Broker World

COMPANY NEWS

Legal & General America

As part of their commitment to closing the life insurance coverage gap in the United States, Legal & General America has launched a digital experiment, ­HowToBuyLifeInsurance.com. It’s a website designed to be an educational tool for people to learn more about life insurance and get a ballpark price range on what term life costs. HowToBuyLifeInsurance.com addresses the three main questions on a consumer’s mind: Why do I need life insurance? How much do I need? How much does it cost?

By experimenting with ways that they can approach consumers and bring them along a digital path that is engaging, informative and nonthreatening, Legal & General America hopes to create interest among the disinterested and action among those who are aware of their need but paralyzed by confusion and disenchantment. Legal & General America hopes to find ways to attract potential buyers who wouldn’t otherwise be reached—those who have been “on the fence,” or unaware of a significant risk they face without life insurance coverage. Legal & General America  has partnered with SelectQuote Life to fulfill the needs of those customers who come through HowToBuyLifeInsurance.com. Senior Vice President of Sales and Marketing Frank Gencarelli explained, “The real return from this experiment isn’t the life insurance we sell while conducting it, but what we learn about what works (and what doesn’t) in the mission to create demand among the uninsured.”

Legal & General America life insurance products are issued by Banner Life Insurance Company, Urbana, MD, and William Penn Life Insurance Company of New York, New York, NY. 

Petersen International

Petersen International Underwriters is pleased to announce the worldwide release of the Stock Option Disability Insurance Plan, an exclusive disability insurance program with a focus on providing stock option income protection for corporate executives of publicly traded companies. Whereas executive benefits and individual disability coverage indemnify portions of salaries and bonuses, compensation by stock option awards has never before been insured with the employment of a personal disability product.

According to James Petersen, marketing director at Petersen International, “This progressive endeavor and one-of-a-kind program offers ‘own occupation’ lump sum benefits to help alleviate the risk of permanent disablement and the potential loss of regular stock option compensation.” Both individual policies and group coverage with multi-life discounts are available.

Petersen International Underwriters is a coverholder at Lloyd’s and can be reached at 800-345-8816 or by email at piu@piu.org. 

Mutual of Omaha

When consumers look at their finances and start plotting how they are going to fund their retirements, they want to hear words like reliability and guaranteed income. Now Mutual of Omaha has released a new deferred income annuity product that can provide consumers with the financial security of a reliable, guaranteed income for as long as they live.

The Deferred Income Protector product, underwritten by United of Omaha, a Mutual of Omaha affiliate, can act as a personal pension plan for those people getting close to retirement. It can also be used as “longevity insurance” for people who want to defer their payouts until much later in life.

Highlights of the product:

 • Can serve as a pension substitute offering consumers guaranteed income for retirement protection and multiple income options to best suit their needs.

 • Qualified Longevity Annuity Contract (QLAC) friendly for consumers seeking longevity insurance to protect against outliving their retirement assets.

 • Provides consumers increased guaranteed payments, as compared to other deferred or immediate annuities.

 • Minimum initial deposit of $5,000 with minimum additional deposits of $2,000.

 • Issue ages are 40 to 75; includes a variety of payout options.

Mutual of Omaha is a full-service, multi-line organization providing insurance, banking and financial products for individuals, businesses and groups throughout the United States. For more information, visit www.mutualofomaha.com.

Legal & General America

Over the last decade, Legal & ­General America’s tele-application program, ­AppAssist, has continued improving and streamlining the life application process for agents and customers. Agents drop a simple ticket, and AppAssist takes the administrative burden of application fulfillment and case management from an agency, allowing them more time for marketing, finding new clients and matching their needs with the right coverage. The application and related forms are completed via a 30-minute telephone interview by the in-house call center. At the end of the interview, customers can give verbal approval to submit the application and schedule a paramedical exam.

AppAssist is a win-win for agents and customers:

 • Great service—customers can ask questions during the application interview.

