Sunday, September 2212:00 – 8:00p Registration

Akimel Foyer

2:00 – 5:00p Tech Table Akimel Foyer Bring your devices and get personalized service to help you leverage your tablets, iPads or phones

more effectively. Tech support will be here just for you through Monday at noon.

4:00 – 5:00p BONUS SESSION: The 5 Mistakes That Turn Social Networking Into Social “Not” Working Jeffrey Vann, EVP, Transformer Marketing Scorpion Room

Worried that you’re not reaching your full potential using social media? Then come join us as we discuss how to avoid the most common failures and how to leverage social media in order to sell without selling with measurable results!

5:00 – 5:30p Break

5:30 – 6:30p Carrier Cocktail Reception Akimel Foyer Our carrier cocktail reception will be a great opportunity to catch up with HighCap friends and carrier

contacts from across the country!

6:30 – 9:30p Dinner Akimel Ballroom

6:30 – 9:30p Texas Hold ’em Tournament and Gaming Akimel Ballroom Come and get to know your fellow HighCap members in a fun evening of Texas Hold ’em! Not a poker

player? No problem! There will be plenty of other games to play in our “casino.”

2013 HighCap Sales Forum

Sheraton Wild Horse Pass Resort & SpaPhoenix, AZ

September 22–24(Sunday afternoon through Tuesday Noon, with optional golfing on Tuesday)

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Monday, September 237:00a – 6:00p Hospitality Desk Akimel Foyer

8:00a – 12:00p Tech Table Akimel Foyer

7:00 – 8:00a Networking Breakfast Mesquite Terrace

8:00 – 8:50a Welcome and Update Jim Gelder, HCB Akimel Ballroom 4

8:50 – 9:30a Carrier Speed Dating Akimel Ballroom 4 Jennifer Dorfmeister, ING Jim Allen, MetLife Dennis Little, Aviva Warren May, Principal Rapid-fire, exciting ideas from our carriers that can immediately improve your business!

9:30 – 9:45a Break Akimel Foyer

9:45 – 11:15a BREAKOUT SESSIONS (4 Options)

SESSION OPTION #1: Tapping Into the Middle and Mass Affluent Markets Jennifer Dorfmeister, ING Deer Room

Insurance ownership is at an all-time low but the need is at an all-time high. Learn about the growing need that the Middle and Mass Affluent Markets have for life insurance and how you can tap into these markets with tangible sales ideas that will help grow your practice.

SESSION OPTION #2: How Much Is Your Business Worth? Brad Davidson, SPARDATA Ant Room

Advisors with business owner clients should consider the benefits of “raising the valuation issue” with them. You don’t have to be a valuation expert to use this easy and highly effective approach to uncover opportunities which otherwise might remain hidden. This practical session explains how.

SESSION OPTION #3: Future of Underwriting: Predictive Analytics and the History Behind It — Panel

Quail Room Chris Schneider, Transamerica Susan Ghalili, John Hancock Michelle Palmer, Principal Query this panel of industry underwriters about the direction that underwriting is going; such as

predictive analytics and financial underwriting. Bring your case and speak with an underwriter on site. Join us for a group discussion and walk away with tips to help achieve the best possible outcome.

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Agenda

SESSION OPTION #4: Long Term Care Costs in Retirement Doug Jacobs, Nationwide

Scorpion Room 1 in 2 people will need Long Term Care in their lifetime but most people are not preparing for the costs

associated with the care. This presentation addresses the issues surrounding the lack of long term care planning and introduces an assessment tool producers can use with their clients to estimate their potential long term care costs and how to plan for these costs if needed.

11:15a – 12:00p Structured Idea Sharing Randy Zipse, HCB Akimel Ballroom 4

Among the primary commonalities of HighCap producers is success and professionalism. Beyond that, the group is very diverse. This session will allow HighCap members to share ideas with their peers. Pick up valuable sales, marketing, and relationship-building tips from fellow HighCap members.

12:00 – 1:00p Networking Lunch Akimel Ballroom 3

1:00 – 2:15p It Happens Again: Change Creates Opportunities Chris Erblich, Husch Blackwell Join us for an in-depth discussion with attorney Chris Erblich on recent estate and income tax laws

for 2013. Included in the presentation is a review of the recently enacted American Taxpayer Relief Act, the Obama Administration’s 2014 budget proposal, opinion papers issued by the Senate Finance Committee, and other proposed legislation. Mr. Erblich will also touch on managing family dynamics by reviewing several smaller case studies to show how you can determine the true goals of a client when preparing an estate plan.

