Broker World

Accordia Life recently announced the launch of its Des Moines-based life insurance company focused on delivering competitive life insurance solutions through its network of seasoned distribution partners and life insurance professionals.

Accordia Life launches with a suite of products, including indexed universal life, universal life and term insurance. These products are designed to help meet the protection, wealth transfer and small business needs of customers throughout the United States.

“Today we are pleased to introduce ­Accordia Life to the life insurance industry,” said Michael Miller, president of Accordia Life. “We are building an innovative new life insurance company, leveraging the talents of our seasoned industry professionals and our expertise in indexed universal life. We look forward to delivering outstanding results to our distribution partners and clients.”

With more than 200 seasoned life insurance employees, Accordia Life brings in-depth knowledge of product, underwriting, operations, sales and marketing, to create an agile, innovative organization built on best practices. Steve Hinrichs, senior vice president, sales, will lead distribution efforts through a national network of career and independent life insurance marketing organizations, bringing more than 30 years of industry experience to the role.

Accordia Life is a subsidiary of Global Atlantic Financial Group Limited (Global Atlantic). In 2013, Global Atlantic acquired the Aviva USA life division, which it then incorporated as Accordia Life. The Accordia Life business is built on a foundation of seasoned industry talent, risk management expertise and proven product designs.

Accordia Life and Forethought Life ­Insurance Company form Global Atlantic’s primary insurance sales operations, offering annuities, life insurance and pre-need life insurance. 

Life Secure Insurance Company

LifeSecure Insurance Company recently announced the appointment of Tiffany Albert as president and CEO. The move follows the retirement of Lisa Wendt, who previously held the same position.

“LifeSecure is a financially strong, fast-growing national insurance company. I look forward to partnering with our leadership team and employees to lead the company into its next chapter and further position the company as an industry leader,” said Albert. “Long term care insurance is LifeSecure’s core business, and we will continue to grow and strengthen this important product line. In addition to expanding our footprint in the LTC market, we remain focused on developing and delivering new and innovative products,” she continued.

Albert brings more than 20 years of insurance experience and a proven track record of execution and strategic leadership. Her broad experience includes new business development, customer management and retention, marketing, program implementation, operations, provider contracting, information technology, and organizational development.

Previously, Albert served as director, external sales distribution and strategic sales at Blue Cross Blue Shield of Michigan (BCBSM). She is a graduate of the University of Michigan and a licensed agent for accident and health insurance in the state of Michigan.

LifeSecure Insurance Company is based in Brighton, MI, and is dedicated to providing uncomplicated insurance and non-­insurance solutions to help people protect themselves from unforeseen health-related risks and expenses. The company is licensed in 46 states and the District of Columbia, and its insurance products are sold through a network of independent marketing organizations, brokers and agents.

LifeMark Partners

Kelli Grass has been promoted to ­senior vice president of LifeMark Partners. ­LifeMark, based in Baltimore, is one of the nation's largest independent national insurance marketing organizations.

LifeMark President Bill Shelow said Grass, who has served as vice president of operations since 2004, demonstrated strong leadership skills throughout her 10 years with the company. During that time, she worked with partners and carriers to improve communication and reporting and to identify opportunities for increasing operational efficiencies.

"Kelli's knowledge of the industry has had a tremendous impact on LifeMark's operations. We are very fortunate to have her in the firm," Shelow said. "As her leadership role and influence expands within LifeMark, there's no question our organization will continue to build strong relationships and improve services," he added.

Grass began her insurance career at CNA and eventually advanced to senior team leader in one of the largest new-business processing teams in the country. She was promoted to the market research department at CNA in 2003 and joined LifeMark when the company was sold a year later.

She holds a degree in business administration from Tennessee Technological University and is a licensed agent.

LifeMark is one of the most sought-after independent national marketing organizations of its kind in the country. The firm provides resources, financial services products and markets for its partners, 40 of the premier brokerage general agencies in the country. Every LifeMark partner is independently owned and operated. Learn more about LifeMark and "The Strength of Many and the Power of One" at www.lifemarkpartners.com.

Selected Market Insurance Group

Selected Market Insurance Group (SMIG) is pleased to announce the recent hiring of Tim Schappel as vice president of sales. Schappel is responsible for building distribution, in addition to maximizing current partner production.

“I was attracted to  Selected Market Insurance Group’s bullish position in the ancillary health product marketplace,” said Schappel, “specifically short term medical and their nimble approach to meeting current market, partner and distribution needs.”

Schappel comes to Selected Market Insurance Group with more than 23 years of industry experience and 16 years specializing in the short term medical marketplace and ancillary space. Most recently, Schappel worked as vice president of sales for IHC Specialty Benefits. There he led new business development efforts to attract, grow, manage and retain distribution partners.

Schappel will be working closely with Alan Edgin, president of Selected Market Insurance Group, to expand distribution, increase revenue and meet the needs of distribution partners.

