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ABOUT THE 2018 HCB SALES KICKOFF

Welcome to the 2018 HCB SKO. This year’s theme is Momentum 2020. During this meeting, you will learn valuable skills, explore new business opportunities, network and idea-share with your peers, and build upon momentum for 2020 and beyond.

WHO SHOULD ATTEND & MEETING COSTS

This meeting is for Sales Vice Presidents (VPs). Internal Sales associates responsible for working proactively with FA/Brokers directly and are responsible for revenue should be invited.

WHAT IS COVERED:
For Highland VPs, scholarships provide single occupancy room for program nights, meals noted on the agenda, and airfare (up to $500) for participants. Airfare should be a reasonable cost with fares over $500 being approved by corporate to qualify for reimbursement. Scholarships are based upon full participation in all meeting sessions through meeting end time.



WHAT IS NOT COVERED:
  • Incidentals incurred while at the meeting (phone, mini-bar, etc.)

REGISTRATION

Click here to register. Online registration should be completed no later than Wednesday, December 13. Late registrations will be accepted based on hotel availability and your principal’s approval.

ATTIRE

Business casual attire is appropriate for daytime sessions. Dinners are casual (jeans appropriate) with the exception of the Awards Dinner on Tuesday evening. On Tuesday night, gentlemen should wear a jacket or sport coat at minimum and ladies should wear business or cocktail attire.

TRAVEL

Each meeting participant is responsible for securing airfare or alternative travel arrangements. You may make arrangements through any service you choose. Attendee scholarships reimburse up to $500 for airfare.

EMERGENCY

In case of an emergency, contact Wilma Turner (707) 494-5686 or Missy Kos (480) 239-9171.

CANCELLATION

If you register but are unable to attend, contact Wilma Turner at (205) 263-9266 or (707) 494-5686, email wturner@highland.com, as soon as possible.

LOCATION

The meeting will be held at the Westin, Denver International Airport. Highland Capital Brokerage has secured a block of rooms and is responsible for making room reservations once your registration is received. Please do not contact the hotel directly.

Westin Denver International Airport
8300 Peña Boulevard
Denver, CO 80249

get directions

AGENDA

Click here to view the agenda.

SPEAKERS

Chase Allen, CLU®, ChFC®

VP, Institutional Accounts, HCB

Chase Allen is primarily responsible for serving as a liaison between Highland’s institutional accounts and our field offices, bringing together operations, marketing, and Sales Vice Presidents to provide these accounts with unparalleled service and support.

Steve Austin

Managing Member, Apex Financial LLC and HighCap Financial Member

Steve started his career selling corporate retirement plans for one of the nation’s leading Recordkeepers. As an independent financial advisor working within the qualified retirement plan space, Steve has a unique perspective on the challenges and mistakes that plague most small business owners and their families. Steve enjoys building relationships with people and strives to help his clients bring a balance to their lives through education and proper financial planning.

Lindsay Becker

VP, HCB Heartland–Milwaukee

Lindsay specializes in advanced planning strategies for individual and business clients through life, disability, and long-term care insurance, as well as annuities. Prior to this role, Lindsay served as Manager of Advanced Case Design at Highland Capital Brokerage-Milwaukee. In this position, she developed extensive experience with life insurance quoting, advanced market illustrations, and client presentations.

Philip S. Blancato

President & CEO, Ladenburg Thalmann Asset Management

Philip Blancato is the President and CEO of Ladenburg Thalmann Asset Management and Chairman of the Ladenburg Investment Policy Committee. Philip is a twenty-five year veteran of the financial services industry with a specialized knowledge of portfolio and risk management, asset allocation, and macro-economic theory as well as constructing and implementing seamlessly integrated platforms of fee-based solutions.

Adam Boettcher

2nd Vice President National Account Manager, Protective Life

Adam joined the Protective Life Team in the fall of 2007. During his time with Protective Life, Adam has served in the roles of Life Insurance Internal Wholesaler, National Account Sales Specialist, Director of Life Sales Operations and most recently 2nd Vice President National Account Manager. Adam has a solid background in life insurance sales, and operations, and brings a wealth of experience working with institutional distribution systems.

