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Meeting Overview
Come learn the latest ideas and strategies surrounding Critical Illness Insurance so that you can offer your customers all the protection they need!

CIIC: Gaining Acceptance
For CII to gain widespread acceptance in the United States, both consumers and producers must recognize its value. The Critical Illness Insurance Conference provides an essential understanding of all the central issues:

General sessions will make a powerful case for CII. Concurrent sessions will allow you to explore aspects of the product that are most relevant to your interests.

Who Should Attend?
Anyone who currently has or is investigating a critical illness insurance product will gain invaluable knowledge from this event, especially product development specialists, marketing officers, sales professionals, senior operations executives, actuaries, underwriters and industry consultants.

• The Economy, Environment and CI Market Today

• Claims Lessons from Canada

• Critical Illness Filing—Maximize Your Success Quotient!

• Underwriting CI: Too Much? Not Enough? or Just Right?

• Different Generations— Bridging the Great Divide

• And Much More!

2009 Program

Monday, September 21, 2009

1:00 – 6:45 P.M.

Registration Open

2:30 – 3:00 P.M.

Meet and Greet
  

Renew old acquaintances, make new connections. As our conference begins, come share a beverage with other attendees and take the opportunity to discuss the issues important to you. Working through a challenging project? Have questions on important topics? Chances are another attendee has information you can use.

3:00 – 4:00 P.M.

Early Bird Session

EB1 Critical Illness 101: What You Need to Know!

New to the CII business? Then this session is for you! We’ll cover Critical Illness Insurance basics: the need, the product, the markets, underwriting principles and current trends. We’ll arm you with the information you need to get the most out of the rest of the conference.

4:00 – 4:15 P.M.

Break

4:15 – 5:15 P.M.

Early Bird Session

EB2 Invaluable Insights from the UK
Nick Kirwan, Assistant Director, Health and Protection, Association of British Insurers

Through the miracle of modern technology, Nick Kirwan from the Association of British Insurers will join us to share his perspectives on the growth of the Critical Illness marketplace in the UK and the development of producer commitment and expertise. Nick will share new developments from this well-developed CI marketplace and we expect a dynamic and interesting Q & A session.

5:45 – 6:45 P.M.

Welcome Reception
  

Come meet and connect with your fellow conference participants to set the stage for a powerful and interactive conference. See you there! 

Tuesday, September 22, 2009

7:15 A.M. – 4:30 P.M.

Registration Open

7:15 – 8:15 A.M.

Continental Breakfast

8:15 – 8:30 A.M.

Welcome

8:30 – 9:45 A.M.

General Session

The Economy, Environment and CI Market Today

How are the economy and the external environment going to impact the CII business? CII is constantly evolving in light of immense pressures from all corners of the globe. Where do we as an industry stand, and where are we headed in terms of our product, its distribution, its salability and our future? Join us for this provocative discussion that will put the CII industry—and this conference—into a broader perspective. 

Gilbert joined GR-NEAM in 1987 as a Vice President and is a member of the Policy Committee. He currently is responsible for GR-NEAM’s equity group and serves as the firm’s Chief Investment Officer. He has over 27 years of investment experience. Gilbert is a CFA Charterholder and a Certified Public Accountant. He is a graduate of Brown University and holds an M.B.A. from Harvard Business School.

9:45 – 10:15 A.M.

Refreshment Break with Exhibitors

10:15 – 11:15 A.M.

Concurrent Sessions (Choose One)

1.1 Underwriting CI: Too Much? Not Enough? or Just Right?

Join our panel of expert and experienced CII underwriters as they discuss underwriting CI in simplified voluntary worksite situations and in the fully medically underwritten scenario:

• Examine real cases and see the potential for different outcomes

• See how a well-worded application can streamline the underwriting process in both markets

• Discuss how underwriting intersects with claims assessment

• Debate thorny cases and their resolution 

You’ll leave this session with crucial new insights into the underwriting process so important to this product’s success.

1.2 Management Dashboards—What Do I Need to Know… NOW!

Congratulations! You have been assigned the task of managing the critical illness line of business for your company. And you do not want to wait to identify problems until it is too late to fix them! What data should you examine each month to get early indications on product performance? What key factors should you encourage your management team to review? In this session we will work to identify the factors crucial to your managing CII.

11:15 – 11:30 A.M.

Break

11:30 A.M. – 12:30 P.M.

General Session

Producer Panel

Don’t miss this wide-ranging discussion where questions will be asked of the producer, the MGAs AND the audience! Who do producers think the prospects are?

• How do you approach prospects?

• How do you present CI?