 • Convenience—the interview call is scheduled at the customer’s convenience.

 • Speed—the interview call is typically completed within 48 hours of ticket receipt and using voice signature speeds up the cycle time by three weeks.

 • 98 percent of AppAssist completed interviews become formal applications.

 • 75 percent of AppAssist cases are placed.

When AppAssist is coupled with Legal & General America’s award-winning eDelivery program, clients electronically receive and sign their insurance policy, allowing a seamless and easy process from start to finish.

Legal & General America life insurance products are issued by Banner Life Insurance Company, Urbana, MD, and William Penn Life Insurance Company of New York, Garden City, NY. Banner is licensed to do business in 49 states and the District of Columbia. William Penn does business exclusively in New York; Banner does not solicit business in New York. 

Partners Advantage Insurance Services

Partners Advantage has announced the appointment of Charlie Gipple as senior vice president of sales and marketing. Gipple will manage all sales, marketing, recruiting, agent training and sales support activities across all company segments, which include the Platinum, Premier and Advantage divisions.

“Our SVP’s key role is to ensure our sales and marketing are laser-focused on achieving our aggressive growth targets and ensure our robust resources are maximized by the agencies we serve,” stated Partner’s Advantage President James Wong. “Charlie has an established track record of adding unique value to agencies and their agents; we are excited to have him continue these efforts with Partners Advantage.”

Most recently, Gipple served as the national director of index products at Genworth. Prior to joining Genworth in 2012, he was a vice president at ING for 11 years, leading a number of diverse product lines and distribution channels. He has worked in client sales, account management and product development, as well as the wholesaling of life insurance, annuity and mutual fund products. He has extensive experience working with independent marketing organizations (IMOs), brokerage general agencies (BGAs), broker dealers and banks.

In addition to his leadership experience, Gipple is well recognized in the annuity and life insurance industry as a speaker. He has extensive experience with index products, financial markets, financial legislation, behavioral finance and the positioning of insurance products. His articles have been featured in numerous industry publications and he has appeared on TheStreet.com and AM Best TV.

Gipple earned a bachelor of arts degree in finance from the University of Northern Iowa and holds Series 6, 7, 63 and 65 securities licenses. He has also earned the CLU and ChFC designations.

Partners Advantage has also announced the appointment of Chris Griffith to the post of senior vice president and chief financial officer for the company. Griffith will lead all financial and planning activities.

“A strong focus for our company is to expand the business planning services we provide for agencies, and Chris will be key in leading this effort,” stated James Wong. “He has a passion for helping financial professionals, retail sales agencies, and national marketing organizations increase efficiencies, grow sales and drive profitability.”

Griffith uses his experience to help businesses look introspectively at their organization and identify strengths, weaknesses, opportunities and threats. Ultimately he assists in developing a business plan that helps the organization reach their near and longer term goals.

As a financial services executive, his areas of experience include wholesaling, establishing institutional distribution, managing finance and operational teams, and driving sales. He has more than a decade of experience leading independent marketing organizations.

Prior to joining Partners Advantage, Griffith held multiple senior leadership roles at The Annuity Store and CFC Capital Partners. Most recently, he served as vice president of sales for the Southern California branch. As VP of sales, Griffith led the sales and operations teams and grew annuity premium by 60 percent.

Griffith earned his MBA with dual concentrations in finance and leadership from Pepperdine University and is a Retirement Income Certified Professional.

Partners Advantage also announced that Michael Babikian has joined the company’s advisory board. Babikian is the president and CEO of ­LegacyShield, a consumer engagement service that provides comprehensive legacy planning tools and services.

Babikian was formerly president and CEO of Transamerica Brokerage, where he was responsible for six sales channels, including Transamerica Bermuda. He served in several other roles at Transamerica before being appointed president and CEO. Prior to joining Transamerica, he was a partner and general counsel at Infinite Source Technologies, Inc., where he advised on all legal and tax matters. He started his career as an attorney for a tax law firm, where he advised clients on tax and business matters including entity creation, mergers and acquisitions, and exit strategies.

