Below, you will find this year's preliminary agenda. Please note that all items in this agenda are subject to change.

Click here for our digital program.

Monday, March 12, 2018

1:30 pm - 6:00 pm Registration
2:00 pm - 5:00 pm IRI Broker-Dealer Roundtable
For Broker-Dealers Only
2:00 pm - 5:00 pm IRI Advisor Council
By Invitation Only
5:30 pm - 6:00 pm First-Time Attendee and New Member Reception
6:00 pm - 7:00 pm Welcome Reception

Tuesday, March 13, 2018

7:00 am - 6:30 pm Registration
7:00 am - 8:30 am IRI Asset Managers Committee
By Invitation Only
7:00 am - 8:30 am IRI Retirement Research Committee
By Invitation Only
7:00 am - 8:30 am IRI Public Relations Committee Meeting
By Invitation Only
7:30 am - 8:30 am Networking Breakfast
8:30 am - 9:00 am
What Consumers Really Want Today (and Tomorrow)

Consumer wants and needs are the driving force behind product development. In this session, we will discuss recent research highlighting consumers’ growing desire for investment protection without any caps on upside potential. We will also explore a unique approach to retirement planning to meet this demand and look at how these products are differentiated from what is available in the marketplace.


Renee Hamlen
Vice President, Retail Annuities
New York Life

 9:00 am - 9:30 am The Longevity Puzzle: Helping Advisors with Longevity Planning

Americans are living longer and spending more time in retirement than ever before. Advisors have the opportunity help their clients make financial decisions that will allow them to enjoy the lifestyle they hope for during their golden years. This session will provide insights about how advisors can incorporate longevity planning into their practice. We will discuss the three tenets of long life – mind, mobility, and money – and how retirement income strategies can fit into everyone’s portfolio.


Nag Odekar
Vice President, Marketing
Great West Financial

9:30 am - 10:30 am Mainstage Keynote 1
The American Presidency - the Past, the Present, and the Future

Each of the forty-five individuals who have been elected President of the United States have left their own unique signatures on America. Regardless of personal opinions about President Donald J. Trump, he has had an impact on American politics and culture like no other president in recent history. Jon Meacham, the Pulitzer Prize-winning presidential historian, will be sharing his perspective the present and future of the administration by examining the presidencies of Washington, Jefferson, Jackson, and George H. W. Bush.


Jon Meacham
Pulitzer Prize Winning Author
10:30 am - 11:30 am Great Ideas Forum

A series of three 20 minute sessions where marketing and sales leaders in the industry share the latest 'great ideas'

Creating Wealth Through Health

The session will include an analysis of how individuals diagnosed with chronic conditions, such as high blood pressure or Type 2 Diabetes, can adopt simple behavior modifications to improve health, increase disposable income, and extend life expectancies. The conversation will then focus on how health-related savings can be dedicated to annuities that can offset medical expenses in retirement.

Ron Mastrogiovanni
HealthView Services and HealthyCapital

Advisor Engagement through Thought Leadership

With the many options to consider when building a thought leadership program; knowing where to start or how to activate can be complex.  In this session, hear how Brighthouse Financial, a new company established by MetLife, developed and activated a thought leadership program by leveraging external experts to create content that engages Financial Advisors across a series of topics from understanding consumers, to understanding how they can help better position a complex category.  


Alex Dowlin
Director of Marketing
Brighthouse Financial

Retire on Purpose

Many new retirees experience the “sugar rush” that comes just after saying goodbye to the 9-to-5 but is often followed by a crash when suddenly faced with 30 years of time to fill. Dan Starishevsky is SVP of Marketing at Jackson and will be discussing the importance of connecting meaningful life planning with savvy financial planning.

Research shows that a retirement based on a life filled with Purpose leads to improved health and longevity. Yet, only 19% of advisors offer clients a non-financial retirement plan that helps with the transition into retirement. Retire On Purpose will give you the tools to guide those purpose conversations. Come learn how to help retirees pursue their purpose to create a fulfilling retirement. 


