Broker World

The Leaders Group, the premier broker-dealer for brokerage general agents, insurance agents, and independent financial advisors, announced today the promotion of Sean Wickersham to president and chief marketing officer. He will have the primary responsibility of corporate management oversight and planning, and development and execution of marketing initiatives.

Wickersham joined The Leaders Group in 1998 and has been a key player in the

development and growth of the organization into the industry’s number one broker-dealer in the world for variable universal life distribution.

“Sean has been preparing for this role for a long time and has earned the respect of our employees, advisors and industry affiliates. I’m very proud of Sean’s integrity, industry knowledge, humility, and work ethic. He has earned this and it is time for him to help lead the future of The Leaders Group,” said Dave Wickersham, CEO of The Leaders Group. This promotion will afford more time for the CEO to dedicate to developing long-term strategic planning efforts, as well as improve the overall operating efficiency of The Leaders Group for future growth.

The Leaders Group is a national, independent broker-dealer located in Littleton, CO. Founded in 1994, the firm operates as one of few broker-dealers in the nation specializing in wholesale brokerage business. For more information about The Leaders Group, visit www.leadersgroup.net.

Mutual of Omaha recently announced its entry into the Medicare Advantage market through a strategic alliance with Lumeris, an industry leader in delivering value-based health care solutions. Beginning in 2019, Mutual and Lumeris plan to offer a Medicare Advantage plan with prescription drug coverage in select markets. The multi-year agreement between Mutual and Lumeris will create Medicare Advantage plans across the country to provide high-quality and efficient care for Mutual Medicare Advantage customers. According to the Kaiser Family Foundation, one in three people with Medicare are currently enrolled in a Medicare Advantage plan, and by 2027 that number is expected to climb to 41 percent.

 “Our entrance into the Medicare Advantage market represents a significant step forward for Mutual of Omaha as we strive to respond to customer needs and offer a meaningful suite of senior health solutions,” said Mutual Chairman and CEO James Blackledge. “We’re confident that our collaboration with Lumeris will lead to better health outcomes for our Medicare Advantage customers.”

Lumeris, a pioneer in enabling collaborative relationships between payers, providers and consumers, earned recognition as the Best in KLAS leader in Value-Based Care Managed Services for 2015/2016 and 2017. The company has over 10 years of experience with Medicare Advantage plans and has developed a highly successful, collaborative payer model that consistently delivers better clinical outcomes for patients. The first-of-its-kind, value-based model emphasizes the wellness of patients and the pursuit of better health outcomes, lower costs, improved patient experience and physician satisfaction.

“Our new initiative with Mutual of Omaha is exciting because it enables both of our companies to build on our successes, while remaining laser-focused on what matters most—delivering the highest quality care to seniors,” said Lumeris Chairman and CEO Mike Long. “This new partnership also leverages each company’s unique strengths to benefit the larger health care ecosystem. Together, we will make a deeper, more meaningful difference in the lives of patients and providers.”

Blackledge said the alliance will further solidify Mutual of Omaha’s leadership in the senior health market. “Mutual of Omaha was one of the first providers of Medicare Supplement plans, and we intend to continue to meet the changing health care-related needs of seniors. By entering the Medicare Advantage market with Lumeris’ proven value-based care model, we will be able to offer our senior customers a full array of solutions.”

Under the terms of the strategic operating agreement, Mutual of Omaha will own and carry the name of the new Medicare Advantage plans and provide brand, marketing and distribution expertise and capital. Lumeris will work as a strategic operating partner to help evaluate markets, establish networks, align with providers and administer plans. An Executive Steering Committee comprised of Mutual and Lumeris representatives will provide oversight and governance of the plans. In addition, Blackledge has joined the Lumeris board of directors.

Medicare Advantage plans rely on private companies to provide Medicare benefits that are traditionally provided by the government. Most Medicare Advantage plans employ a managed care model and offer additional benefits not traditionally covered by Medicare Parts A and B, including prescription drug coverage. 

