2017 Convention Full Schedule
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Thursday, May 11

8 a.m. Registration Opens

8:30-9:30 a.m. Pre-Convention Networking and LILI Alumni Session

9:30-10:45 a.m. Opening General Session

ICON PROTOCOL: How to be an ICON
Jim Ruta, BA, RHU, Expert Institute; Ontario
An ICON is a representative symbol of the best in the business. It’s the ultimate goal for anyone serious about financial services sales—to be the best. The only effective way to be great in business is to aim for ICON…that way if you miss ICON, you can still be among the greats. This presentation is jam-packed with practical tips, techniques and templates to help you go from average, to ICON, or to take ICON to another level. Once you understand the ICON PROTOCOL, you will improve your performance, regardless of where you are today. ICON PROTOCOL is the distilled essence of what it takes to be the best advisor you can imagine. In fact, imagine that advisor for a moment…now imagine that advisor is you—with the help of ICON PROTOCOL.

10:45-11:15 a.m. Networking Break with Exhibitors

11:15 a.m.-12:05 p.m. Breakout Sessions

Selling Boring Insurance to High-Tech Millennials
Matt Wiggins, OnCall Advisors; Omaha
As the Millennials become an increasing segment of the market, it's important to know how to market and sell insurance to them if you want your practice to thrive in the coming years. As a producer that works with more than 1,000 new Millennial clients each year, Matt will share the insights his company has developed in working with this research-savvy, high-tech, short-attention span segment of the market.

ICON SELLING: Using the ICON PROTOCOL to Sell Life Insurance
Jim Ruta, BA, RHU, Expert Institute; Ontario
In this session, Jim will show you how to access any market niche, prospect up, understand today’s life insurance marketplace and sell more life insurance. He’ll reveal why robo-advisors will never replace ICON insurance advisors and how you can stay relevant and irreplaceable regardless of how the marketplace changes. Life insurance has to be sold by advisors “with a heart.” A spreadsheet “from the head” will never be enough. Jim will show you why, and 18 ways to start the life insurance discussion. You will help more people protect themselves, their families and their businesses. This entertaining and educational interactive session will change the way you think about life insurance selling forever.

Turning a Practice into a Business That Works FOR You, Not Just BECAUSE of You
Robert Clements, Benchmark Business Group, LLC; Des Moines
During this breakout session, attendees will learn:
• The critical differences between a practice and a business;
• How the power of leverage in a business can create more time, more freedom, more revenue and more satisfaction;
• Why most agency practices don’t work and how to change it;
• How to turn a practice into a business that will yield exponential results in the business and in the owner’s life.

Ethics Case Study: Senior Product Suitability
Patrick M. Grennan, LUTCF, United Life; Maynard, Iowa
Though an agent may have a solid, long-standing relationship with a client, suitability concerns are always of utmost importance—especially with aging clients with declining mental health. The People v. Neasham case overview will be examined, regarding the suitability of an annuity sale where the senior client was starting to display signs of reduced mental capacity. The outcome for the agent involved will be discussed; allegation, conviction and overturn. Open group discussion will focus on what the agent did wrong, and what he could have done in a better ethical manner.

12:15-1:45 p.m. Newell C. Day Awards Luncheon

The Best Ideas Ever Stolen™
Brock T. Jolly, CFP®, CLU®, ChFC®, CLTC, CASL®, CFBS®; McLean, Va.
Come learn some of the best sales and marketing ideas from a true student of the financial planning industry. Brock Jolly is a current NAIFA National Trustee, an advisor with Veritas Financial and the founder of The College Funding Coach®. He is in the trenches of our industry every day and, since 2000, has built an organization that consistently qualifies for The Million Dollar Round Table’s Top of the Table. These ideas are not theories or concepts—they have been attempted, refined, occasionally failed miserably, then tweaked and continue to be a work in progress. Learn how Brock and his team have built a robust financial services business focused on a few niche marketing concepts and how they have created a replicable client development process that is referable and continues to build trust and inspire confidence with consumers and other advisors alike. Brock is the product of thousands of hours of mentorship and coaching, and a few of the best ideas have made it through his thick skull and stubborn personality. Glean the wisdom that he has assimilated from his mentors and how he has made it his own. Whether you’re new to the industry or a 40+ year veteran, this workshop is one you won’t want to miss. Brock is a dynamic speaker who will educate, entertain and inspire you and give you at least a half dozen sales ideas and marketing strategies that you can implement immediately.

