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Broker World

Broker World is the only national insurance magazine founded, focused and edited to specifically address the brokerage marketplace and the unique informational needs of independent life and health producers who select the products best suited to their clients' needs from a variety of companies and marketers. The primary service is to provide a channel of communication between life and health companies and marketers and the 28,600+ proven producers of substantial amounts of brokerage business that constitute Broker World's readership.


Krause Brokerage Services, LLC has acquired USA-LTC, a California-based brokerage firm that specializes in long term care insurance (LTCI), including employer-sponsored worksite LTCI for businesses offering LTCI as a benefit to their staff. With this acquisition, Krause further secures its place as a key player in the long term care planning industry, increasing its focus on products and strategies for adults planning for retirement, seniors planning for long term care, and Medicare. Krause now offers an expanded arsenal of services, resources, and partnerships designed to help those working in the long term care planning industry protect their client’s financial futures.

Don Levin, J.D., MPA, CLF, CSA, LTCP, CLTC, the former president and CEO of USA-LTC, will serve as strategic relations director at Krause. He will assist with recruiting and training of insurance agents while also managing and expanding the worksite LTCI facet of the business. Additionally, Levin will play an instrumental role in introducing new LTCI services to Krause’s attorney network. He will work directly with attorneys to successfully incorporate LTCI within their practices.

“With other states following in the footsteps of the Washington Cares Act, more people than ever will be seeking private long term care insurance coverage,” said Lori Gubash, national LTCI director at Krause. “All legal and financial professionals must be ready to service this need. Don is here to help provide that connection point. With his expertise, the people we work with will be better equipped with the tools needed to expand their businesses and help more clients plan for long term care.”

“Long term care insurance is an essential part of the retirement and estate planning conversation,” stated Levin. “I look forward to helping Krause’s network implement this crucial service in their businesses, giving them the opportunity to break new ground with their clients.”

As an attorney and award-winning insurance agent himself, Levin brings vital insight and experience to Krause. He served as chairman of the board of the National Long Term Care Network, regularly contributes to Broker World Magazine, and has authored several books, including The Right Combination: Unlocking Your Future Through Marketing and Wisdom of the Diamond: The Five Bases of Effective Team Leadership. Levin is an experienced speaker on LTCI and will be featured as a regular presenter and educator on Krause’s platforms.
Krause is also welcoming Paula Pike, a senior account manager with more than 25 years of experience, whose primary role will be processing applications for businesses offering LTCI as a benefit to employees.

“I am thrilled to welcome both Don and Paula to our team,” said Thomas Krause, J.D., vice president of sales and marketing at Krause. “This acquisition allows us to increase the visibility and accessibility of long term care insurance to our network while also adding the employer-sponsored insurance component to our business model. I am confident this will provide new opportunities for Krause, but more importantly, for the legal and financial professionals we serve.”

For more than 30 years Krause has provided asset preservation solutions related to long term care for legal and financial professionals nationwide. The acquisition of USA-LTC comes shortly after Krause’s acquisition of LTC Solutions in 2021, along with Krause’s introduction of Medicare products and the establishment of new Medicaid planning and wealth management partnerships in 2022.

Krause Brokerage Services specializes in asset preservation solutions, resources, and education for long term care and the senior market. Krause has been a leader in the long term care planning industry for over 30 years, assisting legal and financial professionals as they help their clients achieve relief from the financial hardship of long term care. With a growing team of 43 dedicated professionals, Krause Brokerage Services is the parent company to Krause Financial Services, which primarily works with estate planning and elder law attorneys, and The Krause Agency, which works with insurance agents and other financial professionals in the senior market. For more information about Krause, visit

Broker Words—March 2023


It has truly been one of the most significant blessings of my professional career to be involved with the NAILBA Charitable Foundation. I currently sit on the board of this great foundation, served three terms previously, and my wife Hope has served a term as well as serving on the Grant Selection Committee. For the past 10 years a Howard has had the honor of serving the NAILBA organization and the communities where its members, vendors and carriers live.

