General Sessions

Avoiding Injury While Climbing the Marketing/Compliance Relationship Ladder Todd Way, VP of Marketing, AEGON Marketing 101 tells us there are five steps in developing a lasting relationship with a customer or client: Awareness, Relevance, Trial, Preference, and finally Partnership. These same steps can apply to building a successful relationship between Sales, Marketing, Compliance, and Legal departments inside a financial services organization. Whether you're trying to scale multiple approval levels inside a huge corporation, span geographic distances between review groups, bring divergent departments closer together or decrease the gap between sales and legal priorities, the Relationship Ladder might be the tool you're looking for. Departments of Insurance Session Hear directly from Insurance Department representatives on advertising regulations, currents issue, and what is expected from companies doing business in their states. Building Brands with Customers, Not Advertising Scott Calame - Calame DMC, LLC Discover a step-by-step, relationship-based approach to building your brand in consumers' minds with direct marketing communications tailored to the level of relationship you have with the customer. It's a framework for building your brand not overnight with advertising, but over time - with customers. How to balance concern for response rates with brand image. How (and why) to avoid sending "advertising" in the mail. How to apply personal relationship-building skills to the process of selling and brand building. Why direct marketers are uniquely situated to help build strong brands. Public Policy/Government Affairs- Its Impact on the Insurance Industry George Nichols - Senior Vice President & Executive Management Committee Member Hear directly from the head of New York Life's Office of Government Affairs about how his experience as an insurance commissioner shaped his approach to government affairs and how his team manage/navigate the ever-changing legislative and regulatory landscape. George will provide his insight on the political environment and the myriad issues affecting the Company. Disclosure and Advertising: a Legislative and Regulatory Update Kelly Ireland, ACLI Developments and emerging issues concerning disclosure, the impact of SEC Rule 151A, and the use of sales and advertising materials, illustrations, and producer credentials - what's new and what's coming that you need to be on top of. General Session Q&A: Learn from your peers and share YOUR experience. This is an excellent opportunity for group interaction and individual networking. Submit your questions ahead of time! Questions can be submitted on the on-line or paper registration form.