Dan Starishevsky
SVP of Marketing

11:30 am - 11:45 am Transition Break
11:45 am - 12:45 pm Thought-Leader Roundtable Sessions

The Rise of Fee-Based Products –Capturing Growth Opportunity
(Sponsored by the Asset Management Committee)

A ground swell of fee-based annuity products have come to market over the past year, with significant focus being placed across the industry on increasing the adoption of these product structures across the financial advisor community.  In this interactive session, we lean on lessons learned from asset managers for have been targeting fee-based advisors for many years and hear the advisor perspective on how to best approach fee-based product positioning to help showcase the true value of the product for the end investor and how the wholesaler interaction can be most impactful in the process.

Re-Thinking the Customer Journey: Finding Opportunities for Engagement

In this interactive session, marketing automation and technology gurus Jim Young and Michelle Jackson will walk you through a holistic, re-Imagined customer journey.  From customer engagement and onboarding to custom kitting, intelligent fulfillment and on-demand personalized communications.  Discover how you can capitalize on the industry trend to transform static transactional documents into branded, dynamic documents that BOTH engage and inform. And, more importantly, turn distribution challenges into a competitive differentiator.

How Do We Reduce the Annuity Sales Slump?

With variable annuity sales expecting to hit a 20 year low, some have suggested that the current sales model is broker.  This dynamic and interactive session will explore how we found ourselves in the current situation and what we can do to turn it around. The session leaders will take you through steps that we, as an industry, can implement to turn this trend around.  

1:00 pm - 2:15 pm  Lunch Buffet
2:15 pm - 3:15 pm Idea Labs - 3 Sessions

Separated into teams, attendees will have the chance to solve real-world scenarios with their industry peers, topics ranging from operations and technology to regulatory affairs.

Lab 1

Success in the financial services industry can be significantly impacted by the regulatory winds of change. As we learned from the DOL fiduciary rule, a single new regulation can disrupt the entire industry. Naturally, lobbyists are often seen as the first line of defense against harmful new rules, but how can sales and marketing experts help shape messages that will impact policymakers and public opinion?

Lab 2

Are you and your team prepared to react to the volatility in the market?  How do you position your organization to respond to dynamic changes in sales?  In this Idea Lab, you will collaborate with your peers to work through a scenario where you will have to react quickly and determine a strategy to face the latest challenge.

Lab 3

In the past year, we’ve seen PR teams from a variety of industries tackle crises that had global implications. This Idea Lab will drop you and your team into the middle of a challenging public relations situation – how will you ensure your organization finds the light at the end of the tunnel?

3:15 pm - 3:45 pm Networking Break
 3:45 pm - 4:15 pm  Protection, Growth and Income: The Consumer's Perspective

Join us for a thought provoking look at video clips from consumer focus groups conducted as part of the IRI-AXA study on consumer retirement portfolios, and a discussion about what we can learn from their perceptions of saving investing, risk, and expectations.


Kevin Kennedy
Managing Director, Head of Individual Annuity Business
AXA Distributors, Inc.
4:15 pm - 4:45 pm Idea Lab Wrap-Up

We will re-group after the Idea Labs to hear from each of the groups and discover how each reacted to the challenges they faced.

5:00 pm - 6:30 pm Reception

Wednesday, March 14, 2017

7:00 am - 12:00 pm Registration
7:00 am - 8:30 am IRI Member Services Committee
7:00 am - 8:30 am Networking Breakfast
8:30 am - 9:30 am Mainstage Keynote 2
The Art of Creating Differentiation

Scott McKain
Author and Customer Service Expert

9:30 am - 10:00 am

20 for 20 with Robert DeChellis and Lee Covington

The Chairman of IRI’s Board of Directors and IRI’s Senior Vice President and General Counsel will wrap up the Marketing Summit with a 20 minute overview of the Board’s top priorities for the coming year, a peek ahead at IRI in 2020 and beyond, and perhaps a bit of reminiscing about IRI’s first 20 years as your voice in Washington and across the country. Robert DeChellis and Lee Covington will share their thoughts and insights on the Board’s plans for continued engagement on the development of a best interest standard, the growth and expansion of IRI’s efforts to protect older Americans against financial exploitation, IRI’s 2018 Retirement Security Blueprint, and more.

10:00 am - 10:30 am Networking Break
10:30 am - 11:00 am Concluding Remarks by Cathy Weatherford