The Financial Institution Insurance Council Presents: Recent Episodes
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Join The Financial Institution Insurance Council co-directors Bob Mittel and Scott Stathis for insightful discussions with industry experts.
Recordings were taken from the council’s monthly peer group meeting covering topics including insurance sales, marketing, and successful strategies.
Your institution’s clients are buying insurance every day. They should be buying it from you! In this episode Heath Boeke, the co-founder of the National Credit Union Insurance Alliance, and Blake Arko, the CFO of Great Lakes Credit Union Holdings, discuss the halo effect of protecting client assets and what it takes to launch a successful insurance offering.
Your institution’s customers are buying life, home, auto, and commercial insurance from someone else every single day as you watch valuable revenue and relationship opportunities walk out the door even though banks possess every structural advantage needed to dominate this market.
This conversation debunks persistent myths about balance-sheet risk, reputational exposure, and licensing complexity, and delivers a practical roadmap to turn insurance sales into recurring, non-interest fee income that generates valuable multi-generational referrals.
Listen to the leaders who wrote the playbook and bankers who executed it!
- Arshawn Teymoorian, McIntyre & Lemon, PLLC – author of The Unclaimed Frontier
- J. Kevin A. McKechnie, Senior Vice President & Director, ABA Office of Insurance Advocacy
- Dan Bonano, Vice President, Bank Channel Strategy, Franklin Madison
- Ryan Newman, President, TRB Insurance - A division of Texas Regional Bank – who recently built a successful top tier insurance agency inside the institution.
- Wayne Walkotten, EVP - Marsh Berry – Global Leader in Investment Banking and Consulting
In this episode we interview Vaib Saxena, founder of Infer, an agentic AI insurtech company. We focus on evolving opportunities for financial institutions to leverage AI to increase efficiencies, protect client assets, and generate more protection-oriented revenue.
Join Bob Mittel and Scott Stathis, co-founders of the Financial Institution Insurance Council, as they discuss proven ways to increase insurance sales in this punchy 26 minute conversation summarizing lessons learned from the past five years of hosting FIIC events, research, and discussions.
Highlights include the following:
- Utilizing the best asset protection discovery questions
- Building protection into retirement planning
- Levers for increasing protection revenue generation
- Unleashing the inherent competitive advantages of financial institutions
This episode of FIIC Presents dives into leveraging insurance technology to eliminate friction in the selling and buying process and consequently increasing insurance revenues. We’ll also discuss optimizing the client experience as well as the evolving impact of AI in our industry.
Our guests are
- Art Delgado from Texas Regional Bank
- Brett Tattersall from Back Nine Insurance
- Melanie Rosenthal from Back Nine Insurance
In this FIIC Presents podcast episode we discuss the halo effects of providing pet insurance to your clients. The discussion includes the following:
- Market statistics
- The evolution of vet costs verses insurance costs
- Pet telehealth
- How employers are getting into the mix
- The evolving involvement of financial institutions
Join Kelly Hebert of Comparion/Liberty and David Schaeffer from IMAC for this insightful discussion.
Join Arshawn Teymoorian of McIntyre & Lemon and the FIIC team as they discuss regulatory updates such as privacy laws and licensing uniformity, as well as deregulatory trends, and related opportunities such as partnering with Trust for the servicing of protection opportunities.
Join Paul Pichie of Back Nine and Bob Mittel of FIIC as they discuss creative insurance solutions for the middle and high-net-worth markets products aimed at college education, longevity, and tax efficiency. They also discuss the evolution and effectiveness of insurtech scalability.
Join Wayne Walkotten of MarshBerry and Scott Stathis from FIIC as they discuss key take-aways from the Bank Owned Agency Roundtable as well as the evolving State of the Industry metrics.
Discussion topics include the following:
- Partnering with other lines of business
- Incenting for internal insurance partnerships
- Agency valuations
- M&A Trending
- Growth, profitability, and sales velocity trending
In this episode we discuss planning with the HNW for market and tax uncertainty, the segments that have a tax target on their backs, special circumstances for business owners, and hedging plans to accommodate volatility.
Our guests are Jason Morelli and Michael Raczkowski from Highland Capital Brokerage.
In this episode we do a case study on how to work with a strategic partner to successfully solve for your client's long term asset protection needs using hybrid LTC solutions. Topics included are:
- How to integrate the discussion into the sales process
- How to make it turn-key for the advisors
- Learning from past mistakes
- Engaging the next generation
Thank you to Hugh Cameron and Frank Rehhaut for agreeing to share their strategies.
