life Insurance Co. Kathryn Netchay, FALU Sun Life Financial Wai Yan Ng, FALU Prudential Assurance Natalie J. Oskins, FALU Bankers Life Ji Sun Park, FALU ING Life Insurance Tonya Patton, FALU Mutual Trust Life Insurance Audrey Peynado, FALU Optimum Re Elizabeth A. Pfeffer, FALU RGA Reinsurance Company of America Ashleigh Lorraine Pierson, FALU Ohio National Financial Services Peggy Polden, FALU Prudential Ins. Co. Of America Alison Power-Elder, FALU Lincoln Financial Group Andre Proulx, FALU Sun Life Financial Marina Sanguinette, FALU Sagicor Life, Inc. Seungho Shin, FALU Prudential Life Insurance Co. Amanda Skelton, FALU, FLMI Legal and General America McKenzie Smith, FALU Sun Life Financial Timothy H. Steffen, MD, FALU Ameritas Life Insurance Co Jodie M. Stohlman, FALU Lincoln Financial Group Danielle Marie Storts, FALU RGA Reinsurance Company of America Takahiro Tannaka, FALU, Toa Reinsurance Company, Ltd. Camille Rochelle Taylor, FALU Allianz Life Shareen B. Tejero, FALU Sun Life of Canada Lisa Urban, FALU Allstate Nicholas Matthew Vicalvi, FALU, FLMI Mass Mutual Financial Group John Watt, FALU Brighthouse Financial Shee Wei Wei, FALU, FLMI Prudential Assurance Co. Naomi Rachel Williams, FALU, FLMI Southern Farm Bureau Life Ins. Co. Hua Xie, FALU Taiping Life Insurance Company Co. Wenjun Xiong, FALU, FLMI General Reinsurance AG Yan Zhang, FALU Hannover Reinsurance Courtney Zivku Equitable Life of Canada

23 Congratulations to the New FALUs

Charles A. Will Award Winner Ecaterina Karina Lavric, FALU

2018 – 2019 Education Committee

Vice President, Education Terry Feeney, FALU, FLMI, ACS Kyle Steadham, EdD, CPLP, SPHR, FLMI, FLHC Underwriting Director Manager, Underwriting Talent Development & SCOR Global Life Americas Communications Jane V. Hall, BSN, FALU, CLU Transamerica Vice President, Chief Underwriter Vice Chair, Education NFP Chris Regione, MBA, CLA, ChFC, FALU, FLMI, FLHC Susan Hennis, FALU, FLMI, CLU Senior Assoc. Chief Underwriter Chief Underwriter Sammons Financial Group Country Insurance & Financial Krista Bainbridge Justin Jonassen Disability Underwriting Consultant Underwriter Northwestern Mutual Principal Financial Group Jessica Caracofe, RN Janice Jones, FLMI, HIAA Vice President of Underwriting Director, Strategic Partnerships AgencyOne Insurance Marketing ExamOne/Quest Diagnostics Thomas Del Popolo-Fore Kim Seppey, FALU, FLMI, ACS Director, Life Underwriting Operations Senior Underwriting Director USAA Life Insurance Company Lincoln Financial Group Wally Empleo, FALU, FLMI, ACS Angela Thieschafer, FALU, FLMI Senior Underwriting Director Senior Underwriting Consultant Lincoln Financial Group Hannover Life Re

24 AHOU Leadership 2018-2019

2018 – 2019 Executive Council

President Vice President, Marketing and Membership Amy Prestegaard, FALU, FLMI, CLU Betsy Sears, MSM, MT (ASCP) Director, Life/Health Underwriting Executive Vice President, Laboratory Sales and State Farm Strategy Executive Vice President ExamOne Brad Gabel, FALU, FLMI, CLU Vice President, Education Chief Underwriting Officer Kyle Steadham, EdD, CPLP, SPHR, FLMI, FLHC Protective Life Manager, Underwriting Talent Development & Immediate Past President Communications Tim Ranfranz, FALU, FLMI, ACS Transamerica Assistant Director, Risk Selection Strategy Vice President, Technology Development Northwestern Mutual Life Dawn Boitnott, FALU, FLMI, ARA, ACS Vice President, Publications & Secretary Vice President, Underwriting Carolyn Goshorn, FALU, FLMI, CLU, LTCP, MBA SCOR Global Life Americas Senior Life Underwriting Consultant Assistant Vice President, Technology Securian Financial Development Vice President, Treasurer Richard Odom, FALU, FLMI, ACS, LPN Steve Stanley, AALU AVP, Director of Underwriting AVP/Chief Underwriter National Life Group Catholic Order of Foresters Vice President, External Relationships Vice President, Program Development Bill Tilford, FALU, FLMI, CLU, Fellow (ALUCA) Scott Corbett, FALU, FLMI Principal Consultant Vice President & Chief Underwriter Tilford Consulting Ameritas Life Vice President, Conference Assistant Vice President, Program Development Sandra Nichols, FALU, FLMI, CLU Kim Waterfield, FALU, FLMI, ACS Senior Underwriting Consultant Assistant Director — Large Case Underwriting RGA Northwestern Mutual 2018 – 2019 Website Committee Vice President, Technology Development Nichole Myers, FALU, FLMI, ACS Dawn Boitnott, FALU, FLMI, ARA, ACS Director, Business Development — Vice President, Underwriting Electronic Health Records SCOR Global Life Americas MIB Assistant Vice President, Technology Development Brendan Paradis, FALU, FLMI, ACS Richard Odom, FALU, FLMI, ACS, LPN Director, Underwriting AVP, Director of Underwriting SCOR Global Life Americas National Life Group Carmela Tedesco Dan Drabik Vice President Vice President, Senior Magnum Consultant LOGiQ3 Corp Swiss Re Tyrone Taylor Senior Underwriting Consultant SCOR Global Life Americas 25 AHOU Leadership 2018-2019

