Schedule - By DayView the LAMP 2009 Schedule by day of the week. Sunday
Learn the Methods: Sunday Sessions
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Building a Future Greater Than You Ever Imagined
Victor Manuel Alvarez
n| Monday, March 23, 2009 - At A Glance | |
| 6:30 a.m. – 7:30 a.m. | The Essentials of Leadership and Management Alumni Breakfast |
| 7:00 a.m. – 5:15 p.m. | Registration |
| 8:00 a.m. – 11:30 a.m. | General Session |
| 11:30 a.m. – 5:00 p.m. | Resource Center Open |
| 11:30 a.m. – 1:30 p.m. | Lunch in the Resource Center |
| 1:30 p.m. – 3:50 p.m. | Leading Practices Sessions |
| 6:00 p.m. – 6:45 p.m. | First in Class Reception |
| 6:00 p.m. – 6:45 p.m. | GAMA Foundation Reception |
| 6:45 p.m. | Doors Open for the Celebration of Excellence Recognition Banquet |
| 7:00 p.m. – 10:00 p.m. | Celebration of Excellence Recognition Banquet |
Learn the Methods
Monday, March 23
1:30 p.m. – 2:30 p.m.
1. Agency Building With MDRT/GAMA International Mentoringy
Producer Development
Edward G. Deutschlander, CLU CLF
Securian Financial Group
Master Agency Award
Kenneth G. Gallacher, CLF LUTCF
American National Insurance Company
IMA Platinum
Shaun McDuffee, CLU ChFC AEP
Securian Financial Group
Timothy P. Murray, CLU ChFC
John Hancock Financial Network
Master Agency Award
Listen to Timothy!Learn from a panel of agency leaders 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 membership in the prestigious MDRT, 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.
2. Direction, Focus, Growth: Your Culture?
Recruiting & Selection Leadership Teams
Roger W. Pryor, CLU
Ohio National Financial Services
William N. Maxson, CLU ChFC CFP
Ohio National
IMA Bronze
Recruiting and development is not simply a matter
of bringing more people into your organization. It’s part of your strategy for growth and a factor in the future viability of your business. Learn the keys to grow your agency or firm through effective recruiting. Find out more about recruiting resources and goals, how advisors survive, fast start and training practices, accountability and progress evaluation. Make recruiting a part of your growth and your culture.
Get the Presentation Slides
Get the Handouts
3. Reaching the Right People: Local Impact Marketing
Sales & Marketing
Tiffany A. Flanagan
John Hancock Financial Network
Local marketing is vital to your organization. Now you can benefit from the hard-earned marketing achievements of some of the most successful firms in our industry.This presentation, based on GAMA Foundation’s Systems for Success: Reaching the Right People, will illustrate effective local marketing techniques used by top-performing field leaders. Learn how to use target marketing, branding, seminars, event marketing, community activities and strategic alliances to attract clients and grow your business.
Get the Presentation Slides
Get the Marketing Action Plan
4. A Plan for All Seasons: Mazimizing Production Year-Round
Practice Management
Katherine M. Wagner, CLU ChFC CPCU
State Farm Insurance Companies
Learn how to lead your team to a strong year-end finish. As agency leaders we tend to work side-by-side with our producers to reach goals and closeout the year strong. During this workshop, you’ll discover how to coach agents through the seasonality of our business and increase your overall team production. These techniques will help you drive results, gain insights to the potential barriers to long-term success and create a mindset for success.
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Get the Handouts
Get the Handouts MMCD
5. A Selection Case Study: The Quinlan Group Process
Recruiting & Selection
Craig L. Quinlan, CLU
Northwestern Mutual
How do you connect with potential candidates and attract the right people to your organization? Discover the three-step process The Quinlan Group uses to introduce candidates and prospects to career opportunities. Learn how we use the “Initial,” the “In Depth” and the “Offer” to conduct assessments, determine fit, fact find, explore markets, establish goals, meet with candidates and provide detailed career overviews. Learn how you can develop a progressive recruiting system that fits your organization.