1:55-2:45 p.m. Breakout Sessions

Affordable Care Act: Where Are We Now?
Lynn Schreder, KHI Solutions; West Des Moines
Attend this session to find out what the latest updates are surrounding the Affordable Care Act, including new rules and legislation. What does the future hold? What can agents do to continue to provide the right solutions for our clients? Join us for a lively conversation about a topic that continues to make headlines.

6 Barriers to Investment Success
Jim DeKruif, Franklin Templeton; Johnston, Iowa
In this presentation, advisors will learn six behaviors that can affect the client’s ability to make investing decisions. A closer look at availability bias, herding, loss aversion, present bias, anchoring and home country bias and how the advisor can help clients identify these common behaviors.

Working Ethically with Senior Clients
Patrick M. Grennan, United Life; Maynard, Iowa
With the growing senior population, it is important to be aware of their demographics, financial needs and how to work ethically with those clients. An agent must conduct a thorough needs analysis and consider a myriad of factors when suggesting or replacing insurance coverage or annuity products. Warning signs of diminished mental capacity or elder financial abuse are discussed, along with what steps to take next to handle those delicate situations in the most professional and ethical ways possible when encountered with clients.

Four Under 40 Panel
Moderator: Gabe J. Bowers, CLU, LUTCF, ChFC; Bowers Digmann Financial, Boone
Join NAIFA-Iowa’s 2017 Four Under 40 award winners for a panel discussion. Learn about their successes, challenges, achieving a work/life balance and much more.

2:45-3:15 p.m. Networking Break with Exhibitors

3:20-4:10 p.m. Breakout Sessions

Emerging Social Media Techniques to Grow Your Business
Spencer Smith, Spencer X. Smith Consulting; Madison, Wisc.
As the social media landscape continues to grow, it has become more difficult than ever to capture the attention of clients and build new customer relationships. Fortunately, there are new tools to help you get the attention your company deserves, but they only work if you know how to use them strategically.

Ethical Insurance Practices

Patrick M. Grennan, United Life; Maynard, Iowa
This course provides guidance on how to deal effectively and professionally regarding the various obligations that insurance agents have; with their clients, their agency, the insurance companies that they represent and the industry as a whole. Conducting a thorough needs analysis is very important, as is building trust with each client, and providing proper disclosures regarding the products and services offered. Ethical dilemmas many times can be avoided, but do still occur. Each situation should be handled by following proper insurance business practices, and by avoiding unethical behaviors such as misrepresentation, churning, twisting and rebating.

Incorporating LTC into the Financial Planning Discussion
Joe Buhrmann, MBA, CFP, CLU, ChFC, FLMI, ACS; Country Financial; Bloomington, Ill.
This session will provide a current overview of the LTC insurance market, including a profile of the LTC market environment, policyholder needs, profile of individuals purchasing policies, marketing challenges and opportunities and innovation in the LTC industry. Lean how you can bring insight to this critical aspect of financial security for your clients.

The College Funding Conundrum™
Brock T. Jolly, CFP®, CLU®, ChFC®, CLTC, CASL®, CFBS®; McLean, Va.
For an overwhelming majority of American families, paying for their children’s college education is their number one financial fear. Yet for many advisors, the solutions that we recommend to our clients are more focused on product than strategy. Come learn the truth about how financial aid works, how your clients may be eligible for need-based aid, even if they think that they may be “too wealthy,” or, if a family is not eligible for need-based aid, how they may be able to maximize liquidity and cash flow to be able to pay for college without bankrupting their retirement. For many families, their assets are in two places—the equity in their homes and in their retirement plans—great for retirement, but not so great when they need to pay for college for their children. The problem is that they need liquidity and cash flow. Learn strategies and techniques for minimizing taxes, maximizing liquidity, finding scholarship resources, and significantly reducing the out-of-pocket cost of college. Help your clients create comprehensive strategies that will help them significantly, and allow you to build a deeper (and more profitable) relationship with clients who are focused on college funding.