2018 – 2019 Program Committee

Vice President, Program Development Jonathan Meindel, FALU, FLMI, MBA Scott Corbett, FALU, FLMI Corporate Vice President Vice President & Chief Underwriter New York Life Ameritas Life Bob Morris Assistant Vice President, Program Development Strategic Account Executive Kim Waterfield, FALU, FLMI, ACS ExamOne Assistant Director — Large Case Underwriting Sonya Ostling Northwestern Mutual Chief Underwriter Nicole Simpson, MD, MPH, DBIM Farm Bureau Life AAIM Designate Karen Phelan, FLMI, AALU AVP Medical Director VP, Underwriting Strategy & Innovation MassMutual PartnerRe Dale Hall, FSA, MAAA, CFA Dahyanara (Dee) Santiago, MBA SOA Designate Senior Underwriting Consultant Managing Director of Research Hannover Re Society of Actuaries Raymond Spears Jessica Caracofe, RN Vice President & Chief Underwriting Officer Vice President, Underwriting Ohio National AgencyONE Michelle Spevak, FALU, FLMI, PCS, ARA, Mary Hanson, FALU, FLMI AIAA, AIRC Vice President, Underwriting Senior Underwriting Consultant Swiss Re SCOR Global Life Americas Shawn James Robyn Wallner, FALU, FLMI, CLU, ACS Director, Underwriting Risk Management VP, Chief Underwriter — Independent Distribution Sun Life Financial Ameritas Kim Lancaster, FALU, FLMI, ACS John Watt, FALU, FLMI, ACS, MBA Vice President, Underwriting Associate Chief Underwrite RGA Brighthouse Financial Mark Lounds, FALU, FLMI, ARA, ACS Maureen Weinhauer, CLU®, AALU, FLMI, ACS Underwriting Manager Senior Underwriting Director Munich Re Lincoln Financial

26 Sponsor Information

Accenture Life and Annuity Software Accenture’s life and annuity software delivers solutions that propel carriers into today’s hypercompetitive digital market. The Accenture Life Insurance & Annuity Platform (ALIP), with its robust functionality, advanced architecture and superior product configuration capabilities, helps our clients accelerate product introduction and enhance customer satisfaction. Implement ALIP as an end-to-end solution or individual components, on-premise or in the cloud. Advance your digital agenda. Integrate with a growing insurance ecosystem and apply progressive technologies, including personalized digital communications, portals, analytics and mobility. www.accenture.com/lifeandannuitysoftware

APPS As the world’s largest paramedical service provider, APPS is proud to drive the paramedical service industry. With our examiner excellence program, mobile technology, and nationwide coverage, your applicant’s experience is our utmost concern. That’s why with APPS, your applicants don’t have to drive anywhere! To the hundreds of our carrier partners that entrust APPS for their health information gathering services, we say, “Thank You.” If you would like to learn more about how you can further benefit from APPS services and technology, please contact your National Sales Director. Canada Life Reinsurance Canada Life Reinsurance is a recognized leader in providing creative reinsurance solutions. With strong financial backing and a team of experienced professionals, Canada Life Re can accommodate all your life reinsurance needs. Whether you seek traditional reinsurance or financially motivated solutions, Canada Life Re can help your company: • reduce earnings or claims volatility • price innovative new products • manage surplus or enhance return on equity Additional life services include: • medical and mortality research, facultative underwriting • access to our online underwriting manual (CLEAR) • advice on achieving success with simplified-issue-enhanced underwriting approaches Canada Life Reinsurance is a division of the Canada Life Assurance Company and is ultimately owned by Great- West Lifeco. The group has more than USD$1.1 trillion in assets under administration (as of Dec 31, 2018). For more information, please contact Dan Johnston ([email protected])

