Fixing Life Insurance Sales

In this episode, titled “Fixing Life Insurance Sales” we focus on achieving success in life insurance sales. The discussion topics include the recent and significant changes in life insurance distribution and purchasing trends, eliminating sales obstacles, client and distribution segmentation strategies, “Term Laddering” approaches, and effective mining of valuable life application data.


Scott Stathis and Bob Mittel

Discussion Guests:

The episode is a discussion with the following six executives who have each approached this challenge from different perspectives:

  • Jake Tamarkin, Founder & CEO of Everyday Life
  • John Richter, Chief Distribution Officer at Everyday Life
  • James T. Scanlon, Leader of Insurance Research, LIMRA
  • James Campone, Executive Director, Program Development, CUSO Financial/Sorrento Pacific
  • Dan Overbey, Divisional President of IFP Institutional Services
  • Ye Su, VP & Investment Program Manager of Partners Federal Credit Union (Disney)

Sponsoring Partner:

Everyday Life

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: Someone New

Discussion with Our Channel’s Top Program Managers

This episode is a discussion with some of our channel’s most successful program managers based on Bank Investment Consultant’s 2020 Top Program Manager rankings.

When assessing these rankings and looking only at the banks that use third-party broker dealers, five out of the top ten program managers from these banks were from Raymond James programs.

Separately, and as impressively, we noticed that if you filter for just broker dealers that serve the bank channel, Raymond James is #1 in the both the JD Power 2020 advisor satisfaction survey, and their 2020 client satisfaction survey.

Given these impressive accomplishments we are appreciative that the Raymond James team agree to work with us to produce a podcast featuring insights from five of their top program managers from the bank channel. This discussion dives into the elements that contribute to their success.

This episode features the following guests:

  • Tim Killgoar, National Director, Financial Institutions Division at Raymond James
  • Steve Kruchten, Division Director – Central Division at Raymond James
  • Gary Collier, Private Wealth Manager at Pinnacle Asset Management
  • Mike George, President-Brokerage at Fulton Financial Advisors
  • Paul Haines, Managing Director, SVP at Middleburg Financial, Atlantic Union Bank
  • Scott Jenner, President/CEO First Tech CU’s Addison Avenue Investment Services
  • Michael Totorri, Program Mgr, First Hawaiian Bank

Sponsoring Partner:

Raymond James Financial Institutions Division

Music Credits:

Band: A Rusty Something (Nick Simpson)

Lessons Learned from Working the COVID Crisis Remotely

In this episode we talk with executives and advisors from the bank and credit union channel about the “aha moments” they’ve experienced while working remotely through the COVID crisis that will forever change, for the better, the way they’ll work going forward. 

We hear them discuss the efficiencies that were always available but not realized until now. The technologies they thought were to arduous to learn that they are now embracing on a daily basis. Relationship development opportunities that never existed before. 

We also hear about an advisor who, two years ago, decided to move from the U.S. to New Zealand but has been able to keep his job, successfully serve his U.S. clients from the other side of the world, and now serves as a model for how to work effectively on a remote basis with clients during the COVID epidemic. 

In addition we’ll touch on how financial planning and advisory relationship have made a significant difference as advisors guide their clients through the COVID-related market volatility. 

We would like to express our sincere appreciation to our friends at CUSO Financial – Sorrento Pacific for their support in making this episode possible.


Scott Stathis of Stathis Partners


Kevin Mummau & James Campone of CUSO Financial/Sorrento Pacific

Discussion Guests:

Cynthia Pollard, (Bellco Credit Union) Gateway Services Group

Stephanie Gudka, CFP, Bellco Credit Union

John Marx, Elevations Credit Union

Scott Herrmann, CFP, Elevations Credit Union

Sheli Emerick, Elevations Credit Union

Jim Fujinaga, Hancock Whitney Investment Services, Inc.

Ross Kantor, Hancock Whitney Investment Services, Inc.

Sponsoring Partner:

CUSO Financial/Sorrento Pacific

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: Someone New