Broker World

Athene/Aviva USA

Athene Holding Ltd. has completed the acquisition of Aviva USA Corporation and its subsidiaries, including Iowa-domiciled Aviva Life and Annuity Company and New York-domiciled Aviva Life and Annuity Company of New York, for $1.55 billion (prior to purchase price adjustments).

Athene also announced that it has completed the sale of Aviva USA’s life insurance operations to Presidential Life Insurance Company–USA, a wholly-owned subsidiary of Commonwealth Annuity and Life Insurance Co. and part of the Global Atlantic Financial Group. Terms were not disclosed.

Following the deal’s close, Athene has approximately $60 billion in assets, making it one of the largest fixed annuity companies in the United States.

Athene Chief Executive Officer Jim ­Belardi said: “Our acquisition of Aviva USA is a transformative event that significantly increases the scale of Athene’s fixed annuity business, and we are excited about our prospects for further profitable growth. Aviva’s operational capabilities and talented work force will enable Athene to solidify our position as a market-leading provider of retirement solutions to policyholders and distributors. At the same time, we will offer attractive opportunities for employees and create greater value for our shareholders.”

Aviva USA has been renamed Athene USA, which is the parent for Athene’s U.S. operations and is now headquartered in West Des Moines, IA.

Athene Holding is owned by several institutional investors, with its largest shareholder being AP Alternative Assets, L.P. (Euronext: AAA), a closed-end, publicly traded permanent capital vehicle managed by Apollo Global Management, LLC, a leading alternative investment manager.

Athene Holding, through its subsidiaries, is a provider of products in the retirement savings market. Athene’s principal subsidiaries include Athene Annuity & Life Assurance Company and Athene Life Insurance Company, Delaware-domiciled insurance companies, Aviva Life & Annuity Company, an Iowa-domiciled insurance company, Presidential Life Insurance Company and Aviva Life & Annuity Company of New York, New York—domiciled insurance companies, and Athene Life Re Ltd., a ­Bermuda-based reinsurer.

Athene Holding provides investment solutions, including tax-efficient savings products, to support retirees as well as those saving for retirement. The products offered by Athene include: retail fixed and equity indexed annuity products; institutional products, such as funding agreements; and co-insurance and reinsurance arrangements with third party life insurance and annuity providers. 

American General

American General Life Companies (American General), a part of AIG, has named Charles  “Chuck” Van Devander, JD, CPA, CLU, ChFC, senior vice president, advanced marketing and conceptual product strategies. He brings nearly 20 years of comprehensive experience in the insurance industry to his new role.

Most recently, Van Devander served as senior vice president, distribution services, for Aviva USA. Before joining Aviva in 2006, he served as vice president, advanced planning, for New York Life Insurance Company. Prior to that, he served in various leadership roles with ING U.S.

Van Devander earned a bachelor’s degree in accounting from Arizona State University, and both a Master of Laws and a Juris Doctor from the University of Denver. He has passed the Certified Public Accountant exam. In addition, he holds FINRA Series 6, 26 and 63 licenses and is a certified LOMA and CLU instructor, as well as a certified insurance, legal and accounting continuing education instructor in multiple states.

SBLI

SBLI of Massachusetts has hired two regional vice presidents, William R. Izor, CLU, ChFC, CFP, and Patrick Johnson, CLU.

Izor, whose territory will extend from southern California throughout the southern half of the country, was previously vice president of national accounts for Prudential Select Brokerage.

Izor has lectured at national seminars, conducted educational meetings at regional and national industry conferences, appeared on financial radio shows, and written articles for various trade publications.

Johnson’s territory will consist of northern California and extend across the northern half of the country. Before joining SBLI, he was a regional sales vice president with MetLife. His experience also includes nationwide speaking engagements and successful tenures in sales positions at Citibank, Salomon Smith Barney, and Transamerica. 

National Life Group

Kathleen Alfano has joined National Life Group as vice president and chief underwriter. She works with the new business acquisition team in the protection division. She brings with her more than 20 years of financial services leadership, including more than 13 years of underwriting ­management.

Prior to National Life Group, Alfano was vice president, head of underwriting, at Prudential Financial (previously Hartford Financial). Before that she was vice president, new business and underwriting individual life and group evidence of insurability, at Sun Life Financial.

Ata Azarshahi has been appointed vice president, strategic accounts and business development, for National Life Group. He is in the retirement division in Addison, TX, and will be actively involved in the financial management of the business.

Prior to joining National Life Group, Azarshahi was a senior leader with ING’s European operations for seven years. He most recently headed the product solutions and innovation team for ING Europe.

