We held our inaugural Impact Week: Long Term Care from November 10-12, With over 800 registrants during the week and huge demand to re-watch sessions or check in on missed sessions, we are proud to provide this on-demand archive for your use.
About the Event
Recent events have led to a not-so-happy thought occurring to many Americans as they make their way through this uniquely challenging year. We are hearing words like; “sandwich generation impact,” “income planning,” “retirement impact,” “rising health care costs,” “technology transformation,” “Hybrid, Combo, Linked,” etc. As a result, every American seems to have a story to tell about the impact that extended or long-term care has had or is having on their family.
Small and large towns, cities, and counties alike are looking to you for information and help. We will cover a broad range of topics that speak to current successes, emerging issues, leveraging technology workflows and customer communications across acquisition, onboarding and service. Top executive leadership will look to the future of the extended and long term care industry. Where do we see it growing, stalling, changing distribution models or creating products?
How are major insurers responding? How are distributors and specialists responding? How are consumers and clients responding? How are you responding?
We Grow Better Together.
Carroll Golden, CLU, ChFC, CLTC, CASL, LACP, FLMI
Limited and Extended Care Planning Center
Vice President, Nationwide
Troy Anderson, Vice President of NF Life Sales, joined Nationwide in November 1996 to start Nationwide's corporate life insurance operations. This start up business quickly gained a number one market share and now represents over $14 billion in assets at Nationwide.
In 2006, Troy took over leadership of the team responsible for individual life insurance product sales through BGA’s, banks, wirehouses, independent broker dealers, and producer groups. During that period, Nationwide went from number 32 in market share of life insurance sales to number eight in 2016.
Troy received his Bachelor’s Degree in Business Administration from Minnesota State – Mankato and did post-graduate work at the Harvard Business School where he completed the Advanced Management Program in 2002. Troy has completed the coursework for designations as a Chartered Life Underwriter, Chartered Financial Consultant, Fellow of the Life Management Institute, and Certified Retirement Planning Consultant. Troy has also studied at the Admired Leadership Institute.
Troy and his wife Jennifer have been married for over 30 years. They have two sons and enjoy golfing, boating, biking, and travel.
National Sales Manger, Pacific Life
As the NSM of Long-Term Care for Pacific life Insurance Company Ryan develops and manages the sales, marketing strategy and execution of marketing plans for Pacific PremierCare.
Ryan Bivins began his career in the financial services with Edward Jones as a Financial Advisor in Lexington, VA focusing on retirees and small businesses. Most recently prior to joining Pacific Life he spent three years at Lincoln Financial as a MoneyGuard wholesaler.
He attended Virginia Military Institute and The University of North Carolina at Greensboro. He resides in Fletcher, NC with his wife Kristie and three children Brendan, Caleb, and Belle Marie.
Senior Vice President Government Relations, NAIFA
Diane R. Boyle is the senior vice president of government relations for the National Association of Insurance and Financial Advisors. Her responsibilities include the development and implementation of legislative and regulatory strategy, and daily execution of association activities to provide advocacy services for insurance and financial professionals to support a private, competitive insurance marketplace. She serves as NAIFA’s chief federal lobbyist specializing in tax legislation focused on life and health insurance products, workplace benefits, pensions, and small business issues. Boyle is a proud Capitol level contributor to IFAPAC and works closely with the political affairs team to develop strategies and programs to maximize NAIFA’s grassroots efforts around the country.
Boyle serves as an expert NAIFA spokesman on legislative issues with national and trade media outlets. She is a frequent contributor to many NAIFA publications and internet forums. She also represents NAIFA on various industry coalitions and panels in addition to serving as a regular speaker during NAIFA’s annual conferences.
Boyle joined the NAIFA family in April of 1991. Prior to expansion of health and workplace benefit representation to all NAIFA members in 2010, she served as the executive vice president for the Association of Health Insurance Advisors, the former health conference of NAIFA. She was instrumental in developing the association’s comprehensive legislative program. Boyle developed the State Legislation Association Planning Process and the award-winning Rx for Health Care Lobbying Kit.
