Changing World of Long Term Care and Annuities

May 07, 2019
8:30 AM - 12:00 PM
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Red Lion Hotel
4751 Lindle Road
Harrisburg, PA

3 Great Sessions and Speakers!  

These courses have been submitted for approval for 3.0 PA Insurance, CFP and CPA Credits.

"What you Didn't Know About Indexing Concepts"

Joe Ross, ChFC, CLU, CRC, AIG Financial Distributors, Vice President 

"Family Wealth Planning and Asset Allocation" 

Christian Kaplan, CFA, VP, Specialty Markets & EPG Life Sales, AXA Distributors

"Unconsidered Consequences"

David A. Gresham, JD, CLU, ChFC, Advanced Markets Analysis Manager, Individual Life and Financial Services, OneAmerica



“What You Didn’t Know About IUL”

1. The fundamental short-term and long-term needs fulfilled by life insurance
2. A basic understanding of how Indexing concepts apply to cash value accumulation
3. A basic understanding of how Indexing concepts apply to cash value during retirement loans & withdrawals
4. A more complex understanding of how Indexing concepts apply to cash value during retirement loans and withdrawals
5. A deeper understanding of how IUL Bonus Multipliers do (and don’t) work
6. The power of “stress testing” your illustrations

Family Wealth Planning and Asset Allocation”

Become familiar with the emerging serial correlation problem of stock/bond portfolios, a review of both Modern Portfolio Theory (MPT) and Sharpe Ratio utilization, and how permanent life insurance, if quantified by its risk and return, can reduce serial correlation and improve overall portfolio Sharpe Ratios for legacy portfolio assets or multi-generational asset portfolios

“Unconsidered Consequences”

The results of failing to have a conversation with your clients about long term care

This course will explore the potential consequences of not planning for an extended long term care event.  The current demographics of long term care will be discussed, and how the risk of needing long term care is assessed differently by men and women will be analyzed.  Long term care as a series of consequences, rather than as simply an isolated risk will be discussed.  The options for paying long term care expenses will be explored and compared.  Government programs, self-funding and long term care insurance will be analyzed with emphasis given to determining what may be the most efficient method for a particular client.  Finally, the need to begin planning before the risk event occurs will be highlighted.

Speaker Bio's

Joe Ross serves as Vice President, Sales Productivity and Business Development, Life Insurance for AIG Life and Retirement (AIGLR), the life and retirement services business of American International Group, Inc. (AIG). In this role, he is responsible for driving sales results through the sales team and independent distribution partners. Additionally, Mr. Ross develops and delivers sales concepts and strategies that maximize productivity, while improving overall core selling skills for agents, wire house financial advisors, Regional Vice Presidents, Strategic Account Managers and internal sales teams. He joined AIGLR in April of 2013. Prior to joining AIGLR, Mr. Ross served as Vice President, Sales Development for Protective Life Insurance Company since April of 2003, leading the organization’s wholesaler professional development programs, and managing a 10-state territory of Life Insurance Consultants in the broker-dealer channel. Prior to joining Protective Life, he was Vice President of Sales for Great American Life, Allied Life, and Massachusetts General Life with responsibilities over life insurance and annuity sales. Mr. Ross also served as a Life Insurance Specialist for Merrill Lynch, and President of Sales and Marketing for National Partners Group, a regional life insurance marketing organization. He has more than 40 years of industry experience growing life insurance distribution in the broker-dealer and independent agent channels. Ross’s articles and presentations have been featured in Broker World, National Underwriter, LifeHealthPro, Advisor Magazine and ThinkAdvisor. Mr. Ross earned a bachelor’s degree in business administration majoring in finance and insurance from the University of Iowa where he also received the Emmett Vaughn Insurance Scholarship Award. He holds FINRA Series 6 and 63 licenses, in addition to Chartered Financial Consultant, Chartered Life Underwriter and Certified Retirement Counselor designations. Mr. Ross is a member of the Society of Financial Services Professionals and the National Association of Insurance and Financial Advisors. An avid water skier, Joe lives in Denver with his wife, two teenage daughters and their labradoodle, Brodie.

Chris Kaplan is a member of the Life Distribution Management Team as Vice President of Specialty Markets and EPG Life Sales. Chris delivers targeted, resourceful sales and product information to EPG Producers to better position Life Insurance products for sales. He focuses on competitive information and positioning, delivered with strategic and targeted communications. As Head of the Specialty Markets group, Chris is tasked with organizing, packaging, and managing key strategic life initiatives where AXA has competitive advantages, such as premium finance, IUP, and Athletes & Celebrity programs. Chris is well?known within the industry, having worked for Morningstar Europe, Ltd, SLSB, LLC, Park Venture Advisors, Pfife Hudson Group and M&M Brokerage, Inc. Chris is a regular speaker at insurance seminars and events across the country and is regarded as an expert in premium finance and indexed universal life case design. He has earned his Chartered Financial Analyst (CFA) designation and graduated with a B.A. in International Business and Economics from Boston University. Chris is fluent in Swedish, French, and Italian.

Dave Gresham:  An Attorney, Chartered Life Underwriter, and Chartered Financial Consultant, Dave is Advanced Markets Analysis Manager with the companies of OneAmerica in Indianapolis, Indiana. He provides support to a national field force with estate planning, retirement planning, business planning, and technical issues involved with product sales. Dave also authors position papers regarding advanced markets concepts and assists with the development of sales ideas and selling techniques. He has additionally managed the development of product endorsements and educational material for IRAs, Section 403(b) tax-deferred annuities and Section 457 deferred compensation. Dave conducts education seminars nationally for the member companies of OneAmerica and has been a guest speaker for numerous industry organizations. Among others, he has developed and presented seminars for the following corporate entities: American United Life Insurance Company; The State Life Insurance Company; Pioneer Mutual Life Insurance Company; and, The Cincinnati Life Insurance Company. He also has been a guest speaker at numerous local, state and regional chapters of the following industry organizations: The Society of Financial Service Professionals; The Association of Insurance & Financial Advisors; Estate Planning Councils; Financial Planning Associations; Marketing Organizations; and, Producer Groups. Dave graduated Cum Laude from the Honors College of Ball State University in 1981 and received his law degree Cum Laude, Order of Barristers, from the Indiana University School of Law in 1989. Dave practiced law both in Columbus, Indiana and Indianapolis, Indiana before beginning his employment with OneAmerica in 1992. The American College, Bryn Mawr, Pennsylvania awarded Dave the designation Chartered Life Underwriter in 1997 and Chartered Financial Consultant in 1999. He is a member of the Indiana State Bar Association, The Society of Financial Service Professionals and is a FINRA Registered Representative.



$160.00 FPA Non Member (Repeat Guest)

$80.00 FPA Member
$90.00 after 07:00 am May 6

$0.00 Pre-Paid 2019