As a member of the advisory board, Babikian will join an impressive roster of corporate leaders which provides strategic counsel to the executive leadership of Partners Advantage, including:

 • Nathan D. Bergeland, founder and CEO of USAdvisors Network, LLC

 • Larry Cassidy, group chair with Vistage International

 • Mike McIntire, founder and president of McIntire & Associates

 • Harry N. Stout, managing director and CEO of Insurance Insight Group, LLC

 • Scott Tietz, CEO of Partners Advantage

 • Brad Tison, founder and president of The Achievement Group (TAG)

 • James Wong, president of Partners Advantage

“The Partners Advantage advisory board has been important in providing us with insights on issues in our industry and the economy at large, along with foresight on issues that enhance our planning processes,” stated Partners Advantage CEO Scott Tietz. “Michael’s wisdom will be greatly valued as we move ahead.”

Partners Advantage is aggressively investing in the company’s future and the value it provides to agencies throughout the country. The board has an important role in helping the company position for the future.

“We are excited about the future and feel our company is well positioned to build our long term value to our customers and continue with our focus on mergers and acquisitions,” stated company President James Wong.

Babikian will also be a presenter at The Platinum Event, a national meeting sponsored by Platinum Partners where many insurance marketing organizations from across the country will gather to gain insights into growing their companies. For more information, contact Partners Advantage at 888-251-5525.

Partners Advantage Insurance Services, LLC, is a national insurance marketing organization with a strong focus on life insurance, annuities and linked benefit products. The company’s Platinum and Premier divisions provide a vast menu of value-added services and resources to help more than 100 agencies thrive. In addition, independent financial professionals are served from regional offices across the country. For more information about Partners Advantage, visit www.partnersadvantage.com. 

AIG Financial Network

AIG Financial Network has announced that Edward A. Zabielski, Jr. was the organization’s leading sales agent for 2014. AIG Financial Network honored him at its recent Annual Leadership Conference. ­Zabielski has been a financial advisor for more than 35 years, serving families, businesses, non-profits and NFL players. He is a member of the National Football League Players Association (NFLPA), which provides NFL players with access to a diverse group of financial professionals. Zabielski, whose advisory practice is based in Middletown, DE, guides his clients through a wide range of complex financial decisions.

Zabielski has earned the Chartered Advisor in Philanthropy (CAP) designation. He helps individuals, small businesses and non-profit organizations reach their philanthropic goals while also meeting their non-charitable estate planning and wealth management needs. In 1996, he and his wife, Patricia, formed The Edward A. Zabielski, Jr. Foundation to help less fortunate children.

In 2002, Zabielski was elected to the board of trustees of the National Association of Insurance and Financial Advisors (NAIFA), and in 2004 he was re-elected. He has received numerous industry awards, including membership in the Top of the Table and International Forum.

“Ed exemplifies the word ‘partner’ in his relationships with his colleagues and clients alike,” said John Deremo, executive vice president and chief distribution officer, AIG Financial Distributors. “He has inspired his fellow agents to excel as individuals, as well as part of our team, while implementing strategies to help clients create more secure financial futures and achieve their desired legacies.”

“I’m honored to be affiliated with AIG and to educate others on the innovative solutions that are available as part of its vast and diverse product portfolio,” ­Zabielski said, “I became a financial advisor to make a positive difference in people’s lives—and seeing their goals and dreams come to fruition is incredibly rewarding.”

Zabielski recommends that in addition to investing in the local community his fellow members of the financial services field should take the time to participate in industry associations, stay abreast of new product innovations, and capitalize on opportunities for continued professional development.

For more information about AIG Financial Network, visit www.aig.com/financialnetwork.

