Broker World

Risk Solution Resources

Risk Solution Resources has named Roger W. Skinner, CLU, RHU, REBC, as manager of dental and vision products. Skinner will be responsible for new business development with strategic partners throughout the United States for fully insured dental and vision programs underwritten by Pan-American Life Insurance Company (PALIC).

Prior to joining Risk Solution Resources, Skinner served as senior vice president for IHC Health Solutions and president and owner of ­GroupLink, a national third party administrator specializing in fully insured dental and vision plans. 

The June issue has historically offered a perspective and focus on health insurance, and related ancillary products, for several reasons, not least among them the annual meeting of the National Association of Health Underwriters. Broker World has supported the efforts of NAHU and their intrepid membership for the majority of our existence and will continue to do so.  Many of my earliest and best friendships were forged on the health insurance side of the business and furthered by involvement with the Brokers Health Insurance Network, Inc. (BHINI) and the National Association of Insurance Marketers (NAIM).  But today there aren’t nearly enough health insurance companies able to advertise nationally (or willing to write) to allow a Health Insurance issue.

I remember the prosperity of the MET days and have watched as, little by little, these friends either evolved or got out of the business.  I remember with glee the triumph of our industry over Hillarycare (and I’m still tickled she failed), ignorant in that moment of the eventual malignancy of state by state legislation that would eviscerate health insurers’ ability to offer affordable nationwide coverage or even its semblance, fuel industry-wide rate increases and erode, state by state, consumers’ confidence in and general acceptance of the health insurance industry.  It took twenty years, but eventually spawned Obamacare. 

And now the health insurance landscape is once again less certain—due to the malicious legislative efforts of the conservative majority to rob the past POTUS of his legacy of having masterminded the most undeniably brilliant and glorious act of compassionate achievement in the history of our great nation and, in the process, sadistically deprive hundreds of millions of Americans of their God-given right to easily affordable healthcare at the expense of the robber barons of the health insurance industry.

Ain’t the mainstream media great?  Even my local Fox affiliate, in coverage of town hall meetings with any conservative legislator, airs, predominantly, the angry voices of the uninformed and portrays them as prescient crusaders for the overwhelming majority of actual and potential (and imaginary) health care consumers.  Seldom, though I strain my ears, have I heard the faintest whispers of surprisingly high double- or even triple-digit rate increases within exchanges—almost like that sound you thought you heard but couldn’t quite be sure…  Nowhere (outside of industry outlets) has the suggestion of unfulfilled government commitments to insurers been examined or reported. News of insurers exiting exchanges is subtly shaded to imply a lack of concern for consumers as much as, if not more than, any failing of the system.  Any rational explanation of the necessary principles involved in effectively spreading risk, if even aired, seem to be smirkingly dismissed as the nonsensical prattling of a child’s made up language until the ultimate blasphemy is uttered—profit!—and then righteous indignation reigns. National deficit concerns are at worst temporary annoyances until adjustments can be made to justifiably make some or all one percenters foot the bill.

I remember the one shining moment of my direct encounter with the Occupy movement—that of a pair of colorfully coiffed teenty-somethings exiting an Escalade and armpitting their protest signs to text their downtrodden comrades from their iPhones.  But I digress.

I commend those legislators fiscally aware enough to recognize the need to replace Obamacare and stalwart enough to trudge that media-demonized path. There are easily defensible compassionate reasons to retain the rationally humane parts of the current legislation including, specifically, the prohibition of denying, discriminating against or charging higher rates to any individual on the basis of preexisting conditions.  But it’s ridiculously obtuse for legislators, and to an equal extent the media if not the general public, to enthusiastically embrace crowdfunding/GoFundMe pages as Nobel-worthy epiphanies and deliberately avoid any meaningful examination of managing risk and actuarial science.

And nowhere in any discussion is allowed the politically incorrect concern for ethical insurance professionals whose livelihoods have been disrupted, though they span all ethnic groups and number in the hundreds of thousands.  I applaud each of you who continues to help your clients navigate the labyrinth of the geometrically oxymoronic Affordable Care Act (for a fraction of reasonable compensation) and who continue to provide value through ancillary products and cross-marketing of disability income, long term care protection and other insurance products both in and not-yet-in the crosshairs of those intent on bloatedly mandating further “consumer protection.”

