GAMA International Presents
LAMP 2010: Kick-Start Your Leadership Future

On This Page:

Schedule at a Glance Hear the Stories: Professional Speakers Meet the Experts: Practitioner Speakers Special Sunday Sessions Learn the Methods: Leading Practices See Your Future: Special LAMP Events Build Your People: Pre-LAMP Events

Schedule at a Glance

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Hear the Stories: Professional Speakers

Brian Birdwell
9/11 Survivor
On Sept. 11, 2001, a plane crashed into the Pentagon just yards from the office of Brian Birdwell, then a lieutenant colonel in the U.S. Army. Now recovered from his injuries, Brian — a 20-year client with First Command — will discuss his 9/11 experience, how his family confronted life-and-death decisions and the role of insurance in giving his family financial peace.

Sponsored by

Ken Carter
Coach, Businessman, Education Activist
Coach Ken Carter made national news when he locked out his undefeated Richmond High varsity basketball team — they were winning on the court but failing in the classroom. His story will challenge you to think outside the box regarding teamwork, making tough decisions and responsibility.

Dale Irvin
Meeting Humor, Five-Minute Funnies
The world’s only professional summarizer, Dale is a savvy guy with a way of finding the humor in just about everything. Dale is also one of the country’s hottest comedians.

Dave Mullen
Trainer and President, LearnTactix

During his 27-year career with Merrill Lynch, Dave was repeatedly recognized for his ability to train, retain and motivate financial advisors. Now president of his own training company, Dave offers listeners a look at the best practices learned while working with some of the industry’s top advisors.

Sponsored by

Chuck Norris

Actor, Martial Arts Legend, Mentor
A legendary martial artist and star of movies and TV, Chuck will speak about his most important role: founder and chairman of the Kickstart Foundation, which helps youths succeed by teaching them the discipline and values of the martial arts.

Sponsored by

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Meet the Experts: Practitioner Speakers

Mark A. Bonnett
Securian Financial Group

Mark is a regional vice president for the Southwest region with North Star Resource Group, where he has been affiliated for 11 years. Specializing in wealth accumulation and protection, Mark bases his practice on a team approach, working closely with CPAs, attorneys, pension/employee benefit specialists and valuation experts.

Bill Cates, CSP
Referral Coach International

A GAMA Resource Partner, Bill has revolutionized the way financial professionals generate abundant, high-quality referrals and is the creator of the Referral Advantage(tm) Program. Expect a highly interactive presentation filled with practical business-building strategies.

James H. Shoemaker, CLU ChCF CFP CFS
Securian Financial Group

Jim began his financial services career in 1973 and five years later founded his own firm, Shoemaker Financial. He has been active in both his community and the industry, including earning GAMA International's 2007 Volunteer of the Year Award. Securian named Jim its First in Class winner in 2008.

Thomasina E. Skipper, M.B.A., CLU ChFC
State Farm Insurance Companies

In 1986, Thomasina joined State Farm Insurance Companies as the first female minority agent for the company in the middle Tennessee area. In 1992, she was promoted to agency manager. Thomasina currently manages 18 agents in Omaha, Nebraska. Thomasina was one of State Farm's 2008 First in Class winners.

Linda L. Witham, ChFC CFP FIC
Thrivent Financial for Lutherans
GAMA International President 2009–10

The current president of GAMA International, Linda is a co-managing partner of the No. 1 field organization in Thrivent Financial for Lutherans. She and her partners have formed one of the top-performing leadership teams in the world, and her agency has won the Master Agency Award every year since 1998.

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Learn the Methods: Sunday Sessions

Sunday, March 21, 2:30 p.m. – 4:30 p.m.

From Scratch to $100 Million to $1 Billion: Breakthrough Strategies for Building Your Master Agency
Norman G. Levine, CLU ChFC RFC
Levine Enterprises
GAMA International Management Hall of Fame 1982
John Newton Russell Memorial Award 1986
Master Agency Award

Norm turned a scratch agency into a $100,000,000 agency in four years at a time when that was a rare achievement in the industry. He also implemented a diversification strategy, providing investment products and property and casualty coverage along with life insurance, long before the rest of the industry. The fundamental principles Norm applied to his agency still hold true today. In this special Sunday session, Norm will share the leadership philosophies and business strategies he used to build his master organization. His techniques are transferable to organizations of every size — whether your goal is $100 million or $1 billion.

