Schedule
Meeting registration allows attendees to attend all events / all tracks.

Presenters
· William A. Levine (Bill) C.E.O. and President of Pinnacle Communications Int'l Inc., home of Shop4zero.com

This Internet shopping portal revolutionizes the most powerful and profitable marketing program of the 20th century frequent flyer and usage programs by implementing the 21st century version: No Points, No Miles, Just Cash! All by shopping and referring others to shop on the Internet. The result is the creation of the best way to shop for the 21st century.

2:00pm - 2:30:pm

Building a Multi-Million Dollar Premium Agency From Scratch - In Less Than Three Years.

Presenter
· Joe Fernandez, Colonial Life & Accident

There is no substitute for learning from a proven producer who is out in the field getting the job done every day. Joe is a dynamic sales leader with the ability to communicate and train what needs to be done and how to do it.

Successful sales of Critical Illness insurance can be enhanced by knowing when to sell it as a substitute for:
· Cancer Insurance
· Disability Insurance
· Health Insurance
There are gaps in the above coverages that can be bridged by Critical Illness Insurance – and some of the gaps are wide.
However, there are sales situations when your sales strategy will call for Critical Illness as a supplement to these other coverages.
This presentation will cover using Critical Illness Insurance as a “substitute/supplement” product.

2:45 pm - 3:45pm - The Evolution Of Consumer-Driven Benefits

Presenters
· Scott Mardis, AmeriFlex's Regional Sales Manager – Southwest

Scott Mardis will examine the evolution of consumer-driven benefits, including a comparison of Healthcare Reimbursement Accounts, Health Savings Accounts and Flexible Spending Accounts. Mardis’s presentation begins with a critical look at the health care crisis that gave birth to these consumer-driven plans and what each has to offer moving forward.

Moderator
· Rob J. Thurston, President
HR Consulting Group, Inc.
Presenters
· Adam Loveridge, emcorhr.com
· Robert S. Shestack, CES
Sr. Vice President - Strategic Development
Univers Workplace Benefits

While employers are cutting back on the robustness of group medical coverage and shifting some of the cost to employees, they need to realize there may be a gap in coverage that they can help alleviate by offering Critical Illness Insurance.
We will review, from both the insurance company and producer viewpoints, how CII fits nicely with:
· High deductible health plans
· HSA’s
· Mini-med plans
· Major medical plans

We will also discuss the receptiveness of employers to employee paid and employer paid CII coverage, how to educate the employer on the benefits of this combination and get employer buy-in.

9:00am - 10:00am - Where is the benefits marketing business going and what are the challenges from the perspective of an enrollment company? Mike Sheridan, Founder, FBMC Communications

• What will employers want from us?
• Work location access in the post 9/11 environment and since the advent of HIPAA privacy
• Web based vs. enrollers
• Product development by the carriers
• Enrollment company branding, carrier controlled vs. independents
• Fees and/or commissions?
• Where do we find enrollers?"
• Licensing difficulties
• How and where do we train them?"
• Opportunities for: core benefits enrollment
  medical plan options such as consumer driven health plans and HSA financial counseling, 401k and retirement, teaching how to access medical and retirement information

Selling Critical Illness in the Individual Marketplace

Moderator
· Bob Ley, RHU
VP, A&H Sales, AIG American General
Presenters
· Bob Clancy
Regional Sales Manager, A&H
Independent Distribution Platform
AIG American General
· Wayne H. Greenwood
Director of A&H Underwriting
AIG Life Brokerage

Despite the fact that most sales of critical illness protection here in the United States has been at the worksite, through voluntary payroll deduction, sales of the product in the “individual” market have been growing rapidly. This session is divided into two sections.

1. We will discuss the various markets and prospects for the product, including:
• The self-employed
• Stay-at-home Spouses
• Young Immortals
• The Affluent or Highly-compensated
• Mortgage Protection
• As a Replacement/Subsidy for DI
• In conjunction with Major Medical and other core products

2. A critical illness underwriter will discuss the assessment of risk, including:

• The use of the Family History Question
• Simplified vs Traditionally Underwritten
• Morbidity vs Mortality
• How to move your applications through the system quickly and get paid sooner!

Background Information
Gender: Male
Family: Wife: Patricia Wilkinson
6 Children.
Birth date: 1945
Birthplace: Mokelumne Hill, CA
Home City: Walnut Grove, CA

Education:
MBA, Harvard Business School.
BA, University of California at Berkeley

Professional Experience:
Businessman
Rancher.

Political Experience:
Insurance Commissioner, State of California, 1991-1994, 2002-present
Deputy Secretary, United States Department of Interior, 1995-1998
Senator, California State Senate, 1976-1991
Assemblymember, California State Assembly, 1974-1976.

Organizations:
United States Peace Corps, 1966-1968, Eagle Scout.

The Benefits Marketing Association Announces Four New Inductions Into The International Worksite Marketing Hall-Of-Fame.

The Benefits Marketing Association is pleased to announce the following professionals have been selected to be inducted into the International Worksite Marketing Hall-Of-Fame.

