Featured Inside... In Brief

WINTER 2014 | THE FIELD PUBLICATION OF THE GUARDIAN LIFE INSURANCE COMPANY OF AMERICA
Featured Inside...
Building Success Using Social Media
Leading From the Front
New Student Loan Protection Rider
New York RHB on Crain’s “Best Places
to Work” List
November Recruiting Forum
In Brief...
2013 Policyholder Dividend
New PAS Recruiting Video
My Retirement Walk Website
2014 Recognition Meetings
and more...
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Guardian’s Leadership Institute
Guardian Recognized Guardian Holds Inaugural Emma and
by J.D. Power
Clara Day
Contents
3 WINTER 2014
4 5
6
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8
IN BRIEF
Message from Don Sullivan
Deanna Mulligan to Chair ACLI Board in 2015
Scott Dolfi Elected to LL Global Board
A.M. Best Affirms Guardian’s A++ Rating
Guardian Announces Policyholder Dividend
Guardian CEO Featured in Fortune’s 50 Most Powerful Women
Guardian’s Recognized by J.D. Power for Third Straight Year
New Park Avenue Securities Recruiting Video
New York RHB on Crain’s 2013 “Best Places to Work” List
2014 Recognition Conference Dates
LBS Dates to Remember
9
10
11
13
BUILD YOUR BUSINESS
Park Avenue Securities Resource Center Now on GOL
New GOL Training Menu
My Retirement Walk Website Encourages Financial Planning
Building Success Using Social Media
FEATURES
15
19
21
23
24
Guardian Holds Inaugural Emma and Clara Day
2013 Guardian Leadership Institute
Leading From the Front
Inside the November Recruiting Forum
New Student Loan Protection Rider
Service is an online magazine published by Corporate Communications for all Field associates. We welcome your
input and comments, as well as your story suggestions. Correspondence can be sent by inter-office mail to Heather
Ramos at 7 Hanover Square, 26rd Fl., or via email to [email protected].
WINTER 2014 | 2
Executive Editor: Carl W. Rosst, Senior Manager, Corporate Communications
Managing Editor: Ralph Chaump, Jr., Senior Field and Online Communications Specialist
The Guardian Life Insurance Company of America, 7 Hanover Square, New York, NY 10004-4025
Pub. 4480 3/14
Opening Notes
Thank you for another great year in 2013.
We could not have achieved the results we
did without your commitment to high standards and outstanding customer service. You
contribute something that goes well beyond
dollars and cents; you are helping to create
legacies for the customers we serve – countless individuals, families, and businesses,
spanning multiple generations.
Don Sullivan
Senior Vice President,
Agency Distribution and
Park Avenue Securities
Think about it, we change the lives of the
people we serve more than any other profession. This is our legacy; what we’ll leave
behind. What will matter most is not our
success, but our significance – the dreams
we helped become reality. As we embark on
a new year, I encourage all of you to think
about your legacy and what you can do to
live a life that matters.
The stories in this edition of Service provide
insights into some of the great things going
WINTER 2014 | 3
on at Guardian and how you and your Field
colleagues are making a difference each and
every day.
As part of our ongoing commitment to
building our distribution at Guardian and
growing the next generation of agency
management from within, we celebrate
the 2013 graduating class of the Guardian
Leadership Institute and highlight the
successful developments from our Leading
From the Front program and November
Recruiting Forum. We also take a look at last
year’s inaugural Emma and Clara Day and
showcase several of the special events
held throughout the agency system to
mark the occasion.
To help you build your business, we highlight several new websites and resources
recently introduced to help you raise the bar
on servicing your clients, and share insights
from one FR who is successfully using social
media to enhance the way he connects with
clients. In addition, we provide an overview
of Guardian’s new Student Loan Protection
Rider as well as a handy reminder of all of
this year’s major recognition conferences
and LBS national meetings.
My thanks to all our associates featured in
these stories for their outstanding accomplishments, and to all of you in the Field
for everything you’ve done to help us grow.
As we enter 2014 and make plans for another
outstanding year, I am confident that we will
continue to accomplish great things together
by staying focused on setting the right
strategies for success.
Don Sullivan
President and CEO
Deanna Mulligan to Chair
ACLI Board in 2015
Chief Operating Officer
Scott Dolfi Elected to the
LL Global Board
The American Council of Life Insurers (ACLI) named
Guardian President and Chief Executive Officer
Deanna Mulligan the Chairman-Elect Designate at
its Annual Conference on October 28, establishing
her as chair of its Board of Directors in 2015.
On November 1, LIMRA and LOMA
announced that Chief Operating
Officer Scott Dolfi had been elected
to a three-year term on the Board of Directors of LL
Global, the nonprofit parent company of the two
Connecticut-based trade associations that comprise
more than 1,200 insurance and financial services
companies worldwide.
The Chair and Board of Directors set policy and guide
the actions of the ACLI, a Washington, D.C.-based
trade association with more than 300 member companies operating in the United States and abroad.
ACLI advocates in federal, state, and international
forums for public policy that supports the industry
marketplace and the 75 million American families
that rely on life insurers’ products for financial and
retirement security.