Sesión en español
Angel Mario Huerta
Grupo Nacional Provincial

Luis G. Chiappy, CLU ChFC CFP LUTCF
AXA Equitable
Director de Ventas Lineas Personales

Cada año asisten la conferencia de LAMP aproximadamente doscientos líderes en el campo de servicios financieros de México. Esta sesión será dirigida por varios líderes hispanoparlantes en la industria y se tratará de asuntos pertinentes al mercado de servicios financieros en México.

LAMP Orientation, 4:45 p.m. – 6:15 p.m.

Make the most of your LAMP experience by taking advantage of the educational programming and special events most relevant to you and your firm. Mini-focus groups will afford participants the opportunity to ask questions about LAMP or find out more about the benefits of GAMA International membership. Everyone — from first-time attendees to seasoned GAMA members — will benefit from this session.

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Learn the Methods: Leading Practices

GAMA International Learning Tracks

GAMA resources are organized by learning tracks, so you can easily find the workshops that tackle related issues.

Continuing Education

LAMP attendance and participation qualifies for up to 20 hours of PACE credit to maintain designations awarded by The American College. Information on obtaining PACE credit will be available at the GAMA Booth on-site at LAMP and on your meeting materials CD.

Monday, March 22, 1:30 p.m. – 2:30 p.m.

1. Building Your Mega Agency: Recruiting, Developing, Retaining

Business Strategy & Growth

LoTT

Frank J. Scarpa
New York Life Insurance Company

In this unique session, Frank will share his proven systems for agent accountability, showing field leaders that, as the director, producer, writer and main character of their production teams, they can write their own script for their agents’ success. Frank will share worksheets that he has developed during his 20-year career and which he uses to manage 210 agents. Implement these strategies right away to establish more control over the processes in your own small or large shop.
View the Presentation Slides

2. Agency Building With MDRT/GAMA International

Performance Coaching & Mentoring

Learn from a panel of agency leaders and Million Dollar Round Table producers how to build a mega-agency with the phenomenally successful MDRT/GAMA International Mentoring Program. This program, a significant resource for building distribution of financial products and services, is designed to help more producers qualify for MDRT membership, the industry’s pinnacle of success. Let the experts show you how to use this program to enhance your agents’ and your agency’s production, retention, productivity and profitability.

3. Retaining Sales Talent

Retention

Richard A. Funke
LIMRA International
GAMA Internatioanl Resource Partner

While it is important to focus on recruiting and selecting the best candidates, it is also critical to understand how to keep your best performers on board once they join your firm. Companies invest heavily in training and development and then often struggle to retain their best producers, especially those early in their sales career. In this session, Rick Funke will present the latest LIMRA research on the keys to retaining your top sales talent and will discuss how field leaders can effectively apply the findings.
View the Presentation Slides

4. When Culture Is Defined and Maintained, Growth Happens

Leadership & Culture

Leadership Teams

Monty R. Andrus, CLU ChFC
The Penn Mutual Life Insurance Company
First in Class 2009

J. Bryan Washburn, LUTCF
The Penn Mutual Life Insurance Company
IMA Diamond

Monty and Bryan will share the strategies that helped them build Penn Mutual’s top agency of 2007 and 2008. You’ll learn how to measure all decisions against your agency’s culture and how to identify, defend or change your culture. The session will also include tips on “maximum insurance,” building the management team, the ideal role of support staff, adding personal touches, using mentors and role models, creating a learning environment, adopting a “whole-person approach” and accountability. You’ll also find out how to know if you are winning the game.
View the Presentation Slides

5. Systems to Develop Highly Productive New Agents

Producer Development

Timothy J. Maguire, CLU CFP
AXA Equitable
Master Agency Award

Karr Barth Associates is one of the largest AXA agencies, with more than $24 million in first-year commissions. Tim, who manages 350+ financial advisors, will share his New-Hire Launch and Development program, which uses case studies and role playing to help associates execute eight core skills in the field. Through the program, Tim emphasizes prospecting through a “Client College” curriculum and keeps score using eScoreBoard.
View the Presentation Slides
Get the Handouts

