Broker World

The American College

The American College of Financial Services has launched the Financial Services Certified Professional (FSCP) designation, a rigorous program designed to help advisors understand client needs in a comprehensive manner rather than directly “selling product” without due diligence.

The FSCP is the successor to and will replace LUTCF, a sales training program, and retains sales advice with more detailed content and choices for financial advisors on such topics as social media use, health care reform, financial planning for divorce situations and more. While professionals will not be able to earn the credential until 2014, they may begin taking courses to satisfy program requirements now.

“Most consumers are very satisfied with the knowledge and professionalism of their advisors, but we also know that many advisors complete company training programs only, without an objective landscape of what consumers expect,” says Dr. Larry Barton, president and CEO of The American College.

“By moving from a moderator-led format to one that emphasizes online learning, students can study at their own pace but also immerse themselves in case studies, video scenarios and discussion options regarding what is most suitable for a client, rather than what is ‘the best sale,’ ” he notes.

In addition to taking 10 elective educational units across a wide variety of topic areas and completing “The Ethical Advisor” requirement, candidates for the FSCP credential must complete a final eight-week live webinar course and take a proctored designation exam at a testing center, adhere to a code of ethics, and satisfy ethics-related continuing education requirements every two years to continue using the designation.

The FSCP program offers professionals their choice of live classroom learning, live online classes, asynchronous online classes, and self-paced modules. Students may mix and match their learning choices to fit their schedules and preferences.

“Financial services professionals need to master more skills and knowledge than ever before,” says Barton. “We’ve designed FSCP to appeal to independent advisors, wealth managers, insurance specialists, registered reps, and other financial professionals who want to be better at what they do. We know that their productivity, upon completing The American College designations, can soar as much as 72 percent. This is the ultimate win for consumers and advisors who believe that learning is integral to career success and especially to how to differentiate themselves from their peers,” he adds.

Those who hold the LUTCF designation will have until mid-2015 to take a completer program and achieve the new designation.

Those seeking more information can contact an educational counselor at 888-263-7265 or visit www.TheAmericanCollege.edu/FSCP. 

The Brokerage Resource, Inc.,  Durham, NC

The Brokerage Resource was incorporated in December of 1992 in Columbus, OH, and began limited activity until the Corey family moved to the “triangle” area of North Carolina. The agency opened for business in June 2003 in Chapel Hill, NC, the home of the University of North Carolina.

Sam Corey, Jr., and his wife, Trenna, started the agency from scratch in a new town in a new state. According to Sam, “We knew no one, and our first product was a private label and either a souped-up or dumbed-down major hospital product. Probably wasn’t the best product to start with, but at least it got us started.”

The Corey family’s 117-year life and health insurance legacy began in September of 1896 when William B. Corey (Sam’s grandfather) was employed as an “office boy” for The Provident Friendly Society in Philadelphia, PA, at age 14. This predecessor company ultimately grew into Provident Indemnity Life Insurance Company, where William B. worked for 70 continuous years, rising through the ranks to chairman of the board. “A phenomenal record,” according to Sam Corey, Jr., “not only for continuous service with the same company, but that he accomplished this with a formal education that lasted only through the fifth grade.”

The legacy continued with William S. Corey (Sam’s uncle), who joined the same company in 1933 and ultimately retired in 1977 as chairman of the board. Sam Jr.’s father followed in 1946, retiring in 1983-you guessed it, as chairman.

Corey said, “I realized I was doomed during my freshman year at the University of Georgia and changed my major from forestry to business with an insurance major. March 1965 found me plodding through the snowdrifts in Erie, PA, collecting my debit and selling new policies face-to-face and door-to-door.”

When the Coreys opened The Brokerage Resource, Inc., in 2003, it was just Sam and Trenna doing whatever it took. He was “the title on the door and Trenna was secretary, treasurer and faithful advisor to help keep the wheels on-a role she still continues.”

Sam Corey, III, joined the agency in 2004 and immediately jumped into sales, giving the brokerage agency more horsepower to pursue the senior medical markets.