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Get the Handouts
6. Weave Diversity Into the Fabric of Your Culture Without Bleeding Pink
Diversity Leadership Teams
Michele M. Durkin
Thrivent Financial for Lutherans
L. Karsten Lundring, CLU ChFC CFP
Thrivent Financial for Lutherans
Master Agency Award
Diversity is a business imperative. Diverse teams benefit from varied backgrounds and perspectives and foster more creative thought, which can drive growth. However, even leaders with the best intentions may have unconscious diversity blockers to overcome. Join an interactive discussion on how to create a culture that attracts women by fostering an atmosphere of inclusion. This isn’t about “going pink.” It’s about leveraging differences to drive results and create a place for everyone to succeed.
Get the Presentation Slides
Monday, March 23
1:30 p.m. – 3:30 p.m.
Special 2-Hour Leadership Team Sessions
Attend by yourself and create a plan for enhancing leadership strategies in your agency or firm, or bring your entire team and develop a plan together.
7. The Amazing Power of Peer-to-Peer Accountability: A Case Study
Supervision & Accountability Leadership Teams
Diane M. Ruebling, MSIR
Machen P. MacDonald, CCSC CPCC
Get REAL Performance Systems
GAMA International Resource Partner
Learn how an action learning team at American Family improved its results and dramatically enhanced its leadership development. Listen as a panel of American Family Insurance leaders describe how their team effectively implemented structured business planning, training in the power of inquiry and the process of action learning and peer-to-peer accountability. Get concrete suggestions on how to make office teams and peer-to-peer accountability work in your organization.
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Get the Article
8. Focus, Discipline and Growth with One Page Plans
Leadership & Culture Leadership Teams
Jim Horan
The One Page Business Plan Company
GAMA International Resource Partner
Most business plans are over-engineered and, as a result, they fail to achieve their intended purpose: creating focus, clarity and accountability. Discover how to implement a simple, one-page planning process that works for everyone in your organization, from leadership to producers to support personnel. Explore a process that brings out the creativity, strategy and absolute best thinking of all involved. Learn to improve performance and your bottom line — all in a single page.
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Get the Handouts
9. Growing Your Master Agency Through Frontline Manager Growth and Development
Leadership & Culture Leadership Teams
Shane M. Swanson, CLU ChFC CFP CLF
New York Life Insurance Company
IMA Platinum
Hear how this GAMA Platinum IMA Award recipient grew his agency from two to seven frontline managers and helped each individual grow a successful unit. Listen to a brief history of the agency and then discover how he found reliable frontline managers. Become familiar with the Ideal Partner Profile and learn about the manager orientation process and how new frontline managers and partners are brought on board.
Get the Presentation Slides
Get the Partner Competencies
Monday, March 23
2:50 p.m. – 3:50 p.m.
10. Activity Management: What’s In It For Me?
Supervision & Accountability
Mickey Straub
Sales Activity Management
GAMA International Resource Partner
What’s the value of activity management? Some say it is for leaders, others say it is for producers. The debate continues, but one thing is clear … when producers succeed, everybody wins! This interactive workshop will teach you how to transfer your skills and build a culture that supports accountability, coaching, mentoring and high productivity levels. You’ll also discover how to sell the value of activity management and leave with an action plan for your agency or firm.
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11. Bringing the Independent Agent Back to the Career System
Recruiting & Selection
Vincent Parascandola
AXA Equitable
For decades, financial professionals have opted for independence over affiliation. But companies with evolved career systems can attract seasoned, successful independent producers. Find out what constitutes a new, evolved career system. Learn strategies to bring independent producers back to the career system. Explore key drivers for keeping them, including case design support, practice development, office support, compensation, succession planning and support to ease the transition from the independent to the career model.
12. Building High-Performance Leadership Teams (From the GAMA Foundation)
Leadership & Culture Leadership Teams
John M. Qualy, CLU
Northwestern Mutual
Master Agency Award
Teamwork starts at the top. With increased customer demands, complex products and competitive market realities, top field leaders are finding that there is no substitute for a team-oriented leadership culture. Learn to: 1) build an effective, harmonious leadership team; 2) develop clear personal and professional visions, goals and performance expectations; 3) build trust in each other and confidence in your decisions; 4) create a culture of exceptional performance.