WINTER 2014 | 4
A.M. Best Affirms
Guardian’s A++ Rating
A.M. Best Co. has issued a release reaffirming its
financial strength rating of A++ (Superior) and issuer
credit ratings of “aa+” for The Guardian Life Insurance Company of America and its core subsidiaries,
Guardian Insurance & Annuity Company, Inc. and
Berkshire Life Insurance Company of America. Their
outlook for all ratings is “stable.”
The LL Global Board provides oversight and
guidance to LIMRA and LOMA (which merged on
January 1, 2010), ensuring that the research and
education programs they create provide value to
member companies.
This was Guardian’s third positive ratings announcement of 2013. Standard & Poor’s reaffirmed its AA+
rating (the highest company rating currently available in the U.S.) for Guardian and its subsidiaries
in June, and Fitch Ratings reaffirmed our AA+ rating
and stable outlook in September.
t CLICK HERE to read more.
t CLICK HERE to read more.
Guardian Announces
$776 Million Dividend to
Policyholders in 2014
The Guardian Life Insurance Company of America’s
Board of Directors has approved payment of $776
million in dividends to the company’s individual life
policyholders in 2014. In addition, the Dividend
Interest Rate, which is the investment component of
the dividend, will be 6.25% in 2014, a very competitive dividend interest rate in a period of historically
low interest rates.
Dividends are one of the most important ways
that Guardian, as a mutual life insurance company,
provides value to its participating life insurance
policyholders. For more than 150 years, Guardian
has consistently provided its policyholders with
strong dividend performance through our long-term
WINTER 2014 | 5
investment management focus, sound underwriting,
and prudent expense management.
Deanna Mulligan
Featured in Fortune’s 50
Most Powerful Women
“As a mutual company, we enjoy a shared interest
with our owners who are also our policyholders.
As owners, our policyholders share in Guardian’s
actual financial results through the annual dividend.
Our goal is to provide consistent returns, and I am
pleased we have delivered another strong dividend
payout to our clients,” said Deanna Mulligan,
President and Chief Executive Officer. “Guardian’s
focus is always on building a strong, financial
foundation that will serve our clients well not only
today, but in the years ahead.”
President and CEO Deanna Mulligan was featured
in the October 14, 2013 edition of Fortune magazine
that profiles the “50 Most Powerful Women in
Business.” The annual ranking of America’s leading
businesswomen features top female executives in
real estate, finance, politics, and the arts. In the
profile, Guardian is recognized for its record growth
in the past year in the face of challenges such as
Superstorm Sandy.
Disclaimers
t CLICK HERE to read the full profile.
Guardian Retirement
SolutionsTM Recognized
by J.D. Power for Third
Consecutive Year
Guardian’s Retirement SolutionsTM business has
been recognized for the third consecutive year with
the J.D. Power Certified Call Center ProgramSM for
providing “An Outstanding Customer Service Experience.” While fees and investments can often get
attention, research shows that customer service is
one of the top drivers when it comes to choosing a
new retirement plan provider.*
“Superior customer service is key to success in the
retirement marketplace. Achieving the J.D. Power
Certified Call Center Program distinction for the third
consecutive year underscores Guardian’s commitWINTER 2014 | 6
ment to being the go-to 401(k) provider in the microsmall plan market, as well as the carrier of choice
for our annuity business, presenting our clients
with exceptional service that consistently exceeds
their expectations,” says Kim Flemm, Vice President and Head of Operations, Guardian Retirement
Solutions.
To become certified, Guardian’s
customer service center
successfully passed a detailed
audit of more than 100 practices
that encompass their recruiting,
training, employee incentives,
management roles and responsibilities, and quality assurance
capabilities. As part of its evaluation, J.D. Power
conducted a random survey of Guardian Retirement
Solutions’ customers who recently contacted its
center in Bethlehem, PA.
t CLICK HERE to read more.
*Anova Consulting Group, 2010
Park Avenue
Securities Unveils
New Recruiting Video
Park Avenue Securities
debued a new recruiting
video on its public website to attract qualified
candidates to a career as
a financial professional with Park Avenue Securities
and Guardian. In the new video, successful Financial Representatives, Investment Specialists, and
other Field and Home Office personnel discuss the
rewards and benefits of a Financial Representative
career at Park Avenue Securities. They share their
thoughts on the support they receive from Park
Avenue Securities as they help their clients fulfill
their needs, and they also offer several keys to
success as a financial professional at Park Avenue
Securities and Guardian.
CLICK HERE to watch the video.
For more information, please contact Mark Rosky..
Strategies for Wealth
Named One of Crain’s 2013
“Best Places to Work in
New York City”
Guardian’s New York RHB Agency, which does
business as Strategies for Wealth, was named
to Crain’s New York Business’ 2013 Best Places
to Work in New York City, ranking eighth out of
75 companies included on the list. The firm was
recognized for its commitment to career growth
and for fostering a comfortable and collaborative
work environment.
“We are truly honored to be included on this year’s
list of the best places to work in New York City,” says
Josh Becker, Co-General Agent at Strategies for
Wealth. “Receiving this award reinforces our mission
WINTER 2014 | 7
of providing exceptional service for both our customers and our employees alike.”