Middle son Lee Corey began in 2007 to apply some of the skills he learned from his MBA from Fuqua at Duke to do some critical accounting work on a large block of Medicare business that enabled The Brokerage Resource, Inc., to recover substantial monies that had been improperly accounted for. Lee continues to consult with the agency on an as-needed basis.

MetroDI, Jericho, NY

MetroDI was founded by Leonard Gardner in 1963 to provide disability income insurance products to agents. After graduating from college in 1980, Karen Gardner joined her father in the business, followed by her sister, Lorraine Skoglund in 1996. In 2009, Karen’s son, Jordan Albala, felt drawn to the challenges of working in the family business and, two years later, another of Karen’s sons, Matt, decided to embrace the business as well. Today there are three generations of disability income specialists working together to raise awareness about the need for income protection. They are but one of the many services that can be found in the area (which can be seen here: https://www.findnctrianglehomes.com/local-services/) but their niche is very important. Leonard, who is currently 85 years old, still comes to work every day to share his wisdom and knowledge and watch his children and grandchildren grow the business he started 50 years ago.

Q: If you were writing a family business leadership handbook, what is the most important issue that you would include in it?

Sam Corey, Jr.: The most important issue was clarified and condensed by Woody Allen when he said that “80 percent of success is to show up.” For a new family member it’s not only to show up, but to find the area of the agency that they can get passionate about and continue to get better in the job. The other issue that is as important, or more so, is to understand that the founders established and built the agency to this point-and the new generation’s responsibility is to keep it going and growing.

Karen Gardner: Writing a family business leadership handbook would not be different from any business leadership handbook. It has been proven by companies all over the world that success requires these ingredients: Treat your staff with respect, pay them fairly for the job they are doing, be considerate of their time, and communicate your expectations.

When family members are involved, keeping boundaries, respect and expectations appropriate for each individual becomes more of a challenge. Managing expectations and communication is the most important part of running any business. Not all family members are created alike or can perform the same tasks as well. Finding the niche for each family member in the mix and incorporating their strengths has helped to advance our corporate identity and grow our company.

Q: In your opinion, what is the best way to deal with education, conflict, direction and ownership issues in a family business?

Gardner: When it comes to conflict, direction and ownership issues, a family-owned company operates very differently from other businesses. When encumbered with a difference of opinion it is magnified when you are taking a stand against your parents, siblings or children. The best conflict resolution is an opportunity to separate and allow for cooler heads to prevail. We take a time out, and then agree or we let it go. You cannot have two bosses making decisions about the same issues. Pre-establishing rules for conflict resolution and sticking to them helps to manage our differences.

Plus, we make changes to the rules whenever necessary, but never during times of conflict. Outside of the office we generally don’t dwell on work/business issues, which allows us to still enjoy family time together without feeling like we are at work.

Corey: Dealing with the issues. Family members who are employees of the business have to care as much about the business as anyone else in the agency. It is their responsibility to see that the task or job gets done-and done correctly.

Education is another important issue; you can never stop learning. Family members (and any other staff members) have to commit a serious amount of time and energy to learning, whether that is college or graduate level courses; professional designations like CLU, ChFC, CFP, LTCI, RHU; or courses, webinars and seminars sponsored by carriers, marketing groups and professional organizations. You can only fake knowledge for a short time. If you are in a meeting and think that you are the smartest person in the room, you aren’t.

Q: Succession is a necessary part of any business-but particularly when there are multiple generations of one family involved. What should be considered when setting up a succession plan?