Get the Presentation Slides
13. Multiline* - Building High-Performance Leadership Teams (From the GAMA Foundation)
Leadership & Culture Leadership Teams
Gregory R. Smith, CLU CPCU LIC
Farm Bureau Life Insurance of Michigan
*Attend this session for a special focus on multiline organizations.
Teamwork starts at the top. With increased customer demands, complex products and competitive market realities, top field leaders are finding that there is no substitute for a team-oriented leadership culture. Learn to: 1) build an effective, harmonious leadership team; 2) develop clear personal and professional visions, goals and performance expectations; 3) build trust in each other and confidence in your decisions; 4) create a culture of exceptional performance.
Get the Presentation Slides
14. Millennial Recruiting: The Key to Capturing Today’s Top College Grads
Recruiting & Selection
Jon Tota
Edulence Corporation
GAMA International Resource Partner
Today’s college graduates exist on the Web. How can you capture their attention and compete with Wall Street firms for the best recruits? How do you speak their language? Discover field-proven digital media strategies to attract and prequalify recruits while marketing your firm with cutting-edge online video, podcasts and social networking. Get first-hand knowledge of the latest in digital media recruiting solutions, and learn how to develop your own multimedia Web presence and a digital recruiting action plan. Leave with a blueprint for digital recruiting success.
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15. Who needs LTC? Everyone!
Sales & Marketing
Michaela Sharpe, CFP
Genworth Financial
According to The Wall Street Journal, 70 percent of couples 65 and older will need TLC care for one or both spouses. Despite this looming statistic, the vast majority of retirement plans cannot handle a long-term-care (LTC) event, and many financial advisors still suggest that LTC insurance is not necessary for clients who self insure. In this myth-busting session, learn why this advice lacks basis and how you can help your advisors more responsibly prepare their clients for retirement by including a program that protects retirement assets.
Tuesday
| Tuesday, March 24, 2009 - At A Glance | |
| 6:45 a.m. – 7:30 a.m. |
Master Agency /Master Firm / Master Multiline Award Breakfast |
| 7:00 a.m. – 4:00 p.m. | Registration |
| 8:00 a.m. – 11:30 a.m. | General Session |
| 11:30 a.m. – 4:00 p.m. | Resource Center Open |
| 11:30 a.m. – 1:30 p.m. | Lunch in the Resource Center |
| 1:30 p.m. – 2:30 p.m. | Leading Practices Sessions |
| 2:50 p.m. – 4:50 p.m. | LoTT Session |
| 3:30 p.m. – 5:30 p.m. | Company Meetings |
| 6:30 p.m. – 9:30 p.m. | Company Receptions and Dinners |
Learn the Methods
Tuesday, March 24
1:30 p.m. – 2:30 p.m.
16. 1+1+1+1+1 = 1 Leading
Supervision & Accountability Leadership Teams LoTT
Jeff Engebose, CLU ChFC CFP
Ben Hale, FIC
Jeff Meyer, CLU ChFC
Dave Saviage, M.B.A., FIC
David Wegenke, FIC
Thrivent Financial for Lutherans
How does 1+1+1+1+1 = 1? Five new frontline leaders banded together and formed a team to drive the effective launch of new representatives. Learn how this group develops action plans, sets goals, drives activity and measures and monitors accountability as a team. The ability to effectively launch new representatives is vital to the future of the industry, yet it’s one of the most difficult activities. Learn how to prepare and equip your representatives for success.
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17. Beyond the Boom: Recruiting and Retention Across Generations
Diversity
Leadership Teams
Amy C. Bennett
Scott Fisher, CLU ChFC
Donna Guglielmi, CLTC LUTCF
The Prudential Insurance Company of America
IMA Platinum
Baby Boomers, Generation Xers and Millennials — three generations with different values and financial concerns — all represent and affect today’s workforce. Understanding the characteristics of each generation is key to successful recruiting, training and retention. Familiarize yourself with the important differences among the generations. Then learn to leverage those differences through best practices in recruiting, training and retaining a multigenerational workforce. Leave with strategies you can easily implement.
