1. Lindsay Becker, VP HCB-Milwaukee
What’s Worked in 2017
Lindsay Becker, VP
HCB-Milwaukee

2. Key Accounts Goals for Each Account Institutional Accounts:
RW Baird, Wells, US Bank, Stifel
P&C Agencies
Handful of IBDs & RIAs
Goals for Each Account
Visit each office annually
Keep in touch regularly with branch mangers, office principals & centers of influence at each office
Be the resource for all things life, LTC & disability
Consistency, Efficiency, Accuracy

3. What’s Worked When Onboarding Institutional Accounts
Top Down Approach (Corporate Influences  Branch Managers  Advisors)
Focus on Geographical Areas vs. Focusing on Accounts
Approach one city at a time
Get to know the city & key advisors/agents in it
Don’t Count Any Advisor Out
Get to Know Each Institution’s System Well
Speak their Language

4. What’s Worked in Meetings
Don’t be afraid to ask for the meeting – even if the advisor is already working with a competitor
Know the competition
Talk about simple topics & be repetitive
Focus on developing a friendly relationship with the advisors and not all about business… I’m relatively unathletic and started to golf which provided common ground with a lot of my advisors
Partner with carrier’s where it fits – lunches or dinners
Try to follow-up within hours with call or
Always do what you say you’re going to do, take good notes

5. Key Topics Focused On 4 Key Topics: Policy Review Estate Planning
LTC Planning
Business Owner Planning

6. HCB Resources – Know Where Strengths are Outside of My Own
Work with Tom Ellefson – Advanced Case Design
Work with Bob Brookie – Underwriting
Work with Chase Allen – Institutions
Work with Sally Taddy – Easy Life
Work with Bob Finnegan – Trust Review
Work with Diedre Skiba – APSs

7. Materials that Have Worked…

12. Questions?

13. The Four Keys to my Success in 2017
Greg Bronico, VP
HCB Mid-Atlantic

14. But first, a look back at 2016 Life Happened…
Worst year at HCB ending the year with a deficit
Mindset before and after the SKO

15. So how did things turn around?

16. Personal Development
Massive Action
Delegation
Referrals

17. Personal Development – #1
Recharge daily (YouTube, Podcasts, Books, etc)
Mental Shift (Should vs. Must)
Set goals that will stretch you

18. Massive Action – #2 Create and implement a plan
Have no attachment to the outcome - Just keep moving!
Take action immediately after SKO - Create momentum!

19. Delegation – #3 Evaluate day-to-day activities Let go of control
Know and use your team, you can’t do it alone

20. Referrals– #4 Take on the difficult case Exceptional customer service
Ask for them!

21. Personal Development
Massive Action
Delegation
Referrals

22. Thank you!
Greg Bronico, VP
HCB Mid-Atlantic