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Industry Spotlight > Broker Dealers

LIMRA, MetLife Host Agent Retention and Productivity Forum

By staff Writer

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LIMRA partnered with MetLife, one of the largest life insurers in the U.S., to host the first industry Agent Retention and Productivity Forum on Tuesday, June 29, at the Sentry Centers in New York City. Shown are Michael J. Vietri of MetLife, left, and Robert Kerzner of LIMRA, two of the principals involved in the forum.

“Distribution, in particular sustaining and strengthening the agency system, has been one of the most challenging issues facing our industry,” said Kerzner, president and CEO, LIMRA, LOMA and LL Global. “LIMRA research has found that continuously improving agent retention and productivity is crucial to a healthy affiliated channel. We are pleased to join together with MetLife to convene this forum of distribution leaders to discuss the latest research in distribution, identify the best practices and establish new metrics that will set new standards for measuring productivity and retention.”

The forum included roundtable discussions on the impact of new consumer perceptions and expectations of insurance sales professionals and financial advisors; innovative recruiting and retention models to address the existing dynamic business environment; and key agent performance metrics that will allow measuring and analysis of agent productivity and promote a strong professional sales force.

“Our industry has changed dramatically over the past few decades — the spectrum of consumer demographics has expanded, the regulatory environment continues to evolve and consumers are turning to their advisors for help more than ever before,” commented Vietri, MetLife executive vice president for Individual Distribution. “Therefore, it is imperative that the industry focuses on helping to develop the strongest candidates who will build and lead practices that can be sustained and transferred to the next generation of sales professionals — in a cost-efficient and profitable manner. We’re excited to co-host this forum with other distribution leaders to set the path for the future for our industry,” added Vietri.

This event was open to LIMRA members only. Participants included distribution leaders and business analysts from insurance companies nationwide. For more information visit LIMRA at www.limra.com.

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