27 Sponsor Information

Clinical Reference Laboratory Clinical Reference Laboratory, Inc. (CRL) is a major provider of laboratory testing and client solutions for the life and health industry. CRL is widely recognized as an industry leader for the development of risk assessment tools and solutions, including Smart Score™, AccessMyLab, CRL PLUS® Underwriting Automation and Underwriting Services, PLUS Rx®, eSlip and Secure Slip and Call Center Solutions. CRL’s unique and growing brand provides an expanded portfolio of assessment and support services to the life insurance industry. CRL is committed to unparalleled science and technology solutions for Greater Insights, Better Outcomes.™

EMSI EMSI is a leading, national provider of medical information services, including in-home phlebotomy and specimen collections for clinical research, medical evaluations and analytics for health plans, paramedical exams and medical records retrieval for insurance carriers, and drug-testing collections for employers. With more than 40 years’ experience in specimen and data collection, EMSI has the flexibility to meet the most challenging study protocols. EMSI’s national network of thousands of local health professionals, trained phlebotomists and advanced technology platform serves the world’s leading health plans, clinical research institutions, insurance companies and employers. For more information, see www.emsinet.com.

ExamOne ExamOne is committed to empowering your decisions with health-based insights. Through in-depth personal history and national specimen collection capabilities, as well as access to instant health-based data, we provide quick and reliable health insights for life insurers. Our new highly-flexible platform, HealthPiQture, offers insurers critical access to health information using our extensive and exclusive data sources. Through HealthPiQture, you receive real-time insights from prescription history, historical laboratory data, medical claims and identity fraud, to help you build a comprehensive health profile. From a snapshot of an applicant’s past health, to a view of their current health, HealthPiQture combines both real-time health and historical information to provide you with a comprehensive view of your applicant. You can customize the data and information you need to make quick decisions while also managing risk.

28 Sponsor Information

First Financial Underwriting Services, Inc. First Financial Underwriting Services, Inc. is a full-service inspection company providing industry-leading services to our clients since 1991. We are second- to-none in financial inspections that offer financial analysis in simple-to- understand terminology. Our staff’s specialized training allows us to work closely with the business and financial advisors such as CPA’s, Financial Officers, Attorneys, etc. We provide your underwriters and reinsurers with a complete, accurate and thorough understanding of the applicant’s needs and reason for the insurance. We offer inspection services in numerous countries and provide extensive language services, many of which are in house bilingual inspectors. We are also an industry leader in providing our clients with comprehensive E-IR (Electronic Inspection Report) and TPR (Third Party Report) as well as criminal and civil court records, bankruptcy, tax lien, property valuation and many other various anti-selective source details. We welcome the opportunity to show your Underwriting decision makers the pros and cons of EIR and TPR’s. Once you see what we deliver you will have an excellent understanding of the pitfalls of generic EIR’s available today. Let us help you in filtering out the noise and save your team hours of reading and research time. We can meet in person, video conferencing or telephone meeting for 30 minutes or less. Please visit our website www.firstfin.com for more information or send an email to [email protected].

Gen Re Insurers seek more than traditional risk transfer options in today’s uncertain business environment. Along with capacity, fresh perspectives on underwriting and managing risk are key to sustainable growth. With a new retention of $40 million in 2019, Gen Re, a Berkshire Hathaway company, offers customized reinsurance programs, unparalleled market research, and dynamic risk assessment capabilities that provide a competitive edge. • Behavioral economics insights • Unsurpassed medical expertise, underwriting knowledge and SOURCE web-based underwriting manuals • Superior facultative solutions • Significant capacity • Individual Life, Group Life and AD&D, Medicare Supplement, Individual Disability, Critical Illness A++ from A.M. Best and AA+ from Standard and Poor’s. We’re ready to focus on your needs. For more information, visit www.genre.com or contact Joe Atamaniuk, Vice President, [email protected], tel. 203 352 3185.

