Stephen Howard

In Memoriam

I hate that the need arises to write these, obviously, and particularly in this instance as the industry and Broker World has lost three good friends recently.

Ray Morgan was born in Des Moines January 22, 1945, and we lost him September 4, 2024. He attended Drake University in Des Moines before embarking on his insurance career in 1967 as a junior underwriter for General United Life, where he rose through the ranks until leaving to pursue sales with Bankers Life in 1979, and Beaty & Associates from 1980-1983.

Ray truly entered the brokerage industry’s awareness in 1983 when he joined Executive Life, continued with Aurora National Life Assurance when the State of California sold Executive Life to them in 1992, and attended his first NAILBA conference.

Ray became a great friend to Broker World after joining Empire General in 1995, joining great BW friends Doug Adam and Doug Huls until 2007, and then continuing to serve clients with West Coast Life until he retired in 2008 after 41 years of exemplary service to the industry.

Good friend and associate Dug Huls remembers: “Ray applied his insurance experience to set the bar high for providing sales support to agents and general agents in the independent brokerage space. Agents that had the opportunity to work with Ray were quickly able to see his desire for all producers to have success at the point-of-sale. His knowledge of sales concepts, both basic and advanced, his expertise of products, skill to generate illustrations and presentations, coupled with his assistance in presenting solutions. Ray would give 100 percent effort with no limitations to see success in others.

“Ray will be missed by all who knew him. His unique sense of humor and ability to make the complex seem simple. A sincere hello, handshake or occasionally a high five. Producers, business co-workers, neighbors and friends, all knew it was a lifetime relationship. (And for a few, his candy corn with peanuts mix will always be remembered.)”

For me, I remember his great smile and the ease with which he’d break into a boisterous laugh. I was fortunate to spend time with him at various industry meetings from time to time, but was further privileged that Empire General was in the KC area and Doug, Doug and Ray would occasionally swing by our office to catch up and shoot the “breeze.” It was virtually impossible to be around Ray and the two Dougs without feeling much the better for it. Ray was clearly one of the best of us.[SPH]

Bill Shaw was born February 1, 1927 and left us on October 27, 2024. Born in Houston, TX, Bill spent his entire life in Houston until his retirement led him to Galveston where he spent his final years. He loved sports and lettered in football and basketball at Lamar High School. He played five positions in football–three on offense: guard, center, and quarterback, and two on defense: safety and linebacker. He initially turned down a basketball scholarship to Texas A&M to enlist in the Navy because “It was the right thing for a young man to do during World War II.” Bill truly loved his country and was proud to serve in the Navy. He served on the submarine Bowfin, a fleet attack submarine which is part of the Pearl Harbor Museum in Hawaii. Following his service in the Navy, he attended and played basketball at Texas A&M from 1946-1950, graduating in 1950. Bill loved A&M sports…a true, proud Aggie who bled maroon.

Bill lived a full life. He was married to the love of his life, Jo Ann, for 49 years. One of his favorite statements was how bright and beautiful she is. Bill established the Shaw Company in 1972, becoming one of Texas’ most prominent BGAs. Jo Ann later joined the company. In marriage and in business they were together and enjoyed many years of success and travels that took them to many countries as well as around the world. One of their favorite trips was visiting the Bowfin in Hawaii to commemorate his service, to see the rack he slept in while serving and to hear his Captain one last time on a tour of the submarine.

Bill and Jo Ann were fixtures at NAILBA for all of Bill’s career. I found them to be exceptionally friendly and a delight to spend time with. Bill always had a few interesting stories about the brokerage business from before I was even old enough to grasp the true significance of the great work he did (and all of you do). Both my wife and I annually marveled at the glamour of the Shaws as they presented themselves for the NAILBA Mooers Award Dinner. Bill was truly one of the Grand Masters of NAILBA, and of our brokerage industry, and a heck of a nice guy.[SPH]

William R. Ryno, Jupiter, FL, and Glenview, IL, passed away October 30, 2024, peacefully in his Glenview home surrounded by his loving family.