Strategies for Wealth was also named Guardian’s top
producing agency in 2013 and boasts an 80 percent
retention rate in an industry where the average is
generally 11 percent. Other past achievements for
the agency include: General Agent Ron Rosbruch’s
induction into the 2011 GAMA Hall of Fame and
Financial Representative Michele Lee Fine being
named the first female to achieve Guardian’s number
one overall producer recognition.
The final rankings of Crain’s 2013 Best Places to
Work in New York City were highlighted in the
publication’s December 9, 2013 print issue.
t CLICK HERE to read more.
SAVE THE DATE
Set Your Sights on Recognition in 2014
Get to Know
The Living
Balance Sheet®
Plan now to attend the
following LBS national
meetings for 2014:
PRESIDENT’S COUNCIL
The Pelican Hill Resort
LEADERS CLUB
The Hyatt Regency New Orleans
Newport, CA
March 31 – April 4, 2014
March 30 (Chairman’s Council arrival)
New Orleans, LA
May 19 – 22, 2014
May 18 (Executive Club arrival)
WINTER 2014 | 8
2014
LBS Sales Forum
July 7–10
Orlando, FL
2014
LBS Advanced Forum
March 10–13
Phoenix, AZ
2014
LBS
Sales Forum
LBS Train the Trainer
Meeting
July 7–10
Orlando, Florida
TBD
Park Avenue Securities
Resource Center Now
on GOL
It’s easier than ever to find
what you need from Park
Avenue Securities, now that
the Park Avenue Securities
Resource Center is part of
Guardian Online.
WINTER 2014 | 9
The Park Avenue Securities Resource Center, previously a stand-alone site with its own password,
navigation, and design, has long held a substantial
amount of information about Park Avenue Securities’
investment offerings, processes, and announcements. With the integration of the Resource Center
into GOL, this information is available to you right
next to the many product lines offered by Guardian
and its subsidiaries. To access the new Park Avenue
Securities Resource Center on GOL, select the main
Products drop-down menu and click on Park Avenue
Securities on the right side of the menu.
The first thing you’ll notice about the new Park
Avenue Securities Resource Center on GOL is that
you no longer need to log-in to a separate site – if
you’re already on GOL and you’re licensed to offer
investments through Park Avenue Securities, you’re
just a click away. The navigation and organization
will be instantly familiar to anyone who uses GOL
regularly; whether you’re looking for Park
Avenue Securities products, compliance,
training, or marketing, finding it will be
quick and easy. Common GOL elements,
like Related Links and Contact Us, are also
at your fingertips along with a dedicated calendar for training opportunities, upcoming
conference calls, and important dates.
(Continued on page 10)
(Continued from page 9)
New GOL
Training Menu
You have many ways to find exactly what you need.
You can navigate through the Resource Center to a
specific page or click on a Park Avenue Securities link
in GOL’s overall drop-down menus, such as Product,
Marketing, Compliance, and more. There’s also a
new search tool built specifically for the Park Avenue
Securities Resource Center that lets you search for
content within the Resource Center rather than all of
GOL, and you can even search within a specific group
of pages, like Product Information, Training, or Tools
& Links.
To learn about all that the new Park Avenue Securities Resource Center has to offer and discover where
the information you’ve accessed on the previous
Resource Center is located on GOL, please access the
links below:
QUICK REFERENCE CARD
The content on the new Park Avenue Securities
Resource Center will be updated frequently, so check
back often to see what’s new.
Integrating the Park Avenue Securities Resource
Center with GOL is an important step in our ongoing
efforts to make it easier to do business with Park
Avenue Securities. The new Park Avenue Securities
Resource Center is designed to give you the information you need when you need, quickly and easily,
so you can spend less time online and more time
with your clients. We welcome your feedback;
simply send your comments and suggestions to
PASMarketing.
MAPPING GUIDE
NAVIGATION GUIDE
Constant learning and developing in your career
is an undeniable recipe for success. To help you
along, Agency Training and Development provides a wide variety of virtual and classroom-style
learning programs to suit your business needs
and preferred learning styles. From our intensive
Career Kickoff School selling skills program for
newer FRs to advanced self-study modules for
veteran LBS subscribers, there is surely something to pique your interests and learning needs.
Browse our newly enhanced Training Menu on
Guardian Online for a snapshot of all that’s
offered. You’ll find up-to-date training event information, detailed guidance on developing your
career, The Living Balance Sheet® Sales Process
Training System, instructions and requirements
for industry designations and reimbursement,
and a whole lot more.
t CLICK HERE to read more.
WINTER 2014 | 10
My Retirement WalkTM
Website Encourages
Financial Planning
At a time when only 13 percent of
Americans report that they are very
confident they will have enough money
to live comfortably in retirement –
according to the Employee Benefit
Research Institute’s 2013 Retirement
Confidence Survey – it is essential that
we help individuals on their quest to
learn how to make retirement a reality.
At Guardian, we understand it is often difficult for
individuals to break free of their day-to-day responsibilities in order to focus on future financial needs.