For more information about Mutual of Omaha, visit www.mutualofomaha.com.

Allianz Life Insurance Company of North America (Allianz Life®) announced today that it gave $290,000 in grants to nonprofits that enhance local seniors’ quality of life through community programming and outreach. The organizations receiving grants help seniors remain self-sufficient, offer community connections, and provide education about elder financial abuse prevention. Since 2009, the Allianz Life Senior Services Grant Program has now given more than $2.1 million to nonprofits serving seniors.

 The 16 grant recipients support seniors by building social vitality and independence using services including food delivery, transportation and adaptive living assistance. These organizations also provide basic living needs, social activities and community interaction. Additionally, chosen nonprofits help victims of elder financial abuse through education and assistance for them and their caregivers.

 “These organizations work tirelessly to help seniors live vital and independent lives,” said Allianz Life President and CEO Walter White. “We are proud to continue our support of their missions through our grant program.”

 The following 16 organizations received grants ranging from $10,000 to $35,000:

• Canvas Health ($15,000)
• Catholic Charities of St. Paul and Minneapolis ($15,000)
• CommonBond Communities ($15,000) 
• Friends of the Hennepin County Library ($15,000)
• Help At Your Door ($25,000)
• Intercongregation Communities Association (ICA) ($15,000)
• Kairos Alive! ($10,000)
• Keystone Community Services ($35,000)
• Little Brothers Friends of the Elderly ($20,000)
• Minneapolis Institute of Arts ($15,000) 
• Minnesota Elder Justice Center ($15,000)
• Sabathani Community Center ($15,000)
• Senior Community Services ($35,000) 
• Theater Latte Da ($15,000)
• TRUST, Inc. ($15,000)
• Tubman ($15,000)

In addition to giving these grants, Allianz Life will continue to partner with the Better Business Bureau of Minnesota and North Dakota to provide the Safeguarding Our Seniors volunteer program. Through this program, trained volunteers visit senior or community centers to educate and discuss the topic of preventing elder financial abuse. To date volunteers have given more than 70 presentations, providing information to more than 900 seniors.

Allianz Life Insurance Company of North America, one of FORTUNE’s 100 Best Companies to Work For® in 2017, has been keeping its promises since 1896. Today, it carries on that tradition, helping Americans achieve their retirement income and protection goals with a variety of annuities and life insurance products. In 2016, Allianz Life provided a total of $2.6 billion in benefit payments that supported policyholders’ financial objectives. As a leading provider of fixed index annuities, Allianz Life is part of Allianz SE, a global leader in the financial services industry with 142,000 employees in more than 70 countries worldwide. More than 85 million private and corporate customers rely on Allianz knowledge, global reach, and capital strength to help them make the most of financial opportunities. 

Ohio National Financial Services is pleased to announce its funding of eight additional Habitat for Humanity of Greater Cincinnati homes for a total donation of $520,000. Two homes will be built each year for the next four years through 2021. In 2017, Ohio National completed its 17th and 18th Habitat homes.      

Since 2009, Ohio National has donated more than $1.8 million to Habitat for Humanity for their mission to provide decent, affordable housing for lower income families.  

“Our partnership with Habitat for Humanity of Greater Cincinnati makes the dream of home ownership a reality for many families in our local community,” said Gary T. “Doc” Huffman, Ohio National’s chairman, president and chief executive officer. “We are proud to continue our commitment to help Habitat build a more secure future for them,” he added.

Ed Lee, president and chief executive office of Habitat for Humanity of Greater Cincinnati said, “We are thankful for Ohio National’s generous donation. Ohio National has demonstrated its commitment to the betterment of the Cincinnati community over the past several years. Our collaborative partnership increases Habitat’s capacity to address one of our city’s most serious needs – decent, affordable homeownership opportunities for hard-working families in need.”  