6. You Don't Launch Numbers, You Launch People

Producer Development

LoTT

Philip B. Novicki, FIC
Thrivent Financial for Lutherans

By shifting the focus to leading people instead of managing numbers, Phil brought his region in two years from Thrivent’s lower ranks to second in hiring and launching agents. He will explain how to make better hiring decisions and how to help agents take ownership of their success by raising expectations, helping them set their own goals, holding them accountable, coaching them and training them through joint field work.
View the Presentation Slides

7. Death Benefits Delivery: What Do I Do Now?

Producer Development

Mark E. Hundley, M.Ed., LPC
Awaken Associates

Death benefit delivery requires connecting with beneficiaries in uncommon ways during uncommon times. This presentation details simple, practical and effective steps you can take to create and implement strategies for competent and compassionate delivery of death benefits. During this session, Mark, a licensed professional counselor, will explore factors key to effectively delivering death benefits from the perspective of both the beneficiary and the producer.
View the Presentation Slides

8. GAMA Foundation for Education and Research: Finding the Right People

Recruiting & Selection

LoTT

Christopher Burgos, ChFC CFP CFS
Securian Financial Group
FLA Platinum

Let the GAMA Foundation’s Finding the Right People help you build or enhance your recruiting and selection processes. Learn the practices of highly productive field leaders, as well as specific tactics to improve recruiting and selection.
View the Presentation Slides

9. The Customer of the Future: The Secrets to Creating Loyal Cutomers for Life

Sales & Marketing

Cindy Solomon
Solomon & Associates, Inc.

In this session, Cindy, a nationally recognized leadership and customer-loyalty speaker, will explain how to implement a truly customer-focused process with your entire agency team. You’ll learn industry best practices to help you develop your own strategies, the five trends that drive customer loyalty and the three most effective methods for engaging your entire team in creating customer loyalty. You’ll leave with an action plan for creating true and profitable customer loyalty in your agency.

10. The Importance of, and Strategies for, Developing Leaders From Within – Fraternal

Frontline Leader Development

Albert T. Hurst, Jr., CLU CLF FICF
Modern Woodmen of America
IMA Gold

Albert has qualified 12 times for Modern Woodmen’s top honor, the President’s Achievement Award. In this dynamic session, he will share the importance of growing internal agents into great leaders. Albert will discuss how he directly impacts the professional growth of his agents. You will learn effective techniques for encouraging, supporting and promoting second-line leaders and for guiding them along their optimal career paths.
View the Presentation Slides

Monday, March 22, 2:50 p.m. – 3:50 p.m.

11. Creating a Life Insurance Culture

Business Strategy & Growth

Ronald B. Lee, CLU ChFC CLTC
MassMutual Financial Group
Master Agency Award

Richard T. Nolan, CLU ChFC CLTC
MassMutual Financial Group
Master Agency Award

Partners since 1994, Ron and Dick have built a Master Agency by emphasizing the critical importance of using life insurance (“the ticket into the ballpark of investing”) and health insurance as the foundation of their clients’ financial planning. These life members of MDRT will share philosophies, techniques and methods that they use daily with their 100 full-time career agents.
View the Presentation Slides

12. How to Increase Market Penetration by Having Your Agency Mirror Your Community's Demographics

Business Strategy & Growth

Peter G. Bahner, CLU ChFC
The Prudential Insurance Company of America
IMA Diamond

Pete achieved Master Agency status when he began to better mirror the demographics of his community within his agency. In this session, you’ll learn how to create a story to tell both recruits and underserved markets; implement new processes; build new relationships within underserved markets; hire to serve those markets; and use marketing to build brand awareness. Increasing diversity in the right markets directly relates to your producers’ success and retention and to your agency’s productivity.
View the Presentation Slides

13. The Art and Science of Achieving Breakthrough Performance From Your Toughest Nuts

Performance Coaching & Mentoring

LoTT

Kelli McCauley
MK Performance Group
GAMA International Resource Partner

Jay Clark
Guardian Life Insurance Company of America

Do you have talented producers who are given an abundance of resources but still struggle to succeed? You need to know about the revolutionary Competing Commitments model, which you will practice in this workshop and use in your agency. Kelli, a leadership consultant and executive coach, uses the model with high-potential leaders to achieve superior results from their teams. Jay, a top-performing sales manager, will share how he uses the model to help his agents move past limiting behaviors.
View the Presentation Slides
View the Handouts