• How do you deal with underwriting?

We’ll also hear the reasons why an MGA should invest in developing CI business. What steps must an MGA take to grow CI business? And we’ll discuss how home offices have missed the mark on CI. Learn what support producers and MGAs need from home office.

12:30 – 2:00 P.M.

Lunch with Exhibitors

2:00 – 3:00 P.M.

Concurrent Sessions (Choose One)

2.1 Critical Illness Experience in North America… By the Numbers!

Our speakers will review the experience of carriers in Canada and the United States using sales performance data, underwriting trends, claims trends, and other information. Additional preliminary data will be presented from the 2009 survey being conducted by GenRe and NACII for U.S. carriers. Insight will also be given through a presentation of Munich Re’s Individual Insurance Survey of the market in Canada.

2.2  Study History, Learn, or Risk Repeating It

Health products are often problematic over time because it is difficult to price human behavior, yet we frequently ignore the lessons we are given. Critical Illness Insurance is relatively new, yet we can and  must learn from our past and the “good ideas” that really weren’t. Hear from a senior officer who has over 35 years of experience with health products including DI, LTC and CII and learn—so that you won’t repeat history.

3:00 – 3:30 P.M.

Refreshment Break with Exhibitors

3:30 – 4:30 P.M.

Concurrent Sessions (Choose One)

3.1 

CI Claims: Early Lessons from Canada

CI claims are submitted on a daily basis, and the industry is developing best practices and knowledge on how to best adjudicate those claims for fair outcome for the policyholders and insurers. Only a few claims have thus far gone to litigation. But we have an opportunity to learn from these cases. Come and hear more about CII claims experience in Canada and learn about a select sample of recent court cases.

3.2 Critical Illness Filing—Maximize Your Success Quotient!

Participate in this open forum session on CI product filing. You’ll hear discussion from our panel of experienced CI compliance people on: 

• States known to be challenging

• Objections commonly—and uncommonly—seen in state filing processes

• Successful responses to objections—including some creative avenues toward “Approved”

This session is a “must do” for all involved in getting their CI product into the market!

5:00 – 6:00 P.M.
Networking Reception

Wednesday, September 23, 2009

7:15 – 8:15 A.M.

Continental Breakfast

8:15 – 9:15 A.M.

General Session
  

The Incredible Journey Real Company Perspective

Two companies—one from the individual market and one from the worksite/group market—with many years of experience with the CI product, will share stories of their journeys to CII success:

• Difficult decisions concerning product and features

• Distribution challenges and solutions

• Ideas that worked—and some that didn’t

• Why they did it and what the CI product means to their company today

The journeys have been similar, yet very different. Come and hear the invaluable insights that will change your perspective on the CII market and product.

9:15 – 9:45 A.M.

Refreshment Break and Exhibitor Raffle

9:45 – 11:00 A.M.

General Session

Different Generations—Bridging the Great Divide

Cross-generational marketing of an insurance product requires a different approach for different generations. While a person’s generation defines their needs, it also defines the manner in which they evaluate and purchase a product. Members of one generation may prefer to have a trusted adviser explain a product to them through the selling process. Members of another generation may want to conduct their own independent research. Mitman will help us understand the different values, attitudes and expectations of each generation. She will bring important insight on what we should consider when developing and marketing Critical Illness Insurance products that will bridge the great generational divide.

11:00 A.M.

Conference Adjourns 

Outstanding Venue!

Registration Information
Register by August 24, 2009:
LIMRA, LOMA, SOA and NACII members: $975
Nonmembers: $1,375


Register after August 24, 2009:
LIMRA, LOMA, SOA and NACII members: $1,075
Nonmembers: $1,475

Group Discounts Are Available
For information, please contact Mary-Jo Adams at 860-285-7798, or by e-mail: mjadams@limra.com.

Spouses and Guests: A special registration fee is available to spouses and guests of registered attendees. Individuals in an industry-related position, co-workers, or associates do not qualify. We invite spouses/guests to participate in the event's food and social functions and ask that they wear their badge to these events. Participation in the general sessions and workshops is limited to those who have paid the full registration fee to attend the conference.

Bonus Opportunity!
The DI & LTC Insurers' Forum takes place September 23–25 at the same site. Attend half a day on September 23 for just $295 (LIMRA, LOMA, NACII and SOA Members), $395 nonmembers!

SOA Continuing Professional Development (CPD) Credit and U.S. Qualification Standard
For information on SOA CPD credit and the US Qualification Standard, please visit the Critical Illness Insurance Conference pages on the SOA Web site at www.soa.org.

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