The episode can also be found on your favorite listening platform.
In this episode we conduct a case study on using AI to dramatically improve the onboarding and training of sales and service personnel. We explore how First Mid worked with Nurix to completely reinvent and dramatically improve their training effectiveness. We also explore the many planned future iterations of the AI training system to understand the potential of this groundbreaking strategy.
Thank you to Clay Dean, Erin Donnelly, Zayda Marrie, and Abhishek Asawa for their participation and insights.
In this episode the co-founders of FIIC, Bob Mittel and Scott Stathis, talk with members about the benefits of adopting a financial wellness posture while working with clients to protect their assets.
In addition, Kevin McKechnie from partner institution The American Bankers Association, discusses the evolution of Disaster Savings Accounts and the value of using these tax advantaged vehicles as a means of asset protection.
In this episode we discuss having the right portfolio of protection products, how to work with clients to discuss all their protection needs, and addressing underserved markets.
Our Guests:
- Larry Pereiro of Elite Agent Solutions
- Hugh Cameron of JBC Companies
- David Seidel of Securian
In this episode we discuss optimizing different strategies and product sets for different markets, leveraging technology for segmentation, the importance of client education, and future trends in the protection market.
Our Guests:
- Matt Herz of COVR
- Scott Stevenson of Foundation Risk Partners
Join us for an enlightening discussion with industry experts Sarah Marriott and Charlie Towson from Zinnia along with Jeff Ferraris from University Federal Credit Union as we explore the transformation of insurance distribution and fulfillment. This panel will delve into how technological advancements have revolutionized the insurance journey, from innovative product development, to streamlined drop ticket processes, enhancing efficiency and transparency for carriers, advisors, and clients alike. Jeff will share his experience transitioning his life insurance business to an outsourced partner utilizing Policygenius Pro.
This episode features Kevin McKechnie of ABA and Arshawn Teymoorian of McIntyre & Lemon discussing important legislative and regulatory updates which affect financial institutions selling insurance, risk management initiatives, compliance issues, and ABA’s advocacy efforts.
This episode of FIIC presents titled “Countdown to Extinction” focuses on the estate and gift tax exemption that is scheduled to expire in Dec of 2025. This discussion features Mike Razkowski, the Lead Advanced Markets Attorney from Highland Capital. Mike discusses what’s likely to happen with the exemption during an election year, the call to action, the math of gifting, and the relationship development opportunity inherent in the discussions that should be had with clients.
In this episode of FIIC Presents we discuss Financial Wellness. What actually is Financial Wellness? How can financial institutions play a role in improving financial literacy? How do protection needs come into play in this construct? Can technology be leveraged to provide Financial Wellness? We are joined by an insightful panel from the industry.
- Patrick Cahill – Coventry (Formerly)
- Bill Frier – First Citizens
- Hector Madueno – SAFE Credit Union
- Nicholas Ross - Financial Independence Group
- David Simula – SAFE Credit Union
The Financial Institution Insurance Council is a consortium of Stathis-Mittel and the American Banker’s Association. The organization has created a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves.
In this episode of FIIC Presents we discuss trends in the life insurance market which create opportunities for consultative advisors including managing life insurance as an active asset, in-force policy management, working policy reviews into the advice process, and participating in the financial wellness education trend.
Our panelists include the following:
- AJ Long from Specific Solutions
- Patrick Cahill from Coventry
- Kelly Lytle from Proformex
With special guest appearances from the following:
- Peter McDonnell from M&T Bank
- Tom Long from Specific Solutions
The Financial Institution Insurance Council was formed as a consortium of Stathis-Mittel Business Intelligence, the ABA, and state bankers, the organization has created a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves.
In this episode of FIIC Presents, we discuss how technological advances are helping us meet the protection needs of the mass market. We also discuss the critical differences between the mass market and the upper income markets, and how to serve those needs effectively. We discuss life events and milestones that should be triggers for protection need opportunities. We do this with the help of our subject matter expert panel consisting of the following:
Wayne Goshkarian of Dylan Consulting, who created on online protection and benefits solutions center,
Mike Stapleton of Policygenius Pro, and online insurance marketplace that let’s advisors in banks and credit unions efficiently serve and manage protection needs of their clients.
Welcome to Financial Institution Insurance Council Presents!