Mutual Trust Financial Group

Luke Cosme recently joined Mutual Trust Financial Group as the newly appointed vice president of distribution. Cosme comes to Mutual Trust from North American Company for Life and Health, where he served as sales vice president since 2004.

Cosme started his career at North American in 1997 after graduating from the University of Illinois at Urbana-Champaign, where he majored in economics. Prior to 2004, Cosme’s assignments at North American included sales director, financial institutions, as well as previous positions in sales and client services.

“I am delighted that Luke has joined our team,” announced Ed Hughes, CLU, Mutual Trust’s senior vice president, chief sales and marketing officer. “His experience in developing sales strategies, building relationships and recruiting will help Mutual Trust continue the sales growth it has experienced in recent years. I know Luke’s knowledge and experience will provide great value to all our partners in the field.”

Daniel P. Mulheran, LLIF, ChFC, CLU, was elected to the board of directors of Mutual Trust Holding Company at the 2014 policyholder meeting. Mulheran served as president, individual life distribution, at ING U.S., LLC, from 2007 until his retirement in 2013. During this same period, he also was on the board of directors of ING America Equities. Prior to this, from 2002-2007, Mulheran was senior vice president and head of IGA Distribution, U.S. Life Group, at ING U.S. Financial Services.

After serving in the U.S. Navy and receiving a baccalaureate in business from California State University, Hayward, Mulheran built an insurance and financial services practice, Mulheran & Associates, Inc., where he served as president and principal from 1976-2002. Mulheran is also past president of the Minneapolis Life ­Underwriter’s Association.

MorganWhiteGroup

Jason Peets has been named chief administrative officer of MorganWhiteGroup, Inc. (MWG). In this capacity, Peets will assume responsibility of the company’s third party administrator (TPA) and continue his role as manager of the special markets division.

Peets began his career with MWG in 2006 as an agent for MWG Employer Services. In 2008, he was named manager of the special markets division. After progressing to vice president of MWG later that same year, Peets was added to the boards of directors and named vice president for both AmFirst Insurance Company and Monitor Life Insurance Company of New York.

As manager of the special markets division, Peets is instrumental in the development and implementation of new products. He focuses on building relationships with MWG’s carrier partners, distribution channels and other strategic alliances nationwide. In his new position, Peets will continue his invaluable role in special markets and oversee the TPA. Initially, his plans are to identify areas within the TPA that can realize an immediate boost in efficiency by streamlining a few processes. His goal is to have this arm of MWG poised to attain new levels of service and productivity by the end of 2014.

Peets, a native of Greenville, MS, holds a Bachelor of Science degree from the College of Agriculture and Life Sciences with a minor in finance from Mississippi State University. 

May 2014

Marketing/Study Group Overview

STUDY GROUPS

LIFE, Inc.

 Group Classification: Study Group

 Mission Statement: A study group designed to provide a forum for the exchange of information, proprietary and public, among insurance professionals representing independent brokerage organizations.

 Year Group Established: 1974

 Products Offered: Group’s primary emphasis is on information exchange.

 Companies Represented: Each member agency represents many insurance companies.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Yes

 Member Qualifications: Contact Mark Rosen.

 Website: N/A

Risk Appraisal Forum

 Group Classification: Study Group

 Mission Statement: A national study group composed of a select number of brokerage agency principals who specialize in impaired risk underwriting. The group’s purpose is to promote the active exchange of impaired risk information among risk assessment professionals (RAF members, home office and reinsurance medical directors, and underwriters) in order to: (1) increase the level of technical underwriting expertise among members and professional colleagues through continuing education, (2) inspire greater levels of trust by fostering improved communication, (3) increase awareness of potential areas for medical breakthroughs or medical advances that will most likely result in mortality improvements and longer life expectancy.

 Year Group Established: 1976

 Products Offered: The group’s primary emphasis is the impaired risk case.

 Companies Represented: Each member agency represents many insurance companies.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Yes

 Member Qualifications: Membership is considered for any brokerage agency principal with direct and ongoing impaired risk underwriting responsibility and involvement.

 Website: www.riskappraisalforum.com

SAGE Group

 Group Classification: Study Group

 Year Group Established: 2007

 Products Offered: Life, Annuities, Disability Income, LTC

 Companies Represented: Each member agency represents many insurance companies.

 Doing Business In: All states

 Meeting Frequency: Two times per year with monthly accountability calls

 Looking for New Members: Not at this time

 Member Qualifications: Contact Laurie Prevette

 Website: N/A

SUB Centers, Inc.

 Group Classification: Study Group

 Mission Statement: To promote high ethical standards and to increase efficiency and cost effectiveness through the standardization of materials and methods. To foster an interchange of ideas that might benefit each member and better serve the life insurance industry through the collective talents of all.

 Year Group Established: 1961

 Products Offered: All life, annuities, disability insurance, health, long term care, etc.

 Companies Represented: Each member agency represents many insurance companies.

 Doing Business In: All states

 Meeting Frequency: Two to three times a year

 Looking for New Members: Yes

 Member Qualifications: Must have a number of years in brokerage, must not be an officer in a life insurance company, must not be a member of any other life brokerage association.