Ben Bollenbacher

Assistant VP of Strategic Partnerships, Chubb Personal Risk Services

Ben is responsible for developing and maintaining relationships with centers of influence at a regional level, defined as individuals or firms that are trusted advisors to affluent, high net worth, and ultra high net worth families. In this role, Ben focuses on strategic development, marketing and communications strategy, brand building, alignment of regional marketing staff, regional event sponsorship execution, and engagement with agents and brokers throughout the Pacific Region and Canada.

Phil Bouvier

Vice President, Life Sales & Marketing, Symetra Life Insurance Company

Phil Bouvier is Vice President of Life Sales & Marketing for Symetra Life Insurance Company. He is responsible for increasing life insurance sales by building distribution with independent and institutional insurance professionals through brokerage general agencies, M Financial Services and Legacy channels. In addition to leading the teams that supports these channels, Phil has overall responsibility for marketing of the individual life division’s retail products.

Greg Bronico

VP, HCB Mid-Atlantic

With more than 15 years of experience in the financial services industry, Greg specializes in working with independent producers to help them identify sales opportunities and deliver the best possible solutions to their clients. He strives to provide creative, value-added solutions by keeping abreast of product changes throughout the marketplace.

Chris Cairns

Senior National Sales Manager, Region Life Office, Pacific Life

Chris entered the Life Insurance Industry in 1986 in Newport Beach, CA after majoring in Finance at Oregon State University. He has had success in many roles in the life business from agent to general agent, regional vice president, and division head to his current role as the Senior National Sales Manager of Pacific Life with responsibility over the Regional Life Office Channel. The RLO channel serves independent producers and strategic relationships with 30 field wholesalers, 20 internal wholesalers, and 25 case design experts across the country.

Amy Carcieri, CLU®

National Account Director, John Hancock Insurance

Amy Carcieri, CLU® is the National Account Director for some of John Hancock’s key distribution relationships. Amy is responsible for the sales and marketing of all insurance products within her designated relationships. Part of Amy’s role is to bring innovative business building techniques that you would expect from a lead carrier partner. Amy started in the life insurance industry after graduating college and has held multiple sales roles both at John Hancock and in the brokerage industry.

J. Craig Collins

Sr. VP, Head of HighCap Financial

J. Craig Collins serves as Senior Vice President for Highland Capital Brokerage. He is responsible for national leadership of HighCap Financial, an elite group of producers within the financial services and life insurance industries that value their independence yet desire to affiliate with like-minded professionals to enhance their practice. Members are selected based on their dedication to excellence and they primarily focus on the insurance needs of high-end clientele in the areas of wealth transfer, estate, and business planning.

Joel Connelly

Technology Support Specialist II, HCB

Joel joined Highland in 2015 as a New Business Assistant. Since then Joel has transitioned to the IT Operations department as a Technology Support Specialist II. His current role focuses on working the IT Help Desk and maintaining a secure infrastructure as a Security Analyst.

Kevin J. Donnelly, CLU®

VP, HCB New York Metro

Since joining HCB in 1994, Kevin’s responsibilities have focused on the development and implementation of advanced insurance concepts focusing on estate, executive compensation, and business planning. Kevin’s clients include institutional advisors, as well as independent financial planners, insurance advisors, CPAs, attorneys, and trust companies. He has expertise in the design and implementation of large life insurance portfolios and has successfully advised affluent clients including members of the Forbes 400 list.

Marty Dooley

VP, HCB Heartland–Milwaukee

Marty has been in the insurance brokerage business since 1985 when he began his career with UNUM as Disability Sales Consultant in the Chicago Regional Sales office. In 1992, Marty formed Great Midwest Brokerage Corp. (GMB) as an independent Brokerage General Agency. He was also a Founding Member of, and a shareholder in, the Advantage Insurance Network (AIN). Marty merged GMB Corp. with Highland Capital Brokerage in January 2002.

Edward Domanico, ChFC®, CRPC®

VP, HCB New York Metro

Ed brings 20 years of experience in financial services to his role. He is responsible for providing sophisticated point-of-sale support to financial advisors, life insurance professionals, and their clients. Ed uses a consultative approach to better understand the needs of advisors and their clients; he then partners with them for successful implementation of financial strategies.