Habitat for Humanity of Greater Cincinnati (http://habitatcincinnati.org/) is a non-profit Christian housing ministry that seeks to build strength, stability, and self-reliance through shelter. While commercial companies, like the property block, can also create affordable housing, Habitat for Humanity does for charity. Since 1986 Habitat for Humanity of Greater Cincinnati has built, renovated, or repaired more than 600 homes throughout a nine-county region including Hamilton, Butler, Clermont and Warren counties in Ohio; Boone, Campbell and Kenton counties in Kentucky; and Dearborn and Ohio counties in Indiana. It has also contributed to building nearly 1,000 homes globally in Armenia, Cambodia, El Salvador, and Kenya. Habitat is dedicated both locally and globally to construct, rehabilitate and preserve homes; advocate for fair and just housing policies; and provide training and access to resources to help families improve their shelter conditions.

For more information about Ohio National,  visit www.ohionational.com.

New building.  New approach.  New opportunities!
These are themes driving National Western Life through 2018.

After 40 years in our previous location, the company moved to a state-of-the-industry facility in an emerging area of always vibrant Austin, TX.  With the new campus comes a renewed commitment to excellence for all stakeholders—employees, distributors, advisors and policyholders.

And speaking of new, please allow me to introduce myself as the recently installed Senior Vice President and Chief Marketing Officer for National Western Life.  My career path and the company’s direction intersect at a challenging yet exciting time in our business.  Here’s what drives me every day as CMO—maintain NWL’s leadership position as an annuity product innovator and significantly increase continuous life insurance premium.  I know of only two ways to do that: Increase sales volume from our existing distribution and find new distribution.  

National Western Life will do both in 2018. 

For our current distribution, primarily National Marketing Organizations (NMOs), we’re streamlining our annuity portfolio, aligning our regional sales directors both geographically and relationally, building out our sales desk with additional staffing for more outreach to advisors and implementing a call center approach (onsite) for enhanced servicing of all aspects of our business.

These initiatives and others will better position NWL for a greater market share from our current distribution partners.

But until recently   there were many stones unturned for additional outlets for the Company’s products.  Of particular note is National Western Life’s extraordinarily strong financials distinguished by ratings affirmations from AM Best and Standard and Poor’s. Our ALIRT score is unrivaled by most carriers.  This strength, coupled with our broad product portfolio, has the company in position to enter new markets.

This year we have established four distinct distribution channels to harness the full production potential of National Western Life: National Marketing Organizations, General Agencies, Financial Institutions and Multi-Cultural markets.  Each of these divisions will have a channel head populated by some of the best in the business, including familiar faces from National Western Life and our industry.  

While there is a common fuel that drives each of these sales engines, products and technology, there must also be specialized expertise and approaches to earn premium flow.  NWL will have that in intellectual capacity and technological capability.  Now to the fuel that powers the engine.

Technology:  InsureTech is a spectra that, instead of haunting traditional insurance companies, can give them just enough of a jolt to sharpen their competitiveness.  We’re not frightened.  2018 will see NWL embracing multiple E-App platforms, integrating reflexive underwriting for point-of-sale life insurance approval, and subscribing to financial institution portals for electronic submission of applications and funding.  Our policyholders will be able to conduct more paperless transactions as we phase in the next stage of our new fully integrated administration system.

Annuity Products:  As mentioned earlier, we’ll be streamlining our portfolio so each product and its consumer centered features can be easily identified.  But we will never stop innovating.  As of this writing, our Dynamic Series is debuting.  The series will feature shorter durations of seven and 10 years but some of the most generous liquidity in the marketplace—like cumulative withdrawals and policy loans.  A unique withdrawal benefit rider that charges only when the benefit is triggered will be widely appealing.  NWL is also offering some new index-linked allocation strategies to both new and inforce business to strengthen the long term value our company and its products can bring to the consuming public.  And, for the first time ever, National Western Life will be illustrating its annuity products.