 Website: www.subcenters.com

TYGERS

 Group Classification: Study Group

 Mission Statement: To create and maintain a network of young dedicated insurance professionals whose purpose is to share concepts, learn from each other, develop new markets, establish quality relationships and distribution systems, and prosper through the 21st century.

 Year Group Established: 1996

 Products Offered: The group’s primary purpose is the sharing of ideas.

 Companies Represented: Each member agency represents many insurance companies.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Not at this time

 Member Qualifications: Contact Jeff Mooers

 Website: N/A

MARKETING GROUPS

AimcoR Group LLC

 Group Classification: Marketing Group

 Mission Statement: AimcoR Group LLC is a national insurance marketing organization consisting of 39 member companies that focuses on distributing and servicing insurance and retirement products through a variety of channels and platforms including independent financial advisors, broker/dealers, banks, real estate professionals and direct-to-consumers marketers. AimcoR members share marketing expertise; technology infrastructure, best practices; and a vision of delivering innovation, developing new markets, and achieving steady, sustainable, manageable and ethical growth.

 Using a proprietary production crediting formula that, by design, financially motivates loyalty, tenure and commitment to our strategic insurance carrier partnerships, AimcoR is the ideal partner for any independent brokerage organization that is interested in converting individual entrepreneurial success into equity ownership in a unique cooperative.

 Year Group Established: 2011 (AIMCO & RGroup merged as of January 1, 2011).

 Products Offered: Universal life, indexed universal life, term life, whole life, variable life, annuities, long term care, disability income.

 Companies Represented: American General, Aviva/Accordia, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Minnesota Life, Principal, Protective Life, Prudential, Transamerica.

 Doing Business In: All states

 Meeting Frequency: Three times a year

 Looking for New Members: Selectively

 Member Qualifications: Contact John Ziambras at 866-428-0108, X7003 or john.­ziambras@aimcorgroup.com

 Website: www.aimcorgroup.com

AIP Marketing Alliance

 Group Classification: Marketing Group

 Mission Statement: To provide our members and partners a realistic opportunity to compete with the largest national marketing companies. AIP Marketing Alliance provides its members and partners access to a large product portfolio along with top level marketing commissions, all without having to validate individual carrier contracts.

 The goal of AIP Marketing Alliance is to allow its members and partners to maintain autonomy, yet still reap the benefits that go along with large production volumes. By sharing our unbranded marketing, training and staff resources, AIP Marketing Alliance enables its members and partners to better compete with the largest life and annuity marketing companies in the recruitment and retention of agents.

 Year Group Established: 2000

 Products Offered: Life, annuities, long term care.

 Companies Represented: Allianz, Allianz Preferred, American Amicable, American Equity, American General, American Memorial, American National, Athene Annuity, Aviva, AXA Equitable, Columbian Mutual, EquiTrust, Fidelity & Guaranty Life, Fidelity Life, Forethought, Foresters, Genworth, Great American, Guggenheim, ING USA, ING ReliaStar, John Hancock, Lafayette Life, Legal & General America, Life Insurance Company of the Southwest, Lincoln Financial, MetLife, Mutual of Omaha, Mutual Trust, National Western, North American Company, Protective Life, Prudential, Reliance Standard, Transamerica, United Home Life, 5 Star Life.

 Doing Business In: All states

 Meeting Frequency: Annual

 Looking for New Members: Yes

 Member Qualifications: Membership is available to wholesalers, recruiters and agencies with down line agents. For information, contact Rick Kisser.

 Website: www.AIPonline.net

American Brokerage

Centers, LLC

 Group Classification: Marketing Group

 Mission Statement: An association of life and health insurance general agencies that helps its members grow their business faster and more profitably than they could individually. ABC’s member program offers: access to insurance company contracts and products to diversify and enhance members’ portfolios; the ability to remain independent and respond to new opportunities; idea sharing and networking with ABC members; central processing, when required; underwriting consulting and support; information warehousing: marketing programs and support, and increased member income. A simple approach: a platform set up by the members for the members.

 Year Group Established: 2000

 Products Offered: Wide range of life and annuities, disability income, health, impaired risk, long term care.

 Companies Represented: Genworth, Gerber Life, ING, John Hancock, Kemper, Legal & General America, Lincoln Financial, Mutual of Omaha, North American Company, Protective Life, Prudential, Transamerica.

 Doing Business In: All states

 Meeting Frequency: Two times a year plus monthly conference calls.

 Looking for New Members: Yes

 Member Qualifications: All brokerage agencies welcome. Contact Ruth Manka at 804-819-9293.

 Website: www.­americanbrokerage

centers.com

 See Group’s Ad on: 37

America’s Long-Term Care Insurance Experts

 Group Classification: Marketing Group

 Mission Statement: Long term care risk abatement remains a serious challenge for the brokerage industry. ALTCIE’s specific goals are to provide as many options as possible for customizing the best insurance response by providing knowledgeable access to individual stand-alone, multi-life, group, association and combo life/annuity LTCI options. ALTCIE is a national network of distribution partners and owner members and it offers top general agent contracts as well as aggregate production bonus incentive. Contracts and commissions are very important, but providing marketing support and sales training assistance is even more important.