The NAILBA Charitable Foundation is where altruism meets the business of NAILBA. Since its creation by Founder Col. J. William Felton III in 2002, the Foundation has encouraged volunteerism in the NAILBA community. NAILBA members and their corporate partners are encouraged to sponsor a charity they feel is working towards its mission of making dreams come true for those less fortunate. The Foundation is dedicated to providing grant funding to small, well-run charities that may not otherwise have access to additional funding. Since its inception, NAILBA Charitable Foundation grants have helped worthwhile philanthropic organizations plant seeds of change in their communities. We welcome grant applications from NAILBA members, partners, and corporate sponsors, and appreciate your efforts to improve conditions for those less fortunate.

The mission of the NAILBA Charitable Foundation is to encourage philanthropy and business to work hand in hand helping others who are at risk. Since 2002, the Foundation has raised and contributed nearly four million dollars to more than 270 deserving charities and community organizations nationwide.

2022 NCF grant recipients included The Formation Project, North Charleston, SC, providing housing and shelter support for victims of human trafficking; Corner House, Minneapolis, MN; The Hundred Movement, Skyland, NC, for expanding mental health and case management for sex trafficking victims; Caring For Kids, St. Louis, MO, providing beds for kids; Miami Diaper Bank, Miami, FL; Sheffield Place, KC, MO; Home Of The Sparrow, Exton, PA, homeless prevention efforts for women; Star Legacy Foundation, Eden Prairie, MN, for their pregnancy research project; The Woody Foundation, Coral Gables, FL; Court Appointed Special Advocates of Orange County, Santa Ana, CA, for their mentor advocate program; Down Syndrome of the Bay Area, Danville, CA, aiding communication readiness; Family Resources, Inc., Davenport, IA; LIFENET4FAMILIES, Lauderhill, FL, and their Food 4 Thought program; Promises 2 Kids, San Diego, CA, for their Camp Connect program; Wounded Warriors Family Services, Omaha, NE; Handy Inc., Ft. Lauderdale, FL, helping abused neglected disadvantaged youth; YBLC Youth Build Lake County, North Chicago, IL; Good Friend, Inc., Brookfield WI, for Good Friend Academy online learning; Camp One Step by Children’s Oncology Services, Chicago, IL, for their Utah Ski Program; Caruso Family Charities, Lakewood, CO, Sibling Support Fund; Catharine Violet Hubbard Foundation, Inc,, Newton, CT, for the Sunday at the Sanctuary project; Child Serve, Johnston, IA, playground equipment project; Family Service and Guidance Center, Topeka, KS, for the FSGC Youth Crisis Recovery Center; and For Belle’s Sake, Sawyer, ND, animal rescue focused on rehabilitation for forever homes.

Available column inches waning, 26 other worthwhile charities received grants from the NCF for the 2022 grant cycle.

The most moving component of the NAILBA annual conference is the recognition of these grant recipients and the wonderful work they do, as well as the long lasting thankfulness for the willingness of carriers, vendors, NAILBA members and staff in great numbers to embrace the concept of giving to those less fortunate than themselves. The NAILBA Charitable Foundation is the beneficiary of generous and enthusiastic participation in a silent auction and a boisterous and cut-throat live auction. At this year’s meeting carrier, marketing group and vendor donations totaled more than $205,000, while countless carriers, vendors, agencies and individuals contribute sizeably throughout the year to help the Foundation in its mission, proving that the NAILBA community digs deep so that others might enjoy some comforts and advantages they might not otherwise have. Please donate to the great work of the NAILBA Charitable Foundation by visiting

And, it has truly been a delight all these years “Artful Codger”-ing folks for raffle tickets, and I’d like to thank all my “victims” from the bottom of my heart. But, In this life…One thing counts…In the bank…Large amounts…I’m afraid these don’t grow on trees…You’ve got to pick a pocket or two![SPH]

What Your Clients Think They Know About Their Life Insurance—But Don’t


Haven Life

Survey Reveals Consumer Confusion and Unrealistic Expectations

Every year it seems like prospective clients are becoming a little more difficult to reach and a little less accessible as they choose instead to rely on online resources, “experts” and digital tools that are available with one keyboard stroke.