Get the Presentation Slides
18. Building a Thriving Referral Culture: Get Your Agents’ Commitment to Mastering Referrals
Sales & Markteting
William R. Cates, CSP
Referral Coach International
GAMA International Resource Partner
Everyone knows that the fastest and most profitable way to build a practice is through referrals. So why is it so difficult to get agents and advisors to commit to using a systematic process on a regular basis? How can you get your reps to embrace referrals to increase new client acquisition and case size and improve recruiting and retention? Discover the tools you’ll need to build a thriving referral culture.
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19. Follow the Leader: Creating Leaders from Within
Leadership & Culture Leadership Teams
Jeffery D. Johnson, CLF
American National Insurance Company
IMA Platinum
Developing leaders is wonderful. It’s fulfilling and rewarding. But developing a team of leaders — that’s incredible! It takes a leader to know a leader, grow a leader and show a leader. The best leaders share their knowledge with others and grow them into new leaders. In fact, developing others is a lifetime pursuit. Explore the characteristics of a great leader. Learn how to spot the potential in future leaders and equip them for a successful career.
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20. Building the Right People: Create Fast-Start Success for New Producers
Producer Development LoTT
Samuel Terrazzino, CFP CLTC LUTCF
New England Financial / A MetLife Company
CDA Silver
Discover the best practices as revealed in GAMA Foundation’s Systems for Success: Building the Right People research project, to create fast-start success in your producers. Research-based findings will describe what training and development processes top-producing organizations use to support associates in the first critical years of their careers. Learn how to turn theory into practice as you receive practical coaching, training and development ideas that will increase your new producers’ retention and productivity.
Get the Presentation Slides
Get the Handouts
21. Influence: The Foundation of Leadership
Leadership & Culture Leadership Teams
William D. Keltner, CLF FIC LUTCF
Modern Woodmen of America
IMA Gold
Leadership expert John Maxwell asserts that, “Leadership is influence. Nothing more, nothing less.” Learn how to become a powerful, positive influence in all facets of your life by applying basic leadership principles. Influence is a powerful tool that must be used wisely. Learn why attending to the big picture, setting priorities, acting on goals, organizing and maintaining a positive attitude are key to effective leadership and discover how to tap into your own leadership potential.
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22. Prospecting for New Recruits: Overcoming Recruiting Reluctance®
Recruiting & Selection
Bill Grimes
Bill Grimes and Associates
GAMA International Resource Partner
The biggest barrier to being considered a successful manager or general agent in today's financial services world is the quality and quantity of your recruiting contacts and results. Recruiting Reluctance® can sabotage your efforts to build an agency. It not only affects the number of recruiting contacts you make but the quality of the recruits as well. Discover the four most common fears and avoidance behaviors plaguing the financial services industry today.
Get the Presentation Slides
Get the Handouts
23. Supporting Top Producers: A Business Development Strategy
Retention Leadership Teams LoTT
Elizabeth M. Ruch, CFP CMFC
Waddell & Reed Financial Services
Top producers can be the catalysts that take your organization from good to great to greatest! Discover how to harness your senior top producers’ talent and energy and find ways to inspire them to reach higher levels of excellence. These stars are overachievers by nature, driven to be better tomorrow than they were today. Learn how to create an environment that acknowledges their achievements, taps into their strengths and develops their leadership potential.
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24. Why Y? Recruiting a Generation
Recruiting & Selection LoTT
Nicolas Romero
Securian Financial Group
RSA Silver
Who is Generation Y? Before you can recruit them, you have to know who they are and what they want. Learn the differences between this generation and yours. Find new ways to recruit within this influential demographic by using methods that appeal to their interests. Get their attention through parent letters, e-mails, open house events and tools that make the most of career fairs. Recruit the future to help secure your future.
Get the Presentation Slides
Tuesday, March 24
2:50 p.m. – 4:50 p.m.
25. LoTT (Leaders of Today and Tomorrow)
LoTT
Burritt B. Anderson, Jr., CLU ChFC
New York Life Insurance Company
Gama International Management Hall of Fame, 2008
Whether your firm is large or small, is it built to last in the 21st century? Don’t miss this special workshop for managers in development and transition. Burr Anderson will show you how to leverage resources, research and leading practices to maximize your professional development and catapult your career.
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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 Registration. |
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