Bill was born in Rahway, NJ on May 1st, 1932. His parents moved to the Chicago area in Winnetka in 1940. He schooled at Crow Island School, New Trier High School and graduated from Denison University in 1954. During all those years he played various sports namely baseball at New Trier HS and Denison U as well as football at New Trier HS. He also played many years of ice hockey from childhood through his young adulthood.

Following his graduation from Denison he entered the life insurance business as an agent with Connecticut General Life Insurance Company, Evanston, IL. In 1969 he started his own life insurance brokerage general agency, W. R. Ryno & Co., and developed the business into one of the most prominent in the region. In 2002 Bill and his son B.J. merged with several other life insurance brokerage agencies, and ultimately sold to a national firm.

During his working years he was very active in the insurance industry as a member of the National Association of Life Underwriters in the Chicago chapter, CALU. He was on various boards at the local and state level, serving as President in 1965 for CALU. While serving as President he ran an annual charity fundraiser called Hike for Hearts and continued serving for 10 years for the Chicago Heart Association, helping raise over $250,000. He was on the organizing committee with six other brokerage agencies to form the National Association of Independent Life Brokerage Agencies (NAILBA) in 1976 where he served as Treasurer. (Rumor has it he got the treasurer nod because he was willing to put the bar tab on his credit card.) He organized the very first NAILBA conference in Chicago at the Hyatt O’Hare.

Following his retirement he continued to be active at his club Valley Lo in Glenview, IL and at his club Jonathan’s Landing in Jupiter, FL. He enjoyed playing golf in both Illinois and Florida, spending time with friends, family and his wife Trish.

I remember Bill as a great brokerage mind but with a humility and ease that made him great to be around. His laugh was infectious, his willingness to share his vast knowledge freely given, and his warm appreciation of anyone he met forged a life that benefitted our industry greatly and leaves behind many many brokerage professionals, and all at Broker World,who feel very fortunate to have called him friend.[SPH]

Our November/December cover expresses a yearning for my image of the press of the past and a more divergent expression of thought. Timely perhaps, as I have to admit I hate election years now. The two year cycle is bad enough, but the four year cycle is the worst by far. I don’t have overwhelming optimism for a much brighter future regardless of the November results. To be completely honest I believe that “enlightened” self interest rules both parties. Sounds so much better than “They’re all crooks.” But I still vote!

Watching any network television program inflicts political ads that leave me feeling like the Malcolm McDowell eyes-forced-open scene in A Clockwork Orange. Creative editing, half truths and inflammatory polarizing rhetoric abound, alongside extrapolations of votes for, or most often against, legislation without any context whatsoever. Maybe just maybe it was a poorly drafted crappy bill with too much ambivalent language, or had a whole bunch of unrelated ridiculously expensive malarky tacked on to try to sway obstinate but for sale votes. Or it would have hurt the many to appease the few… Yet it comes out as “he/she hates you and everything ‘we’ should stand for.” Although I may reliably be disappointed in at least some results, when it’s all over I claim a certain sort of kinship with the man encountered on the roadside hitting himself on the head with a hammer over and over again. When asked, “Why are you doing that?” The man sagely replies, “Cause it feels so good when I stop!”

Our industry has sure seen its share of adverse legislation proposed, much of it either thoughtlessly or deliberately ignorant of the enormous good our industry provides to Americans. Two grandmas get fleeced by crooks and in the resultant emotional kneejerk our entire industry is painted as evil in the mainstream media, and the rest of America is potentially faced with increased difficulty in obtaining products that benefit them. And of course there is the periodic money grab for the inside buildup on insurance products and the treatment of various insurance products in, particularly state, estate taxes. If I were in western Washington State, and needed to go to the coast of California, I would travel east to Idaho, south to Nevada, and then west to Cali. I don’t care how many dirt roads it would take to avoid “That State.” (That said, I do love much about the non-tax-policy-involved warm hearts in Oregon and will miss six wonderful people I know there.)