And, while dreaming is a part of the retirement
planning process, planning for it is critical. That’s
why the Retirement Solutions group developed an
interactive program, My Retirement Walk™, which
WINTER 2014 | 11
(Continued on page 12)
(Continued from page 11)
is dedicated to providing individuals with educational
resources that help them start thinking about and
planning for their financial future.
a holistic retirement income action plan, which may
lead to discussions around which products will be
most useful to them.
The website is a consumer-oriented, educational site
that offers:
“My Retirement Walk is a testament to Guardian’s
ongoing campaign to help Americans increase their
financial knowledge base and prepare properly for
a successful retirement,” says Doug Dubitsky, Vice
President of Product Management & Development
for Retirement Solutions. “The team worked to
create a site that will serve as a powerful financial
literacy and retirement planning resource for
financial professionals, plan sponsors, and plan
participants alike.”
An animated, interactive experience
Educational tools (articles, videos, and
calculators)
Insights for individuals at various life stages
on a frequently updated blog
A “Retirement Style Matters” quiz that
helps consumers understand how personality
affects retirement strategy
This educational program creates unique ways for
you and your clients to talk about retirement planning. It can be used as a way to engage investors in
dialogue around the need to develop and/or modify
WINTER 2014 | 12
Guardian developed the website and tools in
collaboration with behavioral finance expert
Dr. Daniel Crosby. Dr. Crosby and Guardian leveraged the principles of behavioral finance to ensure
the My Retirement Walk site inspires people to think
about their future without feeling overwhelmed.
Facebook Page
You can also stay connect with us by joining our
Facebook page, which supports our efforts to help
keep clients informed and thinking about the fact
that we are all living longer and what this means for
their retirement. We invite you to join the conversation by “liking” the page from your personal account
where no business is conducted and also share it
with family and friends you think would benefit from
the content. The page can be accessed here:
https://www.facebook.com/retirementstylematters.
To Learn More
When thinking about how to apply this program, the
best way may be to introduce the website and its
resources as part of an overall education program.
Visit the My Retirement Walk site today and also
CLICK HERE to watch the video.
To learn more, contact the Annuities sales team at
(800)-650-6505.
Using Social
Media to Build
Business
In today’s rapidly changing world,
business is being conducted in new
ways thanks to emerging technologies
and social media channels. And while
a lot is evolving, two things that have
remained the same in our business
are the importance of building relationships and our unique value proposition – both
essential building blocks in your ongoing success.
Utilizing the strengths of Guardian’s social media
platform to manage your online networking and
WINTER 2014 | 13
ensure regulatory compliance gives you the power
to cultivate new and old relationships and create
top-of-mind awareness for what you do and what
you stand for. The opportunities it provides can add
real value to your business by helping you capitalize
on the many benefits of social networking.
Many Guardian Field associates are excited about
using our company’s social media platform to
strengthen client relationships and take their
business to new heights. Here, in his own words,
President’s Council qualifier Chuck Villano of
Guardian’s Northbrook Agency shares what it
means to him to be able to leverage social media to
interact with clients and colleagues and how he
feels this method of communication is helping to
drive his success.
(Continued on page 14)
(Continued from page 13)
Understanding Change
“Today, everything is moving faster
that it did years ago and people don’t
talk as much. Instead, the majority of the marketplace is accustomed to communicating via online
and social media because they are looking to find
information and services quicker, sooner, and on
their own terms. Providers who understand this
concept and respond in kind will not only get
people’s business, but will remain relevant in an
ever-changing world.”
Incorporating Social into My Practice
“At first, I thought LinkedIn was a fad that would
go away after some time. When I realized that was
not the case, I decided to give it a shot. I’ve always
been a big fan of getting introductions and making
connections, and I soon came to see that LinkedIn
is a current way to accomplish that. By posting
content through Socialware®, I am promoting
WINTER 2014 | 14
conversations and getting my name out there.
It’s like a modern day version of a newsletter,
but one that can yield more immediate returns. We
can monitor who ‘likes’ the posted content and then
utilize the system’s advanced search capabilities to
create prospect lists and meet new people.”
Building Success
“This year, LinkedIn has played a role in quite a
lot of the cases that I’ve closed. Over the past six
months of actively using LinkedIn in my prospecting and customer service efforts, I have begun to
see measurable success – closing seven whole life
cases (roughly one new client a month), with a
total face value of $3.7 million and total premium
of more than $106,000. One example is a client
of mine that moved away from the market and we
lost contact. We reconnected through LinkedIn and
I learned he was switching jobs. Through our conversations, he talked about needing to transfer his
401(k). I suggested a rollover to an IRA, and now am
managing over $650,000 of his assets. On
another case, I was able to make a second-level
connection through one of my primary LinkedIn
contacts. After establishing a conversation and
meeting in person, I was able to discuss the value of
The Living Balance Sheet® and other products and
they became a client. They in turn have referred me
to other prospects as well, one of which now has
three life policies, one disability policy, and a 529
plan with me. LinkedIn certainly helped me to write
all of this business.”
Share Your Story
The Home Office is looking for more social media
success stories like Chuck’s. t CLICK HERE to share
your social media success story today.
Honoring nearly 100 years of field leaders
Guardian Celebrates
Influential Women in
Finance with Inaugural
“Emma and Clara Day”
....