4:20-5:30 p.m. General Session

Train Your Brain for Success
Brandon Nickel, Freedom Personal Development
Your brain is the single biggest driver of your energy, your focus and the results you get in every area of life. Your career, your finances, your physical health, your relationships--all of them are constantly created and influenced by your thinking. Unfortunately, your brain didn't come with an owner's manual...until now. In this presentation, you will learn to harness the incredible creative capacity of your mind and achieve your personal best—professionally, financially and personally.

5:30-6:30 p.m. Exhibitor Reception

6:30-8:30 p.m. Optional Social Event; Riverboat Lounge, Hotel Julien
Enjoy drinks and appetizers while networking with fellow attendees at the Riverboat Lounge located in the historic Hotel Julien Dubuque. No cost to attend; a cash bar will be available.

Friday, May 12

7-8 a.m. Past Presidents’ Breakfast (by invitation only)

7:45-8:15 a.m. Breakfast with Exhibitors

7:30-9:30 a.m. Registration Open

8:15-9:15 a.m. General Session

Advocacy and Your Bottom-Line
Terry Headley, LUTCF, FSS, Headley Financial; La Vista, Neb.
Terry will cover the current political landscape, and the impacts on Agents/Advisors in the legislative and regulatory arenas. In addition, Terry will cover the “3-Legged Stool” Concept and how it relates to NAIFA’s successful history in lobbying on behalf of our members and their clients. Terry will also address the legislative and regulatory priorities for the next few years, and discuss the potential threats and opportunities that lie ahead.

9:15-9:40 a.m. Final Networking Break with Exhibitors

9:40-10:30 a.m. Breakout Sessions

Advocacy
Barry A. Delp, LUTCF, FSS; Ozark National; Davenport and Terry Headley, LUTCF, FSS, Headley Financial; La Vista, Neb.
Gain an in-depth understanding of the issues impacting our profession. Learn how NAIFA's well-oiled advocacy machine works to protect you, your business and your clients. This session will show you how you can contribute to NAIFA's success on the federal and state levels.

Creating Great Value
Timothy J. Meyer, CLU, ChFC; Amana and David W. Solberg, SollarsED© Consulting, LLC; Hiawatha
This session will help attendees develop an understanding of current financial community trends and their implications. Attendees will explore the value ladder and the 7 key value points, as well as value destruction and customer segmentation. We'll cover product and services life cycles and client buying characteristics. Finally, you'll gain an understanding of how to bring value in a highly competitive market and how to manage the marketplace noise, leading you to your own unique value proposition.

Alternative Selling Models to Consider When Building Your Risk Practices
Matt McAvoy, Target Insurance; Kansas City
Traditional life, LTC or disability insurance is no longer the primary business model for many companies in the life/health insurance industry. Annuities and other wealth accumulation products, such as mutual funds or 401k services, have overtaken risk-based solutions as economic drivers of insurer’s company revenue models. As a consequence of insurer shifts in business models, trends of fewer life insurance agents being recruited and developed are not being reversed and more complicated selling processes or product complexity with lower remuneration are pushing part time sellers away from life insurance sales. We all have our top ten lists of factors which have led to less insurer investment into the people or selling side of our business. Where does the committed seller and part time life insurance fit into the distribution model of the next decade? Learn where you can leverage your talent, current technology and commitment to the life business to fill huge consumer gaps in the delivery of much needed risk protections.

Growing Your P&C Practice Panel
Mike Grandgeorge, American National; Ames
Michael Stimmel, Farm Bureau Financial Services; Iowa City

Learn from a panel of successful property & casualty agents on how to grow and expand your P&C business! From sales ideas and managing your business, to setting goals and sustainability, hear from those who have been there.

10:40 a.m.-Noon Closing General Session & NAIFA-Iowa Business Meeting

What's The Value of Your Attitude?
Matt Booth
There is an old saying that “attitude is everything.” Is that true? Matt thinks Attitude is the START of everything! Attitude determines your thoughts and ultimately your actions. In this program you will find that being positive as often as possible helps you be more successful at what you do. You’ll leave this program with practical take-a-ways and the motivation to implement them.

National Association of Insurance and Financial Advisors-Iowa

600 State Street
Suite A
Cedar Falls, IA 50613