I seem to have gotten a bit far afield in my attempts to avoid offending readers affiliated with either party. My personal belief is that the vast majority of Americans want our country to prosper and for those in need to be aided. I think that where citizen thought seems to differ most significantly isn’t idealistically, but rather in the means to those ends. I also believe that being firmly entrenched in polarizing positions kills any sort of ultimately helpful compassionate compromise. That said, as I was once advised by a reader in Cali, let me swerve back into “My Lane.”

So what do we face as an industry going forward? If the stock market declines it will affect us. If interest rates remain high or increase it will also affect us. If inflation rises it will affect the abilities of less privileged Americans to afford protection for their families. If the mainstream media, and politicians, continue to target and demonize “Insurance Companies” it will affect us and the public’s willingness to purchase our products. While we in the industry, including guys like me scavenging at the fringes, know that most often the target of attacks are either health insurance or property/casualty companies, Suze Orman and her ilk notwithstanding, the fact remains that the more frequently the term “Insurance” is drummed into the consciousness of those perhaps less informed, less willing, or less farsighted, in a negative light, it breeds and reinforces an obstinance to act to protect their families. It is a damned shame that there isn’t a compulsion for pundits, politicians and personal injury attorneys to specify the type of insurer they are targeting…that’s some legislation I could definitely get behind! No widow ever complained about a life insurance claim check other than wishing it had been for more. It’s irresponsible at best and collaterally harmful to lump all “Insurance” together haphazardly (although I admit I do it freely and with a clear conscience with politicians).

So where does that leave me? Professionally and personally conflicted regarding interest rates for one… I fancy a move to North Carolina to be closer to my wonderful in-laws, but trading a three percent mortgage for a six or seven percent one cows me immeasurably. (Additionally the P&C coverage, particularly anywhere near the coast, where they live, is daunting to say the least.) But higher interest rates generally benefit our industry and attract more customers (and advertisers). So, at present, I’m looking to Powerball, becoming demonized as a one percenter, and missing the more widespread divergence of thought expressed by a more “free” press.[SPH]

In Memoriam

My wife Hope and I both love New Orleans, me mainly for the food, her for the architecture and history, and we both love the people, but…NOLA will always be chillier than before. The thing we loved most about our visits to the Crescent City was the chance to spend time with Michel and Kevin Boudreaux, and now that’s gone. We lost Michel Levy Boudreaux in January, 2023, and now it is my still grieving duty to report the passing of Kevin Boudreaux on July 17, 2024.

Kevin Kolhmann Boudreaux was born on November 11, 1953. He attended the University of New Orleans (now LSUNO) and Louisiana State University in Baton Rouge. He was an active member of the Beta Zeta chapter of Delta Sigma Pi fraternity, serving as social chair and developed and honed his enthusiasm and talent for hospitality.

That talent manifested in an initial career in club management which included Colonial Country Club in Harahan and the New Orleans Petroleum Club. His wonderful welcoming outgoing personality was a natural fit when he joined Michel at Mike Levy and Associates, a preeminent Louisiana brokerage general agency serving agents nationwide. Kevin was an active member of the marketing group National Brokerage Agencies and the National Association of Independent Life Brokerage Agencies for the vast majority of his insurance career.

Kevin was a long-time member and leader in the Harahan Gourmet Club, serving in many volunteer roles. True to his love of entertaining, he relished planning and hosting group events in his home and at clubs, restaurants and inns in New Orleans and the surrounding area. Every detail was attended to, from the polish of silver to floral decorations. Kevin also loved the pageantry and revelry of Mardi Gras, was a past member of the Krewe of Bacchus carnival organization and avidly followed the announcement of Rex royalty each year.

Kevin and Michel loved to travel, visit, and make memories at resorts around the country, including Houmas House Estate and Gardens in Darrow, LA, the Cloister on Sea Island, GA, and the Grand Hotel Point Clear, AL. But his most treasured were the many trips to visit his nephews Kris and Travis. Countless are the industry friends they made attending industry meetings.

Perhaps most telling of Kevin’s compassion was his devoted caregiving to Michel through her journey of kidney disease, a journey that even included the purchase of a dialysis machine and developing the training and skill to administer treatment to Michel when COVID made traveling to the clinic for treatment just entirely too risky.