Nevertheless, an advantage that you will always have as a financial professional is your understanding of human nature. Whether it’s a client whom you’ve been with for years or a new client you’re still getting to know, there is no replacement for your one-on-one relationships that demonstrate your expertise and care. This is especially true when you are discussing a complicated topic like life insurance where consumers often have faulty information and/or assumptions about their own benefits and needs.

If you are thinking this is rarely the case, think again. In a recent survey from Haven Life, one in three working adults admitted that they did not have a good level of understanding about their own employer-sponsored life insurance options.

As a financial professional, you have the opportunity to provide guidance and education to clients who are not receiving it at their workplace or other sources. You also have the human insight to realize people are often reluctant to admit they need help, especially when it is a topic that they may already feel they are supposed to understand.

Consumers Often Don’t Know…What They Don’t Know
Only recently has financial literacy and education gained attention as a subject that should be taught in high schools and alongside traditional college courses. Trendy words like “adulting” try to nudge consumers to proactively address their own knowledge gaps but without identifying objectives and resources. This was clearly illustrated in the following survey results from employed adults:

  • 29 percent of respondents indicated they had “somewhat” or “no” understanding of the life insurance benefits their company provides.
  • Similarly, 31 percent of respondents have “somewhat” or “no” understanding of their company’s health insurance benefits.
  • 17 percent of respondents indicated they have only “somewhat” or “no” understanding of the difference between life insurance and health insurance benefits.
  • Nearly 20 percent of respondents admit they don’t know if their company even offers life insurance benefits.
  • Nearly 30 percent of respondents said the only reason they understood the difference between life and health insurance is because a human resources colleague or financial planner explained it to them.

Survey Results Reveal Coverage Expectations Aren’t Aligned with Reality:
For clients who know they are eligible for life insurance benefits through work, additional questions arise about what these benefits entail. Our survey reveals a startling disconnect between the payout employees would receive and the payout they think they would need:

  • 77 percent of respondents would like a life insurance payout of three or more years’ worth of their salary.
    • 25 percent seek a payout of three to five years’ worth of their salary.
    • 17 percent seek a payout of six to eight years’ worth of their salary.
    • 35 percent seek a payout of nine or more years’ worth of their salary.

Yet, as you already well know, the standard employee-sponsored life insurance payout is one year. Considering that most Americans only have enough savings for one year, this leaves an overwhelming gap to fill in the event of a death. While this is not new information to you, this alarming insight provides the perfect opening to probe expectations with prospective clients and build further trust. Together, you can show them what the life insurance payout would be and compare that number to what they would like it to be, leading to a discussion of how they can supplement their employer-sponsored benefits with additional life insurance coverage.

Trust and Professional Reliability Will Overcome Lack of Knowledge and General Mistrust
You may have noticed that, as human beings, what we say and what we do don’t always match up. Because humans are creatures of interesting and odd habits, respondents said things like:

  • 36 percent would prefer to stash their money under the mattress.
  • 18 percent said at the time of the survey that they would transfer all their money into Bitcoin.
  • 11 percent find themselves called to the latest series of celebrity endorsed NFTs.

Despite these alternative routes that dominate headlines and social media, the focus for the average American is trust and reliability, something only a company with a long, trustworthy legacy can provide alongside an experienced financial advisor.

An overwhelming 85 percent of respondents indicated concern for an impending recession and the majority said they could not pay off all their household’s debt at this moment. The importance of reliability in uncertain times cannot be overstated.

We found that most respondents would trust building long term savings with a life insurance agency backed by a company with a history of longevity, financial stability, and brand reputation. Reliability is crucial in a lasting client relationship as you help your client build financial security that will hopefully span generations.