29 Sponsor Information

Hannover Life Reassurance Company of America Hannover Life Reassurance Company of America (Hannover Re US) is the North American life and health reinsurance subsidiary of the Hannover Re Group. Hannover Re is one of the largest and most financially sound professional reinsurance groups in the world. Rated “AA-” by Standard & Poor’s, Hannover Re US offers innovative risk reinsurance and financial solutions for ordinary life, group life, annuities, accident and health, and special risk insurance. Hannover Re US is licensed in all 50 U.S. states, District of Columbia, Puerto Rico, and Guam. Rated “A+” by A.M. Best for consistent performance and financial strength, Hannover Re US provides the stability of an industry powerhouse with the agility to immediately leverage worldwide financial trends to provide our clients with highly customized solutions

HOVIN Underwriting Partners, Inc. HOVIN provides quality underwriting to protect your mortality through our credentialed, professional, experienced employees who are based in the United States. We support your life underwriting needs during peak times, vacation schedules, year-end, and new sales implementations. You customize your partnership with us for a limited or expanded time frame to fit your strategic needs. Our size allows us to be very flexible. Services include life underwriting for large amount complex case, formal applications, quick quotes, APS summaries, EKG reviews, simplified issue, audits, project work to include underwriting guidelines and process workflow analysis, telephone interviews and case management. HOVIN works with you closely to provide customized solutions to achieve your goals within your time frame and budget requirements. We provide life underwriting done YOUR way. Wishing AHOU a successful 2019 conference!

IBU, Inc. IBU’s business is increasing as more individual life business moves to expert systems. This is because the value of a telephone interview and underwriting decision by an experienced IBU underwriter has proven to be a great solution for “system kick outs” where the system cannot make an automated decision. IBU is also a leading provider of contract, APS summary and outsourced underwriting solutions. As an augmentation to underwriting services, IBU provides a technology solution by extending its web based platform. This allows insurance companies to achieve on-line application enrollment and automated decisions for group medical underwriting requiring EOI. IBU remains committed to providing the best value underwriting services at the lowest possible cost. Watch our 3-minute video http://www.ibuinc.com/services-video.

30 Sponsor Information

ISC Services ISC Services is a life underwriting services company. We provide underwriting services to life insurance companies, life brokerage firms, mortality-related businesses and other life underwriting firms, which may not have a sufficiently robust mortality risk-oriented focus. From critical illness to mortality-risk assessments, medical fraud review services and life expectancy evaluations, ISC is focused on the mortality sector of the broader underwriting services industry. ISC has the experience, expertise and perspective required to evaluate mortality risk for our clients, save them time and money in the process and, we can customize our services to provide clients with the support they need to meet their life underwriting needs. The firm was launched in April of 2018 by three life insurance industry professionals, Traci Davis, Mike Graviss and Chris Conway. Together they combined data and experience gleaned from a combined 80+ years of life insurance industry experience to launch the ISC Services platform, brand originally launched in 2005 by underwriter and actuary Morris Fishman of Insurance Strategies Services. In 2012, Mr. Conway and Mr. Graviss bought the firm. Though they had extensive experience, contacts and relationships in the insurance industry, they needed the right partner with extensive underwriting expertise to operate the platform successfully. Traci Davis, with over 30 years of experience in life and life reinsurance underwriting, had managed or owned and operated several life underwriting businesses as a chief underwriter including EMSI’s underwriting services division, Advanced Underwriting Solutions (“AUS”) and more recently Elevation Underwriting. Seeing an opportunity to partner with each other and leverage their respective skill sets, each of three principals agreed to join forces and re-launch ISC Services. Their objective was to build a life underwriting services platform to meet the growing needs of the longevity/mortality sector of the life insurance industry and to do so with a focus on consistency, quality and service to their customer. ISC Services was founded on the premise that by combining superior talent and expertise with engaging customer partnerships, a new paradigm could be established in the life underwriting services industry. ISC is determined to provide products and services that will promote transparency in mortality risk assessment, encourage academic discussions regarding the underwriting process and provide individual case reviews to ensure clients fully understand the risk factors involved. ISC is focused on developing solid partnerships in which its expertise can provide a greater level of insight and guidance with respect to underwriting and thereby enable clients to better-informed decisions. To achieve and maintain this high level of quality, consistency, and superior customer engagement, ISC is committed to providing its products and services to a clientele that values long-term partnerships based on accountability and a commitment to excellence. For more information or to arrange to speak with ISC about our services and how they might benefit your organization, please contact: ISC Services 5 CONCOURSE PARKWAY, SUITE 3000 ATLANTA GA 30328 [email protected] O: 404 521 5111 F: 404 521 5112 WWW.ISCSERVICES.COM

Jacobson The Jacobson Group is the leading provider of talent to the insurance industry. For nearly 50 years, Jacobson has been connecting organizations with insurance professionals at all levels across all industry verticals. We provide an array of services including executive search, professional recruiting, temporary staffing and subject matter experts. Regardless of the need or situation, Jacobson is the insurance talent solution. Further information is available at jacobsononline.com.