A celebration of Kevin’s life is planned in October at his favorite spot, Joey K’s restaurant on Magazine Street in New Orleans.

I sometimes counsel friends dealing with the loss of a loved one to view the memories that inevitably pop up as a quick “Hello!” from those that have passed, and embrace them with a smile and a “Thanks (Kevin) for saying Hi!” rather than a tear. Eventually it really helps, at least it does for me. In the past month there have been many such great memories pass through my mind…long evenings laughing during NBA meetings, great meals at Mister B’s in the French Quarter, and especially Kevin’s sparkling eyes, fantastic smile and the camaraderie we enjoyed while I devoured mounds of truly delicious fried chicken at Joey K’s. I’m trying my best to smile when those memories hit (and my mouth does water a bit) but my “Practice What You Preach” isn’t working great quite yet. I’m still plagued with the realization that NOLA will always be a bit colder for Hope and I minus Kevin’s warm smile.[SPH]

Well, here we are in our first foray into the bi-monthly format. Hope and I have already expanded our personal travel plans to include a jaunt to North Carolina to spend time with her (our) family. It seems they get lonely in December, as there are a multitude of August birthdays, including the newest member of the assemblage, Penelope Novonglosky, born August 22, 2023, and the Matriarch, Nanie, celebrating her 90th!

But the new format doesn’t leave me with an entire month to fritter away, as Broker World plans to offer web exclusive content on the “off months” including continuing to offer our monthly columnists (except, unfortunately, Dave Murphy, who has also decided to go bi-monthly). Also in the works are plans to offer further web exclusive content including sponsored editorial and industry news. I hope that loyal Broker World readers will embrace and enjoy the new content on www.brokerworldmag.com. Suggestions for further content are welcome, send them to me at [email protected].

Now to the “issue” at hand. It seems even more appropriate these days to include the annual LTCI survey in the Life Insurance issue, based on the great work from friend Claude Thau and the wonderful folks at Milliman, Nicole Gaspar, Chris Giese, and of course Sophie Fosdick. This year’s survey included just seven insurers providing stand-alone LTCI sales distribution, total 2023 sales data included one additional insurer and 2023 inforce data included two additional contributors. My thanks, and hopefully our entire industry’s, to those companies who continue to march forward in the fight.

Myriad are the possible causes for the decline in carrier involvement in stand-alone over the years, preeminently I suspect due to a distinct lack of profitability. Contributing factors no doubt to blame were the initial neophytic foray into the long term care insurance product business producing woefully inaccurate lapse ratio calculations and the attendant pricing kerfuffle, the drastically elongated low interest rate environment, and, of course, the public’s steadfast refusal to apply the same “use it or lose it” acceptance to LTCI that they, as a whole, willingly (or grudgingly?) grant to home and auto insurance.

Government intervention has helped mitigate to a small degree the looming long term care crises facing society as a whole and state Medicare programs in particular, Partnership programs most notably. More intrusive mandates seem inevitable, and unfortunately most currently propose solutions with comically irrational viability assumptions, completely ignorant of sound insurance industry actuarial practices, due to I imagine either hubristic disdain, or adversarial refusal to consult our industry, or some combination of both. Let’s not forget to add to the ledger the bell-ringing successes of countless bureaucratic programs at eliminating cronyism and strictly enforcing cost containment.

Our industry is uniquely suited to partner with government entities to address viable solutions to cope with the “Silver Tsunami” that is irreversibly gathering force to wreak destruction on state budgets and overwhelm care giving institutions. Unless, of course, we as a country adopt some version of the Carrousel solution featured in the cult film Logan’s Run.

As with all entities dependent on the whims of voters, Government “partnership” with the insurance industry, if previously enacted rate increase limitations are any indication, will no doubt incorporate further uninformed, likely unsound, restrictions and/or directives. We’ll wait and see how onerous those may be. Carriers must remain profitable to maintain viability, continue to directly employ thousands, and provide a livelihood to hundreds of thousands of active producers. Despite the apparent mindsets of some, profit is not a dirty word. Profit provides employment which enhances life. On the positive, the Washington Cares Act drove a stampede to the LTCI industry to avoid the “use it and stay in the state or lose it” tax mandate. Still to be seen are the lapse ratios on those policies.