14. Elements of Leadership: Achieving Excellence in Frontline Management - Multiline

Frontline Leader Development

Thresa A. Cochran, CLU ChFC CLF
American National Insurance Company
Master Multiline Award

Your new frontline (sales) managers learn best by doing — they need to master the daily tasks of building and managing a sales unit. They’re also eager to learn and use the leadership practices that set top performers apart. Our new program will help your new or prospective managers build skills and expertise in five areas critical to their success: recruiting and selection; career sampling; training and development; accountability; and support and culture.
View the Presentation Slides

15. Elements of Leadership: Achieving Excellence in Frontline Management - Traditional

Frontline Leader Development

Robert H. Baccigalupi, CLU ChFC CLTC CSA
Genworth Financial (ret.)
GAMA International Past President

Your new frontline (sales) managers learn best by doing — they need to master the daily tasks of building and managing a sales unit. They’re also eager to learn and use the leadership practices that set top performers apart. Our new program will help your new or prospective managers build skills and expertise in five areas critical to their success: recruiting and selection; career sampling; training and development; accountability; and support and culture.
View the Presentation Slides

16. Building a High-Performance Organization in a Rural Environment

Leadership & Culture

Michael D. Bentz, ChFC CLF
Waddell & Reed Financial Services

Brian S. Brandt, CLU ChFC CLF CFP
The Principal Financial Group

Cynthia L. Dornbush, CLF LUTCF
The Horace Mann Companies

Robert D. Lowrey, CLU ChFC
Northwestern Mutual
IMA Diamond

Conkling Buckley, Jr., CLU ChFC FLMI (moderator)
American General (Independent Agency Group) (ret.)
GAMA International Management Hall of Fame 2009

Small towns, rural areas and geographically dispersed markets — all three pose unique challenges. During this moderated panel discussion, you’ll learn the strategies four field leaders use to overcome these challenges — and even turn them into advantages. From recruiting new advisors to increasing market penetration to developing new leaders and using technology effectively, you’ll learn how to create a high-performing organization in any environment.
View the Presentation Slides

17. Introducing New Agents Successfully Withing Six Weeks

Producer Development

LoTT

Todd A. Brubaker, LUTCF
Western & Southern Financial Group

Troy D. Roddy, LUTCF
Western & Southern Financial Group

Troy and Todd, both top-ranked managers, will present their New Agent Introduction program, which combines industry and company best practices and contains learning technology to ensure the productive delivery and retention of successful new sales representatives within six weeks. Learn how to successfully integrate field sales activities with training in the first weeks of a producer’s employment and see how an effective coaching model drives the behaviors necessary to deliver a new sales representative.
View the Presentation Slides

18. The Advocacy System: Moving Beyond Accountability to Increase Production

Producer Development

LoTT

Csaba Sziklai, Ph.D.
Sziklai Associates
GAMA International Resource Partner

Michael R. White, CLU ChFC CLTC
Securian Financial Group
GAMA International Past President
Master Firm Award

Traditional approaches to prospecting and selling insurance cause most producers’ careers to plateau at low production levels. That degrades their self-esteem and leads to “learned helplessness,” which reduces their motivation to achieve greater success. Holding agents accountable, by itself, is an inadequate solution. In this session, Csaba and Mike will reveal the Advocacy approach to prospecting and selling so that you can redesign your training priorities and give producers more effective skills for positioning themselves in today’s complex marketplace.
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19. Using a Professional Internship Program to Make Informed, Intelligent Hiring Decisions

Recruiting & Selection

Robert Cucchiaro, AAMS CRPC
Lincoln Financial Network

Under Rob’s leadership, this perennial Master Agency launched an internship program in 2006 for training and hiring new recruits. In one year, potential recruits get to “test-drive” the career, the agency can determine their potential and the interns provide great support to planners in the branch offices. You will learn how Rob’s team develops interns into advisors and will come away with the process and tools to launch your own professional internship program.
View the Presentation Slides

20. How to Establish a Strategic Relationship for Success in Long-Term-Care Insurance Sales

Sales & Marketing

Kyle Hitt
Genworth Financial

Michael Larkin, CLTC
Genworth Financial

Steve Wilson, CLTC
Genworth Financial

Many agents and planners shy away from selling long-term-care (LTC) insurance because of the product’s complexity. These three top agency leaders for the industry’s leading provider of individual LTC insurance will unravel the mystery so that you can (1) educate your agents about the need for LTC planning, (2) develop a strategic partnership to support your agents at the point of sale and (3) help make LTC planning a part of their clients’ financial plans.
View the Presentation Slides

