How to Frame Client Discussions About Lifetime-Income Solutions
About This Episode
Advisors are increasingly using annuities when they determine that it is in their clients’ best interests. They recognize that it is a client’s income – not their wealth – that matters in retirement, and annuities are the only way to provide a longevity-protected income solution. Rising inflation and uncertainty over high market valuations have made the need to secure lifetime income more acute, and rising interest rates have made annuities more affordable.
Here to discuss how to help clients and prospects determine if an annuity is a good fit for their financial needs are three members of the Protective Life team: Lori Marino, Tom Sullivan and Mark Berwanger.
About Our Guest
Lori Marino is a divisional vice president in the bank regional wire annuity channel with Protective Life. has been in the financial service industry for 35 years, specializing in life and annuity insurance distribution. She joined Protective Life as a regional vice president covering New York and PA. Most recently, Lori was the divisional manager for the bank financial channel. Lori’s experience with bank and financial institutions across the country drives her success with her team. As a previous financial advisor, wholesaler, and advocate of income solutions for retirees, this allows her drive and perspective to be instrumental to her team’s success.
Lori was the bank wholesaler of the year for 2018 and 2019 at Protective before taking on her manager role in 2020. Before wholesaling, Lori was named Advisor of the Year, Presidents Council and Hall of Fame for her tenure as a financial advisor.
Tom Sullivan is the divisional vice president for the annuity independent/RIA distribution channel at Protective. He manages a team of nine external wholesalers. Tom joined Protective in 2004 and has served various roles both in the field and in management. Tom’s insight into data and data analytics has allowed for him to better equip his wholesalers with market trends, advisor concerns and avenues for sales growth. He emphasizes making smart, educated decisions to his team and believes in Protective’s mantra: “Doing the right thing is smart business.”
Tom holds an MBA from the Carlson school of management at the University of Minnesota and an undergraduate degree from St. John ’s University. He holds FINRA licenses 6,7,24 and 63.
Mark Berwanger is a divisional vice president in the Eastern division for the independent and RIA channel with Protective Life. He has been in the financial service industry for 15 years, specializing in life and annuity insurance distribution. He joined Protective Life as an internal wholesaler in March 2008. Most recently, Mark was the Western divisional sales manager for the financial institution channel. Mark’s drive to win and a continuous passion for the financial service industry have made his presence instrumental to his team’s success.
Mark earned the Protective Life Sales Manager of the Year award in 2013 for all distribution channels. Mark was the top regional vice president for the Protective wholesale division in 2015 and 2016. Mark was selected as one of LIMRA’s 25 Rising Stars in Distribution under 40 for 2017.
Mark holds a Bachelor of Science degree in industrial labor relations from Northern Kentucky University.
Here is a link where you can learn more about Protective.
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