On October 3, 2013, Guardian agencies across the country
celebrated the first-ever “Emma and Clara Day” to recognize the
contributions of influential women in the history of the company
– and for the financial industry overall – and raise awareness
for the meaningful path available to women who seek careers
as Financial Representatives. The event was named in honor of
Emma Beckmann of St. Louis, MO and Clara Knight of Fargo, ND,
two pioneering female sales agents recognized as early members
of Guardian’s prestigious Leaders Club. These remarkable women
helped blaze the trail that others have followed at Guardian over
the course of nearly 100 years.
WINTER 2014 | 15
Emma & Clara Day
October 3rd, 2013
Honoring nearly 100 years of field leaders
(Continued on page 16)
© 2013 The Guardian Life Insurance Company of America
(Continued from page 15)
“Successful women are woven into Guardian’s
history, beginning with Emma and Clara and straight
through to today,” says Emily Viner, Vice President,
Agency Management and Leadership Development,
whose team spearheaded the creation of Emma and
Clara Day. “Our company’s first female CEO, Deanna
Mulligan, is one of 20 women leaders among the
Fortune 500 and, for the first time, Guardian’s top
producer is also a woman. In order for our organization to remain relevant and reflect the diversity of
the policyholders and customers we serve, it’s
critical that we continue to create an environment
where everyone, both men and women, can reach
their full potential.”
Emily highlights recent media coverage that supports
why gender balance is important.
“According to The Economist, women’s economic
empowerment is the biggest social change of our
time.1 Warren Buffet agrees, recently publishing
an article2 indicating he’s bullish on America’s
future because women, previously an under-valued
resource, are key to our nation’s prosperity,” she
says. “Guardian agrees with these thought leaders
and is prepared to be front and center in encouraging
WINTER 2014 | 16
women to find careers in industries where they
can have a meaningful impact on the future. This
was the impetus behind the development of this
year’s Emma and Clara Day celebration. It’s our
hope to replicate our existing success stories and
multiply them in a way that serves the needs of our
customers and Guardian’s need for growth. The
time is right to Start Something Meaningful.”
discussions and featured guest speakers, while
others contributed their time and talent to benefit
the local community. Scroll over the agency names
below for examples of their activities:
The Bulfinch Group (Boston Agency)
Guardian’s San Francisco Agency
Foster Klima & Company (Northern States Agency)
Click on the video icon above to hear more about
Guardian’s Gender Balance Strategic Imperative.
t
Consolidated Planning (Charlotte Agency)
Enthusiastic Field Response
Guardian’s agencies were encouraged to tailor
their specific Emma and Clara Day events to
meet their individual objectives. Some held panel
Alliance Advisory Group (Upstate NY Agency)
Many other firms hosted events for women business
owners in their communities. Expert panels including
The Economist, December 30, 2009
Fortune, May 20, 2013
1
2
(Continued on page 17)
(Continued from page 16)
Anna Ly
Director of Recruiting
Guardian’s San Francisco Agency
CPAs, lawyers, and tax specialists brought together
beneficial resources for their businesses. Click on
the video icon above to watch a highlights video from
the Bulfinch Group’s Emma and Clara Day event,
featuring remarks by Guardian CEO Deanna Mulligan.
Feedback on Guardian’s first Emma and Clara Day
has been extremely positive from all parties involved. Scroll over individual photos on this page to
read what some of your Field colleagues had to say
about why they took part in the initiative, what type
of event they hosted, and the importance of gender
balance in the workforce. You can also t CLICK HERE
to read them all.
WINTER 2014 | 17
Andy Brincefield
Robert Fashano, CLU, ChFC, MSFS
Seth Medalie, CLU, ChFC
Linda Bartlett, CLU
General Agent
Consolidated Planning
(Charlotte Agency)
General Agent
Alliance Advisory Group
(Upstate New York Agency)
Continuing Meaningful Conversations
In addition to celebrating Emma and Clara, the
week of October 3 also marked the official launch of
Guardian’s new “be meaningful” Facebook page,
which is part of a multimedia campaign targeting
professional women with relevant messages and
information around careers, life, leadership, and
family. Both the site and all of Guardian’s Emma
and Clara Day events help support our company’s
efforts to promote the importance of women in
leadership roles and increase gender balance in
our Field force by encouraging women to consider a
career as a Financial Representative.
General Agent
The Bulfinch Group
(Boston Agency)
Vice President, Life Operations
Foster Klima & Company
(Northern States Agency)
(Continued on page 18)
(Continued from page 17)
With the books closed on Guardian’s first Emma
and Clara Day, Emily could not be more pleased
with the results and looks forward to continuing the
conversation.
“As women have evolved into financial decision makers and breadwinners, it’s no surprise that they are
increasingly preferred as financial advisors,” she
says. “As a result, there are growing opportunities
for women to make a meaningful impact on others’
lives while building a career for themselves that
empowers them to realize their full potential through
rewarding work. Guardian is proud to celebrate a
near century of successful women, and we look forward to continuing to foster the careers of those
seeking to make a difference in people’s lives.”