As has been the case in our industry for most of its existence, we’ve independently created solutions that not only serve a multitude of needs but now directly address long term care needs and diffuse the “use it or lose it” consumer conundrum. Whether they are long term care riders, hybrid products or straight asset-based long term care, our industry is creating solutions to help the informed consumer to mitigate the often overwhelming cost of long term care. A comparatively “lucky few” consumers have bolstered their future livelihoods and their retirement dreams by taking advantage of these solutions. Also on the menu are care annuities, long term care life settlements and reverse mortgages to aid an aging populace, but one critical factor remains in the way of this aid to those in need. The most relevant, knowledgeable, available, and again uniquely suited source for information about these solutions is you. The independent insurance producer. Go get ‘em! And may God bless you.[SPH]

My wife Hope and I have been married now for more than 15 years. Beyond a shadow of a doubt it’s the greatest gift I could ever imagine. In fact, her chief discernible flaw is her shockingly poor judgment in spousal selection.

Hope has been the CFO of Broker World for more than a dozen of those years, a duty she executes with a great degree of professionalism, diligence and grace. But she really wants more from life than the monthly pressures of keeping me focused on the job at hand (think Labors of Hercules) while keeping the financial gears turning.

In our 17+ years together we’ve been on countless trips attending meetings of carriers, marketing groups, our industry’s associations, and a few precious friends who happen to be BGAs that have invited us to their notable celebrations. Most of these meetings have been held in extremely nice locales and in posh hotels with exceptional service. We’ve been blessed to share these experiences with a great number of dear friends and new friends growing dearer. It’s a lot to be thankful for.

But aside from a limited number of group outings to exciting and inspiring events, we’re mainly inside the hotel. Our non-industry friends: “Boy I bet you loved Florida/New Orleans/Malibu/Boston…” My honest reply should most often be, “The staff was great, the food was good, the bed was comfortable and the shower water pressure was good, or mediocre, or sucked.” Vegas is a bit different because Vegas is by definition absolutely different. But regrettably few groups these days have the shortsightedness necessary to book their meeting at a place with that many easily predictable distractions. But I digress…

Hope wants a bit more self determination in our travel—location, duration and above all vacation! Her fervent desire is for me to retire, so we can do whatever we wish, whenever we wish, wherever we wish.

Broker World’s first issue was September/October 1980. It was bi-monthly until 1985, and monthly thereafter. I was drafted in May of 1983, and many pundits might suggest it was a significant reach that I became the first pick. In the throes of a lackluster academic journey financed by my parents (and coincidentally the founders of the magazine), my father determined it prudent to finance my summer break with pre-tax dollars rather than the logically predictable alternative. After several weeks of me stuffing envelopes, filing, and attaining the cherished position of meal acquisition facilitator, my dad decided to roll the proverbial dice.

Bill Howard was a staunch proponent of the “Yellow Pad Sales System.” If you write a prospect on every line of a yellow pad, and call em all, you’ll sell an ad. But, wise man that he was, he dramatically hedged his bet—he wrote down 25 companies that had never advertised with us to limit the potential damage to some degree. To his shocked delight I sold three of them schedules that first week. One of them, the truly wonderful folks at Fairlane Financial, are still with us today—every issue. My heartfelt gratitude to the late founder Sam Lane, his son Ron and grandson Ron Jr., for their loyalty and especially their four decades long friendship.

To nudge this slightly nearer the point, Dad suggested “Maybe you should try doing this for a while.” And I did. May marked my 41st year and this June issue is my 484th—near as I can figure. What I can’t quantify is what a privilege it has been serving this great industry, nor can I reliably count the incredible number of great friends I’ve made along the way. Along with the Lanes, many have become quite dear to me and you know who you are…you see my heartfelt grin every time our paths cross. And most of all I’m not ready to give that joy up just yet.

So I’m hedging my bet.