Boyle’s legislative career began in the Louisiana State Legislature where she served as a legislative assistant for the Jefferson Parish Delegation consisting of 14 Representatives and seven Senators. She further enhanced her knowledge in the legislative arena by working for two Louisiana Congressmen. A political and public relations consulting firm also employed Boyle, where she developed legislative grassroots programs and public relations strategies for numerous clients.
Sales & Business Development Leader, LTCi Partners
Steve is a Director at LTCI Partners and leads the firm’s sales and business- development efforts. Steve’s focus is revenue growth--whether it’s coming from existing client relationships or coming from the acquisition of new institutional and group accounts. He has more than 17 years of experience in working with professional advisors and their clients. Before joining LTCI Partners in 2009, Steve was the National Sales Leader for Long-Term Care at Marsh & McLennan Companies. He is a thought-leader in the LTCI industry and regularly writes articles for industry trade publications. Steve is also a CE instructor for insurance and accounting professionals and frequently addresses industry groups on various LTCI products.
Vice President of Sales, OneAmerica
As Vice President of Sales for OneAmerica®, Tracey Edgar leads all Care Solutions sales and distribution (bank, broker dealer and brokerage). She is a national speaker on the topic of “The Long-Term Care Crisis in America” and has more than 20 years of experience helping distribution with strategic direction, planning and marketing. She is adept at working with all levels of an organization for optimal sales success.
Edgar’s professional experience includes that of critical care nursing, specializing in emergency medicine. She worked as a trauma and charge nurse at a Level 1 Trauma Center-designated hospital for five years. She also served nine years in the military — three years of active duty and six years with the Army National Guard as a helicopter mechanic, crew chief and master fitness trainer.
Edgar remains a registered nurse in the state of Michigan and holds the CLTC designation. She earned a bachelor’s degree in nursing from Grand Valley State University, in Allendale, Mich., and certification from Harvard Business School for Leadership for Senior Executives.
Principal, Ice Flow Consulting, LLC
Barry J. Fisher is a Principal of Ice Floe Consulting, LLC a company with extensive background in chronic illness risk management. In this role Barry works with insurance companies interested in product development and independent distribution organizations that want to expand and improve their ability to reach insurance agents and consumers in this vital area of financial planning.
Barry previously was Vice President of Broadtower Insurance Solutions, Inc. one of the nation’s largest National Marketing Organizations dedicated to long-term care planning and insurance. He is a pioneer in long-term care insurance marketing, distribution, training, and product development and is a leading advocate for the vital role of independent agents and advisers.
Barry began his life and health insurance career in 1976 with Metropolitan Life. He became a personal producing general agent in 1980 and began his insurance marketing career in 1990 at Flynn Associates. In 1995 he established Barry J. Fisher Insurance Marketing, Inc., a brokerage general agency focused on training life and health insurance professionals in the sale of LTCi. In 2013, Barry sold his firm to Borden Hamman Insurance Marketing, Inc. a nationally recognized leader in life, annuity and long-term care insurance brokerage. He continues to work with agents and consumers helping them navigate the expanding universe of long-term care insurance planning choices.
Director, Mutual of Omaha
Shelley is the author of “What’s the Deal with Reverse Mortgages?” (2nd Edition, Rethink Press, 2019), the first book to analyze the role of the housing asset in retirement income planning. In 2012 Shelley co-founded, with Torrey Larsen President of Mutual of Omaha Mortgage, the Funding Longevity Task Force, now known as the Academy of Home Equity in Financial Planning at the University of Illinois. Shelley co-chaired the Housing Wealth in Retirement Symposium in Washington DC, the first event to draw on the combined expertise of HECM industry leaders, NGOs, regulatory agencies, financial services professionals, and academicians. She directs Enterprise Integration at Mutual of Omaha Mortgage.
At Mutual of Omaha, Shelley mentors an elite group of loan officers whose focus is on helping the financial planning community integrate the housing asset into the retirement planning process. In addition, Shelley is tasked with incorporating reverse mortgage resources into the advisory arm of Mutual of Omaha. She is the author of a Continuing Education course for financial professionals for the International Retirement Resource Center. Shelley frequently speaks at industry events, financial services conferences and virtual events such as ABA, FPA, NAIFA, WIFS, NAHB, and NRMLA. She participates often on radio and television broadcasts. Shelley has been published in Benefits Magazine, The RMA Journal, The Retirement Income Journal, Advisor Today, The Society of Actuaries, and The Street as well as interviewed by publications such as the Wall Street Journal, Kiplinger, and Forbes.
