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2019 LIMRA LOMA Latin American Conference

New Perspectives and Innovations for the Future of Insurance

November 4, 2019 – November 6, 2019
Sheraton Mendoza Hotel, Mendoza, Argentina


MONDAY, NOVEMBER 4, 2019
 

2:00 pm - 4:00 pm

Registration

3:00 pm - 6:00 pm

Early Bird Session: Neuroselling Training Program

  • Carlos Islas Murguía

    Member Development Director, Mexico
    LIMRA LOMA

Did you know that more than half of the buyers of financial service products would be unable to answer 3 basic questions about the product or service that they purchase? This is because neuroscience research has shown that people make decisions with emotion, and then justify those decisions with reason.  This in turn means that one of the largest deciding factors at play when it comes to purchasing an insurance policy is the sales representatives ability to empathize with the client and create a connection.

If you are interested in how personality types affect how people buy and sell, and how we can learn to use this to our advantage when positioning a product for sale, then you should not miss the opportunity to participate in this Neuroselling program!

The Neuroselling training program will include the following modules:

I. Why is what we do important? (Transform the mindset)

II. How do I achieve my commercial objective? (Acquire the toolset)

III. How do I use my skills? (Develop the Skillset)

IV. The new sales paradigm (Neuroselling)

V. How do I influence my work team? (Affective Neuroscience)

**Note: This session will be conducted in Spanish, without any interpretation.

7:00 pm - 8:30 pm

Welcome Reception

All conference attendees are welcome and encouraged to join the Welcome Cocktail Reception at 7:00 p.m. on Monday evening at the Sheraton Mendoza Hotel. The attire for this event, and all conference sessions, is business casual.
TUESDAY, NOVEMBER 5, 2019
 

7:45 am - 5:00 pm

Registration

8:45 am - 9:45 am

Welcome and Opening Remarks

  • Irene Capusselli

    Organizing Committee President
    General Manager, Orígenes Seguros
  • David Levenson

    President and Chief Executive Officer
    LIMRA, LOMA, and LL Global, Inc.
Welcome and Opening Remarks
 

10:30 am - 11:00 am

Networking Break - Sponsored by Aon

11:00 am - 12:15 pm

The Pulse of Insurance and Financial Concerns: A Consumer Study by Origenes Seguros and LIMRA

  • Thad Burr

    Head of Latin America & Caribbean
    LIMRA and LOMA
  • Lic. Nora B I de D’Alessio

    Sociologist – Specialized in Psychosociology, & Vice President, D'Alessio IROL
  • Silvia Cardarelli

    Head of Planning and Management Control
    Orígenes Seguros
  • Isela Costantini

    CEO, GST - Servicios Financieros &  Former CEO of General Motors and Aerolíneas Argentinas
En esta versión del conocido estudio de consumidores de LIMRA, se describen las preocupaciones financieras y el panorama actual de los seguros de Vida y Retiro desde la perspectiva de la conducta de los consumidores de distintas edades, ingresos. El objetivo del Pulso de los Seguros es comprender al consumidor de servicios financieros argentino y aportar con contenidos al desarrollo de su cultura aseguradora, brindando el conocimiento que las empresas y el sector público requieren para mejorar sus procesos de ventas y distribución, como para la formulación de políticas públicas por parte del ente regulador, respectivamente.
 

12:15 pm - 12:25 pm

Session Change
 

12:25 pm - 1:15 pm

Concurrent Sessions

1. Retirement in Latin America: A Consumer View

  • R. Dale Hall, FSA, CERA, MAAA, CFA

    Managing Director of Research
    Society of Actuaries
Latin America is going through a rapid demographic transition, with an aging population that is growing faster than ever before. To understand what this aging population trend means to the Latin American retirement market, LIMRA and the Society of Actuaries commissioned a joint consumer study to identify the current and future opportunities resulting from this demographic shift. This session will present the findings of that study, including what products, channels, marketing strategies, and technologies work best for different segments, as well as how companies can start to address the looming retirement funding (public and private) gap.

2. Retirement in Argentina: A Consumer View

  • Marcelo Assunção

    Director, Members Relations & Development
    LIMRA and LOMA

Latin America is going through a rapid demographic transition, with an aging population that is growing faster than ever before. To understand what this aging population trend means to the Latin American retirement market, LIMRA and the Society of Actuaries commissioned a joint consumer study to identify the current and future opportunities resulting from this demographic shift. This session will present the findings of that study as they relate specifically to Argentina, including what products, channels, marketing strategies and technologies work best for different segments, as well as how companies can start to address the looming retirement funding (public and private) gap. 

 

1:15 pm - 2:15 pm

Lunch - Sponsored by In Motion

2:15 pm - 3:00 pm

Pension systems and voluntary savings programs to close Latin America’s pension gap

  • Hernán Pérez Raffo

    Partner
    PwC Argentina
Social welfare programs in most Latin American countries have common characteristics due to the widespread implementation of individual capitalization account models, however between countries there are varying levels of scope, complexity, and degrees of maturity. This session will discuss the voluntary savings instruments that arose as an alternative to solve for the unresolved needs from these mandatory programs, as well as the variations that must be taken into account in each market to increase their effectiveness and remain competitive.