How Can You Use This Information to More Deeply Engage Prospects and Clients?
Let’s face it, it’s a lot easier for someone to admit they don’t understand their work benefits on an anonymous survey versus saying that out loud across from a financial expert. None of us enjoy admitting we don’t know something that everyone else seems to have a handle on and these survey results are an actionable way to start a conversation without putting your client on the spot.

Leveraging this survey in a conversational way can be a strategic conversation starter. These findings provide a bridge to outline areas that can be confusing and let you explore your client’s benefits in more detail. Specifically, given this information you may consider:

  • Automating a to-do on your calendar to start reaching out to clients in September and October before most open enrollment periods begin.
  • Set yourself apart by creating a deeper learning environment for prospective clients—consider enlisting a Human Resources benefits specialist in the early autumn timeframe and hosting a workshop that explains the most common options for employee benefits.
  • Establish office hours during open enrollment season where you specifically discuss your client’s life insurance benefit options and guide them in their benefit election decision-making.
  • Use this time of year as an opportunity to open a deeper discussion about the gap between what their expectations are for their family if something were to happen to them and what their reality is; this is a perfect bridge to discuss other options to shore up that gap.
  • Ask your clients what percent of their salary they think is fair to spend on life and health insurance benefits so that you can get a baseline for where they are at (40 percent of survey respondents said that less than 10 percent of their salary is a fair amount).
  • Rely on the survey to show prospective clients and clients that they are not alone.

There are many points in your client’s life journey, but at all points your client seeks financial security for themselves, their loved ones, and possibly generations to come. Today’s consumer has access to more tools, information, and education than ever in our history yet, as human beings with busy lives and competing priorities, they still falter in areas that can be most daunting like financial literacy.

Knowing where your clients’ knowledge gaps often lie is the first step. Leveraging the Haven Life survey findings or similar digestible data shows them they are not alone and helps open the door for discussion without risk of embarrassing your clients or making them feel judged. Being able to tailor your strategy to every client’s needs will improve your leads, sales, and deep, generational connection to each of your client’s unique life stories.

For more information about the survey, or how to purchase a term life insurance policy, visit

Haven Life conducted a quantitative survey in October, 2022, and collected 1,089 completed responses. Respondents were between the ages of 18 and 65 and identified as either full-time or part-time employees with a minimum household income of $50,000. 49 percent of respondents were male and 51 percent were female.

Haven Life Insurance Agency, LLC (Haven Life) is re-thinking how people financially protect the ones they love. Haven Life is committed to delivering exceptional products, delightful purchasing experiences, and meaningful moments of service to the modern life insurance customer.


Total U.S. individual life insurance new annualized premium fell five percent in the third quarter compared with prior year results, according to LIMRA’s U.S. Retail Individual Life Insurance Sales Summary for Third Quarter 2022. Despite the quarterly decline, new premium in the first nine months of 2022 remained six percent above results during the same period in 2021.

“The strong consumer demand for life insurance we saw in 2021 has been waning,” said John Carroll, senior vice president and head of Insurance and Annuities—U.S. and Canada, LIMRA and LOMA. “Since January 2022, consumers’ concerns about the pandemic, which played a role in driving the record premium and policy sales growth in 2021, have diminished as worries about the economy and inflation increased over several months. As a result, the surge in smaller whole life (WL) and term policy sales experienced in 2021 ended in 2022. Although new premium for these products remains above pre-pandemic levels.”

Overall policy sales fell 12 percent in the third quarter and 10 percent year-to-date (YTD).

Indexed universal life (IUL) was the only product line to record positive growth in the third quarter. IUL new annualized premium increased two percent in the third quarter. In the first nine months of 2022, IUL new premium rose 22 percent. The growth was concentrated with less than half of carriers reporting gains. LIMRA is forecasting double-digit growth for IUL products in 2022, but expects a minor decline in 2023. IUL premium held 28 percent of market share of the total U.S. life insurance premium in the first three quarters of 2022.