To allow Hope and I to (hopefully!) pursue travel, hobbies, and various personal projects, beginning with the July/August issue Broker World will return to the original bi-monthly format. I do want to still provide this great industry with this particular print voice, and still catch up with all my friends, but I’m a fat old guy (63) without a succession plan as the Lord had the benign omniscience to prevent me from procreating. Whew! The Millennials and Gen Zers really dodged a bullet there, eh?[SPH]

In Memoriam

This one really hurts. One of the best friends I could ever ask for in this business, Sam Corey Jr., passed away April 20. I have been blessed with his friendship for almost 40 years, and I’m really gonna miss him.

Sam began his career as a commissioned life insurance agent after graduating from the University of Georgia in 1965 with a BBA in Insurance. He received his CLU designation from the American College in 1968. From there he had a very impressive 46 year career in the insurance industry.

After several other industry pursuits Sam founded The Brokerage Resource in 1992 and built his field marketing organization from the ground up, providing independent insurance agents with tools and resources for over 26 years, attracting and representing only A rated or better insurance carriers, and making the Senior Healthcare sector his top priority for the independent insurance agents working with The Brokerage Resource. In 2018 his oldest son, Sam Corey III, became president and owner of The Brokerage Resource, while Sam Jr. remained as founder, serving as an advisor and consultant to the firm, focusing on maintaining the steadfast relationships he built over the years with industry leaders and providing guidance. Together they continued to steer the business toward their primary goal—growing the firm and adding a broad portfolio of insurance products to retain the best insurance agents nationally. The Brokerage Resource was purchased by Integrity Marketing Group in 2020.

“Sam Jr. had a presence about him that commanded attention, but always made you feel at ease” relates TBR Director of Marketing Carolyn Portanova, “He always made time for his employees with his open-door policy and always welcomed calls and visits from agents. He inspired others to do their best and he made The Brokerage Resource feel like home to so many.”

Sam Jr. was very involved in the insurance community and was a past president of the Triangle Association of Life Underwriters, former president of the marketing group National Brokerage Agencies (NBA) and former president of the National Association of Insurance and Financial Advisors—Triangle. He was a long time member of the National Association of Independent Life Brokerage Agencies (NAILBA) and served on the General Agency Advisory Council of several carriers including American National, Mutual of Omaha and United World.

Per long standing friend Art Jetter, “Sam was a remarkable individual, whose kindness, wisdom, and humor enriched the lives of those who had the privilege of knowing him. As a friend, he was a rock, always willing to help, always a source of sound advice, and always encouraging. I am thankful for our long friendship. Sam built an excellent business built on integrity, had many dear friends, and left us all with wonderful memories.”

Sam is survived by his wife, Trenna, and his sons Sam III, Lee and Russell, and his six grandchildren.

I first met Sam Jr. at some industry meeting so long ago that I don’t remember the group…NAHU, NAILBA, NBA, The Brokers Health Insurance Network…our paths crossed so many times and for that I am truly grateful for. He was witty, warm and welcoming, and each time we would first see each other at a meeting his eyes would light up (as would mine) in earnest and heartfelt appreciation of our friendship and always punctuated with his wry smile. I’m warmed by the memory of his laughter and appreciation whenever I would go on a rant or deliver one of my unique presentations. He’d always greet them with a grinning shake of his head, hand shake, and a “Good job. Almost as good as the one about…”

Sam Corey Jr. was truly a great friend as well as a great representative of our industry. His loss will be deeply felt not only by his family, but by a legion of friends and colleagues, his community, and the brokerage business as a whole to which he gave so much.[SPH]

In Memoriam

This one is a real punch in the gut. It is my sad duty to report the passing of a wonderful friend and one of our industry’s most diligent and beloved heroes, Ed Murray, Murray & Zuckerman, Inc., Schenectady, NY.

After graduating with a degree in finance, Ed served as a combat veteran in the 11th Armored Cavalry Regiment known as “The Blackhorse” as an Artillery Forward Observer in Vietnam. An Artillery FO patrolled with infantry units and called in grid coordinates and artillery fire when under attack. An Artillery FO had to be extremely accurate in determining their own location and the location of the enemy or else terrible things could happen.