As an American, an employer still somehow offering private insurance to his employees (thank you UnitedHealthcare), a healthcare consumer, an enthusiastic believer in the societal blessing our industry offers to consumers, and a proud political conservative—dammit, Republican!—I pray that Repeal and Replace considers actuarial science and responsible risk-spreading principles as something more than our industry’s selfish disambiguation.[SPH]

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

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

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. Much like how individuals learn from the groups they work with, whether that be a food marketing service in London or one more close to home, it is important to share this knowledge so we all may grow.

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 National, American General, AXA Equitable, Aviva, Fidelity Life, 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: Yes

Member Qualifications: Contact John Ziambras at 866-428-0108 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 by combining production for bonus purposes and distributing it on a fair and equitable basis.

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, MetLife, Mutual of Omaha, 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

Website: www.abc4brokerage.com

America’s Long Term Care Insurance Experts

Group Classification: Marketing Group

Mission Statement: There is a need for marketing direction and sales leadership in long term care insurance brokerage. Now is absolutely the best time to become committed to this line of business. It is impossible to avoid the long term care insurance conversation in any insurance sales situation that evaluates risk. Multi-life and group long term care insurance is the growth industry. We offer top contracts with all front line companies, as well as direct marketing and sales assistance and focused marketing and direct sales assistance.

Year Established: 2008

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

Companies Represented: American General, Genworth, John Hancock, LifeSecure, MedAmerica, Mutual of Omaha, Nationwide, Transamerica, United Security.

Doing Business In: All states

Meeting Frequency: Annual

Looking for New Members: Yes

Website: www.ltcicentral.com

The Argyle Group, Inc.

Group Classification: Marketing Group

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

 • Developing strategic alliances with top quality insurance carriers and by

 • Developing relationships with other marketing groups and

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

Year Established: 1995

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

Companies Represented: American General, Lincoln Financial, Principal Life, 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, AXA Equit­able, American National, Aviva, 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

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: American National, Allied, Assurity, Bravo, Capital Benefits Group, Coventry, Fidelity Life, HPA, IMG, Medico, Mutual of Omaha, Reliance Standard, Standard Life, United of Omaha.

Doing Business In: All states

Meeting Frequency: Once 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, LLC

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: Allianz, American General, American National, 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, Sun Life, 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: No, but recruiting for brokerage managers.

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, Aviva, AXA Equitable, Fidelity & Guaranty Life, Fidelity Life, ING Reliastar, ING US Annuity & Life, John Hancock, Lafayette Life,  Life of the Southwest, Lincoln National, National Life of VT, North American Company, Prudential.

Doing Business In: All states

Meeting Frequency: Two times a year

Looking for New Members: Yes

Member Qualifications: Contact admin@cmginfo.com.

Website: www.cmginfo.com, 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, disability income.

Companies Represented: American General, American National, Aviva, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Financial, MetLife, Minnesota Life, New York Life, Nationwide, Principal, Protective Life, Prudential, SBLI, 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, long term care.

Companies Represented: AGL Assurance, Allianz, American General, American Memorial, American National, Americo, AmerUS, Assurity Life, Aviva, AXA Equitable, 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 Life, Protective Life, Prudential Financial, Security Mutual of NY, Sun Life, Transamerica, Union Central/Ameritas, United Home Life, United of Omaha, Western & Southern Life, Western Reserve.

Doing Business In: All states

Meeting Frequency: Two times 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 strength lies in the independence of its member agencies and at the same time, their interdependence. IDA is committed to providing local service and assistance while maintaining the strength of a national organization. As one of the nation’s oldest and most successful life insurance marketing organizations, superior pre- and post-sale service to the upscale life insurance producer comes naturally. IDA is also committed to maintaining the integrity and reputation of the organization, recruiting only well-established brokerage general agencies who want to make an individual commitment to a group effort-thereby affording the best service to not only upscale producers but potential clients as well. With 51 member BGA offices located in key metropolitan areas, IDA’s footprint is nationwide.

Year Group Established: 1986

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

Companies Represented: Allianz, Allstate, American General, American National, Aviva, AXA Equitable, Companion Life, Fidelity & Guaranty, Fidelity Life, Genworth, Gerber Life, ING, John Hancock, Legal & General America, Lincoln Benefit, Lincoln National, MetLife, Minnesota Life, Mutual of Omaha, Nationwide, New York Life, North American Company, Protective Life, Prudential, Reliance Standard, SBLI, Transamerica. 

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.

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/US Life of NY, American National, Aviva, AXA Equitable, Genworth, ING, John Hancock, Legal & General America, Lincoln Benefit Life/Allstate of NY, MetLife, Nationwide, Principal, Protective Life, Prudential, Transamerica, United of Omaha/Companion Life.