Crystal Duco

Director, Annuity Operations, Ladenburg Annuity (LTAIS)

Crystal joined Highland in 2011 and transitioned to LTAIS in May of 2017. She serves as the Director of Annuity Operations and assisted with the launch of the new enterprise FMO and transition of advisors to the new annuity platform. She oversees the daily operations of the New Business and Licensing team while maintaining and growing relationships with the Ladenburg “sister” companies, carrier sponsors, vendors, and advisors.

Zann Faust

Strategic Partnerships Manager, Chubb Personal Risk Services

Zann serves as Strategic Partnerships Manager for the Southeast and Southwest Regions for Chubb Personal Risk Services. Her focus is building and developing relationships with other High Net Worth Professionals in order to best serve mutual HNW families and individuals. She has a successful history of partnering with Wealth Managers, Private Bankers, CPAs, Trust and Estate Attorneys and Life Insurance Brokers in developing the best personal insurance programs for solid protection.

Amy Feintuch

Director, Key Accounts, National Accounts Life Distribution, AXA

Amy Feintuch, Director National Accounts, joined AXA Distributors in April 2015. She is responsible for developing relationships with the General agents (“GA”) and Institutional Accounts within the Financial Institution Channel. Amy has more than 27 years of experience in National Account Management and sales in the life insurance industry. Previously, Amy was Vice President, Institutional Distribution with Highland Capital Brokerage.

Robert Finnegan, J.D., CLU®

Sr. VP, Advanced Planning Attorney

Bob Finnegan, J.D., CLU® is responsible for providing advanced sales support across the company, supporting distribution in all channels and working with principals, sales vice presidents, independent producers, and financial institutions to develop business opportunities and enhanced advanced marketing solutions for clients.

Jim Gelder, CLU®

CEO, HCB

Jim Gelder, CLU®, has served as Chief Executive Officer for Highland Capital Brokerage since 2013. From 2007 until 2012, he served as Chief Executive Officer of NFP Insurance Services, Inc. (“NFPISI”) and executive vice president of National Financial Partners. In 2011, Mr. Gelder was named president of the NFP Individual Client Group. Prior to joining NFP, he served as head of the life insurance business distribution organization for ING U.S. Financial Services, where he was responsible for all individual retail life insurance distribution.

Chris Godsey

Manager, Information Technology, HCB

Chris joined Highland in 2014 as an Operations Business Analyst. Chris assisted with the launch and implementation of Microsoft Dynamics CRM and ClickDimensions. He also assists the marketing team with video production and editing. His role currently focuses on leveraging new technologies to enhance business processes and efficiencies.

James Hahn

Executive Vice President Life Sales, The Annexus Group

James Hahn has 18 years in Financial Services and Sales Leadership. He is responsible for growing sales and strengthening Distribution relationships with IMO and GA distribution and providing sustainable business ideas that result in increased revenue and value proposition.

Doug Jacobs

Vice President, BGA National Accounts Nationwide Financial Services

Doug has been in the financial services industry for 28 years. Doug has been with Nationwide Financial Services for seventeen years in various capacities including Internal Wholesaler, Sales Manager, and Senior Account Relationship Manager for the BGA and Wirehouse/Regional Channels.

Steve Kampwerth, CFP®

VP, HCB West

One thing Steve particularly loves about financial planning is the opportunity to draw on his entrepreneurial nature and craft his own practice. Through knowledge, information, and professional partnerships, he knows that he can present strategic solutions that are tailored to a client’s needs. One particular area is helping mass affluent families to review their current insurance portfolio to determine its efficiency in their portfolio and crafting a strategy to increase its efficiency.

Anthony Lancaster, MBA, MS-MIS, FLMI, PMP

Sr. VP, COO, HCB and Ladenburg Annuity (LTAIS)

Anthony Lancaster serves as Chief Operating Officer for Highland Capital Brokerage and Ladenburg Thalmann Annuity Insurance Services LLC. He is responsible for executing strategic enterprise roadmaps, managing information technology, and leading the company’s project management team. Anthony’s expertise includes process improvement, project management, and information technology integration strategies.