WINTER 2014 | 18
Guardian Leadership
Institute Cultivates
Agency Management
For Lisa Moreno of the California Pacific Agency,
graduation day from the Guardian Leadership
Institute marked the beginning of an important new
chapter in her journey into Guardian’s Management
Development Career Path. Along with 36 other highpotential leadership talent, she recently completed
a rigorous 43-week training program that required
participants to stretch themselves and reach new
levels of professional development. Now, Lisa stands
ready for what comes next.
“Taking part in the Guardian Leadership Institute
gave me a new and fresh approach on how to lead,
motivate, and inspire entrepreneurs as opposed to
simply managing them,” she says. “Personally, I
spend the majority of my time as a sales manager
recruiting new FRs and subsequently helping them
WINTER 2014 | 19
(Continued on page 20)
Eligibility
(Continued from page 19)
Participation in the Guardian Leadership Institute
was limited in order to accommodate the appropriate
intensity of the experience for the FR, GA, and Home
Office. Participants must:
BE NOMINATED BY THE GENERAL AGENT
successfully get started in business.
Thanks to this training, I learned
how different types of people like
to be coached and mentored,
which I believe is the hardest part of any leader’s
responsibilities. I also came to understand how to
communicate the benefits of being an entrepreneur
that’s also part of a larger team. It’s this connection
which helps to bring more energy into your business
as opposed to individuals being in it all alone.”
Controlling Your Own Destiny
Like Lisa, Shawn Leayman from the Philadelphia
Agency also recently graduated from the Guardian
Leadership Institute. He credits the opportunity to
learn from some of the best in the business as
part of the robust training as an once-in-a-lifetime
experience – a real game-changer.
WINTER 2014 | 20
“To be able to engage in conversations with successful Field
leaders such as Bob Fashano,
Craig Feinberg, and Nash Subotic
is truly priceless. You get to learn first-hand
what drives these individuals on a daily basis to
achieve strong results, which in turn, motivates
you to reach new heights in your own business,”
he says. “The main messages I walked away with
are ‘the only thing holding you back is you’ and
‘as financial professionals, we are in control of
our own destiny.’ Since returning to the agency,
I have shared these with my team in the hopes
of inspiring them as much as I was during my
weeks participating in the Guardian Leadership
Institute. I strongly believe that anyone new
coming into this industry would benefit from this
type of experience.”
BE UNDER CONTRACT FOR AT LEAST 18 CONSECUTIVE MONTHS
BE A MILLION DOLLAR ROUND TABLE QUALIFIER OR BE
75 PERCENT ON TARGET FOR LEADERS CLUB
POSSESS A SERIES 6 SECURITIES LICENSE
BE A SUBSCRIBER/USER OF THE LIVING BALANCE SHEET ®
COMPLETE LIMRA’S AIM EVALUATION, WHICH
MEASURES SKILLS BASED UPON THE CAPABILITIES
AND ATTRIBUTES OF SUCCESSFUL MANAGERS
EXHIBIT LEADERSHIP TRAITS
Looking Ahead
“We’re very excited about being able to provide a
career path for those who desire it and for strengthening Guardian’s Career Distribution system by
attracting, training, and retaining quality individuals that will ensure our success well into the future,”
says Emily Viner, Vice President, Agency Management & Leadership Development. “That’s what the
Guardian Leadership Institute is all about.”
t CLICK HERE to read more.
“Leading From the Front (LFF) is a joint development opportunity between Guardian and GAMA
International,” says Emily Viner, Vice President,
Agency Management & Leadership Development.
“It’s designed specifically for our mid-level frontline leaders, blending leadership behavior and best
practices in recruiting, training, and coaching new
agents.”
Guardian’s frontline Field leaders have mastered
the fundamentals of recruiting, selecting, and
retaining Financial Representatives. However,
long-term success requires more than tactical
competence. To move our organization forward,
Guardian needs leaders with not just the skills to
manage activities, but to maximize performance
and inspire teams. That kind of professional growth
takes more than time; it requires focused development that is customized to our frontline leaders and
the agency system culture. That’s where Guardian’s
Leading From the Front program comes into play.
WINTER 2014 | 21
The program, which ran from April to September,
was divided into seven modules, with each focusing
on a key area of development, including:
• Master Sales Management
• Optimize Recruiting
• Optimize Selection
• Accelerate the Launch
• Elevate Performance
• Grow Your Business
• Master Sales Leadership
During all phases of the LFF process, Guardian’s
Sales Manager participants assessed, enhanced,
(Continued on page 22)
(Continued from page 21)
and elevated their core business processes and
developed skills in five competencies that are
exhibited by highly successful field leaders:
• Leading and Inspiring Others
• Acting With Integrity
• Strategic Thinking
• Analysis and Problem Solving
• Coaching for Performance
They also benefitted from the program’s combination
of important experiences, activities, and resources
to support frontline managers as they leave their
comfort zone to become true leaders. The program is
comprised of:
Guardian’s Field leaders had the opportunity to
walk in the footsteps of greatness and draw upon
Gettysburg’s legacy of courage, bravery, and sacrifice to demonstrate the long-lasting and sometimes
life-changing impact of leadership decisions.
