New world adaption
“ We had to keep a finger on the pulse of the industry and adapt ,” Mr . Dona continued . “ When some carriers restricted the ages they were going to issue because of COVID concerns around face-to-face exam requirements , we turned to carriers such as Thrivent who continued to issue ages 18 to 79 the entire time .
“ We also learned how well remote operations can work ,” Mr . Dona concluded , “ and realized it gives us more flexibility as we think about adding more talent to the organization , in that we no longer have to rely solely on local talent . In fact , because of the efficiencies , we decided to transition one branch of our office to work remote full-time .”
Practical advice for 2021
I didn ’ t want to leave the discussion with these three top-level pros without asking for some practical input and insight . I asked them each what practical advice they might have for the life insurance advisor who is looking for significant growth in 2021 . Are there important new markets to consider ? New approaches ? Lessons learned ?
“ Owing to the pandemic , individuals are also more motivated to protect their lives , financial assets , and the wellbeing of their families through financial planning . That ’ s another trend I hope to see continue ”
Gagne
Strategic planning continued on page 26
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