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2016 Full Conference Schedule
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Wednesday, May 11

3-7 p.m. Registration

5-6:30 p.m. Welcome Reception Featuring 2016 LILI Class 
6:30 p.m. President’s Dinner (By Invitation Only)

Thursday, May 12

7 a.m.-Noon Registration

7-9 a.m. Continental Breakfast & Networking with Exhibitors

9-10:30 a.m. General Session

Double Your (Next) Quarter
Anthony Morris, International Speaker and Practice Development Coach; Toronto, Ontario 

This globally-acclaimed session poses many provocative questions—and delivers the answers in an action-packed, content rich fashion. Powerful scripts. Actual communication tools. Techniques. Strategies. Prospecting and referral systems. It’s all here— delivered in a show-stopping, idea-every-minute format that will draw you to the edge of your seat.

Anthony Morris is an international keynote speaker and client conversation coach, working exclusively in financial services. He has spoken in 50 countries over the last 20 years. Anthony was a Main Platform speaker at the 2016 GAMA LAMP Meeting—addressing 3,500 industry leaders from every major company in the USA and abroad. Anthony’s specialty lies in boosting prospecting and warm referral volumes for advisors using “plug-and-play” systems and strategies. Anthony focuses on teaching advisors exactly WHAT to say, HOW and WHEN to say it and what to SHOW clients to get them to take action.

10:30-11 a.m. Networking Break with Exhibitors

11:10 a.m.-Noon Breakout Sessions

Leveraging Strategic Partnerships with Social Security Seminar
Donna Sinor, JD., CLU, ChFC, Kansas City Life Insurance Company; Kansas City, Mo.
Generating client referrals from other trusted professionals can help agents take their business to the next level of success. Conducting a Social Security seminar for their clients provides a unique value to prospective partners in a way that showcases how working with you will enhance the relationships they
have with their clients and help them achieve their own business goals.

Special Needs Planning & Special Needs Trusts
Barry Rosenfeld, CLU, CFC, CLAP; Bakersfield, Calif.
Working in this Social Responsible Market is a viable opportunity for many Financial Advisors. In this session you will learn how special needs trusts are funded, why the parents of special needs dhildren may need a special needs trust, how to create a special needs trust and if there a difference between a standard trust and a special needs trust. In addition, this session will cover what are the best methods to provide for a special needs child’s future financial security, recreational activities and medical care without placing unrealistic burdens on other family members.

Uber Your Agency
Anthony Morris, International Speaker and Practice Development Coach; Toronto, Ontario 
• Learn 5 brilliant uses of technology to break through prospect’s resistance to meet with you. Triangulate your communication for breakthrough results.

• Discover the secret to bigger case development – where to meet and how to befriend High and Ultra High Net Worth individuals

• Equip Yourself with the confident conversations you need to get client’s “dialed in” to a much higher level of commitment and secure 7 quality referrals from each of them without delay

• Leverage new concepts and campaigns to put your income “on steroids” and break through to a new level of production performance

• Open and Develop profitable strategic alliance relationships by understanding how to help them get more of what THEY need…CPA’s, Attorneys, Realtors, Mortgage Brokers

Noon-1:30 p.m. Lunch & Keynote Speaker
Jules Gaudreau, Jr., ChFC, CIC, The Gaudreau Group, Inc.; Wilbraham, Mass.

Jules Gaudreau is a corporate insurance and risk management consultant and president of The Gaudreau Group Inc., a multi-line Insurance and Financial Services Agency. Jules works primarily in the corporate market with a focus on employee benefits, estate and business applications of life insurance, and commercial property and casualty lines. He has served as president of NAIFA-Massachusetts, as well as his local NAIFA association. He was elected to the NAIFA-National Board of Trustees in 2007, was elected secretary in 2013 and currently serves as NAIFA’s President.

1:30-1:50 p.m. Networking Break with Exhibitors

1:50-2:40 p.m.  Breakout Sessions

Asset Conservation – Money In…Money Out? Preventing the Whirlpool Effect!
Thomas Petersen, MBA, RHU, Petersen International Underwriters; Valencia, Calif.
Business and Estate Planning begins with income planning. Assets are built from income. A severe disability can create a whirlpool effect in which the assets that have been built must be liquidated unless a lifeline has been attached using various forms of disability insurance. Partnerships, business empires and families all rely on cash flow to exist. Risk Assessment in Income planning (for both personal and business needs) cannot be done without an adequate disability program. Jump in bed and cover up your head and vow not to spend any more money! You cannot do it! Exploring the reasons why people should have disability insurance and armed with information and statistics will assist insurance professionals understand why disability insurance is so crucial! We will also explore numerous uses of disability insurance plans…Beyond the Traditional!