Life Products:  The life business is the foundation of my career—starting as a personal producer, to general manager, to company executive.  NWL is a market leader in single premium life and we will be introducing this product through our new distribution channels.  The company will introduce both mortality and accumulation products with broad appeal.  Some of these will be customized for specific distribution.  Others will be available at large.  We recently enhanced our illustrated rates by as much as 55 bps thanks to the collective efforts of our marketing and actuarial teams.  That’s just a down payment for building a very consumer-relevant life product portfolio.  Central to this expansion is integrating “new fashioned” and “old fashioned” underwriting for efficient risk selection and pricing.  We have the skill set for both.

Our new head of Multicultural Sales will take full advantage of NWL’s international distribution experience. Over the years, National Western Life has accepted applications from as many as 40 different countries.  On staff we speak multiple languages.  The infrastructure to service and support our international business will be expanded to include multicultural sales opportunities domestically.

Any discussion of 2018 would be incomplete without mentioning the DOL Fiduciary Standard.  As most of you should know, DOL is here and now.  Financial advisors must follow a best interest protocol when dealing with their clients’ qualified funds.  The Best Interest Contract (BIC) which requires additional burdens and responsibilities for financial institutions overseeing advisors has been delayed.  National Western Life views this as a reprieve and not a commutation.  This gives all of us additional time to adequately prepare for what may be headed our way.

Planning a trip to Austin?  Then you have an open invitation to visit National Western Life’s new headquarters.  But you won’t have to see the new building to experience the new approaches we are taking and the new opportunities National Western Life is providing.  You can do that wherever you are and whenever you want!  [BW]

Ohio National Financial Services  announced recently that  Anthony W. Dunn, CPA, CMA, CPCU, was named chief financial officer on Jan. 1, 2018. Dunn succeeds Arthur J. Roberts, CPA, CLU, FLMI, who retired at the end of the year. Dunn will continue to execute the organization’s financial strategy in the final year of a five-year corporate growth plan and will lead the financial strategy development for the company’s next plan. 

“This move comes as part of a comprehensive succession planning process we have put in place to position the company for the future,” said Gary T. “Doc” Huffman, Ohio National’s chairman, president and chief executive officer. “Tony’s background in financial strategy, operations and audit oversight and his strong history of leadership position him well to oversee our enterprise financial operations. He has made significant contributions to the ongoing transformation of our internal auditing function.” 

Dunn joined Ohio National in 2015 as vice president, audit services, and in 2016 was promoted to senior vice president, audit services.  Prior to joining Ohio National, Dunn was vice president, financial planning and analysis for The Cincinnati Insurance Company and its subsidiaries. He received his bachelor’s degree from Miami University. 

Roberts joined the company in 1994 and had served as vice president, financial reporting, and senior vice president, controller and treasurer. He led Ohio National’s strategic financial operations for the past decade after becoming senior vice president and chief financial officer in 2008. 

During his tenure, Roberts’ disciplined financial management contributed to Ohio National’s growth and success, which included:  

• Growing statutory surplus 30 percent to more than $1 billion and GAAP equity by 65 percent to more than $2.3 billion through his leadership in capital solutions.
• Advancing Ohio National’s financial operations including oversight of rating agency relationships and the financial analysis of the company’s Latin American operations.
• Growing assets under management from $25 billion in 2008 to more than $41 billion today.

“Art’s contributions have helped the company navigate some tough headwinds,” said Huffman. “We are pleased to have Tony on board to take the reins and help develop our company’s next strategic plan. We believe he is the right person to take the financial foundations laid before him and continue to build Ohio National’s financial strength,” he said.