Joe Lee

National Sales Manager – Institutional Channel, Life Insurance Division, Pacific Life

Joe has over 21 years in the financial services industry. Joe began his career as a retail life insurance producer in 1996 and transitioned to wholesale distribution 2001. In his most recent role as National Sales manager, Joe has focused on growing Pacific Life’s insurance distribution in the Institutional Channel by building strong business to business relationships and coaching and attracting top talent to Pacific Life.

Adam Malamed

EVP, COO, Ladenburg Thalmann

Mr. Malamed has more than 22 years of experience in the financial services industry. He has served as the Chief Operating Officer of Ladenburg Thalmann Financial Services Inc. since January 2012, overseeing Ladenburg’s strategic growth and operational initiatives as well as enterprise wide collaborative projects. Prior to his current role, Mr. Malamed spent five years as the Co-Chief Operating Officer of Ladenburg Thalmann & Co. Inc., involved in overseeing the growth of the firm’s investment banking and asset management businesses, as well as managing the successful integration of Ladenburg Thalmann Financial Services, Inc.’s newly acquired independent broker-dealer units.

Warren H. May

National VP - Life Distribution, Principal

Warren H. May is the National Vice President-Life Distribution for Principal®. In the role, he provides leadership and vision both internally and to his team of field wholesalers, who have responsibility for developing key relationships with life insurance and nonqualified deferred compensation distributors. May joined the company in 2010.

Jon B. Mendelsohn

Chief Executive Officer, Ashar Group, LLC

Jon B. Mendelsohn serves as CEO of Ashar Group, a nationally licensed firm specializing in the Institutional Secondary Market for Life Insurance. Since launching Ashar Group in 2003, he has been an influential member of the industry, serving as an advocate for best practices and transparency. He has collaborated with members of the insurance and financial services, legal, and trust communities. He obtained years of hands-on experience in all facets of the Secondary Market by working closely with estate and business planning firms.

Michael Pariano, CLU®

Managing Principal, HCB New England

Michael entered the life insurance brokerage business in 1981 and works with independent producers in the design, implementation, and administration of their clients’ estate, retirement, and business plan needs. He specializes in helping representatives of other disciplines such as property and casualty agents, employee benefits producers, stockbrokers, banks, and CPAs to diversify their practices by selling life insurance products to help fulfill their clients’ objectives.

Eric Patterson

Sales Vice President Brokerage & Institutional Sales, Lincoln Financial Group

Eric is a sales vice president with Lincoln Financial Group’s Brokerage and Institutional Sales division. He has over 18 years of experience supporting the distribution of life insurance, fixed annuities and long term care insurance. Eric has achieved Top Honors/Leaders Club 12 of the last 18 years. Since 2000, Eric has been a part of Lincoln Financial Group’s insurance division. Prior to joining Lincoln, he was an advisor with Principal Financial Group.

Paul Pistilli, CFP®, CLU®, ChFC®

VP, HCB Mid-Atlantic

Paul has over 25 years of experience in multiple aspects of the financial services industry. Paul started in 1988 as a corporate controller for New England Mutual Life Insurance Company. Beginning in 1994 he built a successful private financial services practice, as well as a successful life brokerage agency. His firm was one of the first firms acquired by Highland Capital Holding Corporation in 1998. Paul remained as one of the Managing Principals of Highland Capital Brokerage until the end of 2013.

Jorge Ramirez

VP, HCB Southeast

Jorge has over 20 years of experience in the insurance and financial services industry. His needs-based approach includes an emphasis on wealth management aspects of insurance, estate planning, and business insurance for deferred compensation and buy/sell agreements. Prior to joining HCB, Jorge worked at SunTrust Bank for eight years with the Wealth Management division. He had also served as a successful regional manager with the MONY Group and had over 10 years of experience as a Northwestern Mutual life insurance specialist.

Dan Sachar

VP, Enterprise Innovation, Ladenburg Thalmann Financial Services

Dan Sachar is the Vice President, Enterprise Innovation at Ladenburg Thalmann Financial Services. In this capacity, his role is to lead our efforts to test and develop new services, technologies and business models for the benefit of our network of companies and their entire stakeholder ecosystem.