 Products Offered: Long term care insurance in all forms, stand alone, life insurance with ADBR, and combo life and annuity products.

 Companies Represented: Genworth, Guaranty Income Life, John Hancock, LifeSecure, MedAmerica, Mutual of Omaha, Nationwide, Transamerica, United Security.

 Doing Business In: All states

 Meeting Frequency: Annual

 Looking for New Members: Yes

 Website: www.ltcicentral.com

The Argyle Group, Inc.

 Group Classification: Marketing Group

 Mission Statement: Our mission is to enhance our members’ professionalism and profitability by:

 • Developing strategic alliances with top quality insurance carriers and by

 • Developing relationships with other marketing groups and

 • By enhancing our members’ business management skills through education, peer review, and peer accountability.

 Year Established: 1995

 Products Offered: Annuities, disability income, life insurance, long term care.

 Companies Represented: American General, Lincoln Financial, Principal, Protective Life, Prudential.

 Doing Business In: CA, FL, IL, MA, MI, NJ, NY, OH, PA, TN, TX

 Meeting Frequency: Once a year

 Looking for New Members: Yes

 Member Qualifications: Dues

 Website: www.argylebrokerage.com

BRAMCO Financial

Resources

 Group Classification: Marketing Group

 Mission Statement: A life insurance marketing organization dedicated to the independent brokerage marketplace. BRAMCO has a complete focus on brokerage and aligns its members with carriers that support the independent distribution system. BRAMCO’s critical mass of intellectual capital is the main strength, which provides members with distri­bution expertise needed to reach higher levels of performance.

 Year Group Established: 1979

 Products Offered: Wide range of life and annuities both fixed and variable, long term care, and various financial instruments designed to suit an array of funding needs.

 Companies Represented: American General, Aviva, AXA Equit­able, Genworth, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Nationwide, Principal, Protective Life, Prudential, SBLI, Transamerica, United of Omaha.

 Doing Business In: All states

 Meeting Frequency: Three times a year

 Looking for New Members: Selectively

 Member Qualifications: Contact Chris Soniat at 205-868-4622.

 Website: www.bramcofinancial.com

 See Group’s Ad on: 29

Broker’s Health Insurance

Network, Inc.

 Group Classification: Marketing Group

 Mission Statement: The Broker’s Health Insurance Network was founded in 1987 with the specific purpose of providing an effective promotion and distribution channel for the health industry’s products and services. The Broker’s Health Insurance Network includes over 20 major brokerage agencies and affiliates with countless years of accumulated experience in marketing individual and group health insurance throughout the United States. Advisors, agents and brokers look to Broker’s Health Insurance Network offices to provide case management expertise, market knowledge, product training, information and superior compensation.

 Year Group Established: 1988

 Products Offered: Employee benefits: medical insurance, mini-med, dental, disability, health savings accounts/HDHP, international group, long term care insurance, Medicare supplement/Medigap, retirement medical, executive benefits and worksite. Individual health: critical illness, dental, disability income, health savings accounts/HDHP, travel medical, international medical, long term care insurance, short term major medical and Tricare/Champus. Senior: Medicare supplements, Part C and Part D plans, specialized training, certification and leads. Complementary products: annuities, life insurance, retirement plans and more.

 Companies Represented: Allied, Assurity, Bravo, Capital Benefits Group, Fidelity Life, HPA, IMG, Merchants Benefit Administration, Mutual of Omaha, Reliance Standard, Standard Life, United of Omaha.

 Doing Business In: All states

 Meeting Frequency: Twice a year

 Looking for New Members: Yes

 Member Qualifications: Contact Joe Pittman at 402-397-0280 or bhini@cam-­omaha.com.

 Website: www.bhini.com

Capitas Financial, Inc.

 Group Classification: Marketing Group

 Mission Statement: Our mission is to be the premier wholesale life insurance brokerage organization in the nation, focusing on both national account relationships, as well as advanced markets for independent agents. Capitas specializes in matching client needs with sophisticated, unbiased solutions. Our superior point of sale network and centralized technology delivers the strength of a national organization coupled with unrivaled local service.

 Year Group Established: 2001

 Products Offered: Annuities, disability income, long term care, life settlements, private placement, a wide range of life insurance,  and variable products.

 Companies Represented: American General, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Minnesota Life, Mutual of Omaha, Nationwide, National Life, Pacific Life, Principal, Protective Life, Prudential. Capitas works primarily with the highest rated carriers in the industry and has access to more than 100 additional carriers as needed by the client or requested by the national account.

 Doing Business In: All states and Puerto Rico

 Meeting Frequency: Two to three times a year.

 Looking for New Partners: Yes

 Website: www.capitasfinancial.com

Consolidated Marketing

Group, Inc.