Corey: Ownership can be a real challenge, and I think each situation is different. An agency is an asset just like any other asset that a principal owns. Just because one or more of the family works in the agency doesn’t mean that others are shut out. Other family members should have a real interest in seeing the agency continue to do well and prosper. Perhaps now is not the right time for a family member to join the agency, but maybe in two or five years it will be. We finally met as a family group to discuss these issues and to see where everyone’s heads were and what part of the agency would be part of their lives. All of us with families involved in the business are blessed to have interested individuals who want to carry on with what was created years ago. [SC]

Gardner: A succession plan is defined as the process of allowing a business to continue operations with the least possible disruption in the event that an owner is no longer able to perform his duties. While the whole is greater than the sum of its parts, somebody has to be placed in charge, and that person has to have an intimate knowledge of all aspects of the day-to-day business, not just the skills to be great at their current position. That person needs to be chosen based on their abilities, and emotions must not be a part of the decision.

In order for a business to succeed for multiple generations, it is important for all family members involved in the business to appreciate the value of the business entity and its past. We are mindful of my father’s accomplishments and vision for the company, without which there wouldn’t be a MetroDI. I remind the third generation that their job every day is to continue to grow while maintaining our original mission statement which still applies 50 years since MetroDI was founded.

Bottom line: Treat your customers like family and your family like customers. [KG]

The Gardners can be reached at MetroDI, 350 Jericho Turnpike, Suite 306, Jericho, NY 11753. Telephone: 866-638-7677.

The Coreys can be reached at The Brokerage Resource, Inc., 1502 West NC Highway 54, Suite 401, Durham, NC 27707. Telephone: 800-928-4998.

Brokers’ Service Marketing Group

Brokers’ Service Marketing Group (BSMG), a nationally recognized insurance brokerage firm and resource for financial and insurance advisors, has announced the appointment of ­Timothy C. ­Moynihan as senior vice president and director of risk appraisal.

Moynihan will oversee all BSMG underwriting/risk selection operations as well as seek out new business development opportunities for the company. He brings an abundance of experience to BSMG, having most recently served as president of CBIZ Special Risk, a wholly-owned subsidiary of CBIZ. In that role for 12 years, Moynihan led all risk appraisal, new business and carrier/producer relationship efforts. Prior to joining CBIZ, Moynihan was a home office underwriter with Connecticut General and manager of CIGNA Associates impaired risk division.

With more than 25 years of experience in the life insurance industry, Moynihan possesses a unique skill-set utilized to differentiate mortality risk. He has extensive experience handling difficult risks as well as working with attending physicians, medical directors and home office underwriters on behalf of financial advisors.

He has contributed to several industry publications on various insurance solutions topics. He has also been the keynote speaker for AHOU, CLU, IAFP and IRUA meetings on the subject of insurance underwriting.

National Life Group

Matt DeSantos has been chosen to lead a new unit within the National Life Group’s distribution team. He has been named vice president of strategic accounts and business development; previously he was vice president of marketing.

“Growing our distribution is absolutely key to the continued success of National Life Group,” said Assadi. “In order to ensure the highest level of performance and attention to our partners in the field, National Life Group has created a new unit within our distribution team to position us for a deeper penetration of national accounts and business development. This new unit will focus on expanding the company’s distribution through large marketing organizations, in both the annuity and life insurance marketplace.”

DeSantos, who has a law degree from the University of Baltimore, came to National Life Group in 2005 after working in a variety of positions at Nationwide Financial Services, Provident Mutual, the AIG Life Companies, MetLife and Prudential. 

OneAmerica

OneAmerica has named Patrick M. ­Foley, CLU, ChFC, president of individual life and financial services (ILFS). Foley follows Mark Wilkerson, who has led ILFS since 2007 and will retire in 2014. As president, Foley will lead all of the individual lines of business for the One­America companies, including the career agency system and CareSolutions asset-based long term care distribution channels.

Foley joins OneAmerica from Genworth Financial, where he served as president, distribution and marketing, and led their multichannel distribution platform of life, annuity, long term care, linked benefit products and all strategic marketing programs for Genworth’s U.S. life companies. His strong record of success at Genworth was preceded by prior senior level roles at ­Allianz Life of North America and ­Prudential. Foley earned a BBA in finance and insurance from the University of Iowa.

Wilkerson will remain with OneAmerica to support Foley through the leadership transition.

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,