21. How to Wear All of the Agency Management Hats Efficiently and Effectively – Fraternal

Leadership & Culture

Jose L. Martinez, Jr., FICF LUTCF
Knights of Columbus

Joe Martinez was a general agent for 11 years and, as a field agent for six, was responsible for all of the functions of his agency. Now, as a home office executive, he trains general agents in those functions: business management; market analysis; office organization; agency public relations; fraternal activities; personal efficiency; recruiting, financing and training new agents; working with experienced agents; and customer service. Learn how to efficiently and effectively monitor, measure, motivate, mentor, manage and market as you juggle all of these tasks.
View the Presentation Slides

Tuesday, March 23, 1:30 p.m. – 2:30 p.m.

22. Your Agency's Building Blocks to Success: A Management Guide to Excellence and Synergy

Business Strategy & Growth

Leadership Teams

Mike Amine, RFC
New England Financial A MetLife Company
First in Class 2008

Mike led his 90+ agents to become his company’s Firm of the Year for 2008 by using small task-force groups that are held accountable by team leaders and other managers. Mike will explain how to create agency synergy to ensure that four essential building blocks — systems, growth, communication and the firm’s image — are in place. He will also explain how to create task forces and ensure that each concentrates on its designated building block.
View the Presentation Slides

23. Building a High-Performance Coaching Culture

Performance Coaching & Mentoring

LoTT

Thomas C. Guzzardo
Guzzardo Leadership Group

T. Scott Newman, CLF
AXA Equitable
First in Class 2009

CNN News and Fortune magazine have recognized Tom for his innovative leadership and sales coaching. Scott’s AXA branch has been recognized for having 40 percent of his producers reach MDRT membership for the past three years. To help producers achieve MDRT and beyond, attendees of this session will receive tools for creating quarterly and yearly coaching action plans for producers, including a six-step process and a sample coaching agenda, as well as a complete sample practice-development marketing module.
View the Presentation Slides
View the Handouts

24. Developing the Next Generation of Managers

Frontline Leader Development

Christopher M. Panell
Guardian Life Insurance Company of America

During seven years of working exclusively with middle managers, Chris has attracted, trained and developed more than 500 managers, 25 of whom have been promoted to general agent. Developing managers internally allows you to establish and promote your culture. In this high-energy, motivational workshop, Chris will provide you with a structured system and best practices that can be implemented immediately at any agency, regardless of size or infrastructure, to promote managers from within for high-impact results.
View the Presentation Slides

25. Leadership From the Middle: Creative Sight for Strategic Advances

Leadership & Culture

Leadership Teams

Michael T. Luchtenburg
Waddell & Reed Financial Services
IMA Bronze

Mike will help field leaders use innovative thinking, creativity, inspiration and insight to discover practical, strategic solutions for their own agencies — and to be leaders, not just managers. He will explain how he develops strategic relationships and builds a strong organization by leading from the middle. He will also share an intriguing case study to present a tool that he has used to positively impact recruiting, retention and production. Mike has traveled internationally as a motivational speaker focusing on leadership and development principles.
View the Presentation Slides
View the Handouts

26. GAMA Foundation for Education and Research: Building High-Performance Adviser Teams

Producer Development

LoTT

Patrick A. Ungashick, CLU ChFC CFS
Securian Financial Group

Patrick will share his expertise on how to build an organization supported by advisor teams and discuss what the findings from the GAMA Foundation’s Building High-Performance Adviser Teams both taught him and confirmed for him.
View the Presentation Slides

27. The Power of Expectations

Producer Development

LoTT

Mick White, CLU ChFC CLF CASL
COUNTRY Financial

Mick will describe the Pygmalion effect — the greater the expectation placed upon people, the better they perform. Your producers perform in ways that are consistent with the expectations they think, consciously or subconsciously, that their leaders have for them. In this session, you’ll learn how to be specific, positive and ambitious in your expectations, how to become a person of more influence and how to help producers believe in themselves and dream even bigger dreams.
View the Presentation Slides