Akimel Ballroom 4

2:15 – 2:30p Break Akimel Foyer 2:30 – 4:00p BREAKOUT SESSIONS (3 Options)

SESSION OPTION #1: Legacy Planning for the Hometown Millionaire Jim Allen, MetLife Deer Room

This presentation focuses on the estate and legacy planning needs of the mass affluent who are not typically subject to the federal estate tax. Issues such as state estate taxes, estate equalization, planning for blended families, and choosing to use portability or the credit shelter trust are covered. The spousal access trust as a flexibility tool is also discussed.

SESSION OPTION #2: We Have A Client In Common Brad Davidson, SPARDATA Ant Room

This session assumes you attended my first break-out session and builds on it. Business owners have six professional advisors: their CPA, attorney, financial advisor, banker, P&C agent and life insurance agent. Unfortunately for owners, they rarely communicate with one another and when they do, the relationship is usually adversarial. In this session you will learn how to use “the valuation issue” to break down those silos and put yourself on the same side of the table as the owner’s other influential advisors.

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SESSION OPTION #3: Basics on IUL — Panel Quail Room David Rosuck, Pacific Life Dennis Little, Aviva Neal Kerins, John Hancock Michael Parker, Lincoln Financial Distributors Given the turbulence in the market the last few years we understand many clients are much more

conservative than they were. However, they want opportunity for growth and IUL could be the right fit for them! Come and hear from experts on how IUL works, how to compare indexes and learn how to fit this unique product into your business.

4:00 – 4:05p Transition Break Akimel Foyer

4:05 – 4:45p Carrier Speed Dating Akimel Ballroom 4 Doug Jacobs, Nationwide Sam Barnett, Lincoln Financial Distributors Jamie Ferguson, Protective Rapid-fire, exciting ideas from our carriers that can immediately improve your business!

4:45 – 5:30p Structured Idea Sharing Randy Zipse, HCB Akimel Ballroom 4 Among the primary commonalities of HighCap producers is success and professionalism. Beyond that,

the group is very diverse. This session will allow HighCap members to share ideas with their peers. Pick up valuable sales, marketing, and relationship-building tips from fellow HighCap members.

5:30 – 6:15p Break Akimel Foyer

6:15 – 9:00p “Casual Dress” Cowboy Cookout Koli Equestrian Center Join us for a five-minute ride over to the Koli Equestrian Center for a down-home cowboy cookout.

Plenty of great bbq and chuck wagon-style gourmet fare, ice cold brews, entertainment, and fun under the desert sky.

Tuesday, September 247:00a – 1:00p Hospitality Desk Akimel Foyer

7:00 – 8:00a Networking Breakfast Mesquite Terrace

8:00 – 8:40a Carrier Speed Dating Akimel Ballroom 4 Rich Brugger, Prudential David Rosuck, PacLife James Hahn, Transamerica Michelle Dauphinais, John Hancock Rapid-fire, exciting ideas from our carriers that can immediately improve your business!

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8:40 – 10:15a BREAKOUT SESSIONS (3 Options)

SESSION OPTION #1: A Transition of Trust Don McLaughlin, Principal Deer Room A contemporary discussion of contingency, succession and transition planning issues and options for

you and your practice. With 40% of the financial advisors in the U.S. retiring in the next 5-8 years, this topic will prove valuable to everyone present, both young and old.

SESSION OPTION #2: Life Insurance Planning for Today’s Challenges

Rich Brugger, Prudential Ant Room

Join us as we will discuss how to integrate cash value life insurance in retirement planning and also discuss how help you inspire people to protect and enrich their lives through the power of life insurance.

SESSION OPTION #3: Product Development in Trying Times Tim Pfeifer, Pfeifer Advisory LLC Quail Room There have been many changes affecting the industry. These changes in turn dramatically affect the

products our carriers offer. Join us as we listen in on this panel to learn where our carriers are headed.

10:15 – 10:30a Break Akimel Foyer

10:30 – 11:30a Keynote Speaker Jim Carroll

Akimel Ballroom 4 Recently named as one of “four leading sources for insight on innovation and creativity” by Business

Week, Jim Carroll is best described as an international futurist, trends, and innovation expert. Jim will challenge you to confront the “big trends” and harness the Power of Change. You don’t want to miss this exciting, relevant presentation!

11:30 – 11:40a Wrap up and Drawing for 10 Free Rounds of Golf Akimel Ballroom 4

11:40a – 12:30p Box Lunch To Go Akimel Foyer

1:00p Optional Golf at the Cattail Course NOTE ABOUT GOLF: If you’d like to play golf on Tuesday at 1:00 pm, please register for golf in the

registration section of the website. You will be responsible for green fees and club rentals UNLESS you win one of the 10 free rounds of golf given away at the end of the program.

The 18-hole “Cattail” par 72 course plays to more than 7,300 yards from the championship tees, and will require golfers to navigate over and around several water features and deep canyons. The course rating is 73.4 and it has a slope rating of 132 on Bermuda grass.

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