31 Sponsor Information

LexisNexis Risk Solutions At LexisNexis® Risk Solutions, we are passionate about using the power of data and advanced analytics to help life insurers make better, timelier decisions in a world of hidden risks and opportunities. Which is why we make it our mission to provide essential insights to advance and protect people, industry and society. Our Life Insurance solutions can help reduce the time it takes to obtain critical information from days and weeks to seconds and hours. Gain valuable insight for knowing your prospects and customers through every step of the policy life cycle with cutting-edge technology, unique data and advanced scoring analytics while upholding the highest standards of security and privacy. risk.lexisnexis.com/insurance

LifeScore Labs, LLC LifeScore Labs is a wholly-owned insurance technology subsidiary of MassMutual. Through partnerships with life insurers, LifeScore Labs delivers a data-driven risk scoring model that makes underwriting more efficient, and the results easier to interpret for both insurers and the consumers they serve. With a risk model developed from one million life insurance policies over fifteen years, LifeScore Labs’s flagship product — LifeScore360 — uses machine learning to analyze 48 unique data points to generate a single, easy to interpret risk score. To learn more, contact Jennifer Ostyn at [email protected] or visit www.lifescore360.com.

Management Research Services MRS was founded in 1988 and over the next 30 years, built itself into a well- respected company that provides APS Retrieval services and Tele-Underwriting/ Interview services for the life insurance industry. The recent shift from a service company to a technology focused company has led to the successful creation of a cutting-edge, cloud-based software platform. The new software can be deployed as SaaS solution and configured by any subject matter expert without the aid of custom development. Our rules engine, E-app, call center, external data integrations, and reporting capabilities along with experienced integration team makes us the perfect solution to support any point-of-sale process. Please visit us at http://www. managementresearchservices.com to learn more!

MIB Every AHOU attendee knows MIB. As always, we thank you for your coding diligence! That’s the tradition… but MIB has added valuable new data services that enrich your MIB membership and lead the way in one-stop requirements gathering. Come visit with us in booth 70 & 71, enjoy an ole time New Orleans favorite “Hurricane” drink and learn more about your company’s fit with MIB’s new underwriting services. Laissez Les Bons Temps Rouler — “let the good times roll.” • MIB EHR — Make Connections (mibgroup.com/ehr) • TransUnion® Identity Verification • Sherlock® Criminal Record Search

32 Sponsor Information

Milliman Milliman® specializes in risk management solutions for the insurance industry. We combine industry-leading data and analysis to provide insurers the knowledge, tools and insight to confidently assess risk. Milliman accelerates your underwriting process by transforming data into powerful analytics. Irix™ is our automated underwriting engine. It applies clinical expertise and mortality evidence to interpret multiple types of data to identify potential conditions and then applies your company’s underwriting guidelines for a better decision, faster. Prescription Data combined with Medical Data is indexed and interpreted by Irix to generate enhanced automated underwriting decisions. Irix enables insurers to perform high quality, automated risk assessment to help you make the right decision in the most cost effective way. Please visit us at www.rxhistories.com and booth #5. Munich Re Our vision at Munich Re, U.S. (Life) is to be the premier reinsurance partner that delivers exceptional value to our clients and stakeholders. Our global strength and experience, coupled with our commitment to helping our partners manage individual life and disability, group life and disability, and credit and debt protection insurance risks have enabled us to be a leader in U.S. reinsurance for more than 50 years. Our underwriting and medical team is especially focused on using an evidence-based approach to evaluating the ever-changing risk landscape and to expanding insurability into new areas whenever possible. Munich Re is ranked #1 on BCI (Business Capability Index) by underwriters, and top rated for automated underwriting systems ance in in the 2018 NMG U.S. Individual Life Reinsurance Survey. n Alli Grow A th Optimum Re Optimum Life Reinsurance has been building successful partnerships since 1987. Through the years, we have maintained steady growth and profitability, earning a solid reputation as a reinsurer that provides efficient and professional client service. Optimum Life Reinsurance offers reinsurance solutions, competitive pricing, full underwriting services, research & development and an individual record administration system which enhances its risk management services for Life, Critical Illness and supplemental products. Year after year, we continue to successfully expand our presence in the market through organic growth, block acquisitions, and personalized solutions tailored to increase growth for our clients. Client focus is a core value for us at Optimum Life Reinsurance and is affirmed by our clients consistently ranking us as one of the best reinsurers in industry surveys. By focusing on our clients’ reinsurance needs, we are determined to maintain our dedication to providing excellent service. We take pride in offering value-added services and pursuing progressive initiatives such as: • Being the first to provide HIV coverage; • Breaking the barriers with Hepatitis C coverage; • Offering our clients access to a web-based Life and CI Underwriting Manual; • Providing capacity for jumbo cases at competitive rates; • Hosting an annual Underwriting Seminar that provides valuable training, experience and networking opportunities for attendees. Optimum Life Reinsurance looks forward to serving you. Optimum Life Reinsurance is an affiliate of Optimum Financial Group, and provides reinsurance in the U.S. and the Caribbean. A sister company serves the Canadian market. For more information about how we can meet your reinsurance needs please contact our Marketing Communication Specialist, Kelli Johnson, at [email protected].