3:00 pm - 3:45 pm

The New Paradigm for Social Security in Brazil

  • Jorge Pohlmann Nasser

    CEO
    Bradesco Vida e Previdência S.A. e da Bradesco Capitalização S.A.
Information Coming Soon!
 

3:45 pm - 4:15 pm

Networking Break

4:15 pm - 5:00 pm

The DNA of the Professional of the Future

  • Lic. Gastón Morales

    Director
    AHA! (Ideas+Personas)
The most avant-garde companies – the ones achieving the best results for both their clients and for their employees - are the ones that are applying neuroscience to their day to day activities and strategy. Therefore, continuing to better understand the main brain mechanisms that maximize performance will be a key component for ensuring increased engagement and improved business results from the professional of the future. In this talk, Mr. Gastón Morales will share with the attendees a trip deep within the brain to understand the mechanisms associated with the development of individual and collective potential. Change and adaptability, decision making, motivation, capacity for effective action, creativity and innovation, productivity, dissent and cognitive diversity, will be some of the exciting topics that this exhibition will include.

6:30 pm

Dinner Reception: Trapiche Winery

No trip to Mendoza would be complete without a visit to one of the fabulous local vineyards that this region is known for. Surrounded by a unique natural landscape with vineyards and olive groves, Trapiche Winery’s beautiful setting is complemented by a Renaissance-style construction dating from 1912, and considered one of the architectural icons of Argentinian winemaking.

While at Trapiche Winery attendees will have the unforgettable experiences of sampling fine wines and enjoying dinner under the stars from an award-winning chef!
WEDNESDAY, NOVEMBER 6, 2019
 

8:00 am - 9:00 am

Registration
 

9:00 am - 9:10 am

Welcome Back

9:10 am - 10:30 am

Panel: The Customer Experience

  • Erick Rincón Cárdenas

    President
    Colombia Fintech
  • Flavia Nuñez

    General Manager
    Seguros Falabella, Argentina
  • Candelaria Ochoa

    Country Manager
    Uncommon Argentina
What are different industries doing to take customer experience to the next level?
 

10:30 am - 11:00 am

Networking Break

11:00 am - 11:45 am

The Salesforce of the Future in Latin America

  • Carlos Islas Murguía

    Member Development Director, Mexico
    LIMRA LOMA

11:45 am - 1:00 pm

Panel: AI, Analytics, and Data Management

  • Hugues Bertin

    CEO and Founder
    Digital Insurance Latam
  • Mauricio Monroy

    Vice President, LATAM
    Equisoft
  • Karina Salerti

    Director
    Ergo Renova
  • Sabina Schneider

    Chief Solutions Officer (CSO) - LATAM Region 

    Globant
Information coming soon
 

1:00 pm - 2:00 pm

Lunch

2:00 pm - 2:45 pm

21st Century Goal Setting to Exponentially Increase Retention and Productivity

  • John T. Baier

    Chairman and Co-Founder
    25 Point Systems Inc.
John Baier, GAMA International’s 2013 Hall of Fame Inductee, will share personal case study experiences and best practices for successful agent retention and productivity results. Based on his industry-renowned 25 Point System, he will share his approach for strategic planning (from tracking daily activity to setting a long range vision), as well as how this planning technique has vastly improved with mobile technology. John will also share insights on why most goal setting fails and methods to avoid common traps – for both new and veteran advisors.

2:45 pm - 3:00 pm

Remarks from the Superintendent of Insurance

  • Guillermo Plate

    Deputy Superintendent
    Superintendencia de Seguros de la Nación (Argentina)

3:00 pm - 4:00 pm

Closing Keynote Presentation: Secure the Earth

  • Santiago Kovadloff

    Essayist and Poet







LANGUAGES/IDIOMAS/LÍNGUAS
ORGANIZING COMMITTEE

    President:
    Irene Capusselli, Orígenes Seguros de Retiro S.A.

    Committee Members:
    Alejandro Massa, AVIRA
    Gabriel Chaufan, AVIRA
    Fabian Hilsenrat, Binaria Seguros de Vida S.A.
    Carlos Roca, Cardif Seguros S.A.
    Sebastián Gutierrez, Galicia Seguros, S.A.
    Maria Inés Guzzi, SMG Life Seguros de Vida, S.A.
    Diego Squartini, Supervielle Seguros S.A.

    International Advisors:
    Recaredo Arias, Asociación Mexicana de Instituciones de Seguros (AMIS)
    Bernardo Ferreira Castello, Bradesco Vida e Previdência S.A.
    Jorge Claude, Asociación de Aseguradores de Chile A.G. (AACH)