Agenda

Our 3rd Annual Summit features a line-up of impressive speakers and informative topics. The agenda is designed to provide information that will be meaningful and impactful with actionable take aways to help you better understand the HNW client space and more effectively grow your HNW businesses.


Sunday, November 13th

2:00 PM to 8:00 PM Registration
6:00 PM to 7:30 PM Welcome Reception
No Conference Dinner is scheduled

Monday, November 14th

7:00 AM to 8:00 AM Networking Breakfast
8:00 AM to 8:30 AM Exhibitor Visits
8:30 AM to 11:15 AM General Session

PRMA Update
Jim Kane, PRMA President, will provide an update on the association’s key initiatives.

Discrete Growth: Understanding and Engaging the Ultra Affluent
David Friedman, Co-founder and President of Wealth-X

In this presentation David will share:

  • Key macro trends driving shifts in the wealth landscape
  • Where are the UHNW in the world?
  • Who are they?
  • How to engage them?

Leveraging Relationships to Grow your Business
Patrick G. Ryan, Founder, Director, Chairman and CEO, Ryan Specialty Group

11:30 AM to 12:30 PM Breakout Sessions
6 sessions to choose from to explore issues and enhance knowledge
– see below for list of sessions
12:30 PM to 1:30 PM Lunch
1:45 PM to 2:45 PM Breakout Sessions
6 sessions to choose from to explore issues and enhance knowledge
– see below for list of sessions
3:00 PM to 4:00 PM Round Table Discussions
6 peer group discussion topics allowing participants to perfect their craft through collaboration and conversation
–  see below for list of discussions
4:15 PM to 5:15 PM Staying Safe: Physical, Cyber, and Travel Security in a Rapidly Changing World

Jordan Arnold is a Senior Managing Director in K2 Intelligence’s New York and Los Angeles offices and head of Private Client Services at the firm.

Joseph M. Lawlor is an Associate Managing Director in the U.S. Cyber Investigations and Incident Response practice at K2 Intelligence. The session will be a conversation regarding the various considerations – some interrelated – about staying safe at home, online, and on the move.

6:00 PM – 8:30 PM Cocktail Reception and Awards Dinner

Tuesday, November 15th

7:00 AM to 8:00 AM Networking Breakfast
8:00 AM to 8:30 AM Exhibitor Visits
8:30 AM to 9:30 AM General Session

2016 and Beyond: Trends, Challenges and Opportunities

Dr. Robert Hartwig served as president of the Insurance Information Institute for the past 18 years and recently stepped down to become a faculty member in the Finance Department at the University of South Carolina’s Darla Moore School of Business. He will also be co-director of the Moore School’s Risk and Uncertainty Management Center.

As a key spokesperson for the Property and Casualty insurance industry as a whole, Dr. Hartwig will present on the current financial state and profitability of the industry as well as how its direction will be influenced by the upcoming election, Brexit, industry disruption and the sharing economy. The state of the high net worth personal lines market will be explored in detail including the impact of recent industry mergers and acquisition, changing demographics and financial market instability.

9:45 AM to 12:00 PM Two Breakout Sessions
6 sessions to choose from to explore issues and enhance knowledge
– see below for list of sessions
12:15 AM to 1:15 PM General Session

2016 Power Broker Town Hall – The Ins and Outs of Rising to the Top of the Private Client Insurance Segment

A panel discussion with the inaugural winners of the Private Client Power Broker category moderated by Dan Reynolds, Editor-in-Chief, Risk & Insurance.

1:15 PM – 2:00 PM Lunch

Break-Out Session Titles and Descriptions

Please select attendance to two break-out groups on Monday and two break-out groups on Tuesday.