28. Fun and Accountability as the Ingredients of a Long-Term Growth and Retention Model

Producer Development

Scott Barth, FIC LUTCF
Thrivent Financial for Lutherans
IMA Diamond

Fun is one ingredient that Scott has used to build this Master Agency, which was the 2007 Thrivent Financial Region of the Year. Learn how he uses fun in his selection process (resulting in a 70-percent five-year advisor retention rate) and as part of a model that provides immediate impact and long-term growth. You’ll also learn transferable techniques for using service, accountability, growth, integrity and communication to improve your net capacity growth over the long term.
View the Presentation Slides
View the Handouts

29. Create a Winning Recruiting Environment by Focusing on Community Service

Recruiting & Selection

Joe Sparacio
MassMutual Financial Group
IMA Diamond

Joe, a member of The American College Hall of Fame, will share proven strategies for creating a winning recruiting environment by getting involved in your community and the industry. In this fast-paced, interactive session, he will inspire you to achieve breakthrough recruiting and retention results. Joe, who manages 85 agents, will also share tips for orienting new recruits to the business, keeping them connected, creating a culture of agency community service and “doing well by doing good.”
View the Presentation Slides

30. Create Distinctive "Entry Value" and Super-Charge Your Agents' Production

Sales & Marketing

LoTT

Robert C. Krumroy, CLU ChFC
Identity Branding
GAMA International Resource Partner

A 16-time Master Agency Award qualifier, Bob built one of the 100 largest financial services agencies in the United States. In this session, he will share with managers the new psychological rules for creating greater agent “entry value” in getting appointments, coupled with a “what to say” message that is market-distinct, captivating and relevant in today’s marketplace.
View the Presentation Slides
View the Handouts

31. Using Customized Tools to Take the Guesswork Out of Building a Franchise – Fraternal

Business Strategy & Growth

Desi Doise, CLU FICF LLIF
Woodmen of the World

Desi has been with his company for 27 years and manages a team of 40 producers with annualized first-year commissions exceeding $1.4 million. He will explain how he uses customized Web-based models to duplicate a practice consistently. His strategy is built around three key systems: activity/point management, vertical market training and quarterly reviews. He will also share a customized recruiting model that he developed after completing GAMA’s Essentials of Leadership and Management course.
View the Presentation Slides

32. Serving the Modern Consumer: Utilizing Internet Marketing to Find, Sell and Keep More Customers Profitably

Sales & Marketing

LoTT

Adam DeGraide
Astonish Results

Failure to grasp Internet marketing is a death wish for insurance agencies. Astonish Results CEO and founder Adam DeGraide discusses how to create a Web presence and strategy that drives leads to your Web site, while maximizing existing customer relationships. With a growing number of insurance media recognizing the success of their clients, the buzz around this company and its services is undeniable. This session will also address realities and misconceptions of Internet marketing.

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See Your Future: Special LAMP Events

LAMP Special Sessions
Tuesday, March 23, 2:50 p.m. – 4:50 p.m.

First-Line Leader Special Session, Part 1:
Organizational Alignment: 21st-Century Innovation in Leadership

Robert Chiron, Ph.D.
Northwestern Mutual

Joey Davenport, CLTC
Northwestern Mutual

The key to peak performance in any organization is alignment. It provides your team with clarity, direction and a sense of purpose. When people, processes and systems are aligned, you create a strategic focus that accelerates performance for sustainable results. In this special presentation for first-line leaders, Joey and “Dr. Bob” will share a proven process for creating and measuring alignment in your organization.
View the Presentation Slides

First-Line Leader Special Session, Part 2:
Are You Ready for the Next Step?

Burritt B. Anderson, Jr., CLU ChFC
New York Life Insurance Company (ret.)
GAMA International Past President
Gama International Management Hall of Fame 2008

James G. Morgan, CLU RHU
Lincoln Financial Network (ret.)
GAMA International Management Hall of Fame 1997

Robert C. Savage, CLU ChFC
MetLife (ret.)
GAMA International Management Hall of Fame 1999

Sue Savage

You’ve led your agency or firm to success and are looking forward to the next chapter of your life. But are you really ready? In this special session, first-line leaders will gain insights from three GAMA International Management Hall of Fame members who have stepped away from day-to-day leadership. They will discuss how to prepare for not being the leader when it’s something you’ve done for a long time and describe the dos and don’ts of transition. The speakers will identify issues to consider before making the move. Special guest Sue Savage, wife of Bob Savage, will take the stage to discuss retirement from a spouse’s perspective.
View the Presentation Slides
View the Handouts