Equity market declines have slowed the remarkable growth VUL experienced over the past 19 quarters. Variable universal life (VUL) new premium dropped 12 percent in the third quarter 2022, following the 104 percent growth in the third quarter 2021. YTD, VUL premium was up 18 percent. Continued market volatility will impact VUL sales through the rest of the year. LIMRA predicts VUL premium growth to be in the mid-single digits for 2022, and level for 2023. VUL held 13 percent of premium market share in the first nine months of 2022.

Fixed universal life (UL) new annualized premium dropped 25 percent in the third quarter and fell 12 percent in the first nine months of the year. Fixed UL market share remained seven percent of the total U.S. life insurance market in the first three quarters of 2022.

Whole life (WL) new annualized premium fell two percent in the third quarter. YTD, WL new premium was one percent higher than prior year. Historically, inflation has not benefited whole life insurance sales. As a result, LIMRA is forecasting slight declines in 2022 with sales leveling in 2023. Whole life premium represented 33 percent of the total U.S. life insurance market YTD.

Term product sales fell for the fourth consecutive quarter. In the third quarter, term new premium dropped six percent from prior year, and fell five percent YTD. Half of the carriers reported drops in term premium for the quarter, compared with prior year. LIMRA expects term product sales to decline in 2022, and growth to improve in 2023. Term’s market share represented 19 percent of the total U.S. market in the first nine months of 2022.

“Term and whole life are the mainstay products for a majority of Americans seeking life insurance protection, representing 86 percent of policies sold in the first nine months of 2022,” noted Elaine Tumicki, LIMRA corporate vice president and director of insurance product research. “Our research shows consumers are worried about inflation and a potential recession. One in 10 consumers said they have reduced, canceled, or put off buying needed insurance or plan to if economic conditions persist. This is worrisome because the need for life insurance has never been greater. More than 100 million American adults live with a coverage gap.”

LIMRA’s Third Quarter 2022 U.S. Individual Life Insurance Sales Survey represents approximately 85 percent of the U.S. individual life insurance annualized premium market.

To view the latest data table with U.S. life insurance sales trends visit LIMRA’s Fact Tank at

Serving the industry since 1916, LIMRA offers industry knowledge, insights, connections, and solutions to help more than 700 member organizations navigate change with confidence. Visit LIMRA at

Mutual of Omaha


Insurance industry leader James R. Boyle, who has served as president and CEO of both Foresters Financial and John Hancock, has been elected to the Mutual of Omaha Board of Directors, Chairman and CEO James Blackledge announced.

In his most recent role as president and CEO of Foresters Financial, Boyle led the strategic repositioning of the company, rebranding a mid-sized fraternal insurer as a market-leading disruptor, rationalizing its product line to include innovative wellness focused benefits, expanding omnichannel distribution and enabling same-day mobile transaction processing.

Prior to leading Foresters Financial, Boyle was president and CEO of John Hancock, the U.S. subsidiary of Manulife Financial. Over his 20-year career at John Hancock, he led multiple businesses, culminating in the leadership of the entire U.S. business as chairman, president and CEO.

“Jim Boyle brings a wealth of experience in insurance and financial services, strategic leadership, risk management and operational excellence that will add a valuable dimension to the Mutual of Omaha Board of Directors,” Blackledge said. “We will rely on his perspective, as well as that of our other distinguished directors, as we work to serve our customers and grow our business in an increasingly competitive and highly regulated environment.”

Boyle graduated with honors from Boston College, earning a bachelor’s degree in accounting. He also serves as a trustee of John Hancock Mutual Funds and is a senior advisor to Blackstone Insurance Services.

Founded in 1909, Mutual of Omaha is a highly rated, Fortune 500 organization offering a variety of insurance and financial products for individuals, businesses and groups throughout the United States. As a mutual company, Mutual of Omaha is owned by its policyholders and committed to providing outstanding service to its customers. For more information about Mutual of Omaha, visit


The National Association of Insurance Marketers (NAIM) was founded in 1990 as a national network of brokerage insurance agencies.