• Leading practices and insights that accelerate
performance
• Pre- and post-program 360-degree
leadership assessments
• Individual coaching between every session
• Emphasis on problem solving, collaboration,
and application
• Twelve-month goal setting, action planning,
and performance tracking
• Coaching for Optimal Results and Effectiveness
(C.O.R.E.) performance coaching model from
Kelli McCauley & Company
• Online performance support website and mobile
access available during and after the program
Feedback from participants was overwhelmingly
positive, with many indicating that they will be doing
things differently now as a result of the program.
Following are some quotes from participants:
Walking in the Footsteps of Leaders
The 2013 Leading From the Front experience culminated on the battlefields of Gettysburg, PA, where
“I would recommend Leading From the Front for
any sales manager looking to take their unit and
their practice to the next level. The content is
great and the best practices you get from other
managers in the study group are priceless.
“Leading From the Front is an eye-opening
experience. The strategies that I have learned
will definitely help me prioritize my recruiting,
training, and personal production activities. This
is a must for any sales manager.”
t CLICK HERE to read more.
For Internal Use Only
WINTER 2014 | 22
(Continued on page 28)
Kelly Kidwell, CFP, CLU, ChFC, LUTCF
General Agent
California Pacific Agency
A Look at the 2013 Miami
Recruiting Forum
In early November, over 120 members of Guardian’s
Agency Recruiting teams attended the 2013 Miami
Recruiting Forum, an event designed for agency
management team members interested in taking their
agency’s recruiting process to next level of success.
The meeting’s agenda was designed to help attendees enhance their recruiting and selection skill sets
and featured a variety of proven Field recruiting practitioners who shared best practice ideas and strategies
on how to impact recruiting results and attract greater
numbers of FR hires in the coming year.
Over the course of two days, meeting attendees experienced a series of presentations, role plays, and
interactive, content-rich sessions organized to make
them better at sourcing quality candidates. There
was also an opportunity for them to network with
WINTER 2014 | 23
Kimberly Bridges
Recruiting Director
Western Pacific Agency
their recruiting peers and learn the latest resources
available from Guardian’s Recruiting team.
Many attendees returned from Miami energized to
begin using some of the new ideas they learned
from their colleagues. Here, in their own words, they
share what they found the most meaningful about
the Forum as well as how the knowledge gained will
help them achieve new levels of success in their
respective businesses. Scroll over individual photos
for quotes or t CLICK HERE to read them all.
In 2014, Guardian will host an additional Recruiting
Forum in San Antonio, Texas, on November 6 and 7.
For more information on any of the Recruiting
Forums, contact Scott Rich at (212) 598-8223 or
Daudley Fanfan at (212) 598-8122.
Becky Thompson
Recruiting Director
Charlotte Agency
Edward Kornfeld
Sales Manager
New York Perlmutter Agency
Lee Harrison, Jr., CLU, LUTCF, CLTC
General Agent
North/Central Florida Agency
Travis J. Hart, LUTCF
Associate General Agent
California Pacific Agency
Introducing Guardian’s New Student
Loan Protection Rider
At a time when doctors, dentists, veterinarians, and
other advanced degree professionals are graduating
with student loan debt between $160,000 and
$205,0001, Guardian is breaking ground as the first
individual disability insurance provider to offer a way
for them to meet their student loan obligations if they
become too ill or injured to work.
new rider can be obtained for either a 10- or 15-year
term, the time period when young advanced degree
professionals are at their most financially vulnerable.
Applicants can insure all their student loans at once,
including undergraduate debt, from multiple sources
up to $2,000 per month. No loan documentation is
required until a claim is filed.
Available as optional coverage that can be layered
onto our company’s ProVider Plus disability income
(DI) insurance coverage, Guardian’s Student Loan
Protection Rider allows professionals to secure up
to $2,000 per month – in addition to the monthly
income replacement benefit they’d receive as part
of their base policy – to stay on track with their loan
payments. Available for as little as $5 per month2, the
The Risk of Default
WINTER 2014 | 24
Unlike many other kinds of debt, student loans cannot
be discharged in the event of bankruptcy. Many graduates assume that federal student loans come with
guarantees in the case of disability, but the government’s standard is far more restrictive than the typical
DI insurance company’s definition. Under current law,
only individuals with “total and permanent” disabili-
ties can get out of repaying their federal student loans.
The vast majority of income-disrupting disabilities,
such as back problems and many forms of cancer,
generally do not fall under this definition – and private
loans may not have any provisions for disability at all.
“Many professionals leave graduate school with enormous student loan balances on top of their undergraduate debt,” says Gordon Dinsmore, President
of Guardian’s Berkshire Life subsidiary. “While their
(Continued on page 25)
(Continued from page 24)
R
long-term earning potential may be strong, these
recent graduates are extremely vulnerable in the
first decade of their careers, when they haven’t had
enough time to accumulate savings to cover their
monthly loan obligations – not to mention their rent or
mortgage – without a paycheck. Our Guardian Financial Representatives report that the greatest financial
fear cited by younger clients is that they’ll default on
their student loans if a disability prevents them from
practicing the profession they’ve invested so much
time and money to enter. For a very affordable price,
we’re able to provide some peace of mind so they can
focus on growing their careers.”