Founder and CEO, BuddyIns
Marc Glickman, FSA, CLTC is the founder of BuddyIns, a community of long term care planning experts. BuddyIns partners with agents, advisors, and LTC specialists by providing marketing technology to help them attract more clients and close more sales. Marc's mission is to help families across the country get an LTC plan and support the 44 million caregivers in the United States.
Marc has a degree in Economics from Yale University. He has over a decade of experience as an LTCi Actuary with a specialty in investment portfolio management. Marc is a licensed insurance agent in 50 states and an expert in LTCi plan design and sales approaches. He has trained thousands of LTC agents across the country by helping National Guardian Life launch their LTCi product.
Marc hosts free monthly webinar series for agents and consumers on LTC planning. Marc also produces a weekly video interview series that is broadcast on Linkedin to over 30,000 financial professionals and another 40,000 subscribers.
Marc lives in Southern California with his wife, Sharada, and two kids, Sam (age 5) and Maya (age 3). Sharada is also an Actuary and CFO of BuddyIns. Sam and Maya are actuaries-in-training.
Executive Director LECP, NAIFA
Carroll S. Golden, CLU, ChFC, LTCP, CASL, FLMI, CLTC, is the Executive Director of the NAIFA Limited and Extended Care Planning Center (LECP). Carroll has an extensive background in business development, solutions selling, risk management and insurance distribution. Carroll is recognized throughout the industry as one of the foremost thought leaders and subject matter experts on extended and long term care. Working with the LECP Founding Sponsors, Carroll and her team at NAIFA have put together the LECP Center to rethink extended and long term care.
Carroll has held executive positions with both brokerage distribution and corporate carriers. She has been interviewed both on radio and television, has written numerous articles, and often presents at virtual meetings and various industry conferences. As a member of the Society of Financial Service Professionals (SFP), Carroll served as Chapter President and taught continuing education (CE) classes. She served as Chairperson for the Society of Actuaries Fifth LTC Conference. She has twice served as the Chairperson for the Intercompany Long Term Care Insurance Conference (ILTCI) where she currently serves on the Board of Directors. As a speaker for the International Retirement Resource Center (IRRC), she has presented on the topic of the broadening client options for extended and long term care planning. Carroll contributed the Long Term Care and Long Term Care Insurance module for the Plan4Life/Salem University Elder Planning Specialist Certification. Currently, she is working on publishing a book titled, “Sandwich Generation Special-No, Thanks, Make Mine The Plan!”
Carroll can be reached via email at email@example.com or 817-709-6859.
CEO, ACSIA Partners
Denise has 20 years of experience in long term care insurance planning and currently serves as CEO of ACSIA Partners. She began her career in LTC as an agent in the field, selling individual and multi-life LTC plans as well as operating her own brokerage agency.
Denise has been instrumental in the development of the Worksite Division for ACSIA Partners, which focuses on education and implementation of LTC plans in the workplace. She is a certified continuing education instructor and has contributed to dozens of media publications and promotions about long term care, including the Lifetime Network and CNN Radio. Denise is also a contributor to the many editions of the Dignity for Life book.
Denise earned a BS and MBA from Bowling Green State University. She holds a Certification in Long-Term Care (CLTC), and is past President of the Cleveland Chapter of the National Association of Insurance & Financial Advisors (NAIFA), as well as NAHU Florida. She splits her time between Cleveland, Ohio and Fort Myers, Florida.
Principal, Ice Floe Consulting
Ronald R. Hagelman Jr. is a Principal in Ice Floe Consulting, LLC, a company with extensive background in chronic illness risk management. He has a lengthy insurance sales and marketing background beginning in 1981.