Ed and dear friends Gary Glassford and Art Jetter, who also served in Air Cavalry units, would frequently share stories of their time in the military. On one of these occasions Art unfortunately mentioned his Cobra helicopter gunship’s Environmental Control Unit. Ed stopped him and asked incredulously, “Environmental Control Unit? Jetter, are you telling me that you had an air conditioner in that helicopter while I was on the ground crawling around rice paddies in 110-degree temperatures and 110 percent humidity?” Ever witty, Ed continued, “Jetter, if I had known you had an air conditioner in that helicopter, I would have shot your ass down.”

The start of Ed’s insurance career came after a brief stint in real estate, when he began working at Chubb Insurance. It didn’t take long to realize carrier life may not be a good fit, so his inner entrepreneur kicked in and he set out on his own, then ultimately teamed with Gordon Zuckerman to form Murray & Zuckerman, Inc., and set up shop in Schenectady. Their vision was to have a general agency that serviced all four corners…of New York State.

Ed had been deeply involved in the National Association of Independent Life Brokerage Agencies (NAILBA), serving as its chair and receiving the association’s highest honor, the Douglas Mooers Award for Excellence, in 2005. Another former chair, and Mooers Award recipient, Art remembers, “Ed likes to give credit to others for NAILBA recovering from the financial issues in the late 90s, early 2000s. He doesn’t take any personal credit. However, when I was chair in 2000 and gave my swan song speech, I specifically recognized his incredible service as treasurer. I called him our ‘financial boy wonder.’ Without Ed understanding that the board had to stick to its guns on fiscal recovery, and rubbing our noses in it, there might not have been a recovery.”

Ed was also fundamental in the forming of one of our industry’s premier marketing organizations, The Marketing Alliance (TMA). He was the recipient of the group’s Billy Vogel Award, given annually to an individual working in the brokerage industry who possesses impressive business acumen, a sense of innovation and, above all, integrity. In recognizing Ed as the recipient, TMA President Tim Klusas said, “This year’s recipient is recognized for their business acumen, practical application, and ability to simplify complex issues. While I can’t possibly list all of Ed’s contributions, it was his resourcefulness, vision, innovative thinking, and above all integrity that got TMA off the ground in 1996.”

On Ed’s passing Tim related, “Many people remember Ed for his quick wit and sense of humor because he made them laugh. Most people wouldn’t know how truly generous Ed was with not just his possessions but his time. Many people have shared stories of the time he spent with them, what he said, or how he inspired them when they needed confidence. Some will say they just lost their biggest fan. I think that’s how he impacted people.”

I met Ed longer ago than I can remember, probably at a Sub Centers or NAILBA meeting, before he helped lay the groundwork for TMA. I found him to be welcoming, friendly, intensely loyal and a great fountain of knowledge about the brokerage business. Like many of us, Ed found it hard to deal with ignorance. At least in my case in the early years, the difference between Ed and many others was his unfailing willingness to work to chip away at my lack of knowledge and increase my understanding and appreciation of just how vital and honorable the brokerage business is.

Ever the gruff humorist, I remember his first exclamation while accepting the Billy Vogel Award: “If I’d known I was going to receive this recognition I would have worn socks.” The brokerage industry is extremely fortunate to have had Ed Murray as a champion, as am I to have had him as a friend.[SPH]

Special thanks to long time friend Chuck Hirsch, Hirsch Communications Consulting, for letting me know that the Inter-Company Marketing Group (ICMG), named Allen Bress, president of AIM Marketing & Insurance Services, Inc., Scottsdale, AZ, as the recipient of the 2024 Don Kampe Lifetime Achievement Award.

ICMG is a non-profit association that fosters business networking among insurance and financial services companies, and the Don Kampe Lifetime Achievement Award is the highest honor awarded by the group. Allen joined ICMG in 1993 and has enthusiastically worked to expand membership and member involvement. The Kampe award was established in 2001 to recognize ICMG members who have made significant, ongoing contributions of time and resources for the benefit of the organization. The award was named in honor of Don Kampe, who served on ICMG’s first board of directors, was president for two terms, and continued to be active in board and committee work for 24 years.