During his 25-year insurance career Azarshahi has also held executive positions with several U.S. companies, including Legacy Marketing Group, Transamerica/AEGON, Security First Group, and Pacific Life Insurance Company.

David Longfritz is National Life Group’s new vice president of marketing for life and annuities. He is joining the senior leadership team in the protection and retirement divisions.

Longfritz comes to National Life Group from John Hancock Financial Services, where he spent 13 years, most recently as senior vice president and chief marketing officer. He has a long background in marketing and has held positions at Proctor & Gamble Co., Titleist, and Dunlop Maxfli Sports Corp.

Longfritz is a graduate of the University of Maine (BA), the University of Connecticut (MBA) and the University of Chicago Graduate School of Business.

Christopher Zimmerman has joined National Life Group as senior counsel and will be involved in litigation, claims, compliance and contracting matters.

Zimmerman came to National Life Group from Wilmer Cutler Pickering Hale and Dorr, a law firm in Boston. Prior to joining WilmerHale, Zimmerman was a clerk for U.S. District Court Judge George Singal for the District of Maine.

Zimmerman received his law degree from Georgetown University Law Center and his bachelor’s in history and government from Georgetown University. 

August 2013

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 service 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 35 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.

Companies Represented: American General, Aviva, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Benefit Life, Lincoln Financial, MetLife, Minnesota Life, North American Company, 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, American Equity, American General, American Memorial, American National, Aviva, AXA Equitable, Fidelity & Guaranty Life, Foresters, Genworth, Great American, ING, Lafayette Life, Legal & General America, Lincoln Financial, MetLife, Mutual of Omaha, National Western, North American Company, Protective Life, Prudential, Transamerica, United Home Life, Western Reserve.

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, health, impaired risk, long term care.

Companies Represented: American General, Aviva, Genworth, ING, John Hancock, 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.abc4brokerage.com

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

See Group’s Ad on: 75

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 insurance, life insurance, long term care.

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

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 Benefit Life, 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: 23

Brokers Health Insurance

Network, Inc.

Group Classification: Marketing Group

Mission Statement: We provide our members with a diverse portfolio of health insurance products and related services. Our members enjoy top deals and bonus opportunities with carriers in the senior, underage, small and large group markets. Our focus is to find opportunities that benefit our members, and we are constantly adding to the offers our members enjoy.

Year Group Established: 1988

Products Offered: Group insurance, employee benefits, individual health, long term care insurance, critical illness, dental, disability, health savings accounts, Medicare supplements, Part C and Part D plans.

Companies Represented: Allied, Assurity, Bravo, Capital Benefits Group, Fidelity Life, HPA, IMG, 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: Disability, long term care, life settlements, private placement, a wide range of life insurance, variable products and annuities.

Companies Represented: American General, Aviva, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Benefit Life, Lincoln Financial, MetLife, Minnesota Life, Mutual of Omaha, Nationwide, Pacific Life, Principal, Protective Life, Prudential, Transamerica. 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, 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, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Minnesota Life, New York Life, Nationwide, Principal, Protective Life, Prudential, SBLI, Symetra, 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, AmerUS, Assurity Life, Aviva, AXA Equitable, Banner, Cincinnati Life, Fidelity & Guaranty Life, Fidelity Life, First MetLife Investors, Genworth, Gleaner Life, Great American, Hartford Life, ING, Jackson National Life, John Hancock, Legal & General America, Life of the Southwest, LifeSecure, Lincoln Benefit Life, Lincoln Financial, MassMutual, MedAmerica, MetLife Investors, Motorists Life, Mutual of Omaha, Mutual Trust, National Western, Nationwide, New York Life, North American Company, Penn Mutual, Presidential Life, Principal, Protective Life, Prudential, Security Mutual of NY, Sun Life, Transamerica, Union Central/Ameritas, United Home Life, United of Omaha, Western & Southern Life, Western Reserve. (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, health supplements, and group products.

Companies Represented: Allstate, American General, Ameritas, Aviva, AXA Equitable, Companion Life, Genworth, Gerber, Guardian, ING, John Hancock, Legal & General America, Life of the Southwest, Lincoln Benefit Life, Lincoln National, MetLife, Minnesota Life, Mutual of Omaha, National Life of Vermont, Nationwide, New York Life, North American Company, Protective Life, Prudential, SBLI, Transamerica, United Home Life, United of Omaha, US Life, 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 insurance, 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, Lincoln Benefit Life, MetLife, Mutual of Omaha, Nationwide, Principal, Protective Life, Prudential, SBLI, Transamerica.