 Group Classification: Marketing Group

 Mission Statement: Consolidated Marketing Group, Inc., is a growing and vibrant national organization of life insurance and annuity marketing brokerage operations. CMG has built a foundational base of information and experience through the recruitment of exceptional principals who work together in areas ranging from insuring foreign nationals to unique wealth transfer strategies and proprietary premium finance techniques. Through the use of technology we are building and educating at the principal and agent level to increase opportunities for business expansion organically as well as through acquisition.

 Year Group Established: 1988

 Products Offered: Impaired risk, fixed, immediate and indexed annuities, disability income, long term care, term life, universal life, indexed life and whole life.

 Companies Represented: American General, American National, Athene Annuity, Aviva, AXA Equitable, Fidelity & Guaranty Life, Fidelity Life, Genworth, Guggenheim, ING ReliaStar, ING US Annuity & Life, John Hancock, Lafayette Life, Legal & General America, Life of the Southwest, Lincoln National, Minnesota Life, National Life, North American Company, Prudential, Sagicor, Sentinel Security, Transamerica.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Yes

 Member Qualifications: Contact ­admin@cmginfo.com.

 Website: www.cmgtoday.com

CPS Insurance Services

 Group Classification: Marketing Group

 Mission Statement: We are the nation’s leading marketer of individual products to the financial services professional. The CPS family of agencies is highly respected for consumer focus, the attention paid to maintenance of long term relationships with high quality insurance companies and successful producers, superior service, and the application and development of useful, leading edge technologies. Our employees are insurance experts who always strive to reach their full potential. They are recognized for their importance, and supported in their plans for personal and professional development. We are recognized as leaders in our industry, and we believe in giving back to our communities. Above all, we value our reputation for integrity, caring, and for being winners. CPS is Companies, Products and Service. You can count on us.

 Year Group Established: 1974

 Products Offered: Fixed, indexed and variable universal life, term life, whole life, impaired risk, fixed and variable annuities, long term care, linked benefits, critical illness, and disability income.

 Companies Represented: American General, Aviva, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Minnesota Life, Principal, Protective Life, Transamerica, United of Omaha, and many others.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Yes

 Member Qualifications: Contact group for information.

 Website: www.cpsinsurance.com

Diversified Marketing

Group, Inc.

 Group Classification: Marketing Group

 Mission Statement: The mission of the Diversified Marketing Group, Inc. (DMG) is to enhance the ability of its member agencies to do life, long term care, health insurance and annuity business. The representation of all member agencies through one central marketing organization enables each DMG-affiliated agency to achieve power in negotiating and retaining contracts without individual agency production requirements. DMG affiliated agencies are encouraged to cooperate and extend the availability of companies they represent to other member agencies.

 Year Group Established: 1986

 Products Offered: Impaired risk, life, health, annuities, and long term care.

 Companies Represented: AGL Assurance, Allianz, American General, American Memorial, American National, Americo, Ameritas, AmerUS, Assurity Life, Athene, AXA Equitable, Banner, Cincinnati Life, Columbian Mutual, Fidelity & Guaranty Life, Fidelity Life, First MetLife Investors, Foresters, Genworth, Gleaner Life, Great American, Guardian, Hartford Life, ING, Jackson National Life, John Hancock, Lafayette Life, Legal & General America, LifeSecure, Lincoln Financial, MassMutual, MedAmerica, MetLife Investors, Minnesota Life, Mutual of Omaha, Mutual Trust, National Life Group, National Western, Nationwide, New York Life, North American Company, OM Financial Life, Penn Mutual, Phoenix Life, Principal, Protective Life, Prudential, Royal Bank of Canada, Sagicor, SBLI, Security Life of Denver, Security Mutual of NY, Standard Life, Sun Life, Transamerica, Symetra, United Home Life, United of Omaha, Western & Southern Life, Western Reserve, William Penn Life of NY. (While DMG is not directly licensed with all companies listed, member agencies are.)

 Doing Business In: All states

 Meeting Frequency: Once a year

 Looking for New Members: Yes

 Member Qualifications: BGAs

 Website: www.dmgusa.org

Insurance Designers

of America, LLC

 Group Classification: Marketing Group

 Mission Statement: IDA’s mission is to foster working relationships between our members, service providers, and carrier partners that are unsurpassed in the insurance industry. In so doing, IDA will recruit new agencies based upon their reputation for the highest level of ethical behavior and professionalism by the carriers they represent and the independent agents they support. IDA is further committed to provide its members with top contracts from the highest quality carriers that offer the most competitive products available in America. IDA will be the best partner to its members and carriers, helping them to prosper and grow through honesty, transparency, market intelligence, collaboration and understanding.

 Year Group Established: 1986

 Products Offered: Fixed, variable and indexed annuities, traditional whole life, universal life, variable universal life, indexed universal life, term, linked benefit products, final expense, long term care, disability income, health supplements, and group products.