The Power of Zero
David McKnight, David McKnight & Company; Mequon, Wisc.
There is a huge freight train bearing down on America and it’s coming in the form of higher taxes.  Yet, most Americans continue to accumulate the vast majority of their savings in tax-deferred vehicles like 401(k)s and IRAs.  In this presentation, industry leader David McKnight discusses the perils of tax-deferred investing and explains how life insurance can help get your clients off the train tracks and into the 0 percent tax bracket by retirement.  Why is zero percent so powerful?  Because if tax rates double, two times zero is still zero!

The Innovator’s Edge: Insurance Sales in the 21st Century
Ryan Pinney, Pinney Insurance Center, Inc.; Roseville, Calif.
The competition for today's producers and agencies are greater than ever.  Recruiting and retaining top producers, key employees and your best clients is an ever increasing challenge.  Where is your edge? Learn what the most successful innovators are doing to accomplish more with less, including: 

• What agency managers can do to help producers be more successful. 

• How producers can spend more time in front of their best clients by leveraging new technologies and process improvements. 

• Find out why some producers succeed when others are failing and what you can do to win.

2:40-3 p.m.  Networking Break with Exhibitors

3-5 p.m. General Session
Daniel’s Life Story
Daniel Rodriguez

Daniel Rodriguez has had an incredible journey. After surviving the bloodiest clash of the war in Afghanistan, he left the military and walked on the Clemson football special teams in order to fulfill a promise to a friend who died on the battlefield. Never asking for a handout, only a chance, he reminds audiences what it means to take control and work to succeed with determination. Daniel shares the story of how he came back from the edge of war in order to honor his friend’s life and create a new one for himself. His accomplishments resonate with anyone who has ever fought for what they wanted.

5-5:30 p.m.         Book Signing with Daniel Rodriguez & Networking Break with Exhibitors

5:30-6:30 p.m.    IFAPAC Reception (By Invitation Only)

6:30-9 p.m.         Distinguished Service Awards Banquet (Additional Registration Required)

9 p.m.                  YAT Reception/Networking Event


Friday, May 13

7:30-8:30 a.m.    Past Presidents’ Breakfast (By Invitation Only)

7:30-8:30 a.m.    Breakfast Roundtables with AAA Winners

8:30-9:30 a.m.    Annual Business Meeting

9:30-10:30 a.m. General Session
NAIFA-California Vision—Plan—Focus
Moderator: LeRoy Massey, LUTCF, Roy Massey Insurance Services; Fresno, Calif.
Peter Buechler,  CFP, CLU, ChFC, FLMI, Cohesive Insurance Services; Orange, Calif.
Jules Gaudreau, Jr., ChFC, CIC, The Gaudreau Group, Inc.; Wilbraham, Mass.

Tom Michel, Michel Financial Group; Los Angeles
Shane Westhoelter, AEP, CLU, LUTCF, LTCP, Gateway Financial Advisors, Inc.; Dublin, Calif.
Engage with NAIFA leaders about the vision and strategic plans to take NAIFA into the future.  Hear directly from our leadership and have the opportunity to inquire about any issues regarding the future of our industry and our assocication.

10:30-11 a.m.   Break

11-11:50 a.m.   Closing General Session
A New Generation: Connecting with Millennials: No Facebook Required

John Micheli, CLU, ChFC, Kansas City Life; Murrieta, Calif. 

With 80 million members, millennials represent not only an enormous recruiting and sales opportunity, but also an underserved market with the potential for exponential growth. Harness the ambitious spirit of millennials by understanding the unique challenges and opportunities of this generation. During this entertaining session, John provides an in-depth character analysis of millennials culminating in specific techniques to attract, select and motivate them into becoming outstanding agents.  

In John Micheli’s more than 35 year insurance career he has been an MDRT producer, General Agent and brokerage agency executive. As an agent, John was a high case writer, helping more than 200 families every year. As a General Agent for Berkshire Life, he earned a reputation for delivering coordinated training programs with high agent retention — and was widely known as a top shelf presenter and lecturer. His main focus has always been the education of agents who provide their clients with professional and knowledgeable guidance when it comes to making Life Insurance product choices.

11:50 a.m-Noon
    Closing Remarks, Exhibitor Drawings, Bingo Drawing 

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