Doing Business In: All states

Meeting Frequency: Three times a year

Looking for New Members: No

Member Qualifications: By Referral Only

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, American General Life, 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: Two times 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), life settlements.

Companies Represented: American General Life Companies, American Memorial, American National, Assurity, Aviva, AXA Equitable, Capital Benefits Group, Coventry, Fidelity Life, Fidelity & Guaranty Life, Foresters, Genworth, IHC Solutions, ING, Legal & General America, Lincoln Financial, MetLife, Merchants Benefit Administration, Minnesota Life, Mutual of Omaha, Mutual Trust Life, North American Company, OneAmerica, Phoenix Life, Presidential Life, Protective Life, Prudential, Reliance Standard Life, Securian Dental, Security Mutual, 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 Life, 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 Life, 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, Prudential.

Doing Business In: All states and DC

Meeting Frequency: Three times a year-February, July and October

Looking for New Members:

The Marketing Alliance

The Marketing Alliance (TMA), one of the largest organizations providing support to independent brokerage general agencies, recently announced that Peter (Pete) Donio joined its underwriting division. Donio will support TMA distributors’ placement of impaired risk cases through his expertise in summarizing medical reports of impaired clients, matching the impairments with the best suited carriers and working with carriers’ underwriters on risk assessment.

Prior to joining TMA, Donio was consulting senior underwriter with clients that included John Hancock, American General, MetLife, Canada Life, Baltimore Life and GE/First Colony. Throughout his career, he held senior management positions with Penn Mutual as chief underwriter, AIG Risk Finance as senior medical underwriter, and ING Variable Annuities as assistant vice president.

Donio is the founder and past president of the Impaired Risk Underwriters Association (IRUA), past president of the Baltimore/Washington Underwriters Association, member of the New York City Metropolitan Underwriters Discussion Group, and Delaware Valley Home Office Underwriters Association. 

July 2012

It's What You Know That Isn't So…

Research Clarifies Who Buys LTC Insurance And What Motivates Them

Steven Pike

American National

David A. Behrens has been elected president and chief operating officer of American National Life Insurance Company of New York. He will continue as a member of the ANICONY board of directors.

Behrens has been with American National Insurance Com­pany for 14 years and continues his role as executive vice president of the Independent Marketing Group.

American National Insurance Company, Galveston, TX, has introduced ANICO Signature Term series, which includes multiple level premium periods of 10, 15, 20 and 30 years, as well as annual renewable term.

Signature Term Express, a non-invasive and accelerated underwriting process, is available up to $250,000 for ages through 65. ANICO Signature Term Express facilitates 48-72 hour turnaround on approvals with no medical exams or invasive procedures on most cases.* Underwriting classes are Standard and Substandard and all term periods are available.

ART is American National’s lowest** starting premium and guarantees 10 years of competitive premium rates. Signature Term ART is convertible to 20 or 30 year level term within the first three years for issue ages 52 and younger. Accelerated benefit riders for critical, chronic and terminal illnesses are also available with ANICO Signature Term. 

 *The program requires completion of the full application with no additional requirements by you. An underwriting decision should be made within 72 hours using the information from the application, Medical Information Bureau and the Prescription Database. Motor Vehicle Report, phone interviews, Attending Physician’s Statements and exams may be required on certain applicants.

 **Males under age 26 may have an initial premium higher than 10 year level term. 

Robert J. Hoefer

1926–2012

The brokerage community has lost a true moving force in the development of the insurance brokerage business as we know it, with the passing of Robert Hoefer, retired principal of Brokers Clearing House, Ltd., a West Des Moines brokerage general agency.

An honored U.S. Army veteran of World War II, Bob began his insurance career as an agent with Prudential in 1955. While with Prudential he became the first million dollar producer in the state of Iowa.

In 1966 he and his brother Bill started The Administrators, a TPA and health insurance provider. They, with their sons, built the business into a multi-million dollar premium operation, insuring school districts, municipalities, businesses and associations. In 1975 he purchased Brokers Clearing House, building the agency on product, service and underwriting expertise.

Bob was a tireless advocate for the betterment of the life brokerage industry. He was a member of the original organizing committee that met to discuss the founding of the National Association of Independent Life Brokerage Agencies (NAILBA) and worked diligently within that organization for many years. He was a lifelong NAIFA (NALU) member, a past president of LIFE, Inc., a founder of LifeMark Partners, Inc., and a life and qualifying member of MDRT.

Bob was always active in his community, instrumental in raising funds for numerous organizations and a long-time political activist.