33 Sponsor Information

Partner Re PartnerRe Ltd. is a leading global reinsurer that helps insurance companies reduce their earnings volatility, strengthen their capital and grow their businesses through reinsurance solutions. Risks are underwritten on a worldwide basis through the Company’s three segments: P&C, Specialty, and Life and Health. For the year ended December 31, 2017, total revenues were $5.7 billion. At September 30, 2018, total assets were $23.4 billion, total capital was $8.0 billion and total shareholders’ equity was $6.6 billion. PartnerRe enjoys strong financial strength ratings as follows: A.M. Best A / Moody’s A1 / Standard & Poor’s A+.

RGA Reinsurance Group of America, Incorporated (RGA) is a leading global provider of life reinsurance and financial solutions. We are recognized around the world for our expertise in medical underwriting, underwriting staffing and case support, underwriting innovation and training, as well as for making quick, competitive offers that are attractive to consumers and agents alike. The leader in facultative underwriting and substandard risk assessment, RGA has reviewed more than three million individual applications in the U.S. since 1979. RGA is at the forefront of applying data analytics and behavioral science to evolve how the insurance industry underwrites risk. As pioneers in proving the protective value of underwriting evidences such as prescription histories and driving records, and with RGA proprietary solutions as well as exclusive behavioral solutions like TransUnion TrueRisk® Life, RGA continues its longstanding heritage of driving transformative innovation in the insurance industry. As the authority in life and health underwriting, we empower and help our clients optimize their business with tools and programs such as the premier online submission tool for immediate assessment of mildly substandard and borderline preferred cases (ASAP), a flexible and scalable underwriting assistance program (SUP), our newly revamped RGA Global Underwriting Manual, and staff development programs like RGA University. Founded in 1973, RGA is also recognized globally for groundbreaking advancements and deep technical expertise in risk and capital management, group reinsurance, and individual health reinsurance. RGA’s longstanding reputation for client service is built upon a foundation of dedicated teams, connected knowledge, and solutions of vision and value, all delivered from local offices around the world.

RGAX RGAX is a wholly owned subsidiary of Reinsurance Group of America, Incorporated. RGAX was formed in 2015 as the transformation engine of RGA, leveraging the talent, resources, and insight of RGA’s 40+ years of innovation. As a global company with offices in the Americas, EMEA, and Asia, RGAX partners with carriers and entrepreneurs to incubate and accelerate new products and services to advance and expand the life insurance ecosystem. With a mission to help people live longer, healthier, more financially secure lives, RGAX is powering the next generation of data analytics, digital distribution, customer engagement, and insurance service solutions. For more information, please visit www.RGAX.com.

34 Sponsor Information

Sapiens Sapiens International Corporation empowers insurers to succeed in an evolving industry. The company offers digital software platforms, solutions and services for the property and casualty, life, pension and annuity, reinsurance, financial and compliance, workers’ compensation and financial markets. With more than 35 years of experience delivering to over 400 organizations globally, Sapiens has a proven ability to satisfy customers’ core, data and digital requirements. Our portfolio includes policy administration, billing and claims; underwriting, illustration and electronic application; reinsurance; and decision management software. Sapiens’ digital suite features customer and agent portals, and an advanced analytics solution. Sapiens’ team of over 2,500 operates through our fully owned subsidiaries in North America, the United Kingdom, EMEA and Asia Pacific. For more information: www.sapiens.com For more information: www.sapiens.com.

SCOR Global Life Americas SCOR Global Life is a leading life reinsurer in the U.S. market. SCOR offers broad capabilities in risk and capital management as well as value-added services that help life insurers develop competitive products and enter new markets with speed and efficiency. SCOR’s R&D initiatives focus on mortality risk analytics, next generation underwriting and health and wellness initiatives. VELOGICA®, SCOR’s underwriting delivery system for simplified issue and fully underwritten business, is assisting major clients to drive new models of efficiency through predictive risk assessment and point-of-sale policyholder capture. As a full-service reinsurer, SCOR provides expert facultative underwriting services distinguished by… • a staff of highly experienced reinsurance underwriters • access to superior retrocession capacity • client-focused risk assessment flexibility • first-class time service • competitive offers SOLEM® Americas, our life-underwriting manual, is used by companies in the U.S. and international markets. Our underwriters are available to provide input on developing underwriting requirements, guidelines, and training programs.