Doing Business In: All states

Meeting Frequency: Three times a year

Looking for New Members: By referral only

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

Website: www.lifemarkpartners.com

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 insurance (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 Agency, 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: American General, American Memorial, American National, Assurity, Aviva, AXA Equitable, Banner, Capital Benefits Group, Coventry, Fidelity Life, Foresters, Genworth, 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, Presidential Life, Protective Life, Prudential, Reliance Standard Life, Securian Dental, Security Mutual, 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

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 personal 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: Allianz, American Amicable, American Equity, American General, American National, Assurity Life, Athene Annuity, Aviva, Aviva NY, AXA Equitable, AXA NY, Companion NY, Equitrust, Fidelity Life, Genworth, Genworth NY, Great American Life, Hartford Life, ING/Reliastar, ING SLD, ING Reliastar NY, ING USA, Integrity Life, John Hancock, John Hancock NY, Illinois Mutual, Lafayette Life, Lincoln Benefit Life, Lincoln National Life, Lincoln National Life NY, Loyal American, Life of the Southwest, MetLife Investors, 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, Transamerica, Transamerica NY, United of Omaha, USLife Insurance, Western Reserve.

Doing Business In: All states

Meeting Frequency: Two times a year—usually April and October

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

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, July and October

Looking for New Members: Yes

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

Website: www.nltcn.com

The Plus Group

Group Classification: Marketing Group

Mission Statement: A service organization that supplies training and disability insurance products to insurance agents, financial planners, and marketing partners. Service is provided by the pooled resources and talents of the managing general agents who previously operated independently. Twenty-two offices are located across the United States to provide localized, quality service.

Year Group Established: 1997

Products Offered: Association, bank loan indemnification, blue collar, buy/sell, group long and short term, guaranteed  issue/guarantee to issue, high limit, individual/group combo, impaired risk, key person, long term care and disability—

individual, multi-life, pension supplement, senior, and special risk for athletes, entertainers, musicians, and third party coverage.

Companies Represented: Assurity Life, Genworth, John Hancock, Lloyds of London, MetLife DI, Mutual of Omaha, Principal, Prudential, Risk Insurance and Reinsurance Solutions, Standard, Union Central.

Doing Business In: All states

Meeting Frequency: Two times a year—spring and fall

Looking for New Members: Yes

Member Qualifications: Three years minimum experience as an MGA, minimum five years experience in DI brokerage distribution, and minimum three years average annualized DI premium of $300,000.

Website: www.plusgroupus.com

The Marketing Alliance, Inc.

Group Classification: Marketing Group

Mission Statement: To provide independent brokerage agencies with the most profitable combination of products, compensation and value-added services so they can grow their businesses while protecting their business’s independence and privacy. To provide carriers with the most efficient, high volume and market-friendly distribution by leveraging their marketing efforts, complementing their technology.

Year Group Established: 1996

Products Offered: Life, annuities, long term care, accident and health.

Companies Represented: American General, American Mayflower, American National, Aviva, Bankers Life of New York, Companion, Exceptional Risk Advisors, First Symetra of New York, Genworth, ING, John Hancock LTC, Legal & General America, Lincoln National Life, Lincoln National Life of NY, MetLife Investors, Minnesota Life, North American Company, Protective Life, Prudential, Reliastar Life Insurance Company of New York, Symetra Financial,  Transamerica, Transamerica New York, United of Omaha, US Life,

National Voluntary Benefits

Two industry veterans have founded National Voluntary Benefits, Inc. (NVB), a Phoenix, AZ-based alliance and resource for voluntary benefit specialists to share sales and system ideas and to learn from each other about the intricacies of the voluntary benefit business.

The principals are Jack Lutz and James Nisbet III. Lutz began his insurance career in the group department of Connecticut General in 1960. He was instrumental in marketing one of the first HMOs in the United States, was a life and benefits manager for a large property/casualty company, and developed and marketed Section 125 plans. He came out of retirement to build this national voluntary benefits organization.

Nisbet has been in the insurance business for more than 44 years and began with Connecticut General. He founded and sold two brokerage general agencies and was one of the founders of Brokerage Resources of America, a life insurance marketing group. He focused on qualified and 401(k) plans before retiring from the life brokerage business in 2011.

NVB is currently doing business in 21 states and represents more than 15 voluntary benefit companies. The intent is to be licensed in all 50 states and the District of Columbia. The company is a one-stop shop that helps entrepreneurial benefit producer affiliates in plan design, marketing and presentations. The producer remains the “agent of record” and NVB’s first priority is assisting in preparing proposals, conducting initial enrollments and handling ongoing service. NVB offers the same or better contracts that are currently available. The difference is that the combined production maximizes sales volume and compensation.