Tracing its corporate origins to 1909, Ohio National markets a variety of insurance and financial products through more than 50,000 representatives in 49 states (all except New York), the District of Columbia, Puerto Rico and through affiliated operations in South America. Additional subsidiaries operate in New York and Connecticut. As of December 31, 2016, its affiliated companies have $41.8 billion total assets under management. Products are issued by The Ohio National Life Insurance Company and Ohio National Life Assurance Corporation. Ohio National is proud to be named a “Top Workplace” in Cincinnati for eight consecutive years by Enquirer Media (June 2010-2017) and employs more than 1,300 associates. Please visit www.ohionational.com for more information and for the latest company updates, connect with Ohio National on LinkedIn, Facebook, Twitter and Instagram.

Allianz Life Insurance Company of North America (Allianz Life®) announced that it hired Kelly LaVigne as senior director of Advanced Markets. LaVigne will be responsible for overseeing the content and marketing of advanced markets tools and services used by financial professionals. He will report to the vice president of Distribution Marketing Doug Koenen.

 “Kelly brings more than 25 years of experience in financial services to Allianz Life,” said Koenen. “He has an extensive track record of success in delivering new and innovative advanced markets solutions which will be beneficial to our financial professionals.”

 Prior to joining Allianz Life, LaVigne was director of Advanced Markets and Industry and Regulatory Strategies for Transamerica Capital Management. In that role, he delivered advanced markets workshops for financial professionals and coordinated preparedness projects for the implementation of the Department of Labor fiduciary rule. LaVigne was also vice president of Advanced Markets for AXA Equitable where he published a book on retirement income planning. Previously, he held leadership roles with ING/Aetna Financial Services and was an advanced markets attorney for Travelers Life and Annuity.

LaVigne earned a Bachelor of Science degree in communications and marketing from Central Connecticut State University in New Britain, CT, and holds a Juris Doctorate from Western New England College School of Law in West Springfield, MA. He also holds FINRA Series 6 and 26 securities registrations and is a Certified National Instructor for Life Insurance Continuing Education.

Allianz Life Insurance Company of North America, one of FORTUNE’s 100 Best Companies to Work For® in 2017, has been keeping its promises since 1896. Today, it carries on that tradition, helping Americans achieve their retirement income and protection goals with a variety of annuities and life insurance products. In 2016, Allianz Life provided a total of $2.6 billion in benefit payments that supported policyholders’ financial objectives. As a leading provider of fixed index annuities, Allianz Life is part of Allianz SE, a global leader in the financial services industry with 142,000 employees in more than 70 countries worldwide. More than 85 million private and corporate customers rely on Allianz knowledge, global reach, and capital strength to help them make the most of financial opportunities.

As of January 1st, 2018, Sam Corey, III, is now president and owner of The Brokerage Resource, while his father remains as founder. Sam Corey, Jr., built the company from the ground up in 1992 to become the established field marketing organization that it is today. Having run the company for twenty-five years, Sam Jr. has done a remarkable job of attracting and representing only A rated or better insurance carriers, and has made the senior healthcare sector his top priority for the independent insurance agents who work with The Brokerage Resource. His new role will be as an advisor and consultant to the firm, focusing on maintaining the steadfast relationships he’s built over the years with industry leaders and providing guidance.

Sam III has been chief operating officer for the past 18 months, and has continued to steer the business in the direction his father set forth. Growing the firm and adding a broad portfolio of insurance products to retain the best insurance agents nationally has been their primary goal. The core values and principles of The Brokerage Resource will not change, and the knowledge, experience and dedication of the staff to assist their independent agents will continue to be of utmost importance. Honesty, integrity and hard work is what drives the company, and with that a deep commitment to their producers and insurance carriers.

The Brokerage Resource is a member of the National Association of Independent Life Brokerage Agencies (NAILBA), and the national marketing groups The Brokers Health Insurance Network, Inc. (BHINI) and National Brokerage Agencies (NBA). 

They welcome any comments or questions you may have, and look forward to a prosperous 26th year with Sam III at the helm.  For more information visit www.tbrins.com.

