Offering strategic insights into the measures and initiatives distribution leaders use to boost life insurance productivity.
by Bryan Hodgens, Laura Murach, Erin Bowler, David Cockerill, Arash Param, and Ben Gherardi
In the competitive landscape of the life insurance industry, leading carriers are increasingly focused on enhancing the productivity of their financial professionals to drive growth and achieve strategic objectives. A critical component of this effort involves translating overarching business goals into specific Key Performance Indicators (KPIs) which are used to evaluate the performance and productivity of financial professionals. While there are core metrics universally applied across the industry to define productivity, top-performing carriers also leverage a range of strategic metrics tailored to their unique business goals and market positioning.
The most successful carriers adopt a systematic approach to boosting the productivity of their financial professionals. This includes developing a comprehensive KPI ecosystem that not only tracks performance but also provides actionable insights to guide decision-making. A "monitor and iterate" strategy is employed to continuously assess the effectiveness of initiatives, enabling organizations to refine their approaches based on real-world results. Regular benchmarking against top-performing peers further allows carriers to identify gaps and uncover opportunities for improvement. These insights are then used to design targeted initiatives aimed at closing performance gaps and enhancing overall productivity.
This research explores the frameworks and best practices that leading carriers use to develop, implement, and refine productivity-enhancing strategies for their financial professionals. By analyzing how these companies build robust KPI ecosystems, monitor effectiveness, and create tailored initiatives, the study aims to provide a comprehensive understanding of how productivity can be systematically increased within the life insurance sector.
Explore the investments and strategies executives are prioritizing to drive distribution productivity in life insurance amidst changing market dynamics.
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Bryan Hodgens |
Laura Murach Research Director, Member Benefits, LIMRA and LOMA |
| Erin Bowler Sr. Research Analyst, LIMRA and LOMA |
David Cockerill Managing Director and Partner, BCG |
| Arash Param Project Leader, BCG |
Ben Gherardi Lead Knowledge Analyst, BCG |
Providing insights into the highest priorities of life insurance leaders as they tackle today’s challenges and embrace emerging opportunities.
Providing insights into the highest priorities of life insurance leaders as they tackle today’s challenges and embrace emerging opportunities.
Executive level research that will drive, strengthen and enlighten your company’s strategy.
Measurement and metrics are important to winning in both sports and business. See which financial professionals are most productive and what executives are doing to drive growth.
Bryan Hodgens is Senior Vice President and Head of Research for LIMRA and LOMA. In this capacity, he develops and executes the research strategy for both the distribution and retirement research programs, focused on providing insights and best practices to address the current and emerging business challenges facing LIMRA members.
Hodgens joined LIMRA in 2022 with more than 25 years of executive experience at companies such as AIG, Wells Fargo Advisors and Asset Growth Partners. Most recently, he was senior vice president and head of LPL Financials’ Retirement Plans and Financial Planning Group.
He earned his Bachelor of Arts degree in economics from Emory University in Atlanta Georgia.