The goal is to build long-lasting, cohesive relationships with producer/affiliates, who own their businesses, as entrepreneurs and not as employees or captive agents of an insurance company.

American National Life

American National Insurance Company has introduced ANICO Strategy Indexed Annuity PLUS 7 and 10 (ASIA PLUS), available now where approved. This product provides up to 12 potential interest crediting strategies from which clients can choose.

ASIA PLUS provides the opportunity to earn a higher interest based on the performance of the S&P 500 Index without the client being directly invested in the Index. The client will never lose money based on the fluctuations of the S&P 500 Index, as the indexed interest crediting strategies have a zero percent floor.

ASIA PLUS provides two different lifetime income riders that allow the client’s income base to grow at a specified rate for a specified term before the client begins receiving an income benefit.

Available in 7 and 10 year versions, the ASIA PLUS offers multiple features to assist clients in various stages of life. 

American General Life

American General Life Companies (American General), a part of AIG, has introduced the Lifestyle Income Rider. This new rider can be issued with AG Secure Lifetime GUL policies.

This new rider can effectively turn an American General life insurance product into a guaranteed stream of retirement income. AG Secure Lifetime GUL was originally developed to provide a guaranteed death benefit, guaranteed access and guaranteed cash value. The new Lifestyle Income Rider enhances that with affordable protection against the valid fear of outliving retirement income, giving policyholders the option to receive a living benefit from their life insurance policy. It features guaranteed monthly withdrawal benefits after as few as 15 years, regardless of the cash surrender value within the policy. Further, clients have the flexibility to transform a portion of their life insurance benefit while they are still living to help supplement their retirement income. They can choose this living benefit and then stop it during payout if they decide they no longer need it and want to maintain a life insurance benefit. If they stop the living benefit, they can restart it at a later date.

The Lifestyle Income Rider on AG Secure LifeTime GUL is available for issue ages 18 to 70 in specified amounts of $100,000 to $10,000,000 (conditions and limitations apply; see your agent for details). The rider, which has its own premium, must be issued in conjunction with the terminal illness rider on AG Secure Lifetime GUL. 

Prudential Life

Prudential Individual Life Insurance, a business of Prudential Financial, Inc., has named Mark Hug executive vice president, product and marketing, and Ronald Herrmann (who joined Prudential following the close of its acquisition of The Hartford’s individual life division in January) executive vice president, distribution.

In his new role, Hug will lead the product and marketing areas, focusing on product solutions to meet the life insurance needs of clients, marketing research analytics, marketing programs and materials, and in-force client management. Prior to this new role, Hug was the executive vice president of marketing and distribution for Prudential Individual Life Insurance, where he had responsibility for all domestic individual life insurance sales. 

Herrmann will be responsible for delivering distribution solutions and for managing and fostering relationships with institutional and third party distributors, as well as with the company’s career agency sales force.

At The Hartford, Herrmann served as senior vice president of distribution and sales, with responsibility for all distribution aspects of the individual life division.

Richard Hellerich, Brian Myhr and John Douglass

"Protracted low interest rates have impacted all lines of the annuity business, causing manufacturers to reassess their exposure among various product lines,” said Joe Montminy, assistant vice president and director of LIMRA annuity research. “The sustained uncertain economic environment has many companies implementing conservative risk management strategies in an effort to prudently manage their business.”

 Despite an overall 11 percent decrease in fixed annuity sales from 2011-2012, LIMRA’s research shows that indexed annuity sales hit a record high of $33.9 billion in 2012—a five percent increase compared to sales in 2011 (see chart for an overview of LIMRA’s statistics for all annuities).

 In summarizing sales for the fourth quarter of 2012, Jack Marrion mentioned on his indexannuity.org website that “Independent agents accounted for 83 percent of fourth quarter index annuity sales. FIAs with 10-year surrender periods accounted for almost three out of four sales. He went on to say, “As in the previous quarter, the driving force behind sales on most of the top selling products was premium bonuses, but the roll-up rate of the lifetime income benefit on other products continued to generate sales. The biggest effect on sales is that the amount of deposits in bank money markets and short term certificates of deposit increased by $460 billion from April to December in 2012 (nervous money prefers to remain liquid).” (http://www.indexannuity.org/ic2013.htm).

 Last year Broker World conducted an annuity round table discussion about the state of the market. The overall response was that the opportunities for sales were strong, yet the current investment climate and the fact that carriers were faced with difficult challenges in pricing products and managing strains on reserves kept new product introductions to a minimum. This month these annuity marketing organizations were again asked their opinion of the current annuity market.