The Board of Directors recently voted to focus on expanding current production to become the premier network in employee benefits, including partial self-funding–level funding group medical, as well as group life, dental, short term disability, long term disability and voluntary products.

The group medical partial self-funding—level funding market is grossly under served by insurance agents, general agents as well as master general agents due to a lack of training, knowledge and understanding. The employer can save 20-30 percent on their premiums as well as getting back a portion of their premiums—unlike the fully insured market. The continued increase in pricing in the fully insured market at time of new enrollment, as well as renewal time, is the reason all new and renewal groups should be shown level funded plan options. Why lose a case to a trained insurance person in this market?

The Board has already secured a number of Super Managing General Agent contracts above regular General Agent (GA) and Managing General Agent (MGA), and others are being considered and will be announced soon.

Why would any MGA, GA agency or individual agent consider joining NAIM?

  • Agencies keep their total independence, and their downline is protected.
  • NAIM is well established in the marketplace.
  • A new level commission profit center for your agency.
  • Three-way calls to help you present the case with the company person, your customer and you on the call.
  • Your agency is no longer out in the marketplace alone having to meet production requirements.
  • Training of your staff and downline producers is provided, depending on their level of expertise, at no cost to you. This market is not that complicated to understand.
  • NAIM has access to the entire insurance agents marketing list at minimal cost to you compared to purchasing it yourself.
  • Providing immediate access to existing products and contracts in place.
  • Members bring their insurance company contacts to NAIM to negotiate higher contract commissions for all members.
  • Pooling of commissions provides immediate bonuses by carrier, based on minimal membership level.
  • Provides networking with peers and insurance company officers on conference calls and meetings.
  • Everyone will be considered for membership.

For more information contact Rick Stolz, CLU, Ch.FC, RHU, LUTCF, NAIM Chairman by phone at 800-561-1827. Email: Web:

Haven Life


Haven Life, a leading digital direct-to-consumer life insurance agency backed and wholly owned by Massachusetts Mutual Life Insurance Company (MassMutual), has welcomed four new members to their leadership team. Sahang-Hee Hahn, Matt Myers, Kimberly Love and Sasha Pryor have joined Haven Life, strengthening executive leadership to better serve multiple distribution channels and to continue raising the bar in the delivery of excellent products.

“Our core mission at Haven Life is to make life insurance more accessible and affordable for everyone, through the channel of their choosing, whether that is direct-to-consumer on or through the broker universe which develops deep relationships with their clients and are looking to offer quality products. As we continue to deliver on that core mission, it is important for us to bring in the right talent to help fuel growth,” said Mitch Ocampo, head of Haven Life. “We are so pleased to have Sahang-Hee, Kimberly and Sasha join our team as we continue to build a better experience for our customers, and excited to announce Matt’s new role as head of marketing to further expand our leadership team. I look forward to seeing their talents continue to grow and shine as we innovate together.”

Sahang-Hee Hahn, the head of Strategy and Planning at Haven Life, will further shape the company’s strategy and develop business processes that are “fit-for-purpose” and lead to greater efficiency across business lines. Bringing a wealth of experience in the fintech and startup space, Hahn will navigate legal, business, and compliance risk and leverage her MassMutual network inside the larger enterprise.

Hahn has an MBA from the Wharton School, where she majored in Finance and Management. She also possesses a J.D. from the Washington and Lee University School of Law, and she obtained her BA, magna cum laude, in English from the University of Pennsylvania School of Arts & Sciences. Hahn also has her Series 7, 24, and 63 licenses.