First Protective

First Protective Insurance Group, Inc., a subsidiary of Protective Life Corporation, recently announced the acquisition of the brokerage business Profit Plans, LLC.

Profit Plans is a Chattanooga, TN-based brokerage agency founded in 1963 that specializes in both life insurance and annuities. The acquisition will allow producers at Profit Plans brokerage to access a broader range of risk management product lines, as well as expanded sales and marketing resources.

“We are pleased to bring these two successful organizations together and believe this will benefit Profit Plans’ producers and their clients,” said Andy Martin, CLU, ChFC, president of First Protective.

“We are excited about the opportunity to join forces with First Protective,” said Doug BeVille, president of  Profit Plans. “We believe the combined resources will help our customers continue to build their businesses and bring additional value to their clients.”

First Protective serves insurance and financial services professionals across the United States. Originally founded in 1983 as a life insurance distribution company, First Protective is a full-service financial services marketing organization providing life insurance, annuities and asset-based LTC solutions, as well as disability and long term care insurance. First Protective is headquartered in Birmingham, AL, with regional offices in Mobile and Huntsville, AL, Baton Rouge, LA, Greenville, SC, Nashville, TN, and Milwaukee, WI.

W.S. Vogel Agency

Lynda M. Baccoli, president of the W.S. Vogel Agency, Inc., has announced that the W.S. Vogel Agency entered into a merger agreement with the Katz Nassau Agency beginning July 1, 2015.

This merger with Katz Nassau will ensure the legacy of America’s oldest brokerage general agency. It will also strengthen its position in the wholesale insurance business, enhance efficiencies, and make available new product lines.

Everything in the Vogel Agency office will remain as is, and the W.S. Vogel Agency, Inc. name will continue.

For more than 50 years the Katz Nassau Agency has provided answers, insights and solutions for insurance professionals.

Joe Bosnack is the firm’s president and CEO, a 30-year veteran of the industry. He is the president of the Downstate Insurance Brokers Association and the past president of the Council of Insurance Brokers of Greater NY (CIBGNY). Bosnack is on the board of directors of the National Association of Independent Life Brokerage Agencies (NAILBA), as well as the board of SUB Centers, the industry’s oldest study group.

As the W.S. Vogel Agency approaches its 100th anniversary in 2020, this merger guarantees a successful transition into a second century of serving the insurance brokerage community. 

Petersen International Underwriters

Adding to their extensive disability and income protection insurance catalogue, Petersen International Underwriters have announced the recent launch of the Graded Benefit Disability Insurance Plan, an exclusive program designed to better serve the substandard-risk disability insurance marketplace for clients with less-than-perfect health histories.

Prospects traditionally declined or limited by disability insurance carriers can now be covered without harsh medical exclusions at graded benefit levels predetermined by the client at the time of application. This new disability product allows for underwriting flexibility, to the extreme benefit of the consumer, seldom achieved in the market.

Petersen International Underwriters is a Coverholder at Lloyd’s, specializing in unique disability insurance programs for individuals and corporations. 

Mutual of Omaha

Mutual of Omaha, a leading provider of group benefits, has announced a partnership with Amplifon Hearing Health Care to provide hearing aid benefits and discounted screening services. 

“Hearing loss is often associated with advanced age, but people of all ages are affected by hearing loss due to a number of reasons,” said Michelle Lebens, director of product development at Mutual of Omaha. “That’s why we are excited to present these valuable services and discounts for employers to offer their workforce.”

According to the Centers for Disease Control and Prevention (CDC), about 36 million Americans suffer from hearing loss, and that number is expected to double by 2030. Most health insurance policies don’t cover the costs associated with hearing loss, and many that do only cover the cost of an exam.

Amplifon Hearing Health Care is the largest provider of hearing health care benefits in the United States, covering more than 175 million lives. Their goal is to make it as easy as possible for hearing-impaired individuals to get the answers and help they need.