A graduate of California State University, Northridge, in 1969 with a BA in Economics, Allen jumped into the insurance industry in 1978, founding AIM Marketing & Insurance Services. He has founded three successful companies in his 45-plus year career, developing and distributing brokerage supported insurance products and building strategic partnerships and alliances throughout the industry. With the invaluable help of wife Gail, owner and CFO, AIM Marketing provides a wide range of insurance products including term, universal life, whole life, annuities, long term care, living benefits, short term medical, travel medical, dental, disability, group ancillary products and retiree medical insurance utilizing more than 50 carrier partners.

Beyond ICMG Allen he has been active in many other conferences and organizations. He has served on multiple boards including the Mass Market Insurance Institute, PIMA, Voluntary Benefits Association, and the NAILBA Charitable Foundation. He has been inducted into the Workplace Marketing Association’s Hall of Fame and had a founding role in the California Association of Health Underwriters. He also holds membership in the National Association of Insurance and Financial Advisors (NAIFA) and the marketing group National Brokerage Agencies (NBA).

This year’s Don Kampe Lifetime Achievement Award was presented by ICMG’s executive director, Larry Sigle, who said about Allen, “It’s evident that his unwavering dedication, visionary leadership, and profound industry impact make him a deserving recipient.”
Allen has been a dear friend since the early 80s when our paths crossed at some conference, likely NBA or NAHU. From early on in my career I’ve found Allen to be warm, welcoming and an invaluable source of industry knowledge and education. I and countless others owe him a debt of gratitude for the advancement and longevity of our careers. Thank you Allen, and congratulations on an honor richly deserved![SPH]

In Memoriam

Truly sad news for our entire industry…Henry “Hank” George passed away this January after a brief illness. He was a tireless advocate for the underwriting profession, and traveled around the world sharing his vast knowledge.

In 1969, Hank met Esther Ledesma and they married in 1970. They went on to have two children, Matthew and Rachel. He was a loving and supportive father. As a family man, he is remembered for his playful sense of humor and for his ability to inspire and encourage.

Hank began his career in underwriting at Northwestern Mutual in 1970. He also worked for Manulife, Lincoln National Re and ExamOne before starting his own underwriting consulting and training business in 2002.

A selfless proponent of the industry and the relationship between underwriting and distribution, Hank gave literally thousands of speeches, many at conferences organized by the Society of Actuaries. He was featured twice at the Million Dollar Round Table from the main stage. He was a past president of the Home Office Life Underwriters Association (HOLUA) and the creator of several underwriting study groups. In recognition of his many contributions to the underwriting field, Hank was a recipient of the Academy of Life Underwriting Outstanding Achievement Award and was inducted into the AHOU Hall of Fame.

During his career Hank published more than 550 research papers and articles, including many for Broker World. He authored two books: Getting it Issued (co-authored with John Krinik), and Underwriting: What Every Producer Must Know to increase and enhance the productivity of the agent/underwriter relationship. He founded the underwriting journal On The Risk as well as the Internal Underwriting Congress and the e-newsletter Hot Notes. Hot Notes was a beloved project of Hank’s and he poured his heart into it, producing more than 23 volumes, but unfortunately with his passing it will be discontinued. The National Association of Independent Life Brokerage Agencies (NAILBA) is in his debt for authoring their Field Underwriting Guide.

Outside of work, Hank was a film enthusiast and regularly published movie reviews in Hot Notes. He was also deeply interested in politics and spirituality, and a die-hard fan of the Packers, Brewers, Badgers and Bucks.

Family, friends and colleagues knew Hank as a generous person who was quick to lend a hand to those in need. Hank actively looked for opportunities to build others up and was a mentor to many in his field. His dedication to his profession, family and friends was an inspiration to those who knew him best.

I only met Hank a few times at various conferences, but even in casual conversation his passion for the industry was clear. Few people, if any, in this industry have had a more profound and prolonged impact on how life insurers and the brokerage industry as a whole sees mortality and morbidity risk and how that shared knowledge can truly benefit all stakeholders and ultimately the consumers and families we strive to protect. We lost a really good one.[SPH]