This month listen in on a panel of experts as they discuss how to optimize a financial plan by making sure the assets are protected. Our panel includes:
- Kevin Hughes – Envestnet/MoneyGuide
- Dawn Goldbacher – Prudential - Individual Life
As well as several executives from the listening audience who share their insights.
Topics discussed include the following:
- The added relationship value provided by including asset protection in the wealth plan.
- Examples from other channels in the financial services industry.
- How to increase client base penetration of asset protection services.
- How to structure compensation to eliminate roadblocks.
- How teaming can increase the provision of asset protection services.
- Leveraging a "Family Asset Management & Protection Plan" construct.
- How technology is helping with client engagement.
ABOUT
The Financial Institution Insurance Council was initiated as a consortium of Stathis-Mittel Business Intelligence, the ABA, and state bankers. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of its clients. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Website: https://fiinsurancecouncil.com/
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents
In this episode, co-managing directors Bob Mittel and Scott Stathis moderate a discussion on how modern technology can revolutionize client experience optimization and take your business to the next level.
You'll hear from experts, including:
Mark Chibbaro, President of Back Nine Insurance
Steve Hawkins, Director of Third-Party Affinity Marketing at Mutual of Omaha
Brad Coffin Life Brokerage Sales Director at Mutual of Omaha
David Coggins Financial Institution and Mutual Channel Manager at Ash Brokerage
David Jabczenski, Program Manager for Westcom Financial Services.
In this episode, you will learn the following:
- Discovering how Westcom Financial Services leveraged technology to engage members and increase penetration of insurance products.2. Uncovering the strategies used to draw younger generations to credit unions.3. Examining the virtual education events Westcom Financial Services hosts to provide insight into estate planning and trust.ABOUT
The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of its clients. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Website: https://fiinsurancecouncil.com/
Welcome to Financial Institution Insurance Council Presents!
In this episode, co-managing directors Bob Mittel and Scott Stathis moderate a discussion on how to drive AUM production and insurance sales with client education and financial planning.
You'll hear from experts, including:
Miriam Lawrence, Director of Corporate programs at Horse's Mouth
Troy Wada, Principal Wealth Manager and Founder of Impact Wealth Solutions
Matt Donahue, Managing Member of Mission Financial Planners, Satara Investors.
You'll learn the following:
How to differentiate your practice, generate more referrals, and enable you to gather more assets, and grow your business.
The pitfalls of self-insuring long-term care.
How to use webinars to generate leads.
And more!
ABOUT
The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of its clients. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, FIIC reaches a milestone by celebrating one year. To mark the occasion FIIC co-managing directors Bob Mittel and Scott Stathis moderate a discussion for Life Insurance Awareness Month.
You'll hear from experts, including:
- David Coggins, Vice President-Financial Institutions at Ash Brokerage
- Jen Teeters, Business Development Leader at Legal & General America
- AJ Long, Vice President Of Distribution at Specific Solutions, Inc.
You'll learn:
- What financial advisors need to know about protection
- Why Life Insurance Awareness should be longer than a month
- The best opening statements and discovery questions to open life insurance conversations
- The term advisors should never use during a conversation with clients.
And more!
ABOUT
The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
David Coggins https://www.linkedin.com/in/cogginsfinancial/
Jen Teeters https://www.linkedin.com/in/jen-teeters-mba-a7292212/
AJ Long https://www.linkedin.com/in/aj-long-37778780/
Welcome to Financial Institution Insurance Council Presents!
In this episode FIIC sponsors, Travelers, share their insights on cyber security.
Cybercriminals are becoming increasingly sophisticated. Both individuals and organizations need to be on the front foot of defense to avoid costly errors.
FIIC co-managing directors Bob Mittel and Scott Stathis lead the discussion with panelists:
- Eric Marshall, Managing Director, Financial Institutions, Travelers
- Ted Landsdale, Senior Claim Counsel, Travelers
- Ken Morrison, AVP, Cyber Risk Management, Travelers
You'll learn:
- what financial institutions can do to protect themselves against cyber risks
- the top claims made involving cybercrime
- potential big losses and how to avoid them
- how safe your information is in the cloud.
And more!
Don't miss this important discussion on cyber security and how you can keep your clients safe.
ABOUT
The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear about Property and Casualty.