Over the past 32 years Ron has helped create, market and distribute over 50 innovative insurance products with 16 insurance companies. He served as Chief Marketing Officer for State Life Insurance from 1999 to 2003 after having served as their consultant for the previous ten years. He was directly responsible for their participation in the individual long-term care insurance market building one of the industry’s fastest positive sales trajectories.
Ron continues to serve on numerous industry committees and advisory boards. He has been a member of the LIMRA, Society of Actuaries and the ILTCI Conference Management committees. Ice Floe Consulting recently completed product research work for Genworth and National Guardian Life. He also has served as CEO of several National Marketing Organizations: State Systems Inc, Republic Marketing Group, Inc. and Broadtower Insurance, Inc.
Ron has helped direct and manage national research projects including the 2004 LIMRA and SOA sponsored The Producers Perspective on Long Term Care Insurance and was the Co-Chair of the 2014 SOA LTCI Think Tank Land This Plane: A Delphi Study of Long-Term Care.
Ron is a frequent author in industry publications and has written a monthly long-term care insurance sales column in Broker World Magazine for over 16 years. He is a favorite and enthusiastic speaker on the crucial importance of private insurance solutions to America’s largest unprotected risk.
Ron and his wife, Margaret, an attorney, live with their two Poodles in Luling, Texas, the heart of BBQ country. Ron is an avid vegetable gardener. He serves aw Senior Warden of the Episcopal Church of the Annunciation in Luling, and the Hagelmans volunteer in the parish’s food ministry.
“Other than that, he has no opinion on the subject!”
Individual, Worksite & Institutional Distribution, Transamerica
Matt drives distribution strategy & provides field sales expertise for Transamerica’s individual LTC & Multi-Life lines of business & Chairs Transamerica’s MSRB for all Health Products
During his 24-year career, Matt has held several key leadership roles in the insurance industry and has helped to shape Transamerica’s LTC solutions business since 2013. Matt has managed sales distribution and strategy for Key National Accounts and Broker-Dealer relationships for three of the top five largest LTC carriers. Co-founder and architect of what became the nation’s largest LTC and Life hybrid wholesaling team for well over a decade, the teams Matt has built or directly led have helped more than 240,000 individuals secure coverage worth several billion. In addition to distribution experience, Matt has been significantly involved in product development, go-to-market strategy, operational alignment, advisor marketing, and technology integrations. He has been a regular panellist, speaker, and national subject matter expert for two decades.
Matt lives in Seattle, WA with his wife, Jennifer, and their three children. In his free time, he enjoys skiing, snowshoeing, boating, marksmanship and spending time outdoors in the Pacific Northwest with friends & family.
National Sales Vice President, SecureCare
Brandon is a seasoned business leader with demonstrated success executing strategic plans that deliver production results. Brandon joined Securian Financial in August 2016 as National Sales Director. In his role, Brandon is responsible for Securian Financial’s Linked-Benefit strategy. He also manages a dedicated team of six Regional Vice Presidents focused on product distribution.
Prior to joining Securian Financial, Brandon spent 15 years with GE/Genworth in various functions but most recently as a relationship manager for national marketing organizations, independent broker dealers and financial institutions. Throughout his tenure, he held a number of leadership roles in business development and sales finance.
Brandon resides in Richmond, Virginia with his wife, Kelly, and their two children, Grayson and Lily Grace.
Partner, Faegre Drinker Biddle & Reath LLP
Sandy Jones is a partner at Faegre Drinker in its Insurance practice Group. As one of the leaders of the firm’s Long-Term Care Insurance Team, Sandy stays at the cutting edge of all things long-term care. Sandy has a fulsome practice, and assists insurance companies and other clients with all things LTC, soup-to-nuts, including regulatory issues and disputes, pre-litigation disputes, state and federal litigation, class action litigation, and claims issues. Sandy has also assisted her clients with new product development, hybrid product creation and innovation, claims processes/procedures, internal process improvement, rate increases (and rate increase alternatives), and product administration. Sandy is also a regular speaker at LTCi conferences nation-wide, including the ILTCI, LTCIF, and LIMRA/LOMA.