 Companies Represented: Accordia Life, Allstate, American General, Ameritas, Athene, AXA Equitable, Companion Life, Genworth, Gerber, John Hancock, Legal & General America, Life of the Southwest, Lincoln National, MetLife, Minnesota Life, Mutual of Omaha, National Life of Vermont, Nationwide, New York Life, North American Company, Protective Life, Prudential, SBLI, Symetra, Transamerica, United Home Life, United of Omaha, US Life, Voya Financial, William Penn. 

 Doing Business In: All states

 Meeting Frequency: Twice a year

 Looking for New Members: Yes

 Member Qualifications: Fully staffed brokerage general agents producing a minimum of $2 million in target premium per year; must be sponsored by a current member.

 Website: www.ida-national.com

LifeMark Partners, Inc.

 Group Classification: Marketing Group

 Mission Statement: LifeMark strives to be the preeminent Independent National Marketing Organization in the country. Comprised of the best professional independent brokerage general agencies as its partners, LifeMark provides support and solutions in advanced sales, underwriting and products. In addition, our BGA partners take advantage of the many collaborative programs to increase their distribution and effectiveness with retail life brokers, regional and national broker dealers, independent financial planners, P/C agencies and regional banks that serve wealth management markets. LifeMark offers its BGA partners access to top companies, training, education, market opportunities and sales and marketing tools enhancing their differentiation in the BGA distribution market. LifeMark is committed to adding value to our partners, carriers and third-party partners in a way that all relationships are strong and strategic.

 Year Group Established: 1995

 Products Offered: Annuities, disability income, long term care, term, universal life, variable universal life.

 Companies Represented: American General, American National, Aviva, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, MetLife, Minnesota Life, Mutual of Omaha, Nationwide, North American Company, Principal, Protective Life, Prudential, SBLI, Symetra, Transamerica.

 Doing Business In: All states

 Meeting Frequency: Three times a year

 Looking for New Members: Yes

 Member Qualifications: Contact Bill Shelow, bshelow@lifemarkpartners.com

 Website: www.lifemarkpartners.com

 See Group’s Ad on: 48

National Association of

Insurance Marketers (NAIM)

 Group Classification: Marketing Group

 Mission Statement: To promote excellence and integrity in the distribution of insurance products and services to the brokerage community. Our association is designed to promote products, educate and serve brokers, and enhance the professionalism of the insurance industry through the networking of regional marketers.

 Year Group Established: 1990

 Products Offered: Ancillary group, dental, disability income (blue and white collar special risk), group medical, group worksite, individual medical, interest sensitive whole life, international medical, long term care, short term medical, student medical, term life, universal life.

 Companies Represented: American General, Assurant Solutions, Assurity Life, Capital Benefits Group, General Agents Center, Health Insurance Innovations, HPA, IMG, Lincoln Financial, North American Company, Petersen International, Securian Dental.

 Doing Business In: All states

 Meeting Frequency: Once a year

 Looking for New Members: Yes

 Member Qualifications: Evidence of significant brokerage activities and ethical standards that will be reviewed for approval by the NAIM Board of Directors.

 Website: www.NAIM.com

National Brokerage

Agencies, Inc.

 Group Classification: Marketing Group

 Mission Statement: The National Brokerage Agencies, Inc. researches, constructs and promotes marketing concepts using diverse products and services through a networking approach focused on insurance and financial services.

 A national organization, NBA is comprised of independent general agencies who strive through fellowship and education to enhance and further their professional environment and to maximize productivity through this alliance. One of the NBA strengths is the broad and diverse knowledge within the group, allowing NBA to offer a unique opportunity to help members not only grow, but diversify their client base.

 Year Group Established: 1981

 Products Offered: Traditional life, fixed and universal life, term life, fixed and equity indexed annuities, senior life final expense product, worksite products, disability income, asset transfer products, long term care (individual and group), living benefits products, and life settlements.

 Companies Represented: AIG, American General, Assurity, Aviva/Athene, AXA Equitable, Banner, Capital Benefits Group, Coventry, Foresters, Genworth, Gerber Life, Global Underwriters, GroupLink, IHC Solutions, ING, Lincoln Financial, MetLife, Merchants Benefit Administration, Minnesota Life, Mutual of Omaha, Mutual Trust Life, National Western, North American Company, OneAmerica, Phoenix Life, Protective Life, Prudential, Reliance Standard Life, Securian Dental, Security Mutual, Standard Life, Symetra, Transamerica, Welcome Funds.

 Doing Business In: All states

 Meeting Frequency: Two times a year

 Looking for New Members: Yes

 Member Qualifications: Agencies that derive the majority of their income from life and health insurance brokerage.

 Website: www.nbagency.com

 See Group’s Ad on: 41

NBC National Marketing, Inc.

 Group Classification: Marketing Group

 Mission Statement: NBC’s objective is to be relevant in the financial services industry by committing to long lasting and productive relationships among members in a synergistic format. The primary vision of NBC is to make membership a personally and financially rewarding experience. With the combined experience of the group numbering in centuries instead of decades and with the infusion of many younger and innovative members, we are able to offer effective experience and innovation on a continual basis to our membership.

