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2020 BMC Sessions
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General Sessions

 Peer Interaction Sessions 


General Sessions

Click on the names below to view speaker information.

Science of Success
Catherine Sanderson, Ph.D., Manwell Family Professor of Life Sciences, Amherst College 


A growing amount of evidence suggests that traits, such as the ability to control impulses, manage adversity, find internal motivation, and build relationships, are essential in achieving the best outcomes in both personal and professional relationships. This presentation will therefore focus on the importance of so called emotional intelligence (or EQ) in predicting success, and provide specific strategies for increasing your own EQ.

McMarketing: How to Build Your Business and Avoid Losing Half a Billion Customers 
Brian Burkhart, Founder, SquarePlanet


Imagine if your business could magically attract people to line up for its latest product, regardless of price, feature or service. Imagine reading cover letters from job applicants begging to work for you because the company spoke to them. Imagine selling services without mentioning who’s responsible for the work, how it’s done or what it costs. Through a powerful blend of case studies, scientific research and psychology, you will gain practical steps to build a business people love.

Those Things That Keep You Up at Night 
Rowena Crosbie, President, Tero International, Inc. CPF, President, Fore LLC


Did you know that only 8 percent of companies have a succession plan? Did you know that the most common approach to employee engagement is responsible for the epidemic of entitlement? Did you know that a lesson you learned from toddlers and pets is key to employee retention? Now, imagine that you have a method to demystify and simplify succession planning. Imagine that you are able to foster employee engagement without creating entitlement. Imagine that tools to improve employee retention cost you nothing and are already available to you. Well, stop imagining because it’s all possible. Learn how to use practical tools to solve three common problems all TPAs face.

Problem Solving Your Way to Success
Adam Hallet, Chief Executive Officer and Founder, Hallet Enterprise LLC


Are you constantly fighting fires or reacting to problems that keep coming back?  Do you make changes but didn’t see the improvements you expected? These are the frustrating symptoms of ineffective problem solving. The Process Improvement experts at Hallet Enterprise have a proven track record in solving multifaceted problems and transforming organizations to become best-in-class across various private and public industries. Hallet Enterprise has created an easy-to-use methodology to help organizations solve the right problem with the right solution. Founder and CEO, Adam Hallet will share his problem solving methodology with you -— so you can learn how to fix your problems for good!

Welcome to the Future! Don't Get Left in the Past: How Your TPA Practice Can Benefit From Advancements in Technology Using Robotics, AI, and Digitization
Joseph Burt, ERPA, APA, QPA, President, Pension Plan Specialists P.C.


Let’s face it, TPAs are not always the first to embrace technology. The time and expertise of implementing it can be an obstacle, and we don’t know if the investment will be worth it. The value we bring to our clients is substantial and so is the effort it requires from both a physical and monetary standpoint. Long hours are spent on repetitious tasks that are not always a good use of time and are prone to errors. How much time and money could we save by utilizing robotics, artificial intelligence, machine learning, and digitization in our practices? Gain a deeper understanding of the basics of what any TPA can do to leverage this technology as well as the most common functions within TPA practices that do. You’ll leave with a roadmap on how to get started, the software programs to utilize, the costs associated with developing internal processes, the associated savings, and what to watch out for in the future.

Taking a Deep Dive and Using Financial Information and Business Metrics to Propel Your Business 
Amanda Iverson, CPA, MBA, PHR, SHRM-CP, APM, Chief Operating Officer, Pinnacle Plan Design, LLC

Financial statements and business metrics provide business leaders with valuable actionable information, but when it comes to financial statements, one size does not fit all. As your business evolves, your financial statements should, too. However, the purpose of financial statements and metrics will not change. During this hands-on workshop, you’ll review a visual guide to corporate financial statements, and discuss what statements are necessary to convey information about recent results and financial health, regardless of company size. You’ll also look at metrics and Key Performance Indicators (KPIs) to see how they drive business success, and then explore how they’re calculated and differ between various practices, as well as what trends are important to watch.

Risk Reduction: Things You're Doing Without Realizing It and How to Avoid That Risk 
Ilene Ferenczy, J.D., APA, CPC, Managing Partner, Ferenczy Law Benefits Center


Common practices exist that may put TPA firms and their owners at financial risk, but there are steps owners can take to make their practice less vulnerable. Discover how to improve revenue sharing disclosures to satisfy even the fussiest DOL investigator; deal with the unavoidable things; understand E&O insurance and when to get them involved; recognize services that are unnecessary to provide and analyze current management systems.
Peer Interaction Sessions

Best Practices for TPA (Client Related)

Each TPA may have a different business model, but we can all relate to the fact that we all have clients. Take this opportunity to interact with your peers on how they keep their clients engaged, and understand the value of a TPA, basic and top-tier services provided, and one-on-one touch points.Walk away with best practices that have already
proven to have positive results.


Employment Best Practices
Recruit, hire, promote, sustain, or terminate...come prepared to explore ideas and share your insights as we discuss the best employment practices to cultivate and manage a vibrant workforce in our growing economy. What tools are being used to find competent recruits in the retirement industry? Does your culture help you engage the best available talent? Are you offering a job or career path? How do you retain and grow staff? From onboarding to termination, you will leave this session ready to implement fresh ideas to secure a solid team.


Marketing & Sales

In this ever changing world of retirement plans, TPA sales and marketing are changing, too. It is important to be able to market directly to financial advisors and demonstrate your value as a consultant. This interactive session will include tips for growing your company's influence with simple, powerful, and low or no-cost marketing techniques. Share your own experiences for marketing to financial advisors, leveraging social media and generating leads while discovering how your peers increase their sales, too.


Practice Management (Non-Client Related)

Your business operations are critical and necessary. You work IN your business, but you also must work diligently ON it. In this session you will learn how to grow your firm’s revenue, reduce expenses, and increase its strength. You will also explore staffing levels, types of positions to fill, use of technology and equipment, facilities, and vendor selection.


Security for Your Data, Participants, and Employees 
“My employees would never click on a phishing email or give out too much information over the phone,” said no one ever! As protecting sensitive data becomes more important, we will focus on fraudulent activity, and how it affects our businesses and what actions need to take place to combat these fraudsters. We will also spend time learning best practices surrounding training staff education, and verification of information and client involvement. Find out what processes others have incorporated and how to incorporate similar processes into your own practice.


Succession Planning
For most small business owners, their business is one of their main assets. Most likely, it is also an important part of their retirement strategy. The question is how will you capitalize on all the blood, sweat and tears that you have put into your business? What is your exit strategy? What is your business worth? Who are the potential buyers? How important is it that the business you have built continues after your retirement? What about your employees? Discuss the different ways to accomplish what may be the most important and hardest decision you’ll ever make.



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