For this discussion, FIIC co-directors Bob Mittel and Scott Stathis lead a panel with industry experts:
-
Bob DalSanto, Western & Financial Group
-
Molly Glaser, Huntington Insurance, Inc
-
Jim Sorebo, Highland Capital Brokerage
You'll learn:
- The best practices to help drive growth in life insurance sales
- How to remove barriers for advisors to sell life insurance
- How can we get better at initiating the protection discussion?
- FIIC's standardized process for policy reviews.
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear all about Protecting Income Assets.
For this discussion, FIIC co-directors Bob Mittel and Scott Stathis are joined by Melissa Snyder from Ameriprise and Steven Cain of LTCI Partners.
You'll learn:
- The current state of the market
- How do different States approach long-term care
- Best practices for advisors
- How to react if a client wants to self-fund long-term care.
You won't want to miss this panel on long-term care and insurance.
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear Everything You Ever Wanted to Know About Protection but were Afraid to Ask.
For this discussion, FIIC co-directors Bob Mittel and Scott Stathis review content from panels held in the past six months. They share the best insights and answer questions from the audience.
You'll learn:
- Why policy reviews are the secret sauce to cracking the protection conversation
- How to become a trusted advisor
- The six core needs every advisor needs to know
- How to increase engagement across teams, advisors, and clients?
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear a panel about Real-world examples of how banks can generate meaningful engagement & extract exponential value from enforce assets moderated by FIIC co-managing directors Bob Mittel and Scott Stathis.
In this episode, you'll hear from experts including:
- Don Davenport, Wells Fargo
- Kelly Lytle, Proformex
- Jessica Male, Wilmington Advisors at M&T
You'll learn:
- How to create value for clients
- What surprises exist in the insurance book
- Why team structure is important
- The benefits of proactive policy management.
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear a panel about What are you doing to replace NSF Revenue? moderated by FIIC co-founders Bob Mittel and Scott Stathis.
In this episode, you'll hear from experts including:
- Jim Bloom, Econ-O-Check Corporation
- Steve Hawkins, Infini Marketing
- Laverne Price, USAA
You'll learn:
- How the industry is responding to the increased oversight of overdraft-related products
- How to offset fee revenue
- How to generate additional non-interest income revenue
- The future of direct and digital gateways.
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves. Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear a panel about New Trends in Life Insurance Distribution moderated by Bob Mittel and Scott Stathis.
In this episode, you'll hear from experts including:
- Bob DalSanto, President myLifeApp - Western and Southern Financial Group
- Jim Sorebo, SVP – Life Sales - Highland Capital
- Molly Glaser, Senior Managing Director – Insurance from Huntington Bank
- Tito Gautier, Director of Insurance - Infinex
You'll learn:
- Why does the Financial Institution channel suck at life insurance?
- Getting better at initiating Protection discussions with clients
- How Technology is creating the “Easy Button” for life distribution
- Increases in premiums vs. increase in demand due to Covid
- True Financial Planning vs. only Investment Planning
- The Top five components of Life Insurance Success
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves.
Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/
Welcome to Financial Institution Insurance Council Presents!
In this episode, you'll hear a panel about Life Insurance Orientated Protection Needs moderated by Bob Mittel and Scott Stathis.
Panel members include:
- Patrick Cahill, Head of Strategic Accounts, Coventry
- Hugh Cameron, National Sales Director, JBC Companies
- John Stevens, Insurance Specialist, United Brokerage Service, United Bank
- Mike Pepe, Founder, Proformex
- Jim Sorebo, SVP Business Development, Highland Brokerage
You'll learn:
- How life insurance is considered an asset and should be appraised
- Holistic comprehensive planning with protection solutions
- How financial professionals can overcome the complex nature of selling life protection and deliver superior client service.
- Financial intermediary developments with Life Settlements
- What specific actions should advisors, wealth managers, and financial planners take to manage their book better and become trusted advisors?
- How enhanced client value leads to repeat business and referrals.
- Professional experiences with best practices using policy reviews
ABOUT The Financial Institution Insurance Council is a consortium of the American Bankers Association, The North Carolina Bankers Association, and Stathis - Mittel Business Intelligence. The FIIC has assembled a leadership community focused on realizing the financial institution channel’s potential for fulfilling the Protection Needs of the clients it serves.
Each month the FIIC holds best practice peer group virtual forums focused on Ideas, strategies, and initiatives as well as newly emergent topics focused on the various protection needs of clients.
Join the conversation on LinkedIn - https://www.linkedin.com/groups/9107753/