 Year Group Established: 1989

 Products Offered: NBC members offer all varieties of annuities and life insurance, disability income, long term care, critical illness and impaired risk underwriting services.

 Companies Represented: Accord, Allianz, American Amicable, American Equity, American General, American National, Assurity Life, Athene Annuity, Aviva, Aviva NY, AXA Equitable, AXA NY, Banner, Companion NY, Equitrust, Fidelity Life, Genworth, Genworth NY, Gerber Life, Great American Life, Hartford Life, Illinois Mutual, ING ReliaStar, ING SLD, ING ReliaStar NY, ING USA, Integrity Life, John Hancock, John Hancock NY, Lafayette Life, Life of the Southwest, Lincoln National Life, Lincoln National Life NY, Loyal American, MetLife Investors, MetLife, Met NY, Minnesota Life, Mutual of Omaha, Nationwide, New York Life, North American Company, Penn Mutual, Phoenix, Phoenix NY, Principal, Protective Life, Protective Life and Annuity NY, Prudential, Reliance Standard, SBLI, Standard Life, State Life, Sun Life, Sun NY, Symetra, Transamerica, Transamerica NY, United of Omaha, USLife Insurance, Western Reserve, William Penn.

 Doing Business In: All states

 Meeting Frequency: Two times a year—spring and fall

 Looking for New Members: Yes, currently offering new member promotions.

 Member Qualifications: NBC is seeking agencies that derive the majority of their production from brokerage lines in life, health, annuity, disability income, retirement planning, critical care and long term care insurance. Small and mid-sized agencies in addition to large brokerage agencies welcomed.

 Website: www.nbcnm.com

National LTC Network

 Group Classification: Marketing/Study Group

 Mission Statement: The National LTC Network is a national alliance of leading distributors of long term care insurance and retirement solutions. Network members work with multiple insurers and are dedicated to marketing LTC insurance with knowledge, ethics and excellence. The membership includes many of the largest and most-respected distributors in the nation.

 Year Group Established: 1994—Celebrating our 20th Anniversary!

 Products Offered: Long term care insurance

 Companies Represented: Genworth, MedAmerica, Mutual of Omaha, Transamerica.

 Doing Business In: All states and DC

 Meeting Frequency: Three times a year—February, June and October

 Looking for New Members: Yes

 Member Qualifications: MGAs with a focus on LTC insurance production.

 Website: www.nltcn.com

 See Group’s Ad on: 28

The Plus Group

 Group Cla

The brokerage industry counts among its legions (albeit aging and declining in number) the buying public’s best financial security sources available. Independence allows advisors the best possible solutions to the myriad challenges presented to individuals, families and businesses seeking financial security against both recognized and perhaps unforeseen threats. Life insurance, annuities, trusts, retirement vehicles, major medical, medical savings plans, LTCI, vision, dental, legal—even pet insurance. All can be woven together to provide mitigation of risk and, often, investment gain tailored to each individual’s priorities, goals and financial situation. But each and every plan requires at least one common ingredient to allow them any realistic chance at success: funding.

For the vast majority of clients and potential clients, that means earned income. Without income to fund it, the most sophisticated and intricately tailored plan can collapse, leaving clients not only unprotected but, realistically, in a situation where years of premium payments and contributions run the risk of being viewed as effectively wasted. Granted, many life and annuity contracts have riders, provisions and other mechanisms that can offer a measure of protection if that coverage happens to have been selected, but few non-linked products provide for the expenses of daily living that one’s income routinely covers, nor the additional, unplanned expenses that inevitably arise from a significant disability—either accident or illness.

It is my belief that the vast majority of insurance agents/advisors feel an ethical responsibility at the least, and often an emotional tie to the individuals, families and businesses they’ve diligently worked to protect—those entities that have consequently allowed them and their families the measure of comfort they currently enjoy. Don’t agents/advisors owe it to themselves and their clients to pursue with equal diligence the protection of their income and protection against the many unplanned expenses that can accompany a severe illness?

The Council for Disability Awareness (www.disabilitycanhappen.org) has a wealth of information available on the likelihood, causes and financial hardship associated with a disability. One small example:

Chances of becoming disabled:

The following statistics come from CDA’s PDQ disability risk calculator:

A typical female, age 35, 5’4”, 125 pounds, non-smoker, who works mostly an office job, with some outdoor physical responsibilities, and who leads a healthy lifestyle has the following risks:

 • A 24 percent chance of becoming disabled for 3 months or longer during her working career;

 • with a 38 percent change that the disability will last 5 years or longer,

 • and with the average disability for someone like her lasting 82 months.

A typical male, age 35, 5’10”, 170 pounds, non-smoker, who works an office job, with some outdoor physical responsibilities, and who leads a healthy lifestyle has the following risks:

 • A 21 percent chance of becoming disabled for 3 months or longer during his working career;

 • with a 38 percent chance that the disability will last 5 years or longer,

 • and with the average disability for someone like him lasting 82 months.