U.S. operations are located in Charlotte, NC, Leawood, KS, and Minneapolis, MN.

35 Sponsor Information

State Farm The mission of State Farm is to help people manage the risks of everyday life, recover from the unexpected, and realize their dreams. State Farm and its affiliates are the largest providers of auto and home insurance in the United States. Its nearly 19,000 agents and approximately 58,000 employees serve approximately 83 million policies and accounts — approximately 81 million auto, fire, life, health and commercial policies and approximately 2 million bank accounts. Commercial auto insurance, along with coverage for renters, business owners, boats and motorcycles, is available. State Farm Mutual Automobile Insurance Company is the parent of the State Farm family of companies. State Farm is ranked No. 36 on the 2018 Fortune 500 list of largest companies. For more information, please visit http://www.statefarm.com.

Swiss Re The Swiss Re Group is one of the world’s leading providers of reinsurance, insurance and other forms of insurance-based risk transfer, working to make the world more resilient. It anticipates and manages risk — from natural catastrophes to climate change, from ageing populations to cyber crime. The aim of the Swiss Re Group is to enable society to thrive and progress, creating new opportunities and solutions for its clients. Headquartered in Zurich, Switzerland, where it was founded in 1863, the Swiss Re Group operates through a network of around 80 offices globally. It is organised into three Business Units, each with a distinct strategy and set of objectives contributing to the Group’s overall mission. When you team up with Swiss Re, you’ll harness the power of the most dynamic marketing, sales and underwriting tools in the industry. Our future-ready solutions and services are designed to empower you to overcome the challenges brought on by an increasingly digital and automated world. In addition to Life Guide, the industry’s #1 underwriting manual, Magnum, our end-to-end automated underwriting system, and TrueRisk, our innovative risk selection offering, Swiss Re provides seminars, training, market analysis, audits, and support for all your accelerated and dynamic underwriting initiatives.

Tilford Consulting Risk selection, research and expert witness consulting company.

TransUnion TransUnion is a leading global risk and information solutions provider with insight into consumer identities, behavior, assets, and relationships. The Company provides consumer reports, risk scores and analytical services by leveraging a comprehensive data inventory to build predictive models for the life insurance and property & casualty insurance industries. Insurers use its solutions to acquire new customers, measure and manage portfolio risk, verify consumer identities and investigate potential fraud. TransUnion is a consultative partner who uses information for good and is dedicated to creating solutions that meet customer needs across the insurance policy lifecycle.

36 Sponsor Information

Strategic Sponsor RGA — Mobile APP and Wednesday Mainstage Speaker

Premier Sponsors Munich Re — Wi-Fi Access MIB — Bag and Second Line Napkins & Band Branding

Signature Sponsors Clinical Reference Laboratory — Floor Decals Hannover Life Re — Onsite Program Sponsor LexisNexis Risk Solutions — Bottled Water Milliman — Lanyard Sapiens — Welcome Reception Drink Tickets SCOR Global Life — Journal

Preferred Sponsors Canada Life Reinsurance — “Mardi Gras” Reception Drink Tickets ExamOne — Elevator Skins State Farm — Live Streaming, Breakout

Select Sponsors Accenture Life and Annuity Software — Column Skin APPS EMSI First Financial Underwriting Services, Inc. Gen Re HOVIN Underwriting Partners, Inc. IBU, Inc. ISC Services, Inc. Jacobson LifeScore Labs, LLC MRS, Inc — Elevator Skins Optimum Re PartnerRe RGAX Swiss Re Tilford Consulting TransUnion

37 AHOU Thanks Our 2018 Sponsors and Exhibitors!

Exhibitors Acceptiv Aosta Insurance Services, LLC Behavioral Diagnostics, LLC Clareto Cognizant Technology Solutions Diligence International Group, LLC Dynamic Document Imaging Ebix eNoah iSolutions, Inc. EXLservice.com, LLC Express Imaging Services Fasano Associates, Inc. Force Diagnostics Human API, Inc. IMS Paramed Innovative Underwriting Solutions Insurance Technologies iPipeline Majesco On The Right Thing, LLC OraSure Technologies Paper Clib Paperless Solutions Group Pyramid Solutions, Inc. Select X / CumPane Solutions Sureify Synodex WOMBA / Parameds.com