Bob left behind a son, Mark Hoefer, three daughters—Barbara Crowley, Gail Merritt and Sara Silverberg, eight grandchildren and two great grandchildren. He was preceded in death by his beloved wife Dorothy.

Bob was a man of integrity, honesty and confidence, whose diligence and dedication to his craft allowed him to prosper, following his passion for the brokerage industry and the people in it. The brokerage industry owes a debt of thanks to Bob Hoefer (as does Broker World) and a fond farewell.

Rhonda L. Hagelman

1955–2012

The Broker World family has lost one of our dearest friends with the passing last month of Rhonda Hagelman, wife of Broker World columnist Ron Hagelman, Jr. Rhonda leaves behind daughter Ashley Hagelman, sons Ron Hagelman III and Jeffrey Hagelman, four grandchildren and many other loving family members and countless friends.

Rhonda began her insurance career in 1984 as a Penn Mutual agent and spent years in personal production as well as assisting Ron in many of his business endeavors. In 1999 she acquired Opportunity Management, Inc., a brokerage general agency in New Braunfels, TX, serving hundreds of life, health, annuity, disability income, long term care and group accident agents in Texas and beyond. In the early 2000s she formed her own small marketing group, IPA, with friends Leo Corsetti and Russ Bock. She became a board member of a larger marketing group, Diversified Marketing Group, or DMG, in 2004, and had served as treasurer of that group for the last six years.

A mainstay at long term care insurance conventions and conferences, Rhonda traveled with Ron throughout the country helping spread the message of America’s greatly underserved lifetime need—LTC insurance. In brokerage circles they were known as one entity—“Ron and Rhonda.”

Rhonda was active in the New Braunfels business community and sidelined as the facility coordinator for The Best Darn Barn, a special events venue owned by the Hagelmans. She was an expert dealing with bridezillas and their mothers (according to Rhonda, the moms were typically the more “challenging” of the two).

Memorial donations may be made to Hope Hospice of New Braunfels.

Rhonda was a dear personal friend, as well as a great example of the caring dedication necessary to serve our industry well and ultimately make a difference in the lives of countless families. She will be long remembered and sorely missed.

Minnesota Life

Minnesota Life Insurance Company will replace its existing term product, Advantage Elite, with Advantage Elite Select in all states except New York, effective May 21.

Advantage Elite Select offers: a guaranteed death benefit for 5, 10, 15, 20 or 30 years. Shortened conversion periods—5-, 10- and 15-year durations have 5-year conversion periods, and 20- and 30-year durations have 10-year conversion periods. For an additional premium, an extended conversion agreement allows an insured to extend the conversion period for the full duration of the policy or age 75, whichever is earlier. 

AIG

AIG Benefit Solutions, the group benefits division of American International Group, Inc., has introduced Income PLUS, an innovative new rider that provides a one-time, lump-sum payment in the event of a disabling condition.

The Income PLUS benefit is unique in the industry as a lump-sum benefit that is not offset or negated by any other sources of income and is paid in addition to the monthly benefits offered under the long term disability product. The Income PLUS benefit can be used by employees as they see fit, to help pay debt or medical bills or to provide a financial cushion during a period of disability.

The idea for Income PLUS  came from research showing that a significant number of disabled employees face serious financial burdens by the time they get through their LTD elimination period, which is usually six months. While short term disability helps cover some of the income shortfall during this period, employees who transition to long term disability benefits often face higher debts by the time their LTD benefits begin.

The Income PLUS rider benefit is payable immediately after the 180-day elimination period is satisfied. It offers what amounts to 12 months worth of benefit at 10 to 40 percent of income, paid as a lump sum in addition to the monthly LTD payments. The percentage paid under the Income PLUS rider varies according to the rider option selected by the employer.

The total income replacement maximum available to employees is 80 percent, including the underlying LTD plan and the Income PLUS rider benefit. For example, if the underlying long term disability plan offers 60 percent income replacement, then the Income PLUS Rider options are 10 or 20 percent.

IHC Group

Independence Holding Company announced the formation of a new company, IHC Specialty Benefits, Inc. Jeff Smedsrud, chief marketing officer of IHC, will be chief executive officer and president of the new company.

IHC Specialty will develop new health insurance products and services that are expected to be in greater demand as federal health care reform is implemented. The product lines contemplated for expansion include supplemental and ancillary insurance, such as accident, critical illness and pet insurance.

The company is partnering with large payers, accountable care organizations and distributors—both local and national—to create product and consumer solutions.