  • Creating a Winning Culture that Drives Employee Engagement and Growth
    Looking to attract, retain and inspire top talent to create amazing results?  Join this session to learn how purpose and principles help companies create exceptional cultures that directly contribute to exceptional results.
  • Health Risk Management
    The over-burdened US healthcare system continues to become more pressured and chaotic. Physicians and facilities are scrambling to address legislative mandates, while grappling with an influx of newly insured individuals and an aging population.  The good news is that medical science has produced phenomenal new effective treatment approaches.  But how do you and your clients identify and access what is best, and do so in a timely way?  And beyond that, how do you protect people, particularly people with current medical issues, as they travel abroad?  Learn about the many ways people can protect themselves and their loved ones by becoming smarter consumers of health care services, through the use of health advisory professionals.
  • The Continued Evolution of Flood Risk
    In the last decade, catastrophic flood events have heightened awareness for the increasing uninsured property risks that owners, occupants and insurers are now experiencing. The Nashville Floods of 2010 caused in excess of $2 Billion in property damages, yet only a small fraction of this damage was in fact insured. A range of granular and complete scientific and technical information is essential for making decisions regarding flood risk yet often, we don’t have the complete story.  Learn what is essential to mitigating the rising waters of flood risk and hear about current FEMA initiatives and updates to the National Flood Insurance Program. Join us and Get the Whole StoryTM on what insurers need to better underwrite and price flood insurance. You’ll leave with a foundation for a true “conversation about risk” with policy holders.
  • Taking Client Advocacy to the Next Level
    Personal Risk Management is about more than making sure your client has the right insurance solution. A world-class personal risk management strategy requires knowledge, commitment and conversation regarding the risk mitigation techniques available in the marketplace. Join this session to learn about cutting edge trends and creative solutions that can prevent your client from suffering a time consuming and sometimes devastating loss.
  • The New Face of Collections
    Want to know… What’s trending in collections and what documentation is needed to substantiate their value? How clients can more efficiently inventory their collections and keep records? What the root cause of the majority of collection claims is and how to prevent them from happening? Join this session to discuss these topics and others so you are ready to share valuable trend and resource information with your clients and prospects.
  • PRMA Net Promoter System (NPS) Turnkey Platform Overview
    If questions like these keep you up at night….What really keeps my customers coming back? How can I develop a consistent approach for managing loyalty? How can I use my loyal customers to help generate more business? Then join this session to learn about the PRMA NPS platform for members.  A customer loyalty program done right can do more than just improve customer loyalty; it can also halt an exodus of defecting customers, improve referenceability, and in general help you create a profitable culture where customers are your biggest advocates.

Roundtable Session Titles and Descriptions

Please select attendance to one of the six listed Roundtable discussion groups for Monday afternoon:

  • Women in Leadership – “Being a champion for women in the workplace”
    This session will provide insight into how women can become more inclusive to support, professionally challenge and mentor each other to become stronger leaders. In this session we will also ask men how they champion women in the workplace and just like Olympic athletes, world-class leaders have to train hard to hone their skills and achieve their goals.  This session will focus on how to become masterful at leading, through powerful insights from women (and men) who have done it.
  • Thought Leadership
    Join in on an engaging, in-depth conversation with your peers to identify and outline research and survey topics that will collectively benefit the high net worth specialty. The moderated discussion will capture insight on future membership survey ideas and provide the membership with a voice on the future direction of PRMA’s member benefits.
  • Marketing Strategies for Private Client Professionals and Their Relationships
    Marketing to private clients is different and complex; it requires more consideration and finesse than approaching the mass market. Why? Because the private client space is relationship-centric and the wealthy are heavily solicited and generally not easily persuaded. In this discussion we will explore how to effectively market to and through relationships (clients and center-of-influence) in order to strengthen and cultivate business. The focus will be on methods to expand top-of-mind awareness and generate word of mouth using marketing strategies such as appreciation, content, lifestyle and more.
  • Hiring and Retaining Top Sales and Service Talent
    As the competition for talent heats up, hiring and holding onto key contributors in any area of your company is priority. But when it comes to your sales and service staff, the pressures really on. If you’re like most agencies, finding seasoned and successful producers and account managers is becoming almost impossible. The answer? Either grow your own or put resources towards retention strategies. Join this roundtable to discuss best practices, creative solutions, generational considerations and bottom-line imperatives.
  • Leveraging the Web, Social Media and Digital Marketing to Reach, Engage and Build Powerful Relationships within the Unique HNW Market
    Successful agencies are built on handshakes and referrals – which is especially true when working within the unique HNW market. Simply put, it’s all about relationships. Today, we have access to some amazing tools and technologies to help establish and build longstanding relationships like never before. And it’s not nearly as difficult as it seems. Have you seen the power of targeted social ads? The Ink app? Clickable Coverage? If not, this roundtable is for you!
  • Agency Principals & Owners
    Confidential discussions among agency principals & owners about common challenges, best practices, how to maintain a constant flow of business, and the ever shrinking playing field in the insurance industry. The golden nuggets of information that will be shared are not to be missed if your goal is to be a top performer in your segment. Come prepared with a problem you need resolved or a success story you wish to share.