Michael J. Sapyta, CFP®, CLU®

VP, Advanced Planning, HCB

Michael Sapyta serves as an expert resource for Highland Capital Brokerage producers on customized wealth transfer solutions – from advanced plan design to implementation of sales concepts with integrated life insurance solutions. Michael works closely with financial professionals and Highland Vice Presidents to develop insurance-based planning solutions for estate liquidity, supplemental income, business succession, disability, and long-term care. Michael’s responsibilities also include proactively communicating advanced sales ideas and concepts to producers to educate, inform and provide analysis.

Mark Schubert, CRPC®

Chief Sales Officer, Ladenburg Annuity (LTAIS)

Mark provides leadership and direction for sales and marketing operations at LTAIS. This includes designing strategies for sustainable revenue growth and identify market opportunities to drive sales. With more than 18 years of experience in the financial services industry, Mark has a strong history as a skilled negotiator, prospector, and top producer who commands the full sales cycle. His focus is on developing new relationships with non-affiliated broker-dealers.

Ross Shafer

TV Host, Comedian, Business Motivator, Author and Consultant

Ross Shafer is a six-time Emmy Award winning comedian, writer, and TV Host of such shows as The Match Game on ABC, The Late Show on FOX, and Day’s End on ABC. What Ross gleaned most from show business, was how TV and movies reacted to emerging trends and human behavior shifts. In l994, he began studying how cultural influences and customer emotional connections affected organizational growth (or extinction).

Eric Stein

VP, HCB New York Metro

Eric has 23 years of experience in the financial services industry building strong relationships with financial professionals and providing customized insurance solutions for their clients. Eric specializes in wealth transfer planning, business succession planning, employee retention, personal needs planning, deferred compensation, as well as charitable gifting strategies. He is an award-winning financial services veteran who is respected industrywide.

Lina R. Storm, CLU®, ChFC®, MBA

VP, Field Marketing, HCB

Lina has an extensive background in marketing insurance and advanced planning strategies having spent most of her career leading the marketing for John Hancock’s notable Advanced Markets Group. She has been an insurance agent, case design consultant, industry thought leader, industry columnist, advisor’s coach, trainer, speaker, and brand strategist—helping advisors position their expertise, add value, and drive sales. Lina is a CLU, ChFC and received her B.A. from Trinity College in CT and an M.B.A. from Rensselaer Polytechnic Institute in New York.

Maurice Sturm, J.D.

VP, Marketing & Advanced Sales, HCB New England

Maurice J. Sturm serves as Vice President of Advanced Sales, at Highland Capital Brokerage – New England. He specializes in estate and trust planning, senior executive benefits planning for closely held and public companies, and succession planning for owners of closely held businesses.

Zachary Turmelle

Internal Sales Consultant, HCB Southwest

Nate Williams

Regional Vice President, AIG Life and Retirement

Nate Williams has been in the Life Insurance Industry since 1997. He currently is the Regional Vice President for AIG Life and Retirement in the Western Region. During his time in the industry he has worked as Life Brokerage Manager for Ascensus Insurance Services, The Managing Director of Annuities for BISYS Insurance Services, President of LifeStar Financial, and Director of Marketing and Communication for BRAMCO Financial Resources.

Teague Wright

Sr. VP, Distribution, HCB

Teague Wright serves as Senior Vice President of Distribution for Highland Capital Brokerage where she is primarily focused on underwriting excellence, training and mentoring to firm underwriting, consulting on cases, and case advocacy.

John Yocum

VP, HCB Mid-Atlantic

With more than 19 years of experience in the banking and sales industry, John’s primary responsibility is to assist independent financial and institutional advisors grow their business with high-net worth clients. John, together with his team of professionals in the Philadelphia office, serves as a resource for customized life insurance, disability and long term care insurance.

Greg Zahn, MBA

AVP, Institutional Distribution, HCB

Greg Zahn, MBA, serves as Assistant Vice President, Institutional Distribution at Highland Capital Brokerage. He develops, markets, and manages Highland’s straight-through processing (STP) and other industry-leading field technologies for Highland’s national institutional and property & casualty (P&C) relationships. In addition, Greg develops new relationships within the P&C marketplace.

THANK YOU TO OUR SPONSORS FOR SUPPORTING THE 2018 HCB SKO

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