Home Office Leader Special Session:
Succession Planning at John Hancock

Business Strategy & Growth

Brian B. Heapps, CLU ChFC
John Hancock Financial Network

Equity and succession (E&S) planning, when fully adopted, improves the quality and length of service provided to clients while ultimately increasing a practice owner’s business value. E&S done well can be a mechanism to attract and retain talented advisors, while addressing our industry’s recruiting challenge. As a managing partner who continually invested in his business, which he eventually sold to his partner, Brian knows firsthand how difficult the E&S process can be. In this special session for home office attendees, Brian will describe an E&S initiative that is a key feature of John Hancock’s new business model.
View the Presentation Slides

Spanish Language Special Session:
Preparando a los Agentes para Lograr Éxito Temprano en sus Carreras

Diego Chornogubsky
Kinder Brothers International

Los participantes desarrollarán la confianza que necesitan para preparar a los Agentes para que logren éxito temprano en sus carreras y así asegurar una mayor retención. Se examinarán filosofías, procesos, procedimientos comprobados y transferibles, y también las razones por las cuales un arranque rápido resulta fundamental. Los participantes podrán utilizar estas herramientas inmediatamente en sus organizaciones y disfrutar de los resultados.
View the Handouts

Leaders of Today and Tomorrow (LoTT) Special Session:
Wisdom on All Fronts

LoTT

This panel was designed to accomplish one goal: to give developing front- and first-line leaders the wisdom needed to build success in today’s competitive environment. Hear how some rising developing leaders, along with several Hall of Fame leaders, are implementing strategies, programs and systems to do what they do best: find, attract, develop and launch successful advisors. Whether you are halfway up the ladder of success or are just beginning your leadership journey, this session will provide you with some great takeaways.

View Chris Noonan's Handouts

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Special PRE-LAMP 2010 Workshops

Sunday, March 21
11:00 a.m. – 1:00 p.m.

IMPACT Political Advocacy Program

Learn about current legislation affecting the financial services industry, its potential to affect your business and what you can do to influence legislators and policymakers.

Speakers:
Nathan M. Perlmutter, GAMA member and MAA Award winner
Marc R. Cadin, AALU vice president of legislative affairs
Michael Dunn, political advocacy expert
Bill Archer, former chair of House Ways and Means Committee
Donald Carlson, former chief of staff, House Ways and Means Committee

To register,* simply check the IMPACT box on the printed or online registration form.

*Note: The first 150 IMPACT attendees will receive one free night at the Rio from GAMA upon recorded attendance at the session.

Sunday, March 21
8:00 a.m. – 11:00 a.m.
(continental breakfast available at 7:30 a.m.)

Mastering the Essentials

Business Strategy & Growth

An in-depth look at systems and processes essential for success including: creating an effective internship program, getting advisors off to a fast start, coaching and developing advisors after their first year and using technology effectively. Featuring facilitators from GAMA’s premier leadership program, The Essentials of Leadership & Management, along with this year’s special guest speaker, Steven. L. Crawford, Guardian Life Insurance Company of America, Guardian Disability Brokerage.

GAMA Members: $195 
Nonmembers: $235

Saturday, March 20, 1:00 p.m – 5:00 p.m
Sunday, March 21, 8:00 a.m. – Noon
(both sessions required)

Keeping the Right People

Retention

Strategies for retaining top producers including: recognizing and proactively addressing the events that lead to departure, providing business and personal support that high performers say directly impacts retention and customizing coaching and development programs to meet top producers’ specific needs and career stage. Workshop material is based on the best practices of agencies and firms with up to four times the industry average four-year retention rate.

GAMA Foundation Contributors: $325         
Noncontributors: $425

Saturday, March 20, 1:00 p.m. – 5:00 p.m.
Sunday, March 21, 8:00 a.m. – Noon
(both sessions required)

Finding the Right People

Recruiting & Selection

Best practices in recruiting and selecting candidates who fit your culture and have the best chance of success including: maximizing primary recruiting sources, implementing a comprehensive selection process and assessing candidates’ fit, willingness and ability. Enhance your recruiting and selection processes with these proven strategies from leading agencies and firms.

GAMA Foundation Contributors: $325         
Noncontributors: $425