Carefully Developed to Meet a Growing Need
Guardian did extensive homework before developing
this rider. Our company regularly conducts customer
research on an ongoing basis to keep its finger on
the pulse of not only current customers, but potential
new markets as well. When interviewing young
doctors, dentists, and attorneys, we discovered they
frequently talked about their student loan debt. This
was unprompted – they started discussing it because
it’s such a big issue for them.
According to these participants, student loan debt is
not only a financial concern. Our research has shown
that the debt actually has a big impact on a graduate’s
life choices. In terms of jobs, a lot of young doctors
and dentists are choosing to take jobs with employers
rather than going into a private practice because they
need to go somewhere with benefits so they can get
on their feet financially. They’ve got too much debt to
buy into a practice when they get out of school, which
was not as pervasive in classes graduating 10 or
20 years ago. Additionally, they’re putting some of
the things they’d like to do on hold such as getting
married, having children, or buying a home.
Why professionals should have
disability coverage for student loan debt.
Advanced degree professionals such as doctors, dentists and veterinarians
are now graduating with average student loan debt approaching $200,000.
And if they lose their ability to work that debt can lead to significant financial
problems — especially when it happens early in their careers. Here’s why:
$152,000
Veterinary
school1
$181,000
$200,000
Medical
school2
Dental
school3
Loan payments
are a bigger burden
early in a career.
Average student loan
payments as a percentage
of monthly expenses
t CLICK HERE to read more.
1 year after graduation
10% of income
% of
income
2
3
4
5
6
7
8
9
10
Years after graduation
Click on the resources below to learn more about the
benefits of Guardian’s Student Loan Protection Rider:
14
Student Loan Infographic (Pub617BL-VAR)
Consumer Tri-Fold Brochure (Pub6176BL)
in every 4
Just over 1 in 4 of today’s
20-year-olds will be
disabled before they retire4
Student loan protection offers more
income replacement than disability
coverage alone. And we’re the only
individual disability income carrier
to offer it.
Have Questions?
t CLICK HERE to access a handy list of contacts.
Chances of being
disabled are higher
than most expect.
Up to $2,000
Amount of optional extra monthly coverage
available over and above maximum issue limits
Disclaimers
Student loan protection is a smart and affordable way to keep your financial future on track.
Financial Planning Issues for Dental Students, American Dental Association
Association of American Medical Colleges, 2012 Survey
3
AAVMC - An Open Letter to the Veterinarian Medical Community from the President of AAVMC
4
U.S. Social Security Administration, Fact Sheet February 7, 2013
1
WINTER 2014 | 25
$
10 years after graduation
30% of income
1
Get More Details
Professionals are graduating
with more debt than ever.
2
Disability income insurance policy form 1400, 1500 and 1600 underwritten and issued by Berkshire Life Insurance
Company of America, Pittsfield, MA, a wholly owned stock subsidiary of The Guardian Life Insurance Company of
WINTER 2014 | THE FIELD PUBLICATION OF THE GUARDIAN LIFE INSURANCE COMPANY OF AMERICA
“Being around other Guardian recruiters is encouraging and it
gives me a real view of the substantial impact we have on building
careers, which is something I’m very passionate about. Learning
about other successful best practices is a real opportunity, and I
appreciate that Guardian puts on this conference to facilitate these
valuable exchanges. It’s both motivating and re-energizing to
spend time with such high caliber associates!”
— BECKY THOMPSON
RECRUITING DIRECTOR
CHARLOTTE AGENCY
KUDOS TO...
HEARD AROUND THE FIELD...
...Guardian’s Ridgewood Agency (which does
business as Certified Financial Services) for
raising over $15,000 for Alzheimer’s research
by taking part in the 2013 Paramus Walk. The
agency’s team, which was named “Certified’s
Foot Soldiers,” consisted of 80 walkers, earning them the dual honor of number one team
at the Paramus Walk and the number three team for all charity walks in New Jersey.
“Our involvement originally started as a way to honor my father, who passed away after
a 10-year battle with the disease,” says Pamela Mellor, Agency Control Officer, who
founded the team. “However, many of our CFS associates have also been affected by
Alzheimer’s in their families. We are extremely hopeful our support will help prevent other
families from undergoing this difficult experience.”
General Agent Michael Savino, a perennial supporter of the Paramus Walk, adds, “My
partner Tom Ciardella and I are happy to support this event and give back to our local
community. We know from our CFS family and from our clients that this disease can
hurt people emotionally and financially, and we’re proud to do our part to raise
awareness for this great cause.”
WINTER 2014 | 26
“Here at The Bulfinch Group, we feel strongly that
gender balance is a vital component of a strong
organization. Not only is promoting a balanced
work environment morally the right thing to do,
it also adds depth, new ideas, and a greater
understanding of the overall communities we
serve. Our goal is to continue to create a culture
that is as diverse and dynamic as possible. The
conversation will continue, and we embrace and
look forward to it.”
— SETH MEDALIE, CLU, CHFC
GENERAL AGENT
THE BULFINCH GROUP (BOSTON AGENCY)