Vice President of Sales, Senior Marketing Specialists
Starting out as an agency owner at 18, Dan Mangus has been in the insurance industry his entire life . Dan’s partnership Senior Marketing Specialists began in the late 1990’s, and in 2010 Dan had the privilege of chairing their newly formed Advisory Council and continues to sit as Chairman of the Board today. After several years of consulting work with Senior Marketing Specialists, Dan joined the brokerage team full time in 2012 as the National Sales Director, serving over 10,000 agents nationwide. Today Dan’s current position of Vice President of Sales, gives him a unique line of sight to the customer, agent, and FMO staff.
Although Dan has been sharing his insights and knowledge since the early 1980’s, more recently you can find him teaching Medicare courses at Universities and keynoting national insurance conferences and Medicare certification courses for the both the National Guardianship Association (NGA) and the American Association of Daily Money Managers (AADMM). Dan is also an Expert Contributor for the RICP designation program through the American College and is the published author of TalkingMEDICARE, a resource guide for advisors in the Medicare market.
President, Individual Life and Financial Services, OneAmerica
Dennis has served in multiple leadership roles in ILFS since joining OneAmerica® in 2009, most recently in the acting ILFS leadership role since January of 2018. Previously, he served as senior vice president of Product and Business Development for the companies of OneAmerica, overseeing insurance operations and product development for life, annuity and asset-based long-term care, as well as broker-dealer operations. In addition, he provides leadership and vision for the current and future product portfolio and identifying opportunities for expansion.
Earlier in his career, Dennis gained actuarial and marketing experience at Great-West Life in Canada and spent 8 years with the Western & Southern Financial Group & Columbus Life building out their product development capabilities. In addition to his actuarial and product knowledge, Dennis has significant experience working directly with sales and distribution across multiple distribution channels.
Dennis is a graduate, with honours, of the University of Manitoba, with a Bachelor of Science degree in Statistics and Actuarial Science. He is a Fellow in the Society of Actuaries and Canadian Institute of Actuaries, and a Member of the American Academy of Actuaries. Dennis and his wife, Sharon, have two daughters. In his spare time, he enjoys spending time with his family, playing hockey, OrangeTheory Fitness and DIY projects.
Director Long Term Care Sales, Nationwide
Tony has been with Nationwide since 2002, prior to Nationwide he spent two years as a Financial Advisor. While at Nationwide, he has served in multiple leadership positions and today leads Nationwide's LinkedBenefit CareMatters long term care insurance sales team and together drives distribution through Financial Advisors, Brokerage General Agencies, and Producer Groups across the country. Tony’s specialties are life insurance, long term care insurance, and driving sales of these types of products through various distribution models.
Tony enjoys spending time with his wife, Kelly, and two kids, Olivia and Luca. He enjoys exercising, spending time on the water, and rooting on The Ohio State Buckeyes.
As NAIFA’s Chief Executive Officer, Kevin Mayeux, CAE, oversees the headquarters and national staff and manages relationships with life, health and financial service companies, other industry organizations, legislators, and regulators. Mayeux supports NAIFA’s Board of Trustees and committees and coordinates efforts with NAIFA’s 90 state and local chapters. As CEO, he led an effort to modernize NAIFA’s operations through the development and implementation of a bold new strategic plan, NAIFA 20/20.
Prior to becoming NAIFA’s CEO, Mayeux served as the Executive Vice President, Chief Officer for North American Operations, and General Counsel for the Institute of Internal Auditors Global Headquarters in Orlando, Fla. In this role, Kevin supervised the core membership services offered to all 75,000 IIA members in North America in 158 chapters throughout the United States, Canada, and the Caribbean islands. Kevin further served as General Counsel, guiding the IIA’s intellectual property protection, affiliation agreements and legal interests around the world. He is a Certified Association Executive and holds a Certificate in Risk Management Assurance.
Mayeux has served as an association management professional for more than 25 years, including serving as the executive director of a statewide trade association in Tallahassee and CEO of an international individual membership society in Indianapolis. He also practiced law in Central Florida. He has held leadership positions on both the state and national level within the association management community, including being named Indiana’s association executive of the year, serving as president of the Indiana Society of Association Executives, and serving on the board of directors for the Florida Society of Association Executives. Mayeux received a Bachelor of Arts in Political Science and took Masters in Political Science and Public Administration courses concurrent with his Juris Doctorate at the University of Florida in Gainesville, where he served as Student Body President. Kevin continues to serve his alma mater as a member of its national alumni board.