Robert Lamoureux, Chair of Foresters Financial Board of Directors, announced recently the appointment of James Boyle as Foresters new President and Chief Executive Officer, effective January 8, 2018.

Boyle has more than 30 years of financial services experience. He spent almost 20 years with Manulife Financial and John Hancock in a variety of operating roles, culminating in his being named President and CEO of John Hancock in 2008. He retired from John Hancock in 2012 and has subsequently been involved in private and venture capital investing and, most recently, was CEO of an early-stage healthcare technology startup, Zillion Group Inc. Boyle is a CPA and began his career at Coopers & Lybrand.

Boyle joined Foresters Board of Directors in June 2017 and will now lead the organization and evolve and implement its Purpose-driven strategy and set it on a path of sustainable, profitable growth.

“Jim Boyle is an exceptional financial services leader, who was selected by the Board following a rigorous internal and external search. Jim has proven himself to be an exemplary leader, clear communicator, and a very successful developer of talent,” said Lamoureux. “Foresters Board of Directors is confident that he is well suited for this important role.”

“The Board extends its appreciation to Board members, Sonia Baxendale and Mike Stramaglia, for stepping into the Co-Interim CEO role in July. Mike and Sonia will support Jim in the early phases of his transition and return to their Board Committee Chair roles on February 1, 2018.”

For more information about Foresters Financial, visit www.foresters.com. 

Foresters Financial™, an international financial services provider, believes in doing more for their members, their members’ families and communities. And as part of that purpose, they raised money for Puerto Rico’s chapter of Ronald McDonald House Charities^®1 at the National Association of Independent Life Brokerage Agencies (NAILBA) recent 36th annual meeting.

Through efforts at NAILBA, Foresters will donate U.S. $32.50² to the Puerto Rico chapter of Ronald McDonald House Charities® for every business card collected at NAILBA 36, up to $3,250.

Since the start of 2017, the number of natural disasters striking the United States and Canada has been unprecedented. Floods, wildfires, ice storms, and hurricanes have displaced thousands, destroyed homes, and caused turmoil for millions of people. The destruction of homes can range from mild to severe, that is why professional services such as Burlington roofers need to be one hand to make sure homes affected are secure so that homeowners are able to rebuild.

During this period, Foresters has activated its Emergency Assistance program 11 times to help eligible members³ affected by these disasters. But the extraordinary catastrophes brought about by hurricanes Harvey and Irma have raised the stakes. As of October 31, Foresters has paid out approximately $2.6 million in financial assistance to over 6,600 members in areas affected by these deadly storms. 

Foresters is also helping the millions of people pick up the pieces from these deadly storms, donating $130,000 to hurricane relief efforts.

For more information about Foresters Financial, visit www.foresters.com.

Footnotes:

1. ^®Ronald McDonald House Charities, RMHC, Ronald McDonald House, Ronald McDonald Family Room, and Ronald McDonald Care Mobile are all registered trademarks of McDonald’s Corporation or its affiliates and are used with permission.
   
2. All funds in Canadian dollars.
   
3. Foresters Financial member benefits are non-contractual, subject to benefit specific eligibility requirements, definitions and limitations and may be changed or cancelled without notice.

Foresters Financial is an international financial services provider with more than three million clients and members in Canada, the United States and the United Kingdom. They provide life insurance, savings, retirement and investment solutions that help families achieve their financial goals and make a lasting difference in their lives and communities. In Canada, products are offered by The Independent Order of Foresters and its subsidiary Foresters Life Insurance Company. Investment products are offered by Foresters Asset Management Inc.

Foresters Financial has assets of more than $13.4 billion, total funds under management of almost $44 billion and a surplus of $2.1 billion (all figures in Canadian dollars as of December 31, 2016). 

Foresters Financial and Foresters are trade names and trademarks of The Independent Order of Foresters (a fraternal benefit society, 789 Don Mills Road, Toronto, Canada M3C 1T9) and its subsidiaries.