Educational Organizations ALU CIU LOMA

38 2018 AHOU Expo – Booth Location

Booth # Company Booth # Company 1 PartnerRe 43 Express Imaging Services 2 Optimum Re 44 Aosta Insurance Services 3 SCOR 45 On The Right Thing, LLC 4 Milliman 46 Clareto 5 Milliman 47 Insurance Technologies 6 IMS Paramed 48 Pyramid Solutions, Inc. 7 Human API, Inc. 49 Sureify 8 OraSure Technologies 50 LifeScore Labs, LLC 9 eNoah iSolutions, Inc. 51 Acceptiv 10 SCOR 52 WOMBA / Parameds.com 11 Sapiens 53 WOMBA / Parameds.com 12 Diligence International Group, LLC 54 Paper Clip 13 Majesco 55 Paperless Solutions Group 14 IBU 56 LexisNexis Risk Solutions 15 EMSI 57 LexisNexis Risk Solutions 16 EMSI 58 Gen Re 17 RGAX 59 Gen Re 18 RGA 60 Ebix 19 ExamOne 61 Ebix 20 ExamOne 62 EXLservice.com, LLC 21 Innovative Underwriting Solutions 63 Hannover Re 22 Jacobson 64 Swiss Re 23 Cognizant Technology Solutions 65 Swiss Re 24 RGAX 66 Select X / CumPane Solutions 25 TransUnion 67 26 iPipeline 68 Behavioral Diagnostics, LLC 27 iPipeline 69 Accenture Life and Annuity Software 28 Synodex 70 MIB 29 Fasano Associates, Inc. 71 MIB 30 Munich Re 72 APPS 31 Munich Re 73 APPS 32 Munich Re 74 Clinical Reference Laboratory 33 Munich Re 75 Clinical Reference Laboratory 34 LOMA 76 Clinical Reference Laboratory 35 First Financial Underwriting Services, Inc. 77 Clinical Reference Laboratory 36 Force Diagnostics 37 Dynamic Document Imaging Sponsoring only (no booth) 38 ALU Canada Life Reinsurance 39 AHOU HOVIN Underwriting Partners, Inc. 40 AHOU ISC Services 41 AHOU Management Research Services (MRS) 42 CIU State Farm Tilford Consulting 39 2018 AHOU Floor Plan

Association of Home Office Underwriters 2019 Annual Conference April 28-29, 2019 Hyatt Regency New Orleans - Elite Exhibit Hall B New Orleans, Louisiana To Hall To ENTRANCE

AHOU Thanks Our Back-Up Speakers Current Trends in US and Insured Population Mortality — Dale Hall, FSA, MAAA, CERA, Managing Director of Research, Society of Actuaries Hepatitis C — Terri Apfelbaum, MD, Medical Director, New York Life

40 18th Annual AHOU Conference

HYATT REGENCY NEW ORLEANS 601 Loyola Avenue, New Orleans, Louisiana 70113 USA T: +1 504 561 1234 F: +1 504 523 0488 [email protected] neworleans.hyatt.com

FLOOR PLAN Level Two

STRAND

10A 10B 11A 11B 12A 12B 13A 13B

98 7 6 14

STRAND 45 3 2 1 BOARDROOMS

STRAND FOYER

RESTROOM STAIRS TO THIRD

ATRIUM ELEVATORS

RESTROOM

456

STAIRS TO FIRST

BOLDEN 1 STARBUCKS® FOSTER

3 12 LAGNIAPPE 2 EXCHANGE

HYATT HOUSE

RESTROOM RESTROOM FEDEX OFFICE

EMPIRE FOYER

D C

LOBBY ELEVATORS

THE EMPIRE EMPIRE BALLROOM FOYER

B LOBBY ESCALATORS STAIRS DOWN TO FIRST FLOOR LOBBY

BALCONY A

BALCONY

41 2020 19thAnnual Conference

May 3-6, 2020 Marriott Copley Place Boston, MA Contact us to learn more about underwriting solutions

Practical underwriting solutions from Hannover Re

Accelerated underwriting – Leader in risk hr | Ascent – Highly intuitive online underwriting selection paradigm changes including new manual, supporting quick and well informed underwriting tool evaluation and accelerated decisions for a broad spectrum of underwriting underwriting cases with varying degrees of complexity hr | Ascent (Hybrid) – A module to support COLI/BOLI – A leader in this market with underwriting for LTC/life hybrid products significant expertise, participating in the majority of reinsurance pools hr | ReFlex – An automated underwriting solution with open and modern architecture Consulting – Underwriting requirements and that supports new under writing paradigms preferred guide line analysis to meet the demands of today’s consumers

Research – Diverse team of underwriting and mortality- related research experts

Hannover Life Reassurance Company of America 200 South Orange Avenue, Suite 1900 Orlando, Florida 32801, USA [email protected] www.hannover-re.com Member of the Hannover Re Group