Senior Vice President, Lincoln Financial Distributors
Bill Nash is senior vice president, head of Lincoln MoneyGuard® solutions at Lincoln Financial Distributors. He is responsible for the MoneyGuard wholesaler team, sales desk, business management and executing the Lincoln MoneyGuard distribution strategy with partner firms.
Prior to joining Lincoln, Bill spent more than nine years with Merrill Lynch in various sales and leadership roles, including service as divisional sales manager of the Client Solutions Group. Before joining Merrill Lynch, Bill held positions at ING Investment Products, Evergreen Investment Services, Dreyfus Service Corporation, and John Hancock.
Bill earned his Bachelor of Arts degree from Colgate University in Hamilton, New York. He currently holds the Chartered Retirement Planning Counselor (CRPC®) designation as well as FINRA Series 6, 7, 24, and 66 licenses.
Bill resides in Charlotte, North Carolina, with his wife, Teresa, and their three children, Braden, Dawson and Reagan.
President, Pinney Insurance
Recognized for using innovative technologies to drive insurance sales, streamline the application process, and speed up underwriting, Ryan leverages his experience with search engine optimization, social media, and online marketing to assist agents and agencies alike create their online presence and profit from it.
His companies - Pinney Insurance Center, a national brokerage general agency, and Insureio Technologies, an InsurTech sales automation platform - provide insurance, investment, and financial planning advice combined with proprietary tools to assist agents and financial advisors. Utilizing the same principals and technology his firm provides to agents, his agency sold thousands of life insurance policies direct-to-consumer over the internet last year.
Ryan is a twelve-year MDRT (Million Dollar Round Table) member with twelve Top of the Table qualifications. He is a regular contributor to financial publications where he has been featured by ThinkAdvisor (formerly LifeHealthPro), Bankrate.com, Yahoo! Finance, and Fox Business News. He was recently recognized as one of the 2015 AdvisorToday “4 under 40” Financial Advisors and by LifeHealthPro Magazine as one of the “24 Most Creative People in Insurance”, he is a Past President of NAIFA Northern California, serves on the MDRT Top of the Table, Industry Relations Committee and is a former National Trustee for NAIFA.
Vice President of Marketing & Sales, DI & LTC Insurance Services
Max started at DI+LTC in 2009. He has become a marketing and contract expert after familiarizing himself on the back-end of the DI sales process in his first few years. Max is the co-author of “The Questions and Answers on Disability Insurance Workbook” and has been a frequent speaker at several association events across the Bay Area. He earned his Master’s degree in Financial Services through the American College.
In his spare time, he enjoys the great outdoors with his family, reads up on American history, and schemes about future industry trends.
Director, Crump Life Insurance Services
Rick Stewart serves as a director for the Long Term Care (LTC) Solution Center at Crump Life Insurance Services. He began his career with Crump in 2006 and has over 14 years of LTC and linked benefit product sales experience as an LTC wholesaler. During his tenure with Crump, Rick served as a regional director for Crump’s Solution Centers, overseeing the sale of long term care insurance (LTCi), disability insurance, and annuities within his designated region.
Before joining Crump, Rick spent nine years in personal production, including four years with a major carrier where he was a top
performer and a qualifier for the Million Dollar Round Table. His varied background gives him the ability to view things from an insurance professional’s perspective. He holds Series 7, 63, 65, and life and health insurance licenses, earned his Certified Long Term Care (CLTC) designation, and has a Bachelor of Science degree in finance from Towson University in Maryland.
Rick resides in Parkton, Maryland, with his wife, Aime, and their four children.
President of the Board, LifeHappens
Jon Voegele, is agency vice president for COUNTRY Financial in Bloomington Ill., overseeing the Illinois region, with 975 financial reps. He began with COUNTRY in 1989. He’s active in NAIFA and the Bloomington-Normal Boys & Girls Club.