• Warren G. Benoit, President, Benoit & Associates
• Ron Kleiman, President, BenefitVision, Inc.
• Gilbert W. Lowerre, CLU, CHFC, PresidentT, Eastbridge Consulting Group, Inc.
• Eugene “Gene” C. Sorrel, President and Chief Marketing Officer, Continental American
  Insurance Company (CAIC)

Warren G. Benoit	Ron Kleiman	Gilbert W. Lowerre	“Gene” C. Sorrel

Induction ceremonies will take place at the Benefits Marketing Mania 2006 Meeting at Bally's Hotel in Las Vegas on Wednesday, July 19th.

“We are proud to be able to recognize the accomplishments of these individuals” commented Jeff Morgan of Allstate Financial Workplace Division and current President of the Benefits Marketing Association. “Every industry has a cluster of high achievers that help set the pace and show what the possibilities are. To be elected to the Hall of Fame one must have formed, altered, enabled or impacted the worksite landscape. In the worksite marketing arena, these four individuals have distinguished themselves and their profession over their careers, and speaking for the organization, we extend them our thanks and congratulations.” www.benefitsmarketing.org

International Worksite Marketing Hall-Of-Fame

Benefits Marketing Association Worksite Hall-Of-Fame is proud to recognize the following individuals for their contributions to the industry of voluntary employee benefit plans.

On August 12, 1999, the first inductees into the International Worksite Marketing Hall-Of-Fame were recognized at the annual WORKSITE MARKETING MANIA conference in Las Vegas, Nevada. (The conference has since been renamed BENEFITS MARKETING MANIA.) Each year new inductees are recognized at the summer conference.

2pm - 2:45pm - Worksite Marketing Hall-Of-Fame Panel

Moderator
· Jim Ouimet, CEO, James Consulting Group
Presenters
· Dick Ancy, Worksite Marketing Consultant. Assurant Health
· Dan Jund Vice President, Keenan & Associates Sr.
· John Milam, Executive Vice President, Willis of Tennessee, Inc.
· Bob Morhauser, AVP & Director of Voluntary Benefits, National Guardian Life
· Peter Tillson, Vice President, Worksite Marketing, Boston Mutual Life Insurance

This is an opportunity to hear from the best-of-the best. No spin, no agenda, just straight answers to audience questions from the stars of the industry that have been chosen by their peers to be inducted into the Worksite Marketing Hall-Of-Fame.

2:45 pm - 3:30pm - Work / Life Programs

Presenters:

• William Mulcahy President & CEO Work & Family Benefits
• Ted Sudol Account Director Life Advantages
• Stephanie Glover, M.A., CEAP, CWLP, Director of Employee Assistance and Work/Life Programs, Behavioral Healthcare Options, Inc. (BHO)

Work / Life Programs are a rapidly growing area extending beyond the traditional Employee Assistance area. These panel members are with organizations that are having great success in the marketplace and will share why Work / Life programs represent great value to employers and employees and a great opportunity for the broker.

Selling Critical Illness in the Employee Benefits Market

Critical Illness: Surviving the Sales Cycle in Today’s Employee Benefit’s Marketplace

Moderator
· Neiciee Durrence, VP Life & Worksite Products, UnumProvident Corporation
Presenters
· Steve Farish, Vice President, National Sales Leader, Wachovia Insurance Services
· Brad Wier, Chief Marketing Officer, Univers (formerly Custom Benefits Programs)

Supplemental benefits are becoming more widely accepted as a solution within the overall employee benefits marketplace. However, make no mistake, these products are still ‘sold’, not ‘bought’. During this session we’ll explore how Critical Illness is being positioned with our three primary constituents in the sales process.

Meeting the sales challenge relative to:

• Marketing CI to employee benefits brokers
• Positioning CI as a viable benefit within an employer’s overall benefits package
• Introducing CI to employee
• Industry Trends
• Health Care Trends
• How to introduce the concept to the brokerage distribution
• In addition, a broker and enrollment firm will share their perspectives and offer case studies to illustrate their success in marketing CI as a voluntary employee benefit

This should be a very interactive discussion around the realities of actual sales scenarios from a carrier, broker, and benefit communication / enrollment perspective.

Tracks One & Two - 8:30am - 10:00am (Las Vegas 1 - 7)
Special Breakfast & Keynote Presentation
Gaylord Perry with Ken Smith, Assurity Life
Breakfast - Sponsored by Assurity At Work
Gaylord Jackson Perry - Sponsored by NACII

We are pleased to present Gaylord Perry, Hall of Fame pitcher, as our Keynote Speaker. Gaylord will share from his own special perspective, the moving story of his son Jack’s battle with leukemia.

Did You Know... that Gaylord Perry won 15 straight games for the Cleveland Indians in 1974? Gaylord Perry achieved two of pitching's most magical milestones with 314 wins and 3,534 strikeouts. Distracting and frustrating hitters through an array of rituals on the mound, he was a 20-game winner five times and posted a 3.10 lifetime ERA. With the Giants in 1968, Perry no-hit the Cardinals and starter Bob Gibson. An outstanding competitor, he won Cy Young awards in 1972 with Cleveland and with San Diego in ‘78, becoming the first pitcher to win the award in both leagues. Hall of Fame Teammate: Juan Marichal