As head of Insurance Services, Kimberly Love, FSA, CERA, MAAA, will lead the actuarial functions of Haven Life including product pricing, underwriting, policy administration, and claims management. Love has 20 years of experience in the insurance industry leading product development for life insurance and annuities products. She has held previous positions at Penn Mutual and Voya Financial, and most recently was a vice president and marketing actuary with Canada Life Reinsurance. Love holds a Bachelor of Science in math and economics from Duke University and is a Fellow of the Society of Actuaries.

As head of Customer Success, Pryor will lead teams that support Haven Life’s customers and partners throughout the process of buying life insurance. With over 15 years of leadership experience in the financial and insurance industries, Pryor has been instrumental in building out and leading call centers, quality assurance programs, and high-performing teams.

Matt Myers has taken over the head of Marketing position at Haven Life. Since joining the company in 2016, he has been responsible for scaling the direct acquisition marketing programs that have helped achieve substantial year-over-year growth each year at Haven Life. A direct marketer by trade, Myers has over 15 years in customer acquisition and user growth experience and will be taking on additional responsibilities as it pertains to branding, creative services, content and PR. Myers holds a Bachelor of Business Administration from Temple University.

Haven Life is dedicated to building a better experience for anyone who wants life insurance, delivering innovative online solutions that make it simpler and more affordable for consumers to financially protect those they love through the channel of their choosing.

Haven Life Insurance Agency, LLC (Haven Life) is re-thinking how people financially protect the ones they love. Haven Life is committed to delivering exceptional products, delightful purchasing experiences, and meaningful moments of service to the modern life insurance customer.

The National Benefit Corp


EPIC Insurance Brokers and Consultants (“EPIC”) announced today that it has acquired The National Benefit Corp (“TNBC”). The acquisition further expands EPIC’s geographic footprint in the Midwest across its life insurance, executive benefits, and financial advisory distribution businesses under the Vanbridge Life and Executive Benefits umbrella. The transaction continues to broaden the reach of EPIC’s current life and executive benefits practice and provides TNBC with an expanded and complementary portfolio of products and resources to facilitate growth and enhance client service.

Founded in 1977, TNBC is a full-service insurance marketing organization and a trusted insurance and annuity partner for advisors across the country. TNBC offers advisors a diverse line of financial products including life, long term care and disability income insurance along with a specialization in annuity solutions. The current leadership team of TNBC, including President John Gilbert, will remain intact upon joining the EPIC organization. Gilbert also serves as chair of the National Association of Independent Life Brokerage Agencies (NAILBA).

“Over the last 45 years, TNBC has become a leader in delivering personal relationships and independent life and annuity solutions to our incredible customers. Through this new partnership with EPIC and Vanbridge, we are very excited to be able to offer a more robust suite of solutions and best in class expertise to enhance our long-standing customer relationships,” said Gilbert.

“I am fortunate to have known John Gilbert and Tom Kirke for the last decade and am very excited to welcome the team at TNBC into our collaborative organization,” said Tom Bellig, EPIC Life and Executive Benefits and managing principal of Vanbridge. “TNBC has cultivated a great reputation of performance within their specialty and this acquisition is an excellent opportunity for us to build on that success and drive growth–together,“ concluded Mitchell K. Smith, EPIC Life and Executive Benefits and managing principal of Vanbridge.

Allianz Life

To help strengthen the Midway neighborhood in St. Paul, Allianz Life Insurance Company of North America (Allianz Life) is investing $450,000 in Midway-area nonprofit Keystone Community Services over the course of the next three years.

The funds will help Keystone expand its work in Midway-area communities after seeing increasing demand over the past several years due to the COVID-19 pandemic as well as rising food and fuel costs. This contribution will also support existing programs at Keystone’s new community food site, located less than a mile from Allianz Field.

“Keystone is a trusted partner in the community, helping neighbors increase and maintain their financial stability through food and other critical services, and we’re proud to partner with such a vital resource in the Midway,” said Jasmine Jirele, president and CEO, Allianz Life. “We’re committed to a more equitable and financially secure Twin Cities, and we know working with Keystone we can help make a real difference.”