 Richard Hellerich, principal, Great Plains Annuity & Life Marketing, Lenexa, KS. “In my opinion, nothing has changed regarding the current investment climate—it is still tough on carriers. Where weekly notifications on annuity interest rate changes are the norm, we are also seeing some reductions to income roll-up rates on some fixed indexed annuities. From conversations with our annuity producers and looking at the average of case demographics on submitted annuity production processed by our office, we have noticed several trends.

 “First, we are seeing younger issue ages with baby boomers embracing the fixed indexed annuity value proposition. Is this due to their concerns about another market downturn? A flight to safety by younger savers worried about government spending, Social Security solvency and the economy in general? While I’m not 100 percent sure of the answer, I do know we are seeing lower issue ages with the business processed through our office.

 “Fixed indexed annuity products offering secondary benefits such as chronic care and enhanced death benefit riders are gaining in popularity and sales. Several carriers have launched new FIAs offering these flexible benefits. I think clients like the idea of having their premium dollars performing double or triple duty if needed. The options of guaranteed lifetime income, chronic care benefits if health issues force the need (opposed to paying for a “use-it-or-lose-it” benefit), and providing the option for an inheritance benefit all in one contract is generating consumer interest and, at our office, sales.

 “I believe savvy consumers at the crossroads of early or pre-retirement understand they are on their own when it comes to creating reliable retirement income. Massive government spending and budget deficits, coupled with the Fed continuing to print money and the lack of fiscal leadership inside the beltway, point to a harvest of higher taxes and rising inflation at some point in the future. Our responsibility is to educate consumers regarding their choices and provide financial options that fit their risk tolerance, desire for guaranteed returns, and flexibility for future needs. While the number of new annuity product launches may be down, interest in this product solution is growing rapidly.”

 Brian Myhr, vice president, Fairlane Financial Corp., Fort Lauderdale, FL. “Nothing much has changed during the last several months. Newer products just slice the loaf of bread differently. In other words, there are only 100 pennies in a dollar, and because the product actuaries are responsible for return on investment and return on earnings, there can’t be too many bells and whistles we haven’t already seen.

 “While the investment returns many insurance carriers receive have continued to be anemic, a few exceptions are those carriers operated by hedge funds. Although unorthodox in the insurance environment, these companies can and do offer higher caps and more generous compensation to producers, due in part to their savvy investment experience.

 “Until long term interest rates rise, producers will have to focus on the guaranteed lifetime withdrawal benefits and other ancillary benefits being laced into fixed index products.”

 John Douglass, principal, Annuities Exchange/Financial Products Corp., Mil­­wau­kee, WI. “A lot of exciting new products are hitting the street every day. One feature that we offer to brokers is our learning center, where I have the opportunity to talk to home office representatives about new products as they are introduced. I get the opportunity to learn along with the brokers who are listening to the new features that the companies are introducing.

  “Most recently, the changes made to the living benefit riders on indexed annuities have taken center stage. In addition to providing guaranteed income, which they did in the early generations of the product, they now offer many outstanding features—guaranteed death benefit as well as other benefits, to establish one contract that can meet many needs for the consumer. This has proven to be a very popular approach and continues to keep the indexed annuity market going strong.

 “In addition, we have the niche products like critical illness and wealth transfer products that are proving to be very popular. Despite the downturn in the economy, people still have needs, and they must deal with these important life decisions. To meet these needs, one of our challenges as brokers is to address the downturn in the interest rates. Many of our clients, particularly the older ones, do not want to be forced back into the market, still having memories of what happened to their portfolios in the most recent recession.

 “A guarantee of 3 percent with deferred annuities still proves to be very attractive in comparison to certificates of deposit and money markets.

 “Insurance companies have proven time and time again that they can come up with products that meet consumers’ needs. I am confident that they will continue to strive as they have in the past. All the brokers who have been in the market as long as I have remember when we all thought whole life was dead, back in the 1970s, when everyone was buying term and replacing whole life insurance with all kinds of variations of deposit term, etc. Then the insurance industry moved on to all the other generations of interest-sensitive whole life, universal and variable life. It always amazes me how clever the insurance companies can be in creating new products for us to sell.

 “There are more opportunities today for a broker than ever before. The needs are more important than ever as the baby boomers try to rebuild portfolios and provide retirement income for longer periods of life expectancy. The future of the life insurance industry is bright and attractive for the informed producer helping cope with issues of health care and providing benefits for our clients’ families.

 “To summarize, indexed annuities, guaranteed CD-type annuities, life products including indexed universal life, and wealth transfer single premium whole life are my current top picks.”