Unplanned out-of-pocket expenses for a critical illness can cause stress, not only on the clients themselves, but on the funds available to maintain the financial plan as well. A portion of lost wages not mitigated by DI coverage, lost wages for a family caregiver, medical expenses including deductibles, co-pays, prescription and non-prescription medicines, out-of-network visits and medical equipment, and non-medical expenses such as travel to appointments, home accommodations/modifications, caregiving, housekeeping and special diet.

I urge you to revisit the planning you’ve diligently set in place for your valued clients and see if their income is adequately protected and if they might need additional funds to face the uncovered costs of a critical illness. If your practice does not allow for DI or CI sales, seek out a working relationship with a product specialist in these areas. Three independent associations dealing exclusively with DI or CI: The International DI Society, www.internationaldisociety.com; the American Association for Critical Illness Insurance, www.criticalillnessinsuranceinfo.org; and the National Association for Critical Illness Insurance, www.nacii.org. [SPH]

Houston area superstar and great friend of Broker World Tom Archer, president and owner of Elite Marketing Group, was honored recently by the Society of Financial Service Professionals Houston Chapter, receiving the 2013 Benjamin “Woody” Woodson award, presented to an individual from the Houston insurance community in recognition of meritorious service to the insurance industry and community.

“Tom is a perfect choice for this honor,” said Jo A. Casady, SFSP Houston president. “He embodies the true spirit of this award by giving his best to clients, colleagues and community. We are pleased that the Society of Financial Service Professionals Houston has recognized his contributions to the industry.”

Elite Marketing Group is a brokerage general agency in operation since 1987. Archer has been an active member of the SFSP since the mid-80s, serving as the Houston chapter president in 2001-2002, during which time the chapter received the Medal of Honor. He and his wife Donna live in Houston and are very active members of the community.

Congratulations, Tom, and well deserved! [SPH]

Ash Brokerage

Ash Brokerage has named Larry Dahl, an accomplished financial industry veteran with more than 27 years experience, as its new president.

Dahl will help create a clearly defined vision and strategy and will be looking at new ways to enhance the Ash business model and offerings. His goal is to take advantage of opportunities in the marketplace to reinvent life insurance in the hearts and minds of consumers. He is passionate about impacting lives by changing the industry.

“It’s about aligning vision with values,” said Chief Executive Officer Tim Ash. “It’s about growth and a belief in the Ash culture, and speaks to our desire to constantly assess and improve our business through people. Ash is a place where the greatest investments we make are in our people, and Larry will be adding to the already strong team we have in place.”

As former president of Lincoln Benefit Life (LBL), Dahl provided leadership for the company until its sale last year by parent company Allstate Insurance. Dahl previously led the LBL sales management team and the sales, marketing and technology support teams. He also led the Allstate Life tax department and advanced marketing team. Dahl is a graduate of the University of Illinois, where he earned a bachelor’s degree in accounting and his Juris Doctorate. He is Series 6 and 26 licensed, in addition to affiliations with AALU and ABA.

Ash Brokerage is an ­independently-owned insurance brokerage general agency based in Fort Wayne, IN.

In Memoriam

Shari L. Arnold Zimmerman

1948–2013

Shari L. Arnold Zimmerman passed away on December 9, 2013 in Overland Park, Kansas. She was an account representative for Broker World magazine when she was diagnosed with early onset Alzheimer’s disease in 2001. Her deep faith and inner strength set an example for everyone who knew her. She was a hero to her family in so many ways, showing her courage in dealing with this disease.

Born in St. Paul, Minnesota, the daughter of Theodore and Adelyne Hunziker, Shari was a member of Hope Lutheran Church. Her greatest joy and achievement was raising two fine young men as a single mother. Shari started her career in the insurance industry when she joined Connecticut Mutual in St. Paul. In the early 1970s she transferred to Kansas City, Missouri, and joined the Roger C. Boeger Agency, representing Connecticut Mutual. In 1977 she moved to National Fidelity Life Insurance Company’s agency services department and assisted in proposals and other sales-related activities with brokerage general agencies around the United States. In 1982 she joined Target Insurance Services, Inc., a general agency operated by the McAvoy family, and in 1986 joined the Gomberg Agency of Pittsburgh, Pennsylvania. In the summer of 1988 she returned to the Kansas City area and joined Centennial Life Insurance Company as a regional sales representative. Shari joined Broker World magazine in 1990 as an account representative. Because of her successful career in the insurance industry, she was known and respected by many general agents and brokers throughout the country.

Shari was preceded in death by her parents and her husband, Lee Zimmerman. She is survived by her sons Jason and Robert (and his wife Melissa) Arnold and one granddaughter, Alexandria Arnold; her siblings Chuck Hunziker (and his wife Chris) of Florida, Jeff Hunziker (and his wife Patty) of Iowa, and Michele Maanum (and her husband Mike Melichar) of Indiana.