Allianz committed funds in 2020 and 2021 to help fund the renovations at the new community food site, which is planning to open in 2023. This new investment from Allianz will aid Keystone in hiring another resource navigator and offering follow-up support. Keystone’s resource navigators help community members find the resources they need for longer-term solutions with things like legal services and education, health care coverage, financial services, and utility assistance.

“Keystone’s partnership with Allianz began over 10 years ago and we are thrilled to be the recipient of this significant three-year grant, which will expand services at our new site and throughout Ramsey County,” said Mary McKeown, president and CEO, Keystone Community Services. “Our neighbors count on us to be there when they need extra support and this investment by Allianz will help Keystone support more people with more food and resources.”

Allianz Life and Keystone are long standing partners and have worked together to offer numerous community and food distribution events, including “Free Farmers Market” events at Allianz Field, with each event providing more than 400 families from the Midway neighborhood and surrounding areas with fresh produce.

Learn more about how Allianz is supporting a more equitable and financially secure Twin Cities at


The National Association of Insurance and Financial Advisors (NAIFA) is proud to announce Harry P. Hoopis, CLU, CHFC, chief executive officer of the Hoopis Performance Network and a renowned entrepreneur, leader, and speaker, is the recipient of the 81st annual John Newton Russell Memorial Award. The award is the highest honor accorded by the insurance industry to a living individual who has rendered outstanding services to the institution of life insurance. The selection committee consists of representatives of the nine leading organizations in the life insurance and financial services industry. NAIFA President Lawrence Holzberg, LUTCF, LACP, announced Hoopis’s selection during the 2022 Q4 State of NAIFA webinar. Hoopis will be celebrated and formally receive the award at NAIFA’s National Leadership Conference in Washington, D.C., on November 14.

“On behalf of the selection committee, I am pleased to congratulate Harry Hoopis as the recipient of this year’s John Newton Russell Memorial Award,” said Jill M. Judd, LUTCF, FSS, RICP, chair of the 2022 award committee. “Harry’s decades of service in insurance and financial services and his indisputable standing as an icon in our industry make him exceptionally worthy of this prestigious honor. The committee considered many qualified nominees for the award, but Harry stood out for the enduring positive impact he has had on so many of his fellow insurance and financial professionals.”

Over his 40-year career, Hoopis built one of the largest and most successful financial services firms in the world in Chicago. He has been honored with Northwestern Mutual’s prestigious Dennis Tamcsin Career Achievement Award, was awarded the Master Agency Award every year since its inception, received the Robert Templin Award for his many contributions to management development, and is the recipient of NAIFA-Chicago’s Leadership in Life Award. Harry was inducted in the GAMA International Management Hall of Fame. He served on the Board of Trustees for the GAMA International Foundation and is past president of GAMA International as well as Northwestern Mutual’s General Agent’s Management Association.

Hoopis is still an active member of two of the industry’s most elite study groups, the LIMRA Research Agencies Group and the General Agents Symposium. He is also the principal author of The Essentials of Management Development and author of the best-selling The Road to the Bountiful Life: Achieving Success in Financial Services. He is the creator of the “Firm Foundations” seminar series and developer of the “Fixed Activity Commitment System.”

Hoopis has led his organization in efforts to give back to the community through the Hoopis Financial Group Foundation. The foundation has raised several hundreds of thousands of dollars for local and national charities. Hoopis has been recognized by the Cystic Fibrosis Association for his outstanding contributions to the organization.

“Harry Hoopis has made an indelible mark on the insurance and financial services industry, not only as a success in his own business but as a respected thought leader in the field of agency management,” said NAIFA President Lawrence Holzberg, LUTCF, LACP. “A strong and long-time supporter of NAIFA, the GAMA Foundation, and LIMRA, he has given back to the industry as a speaker, author, educator, mentor, and leader. I am very pleased to congratulate Harry on behalf of NAIFA’s Board of Trustees and our entire association for this well-deserved honor.”