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Positioned to Win with Banks/Credit Unions and Regional Broker Dealers

Positioned to Win with Banks/Credit Unions and Regional Broker Dealers. Brad Powell President Institutional Marketing Group. Bank Marketplace History (Bank Premium as a Percentage of Total Industry Premium). *Data through June 2002 Source: Kehrer & Associates.

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Positioned to Win with Banks/Credit Unions and Regional Broker Dealers

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  1. Positioned to Win with Banks/Credit Unions and Regional Broker Dealers Brad Powell President Institutional Marketing Group

  2. Bank Marketplace History(Bank Premium as a Percentage of Total Industry Premium) *Data through June 2002 Source: Kehrer & Associates

  3. Industry Wide Bank Annuity Premium (In Billions) *Data as of June 2002 Source: Kenneth Kehrer Associates

  4. Fixed Annuities AIG/American General Aegon/Transamerica GE Companies Nationwide Allstate Life Group Jackson National Life Keyport John Hancock Lincoln National Western-Southern Total Annuities AIG/SunAmerica Aegon/Transamerica Hartford Nationwide GE Companies Allstate Life Group Keyport Jackson National John Hancock Lincoln National Total Bank Annuity Industry Rankings - 2001 Source: Kenneth Kehrer Associates

  5. Total Annuities AIG/SunAmerica Aegon/Transamerica Hartford Nationwide John Hancock Allstate Financial SunLife Financial/Keyport GE Companies Jackson National Lincoln National Fixed Annuities AIG/American General Aegon/Transamerica John Hancock Nationwide Allstate Financial GE Companies SunLife / Keyport Jackson National Life Lincoln National Hartford Industry Rankings:Fixed & Total Annuities – Through Second Quarter 2002 Source: Kenneth Kehrer Associates

  6. Proprietary vs. Private Label Proprietary Annuity: • Bank manages the underlying assets associated with the product sold • Fixed income for fixed annuities • Sub-account funds for variable annuities Private Label Annuity: • Insurance company modifies or creates annuity to fit particular needs of the bank, without bank management of assets

  7. History Of IMG *Sales through June 2002

  8. Reasons For Success • Commitment to a broad and competitive product line • Flexible delivery style • Service

  9. Flexibility • Dedicated advisors • Platform representatives • Hybrid sales force

  10. Typical Success Story Community First Bank • 6 week bank-wide JNL-sponsored marketing campaign • $28.4 million in fixed and variable annuity sales • Previous annuity sales non-existent

  11. Key Issues • Consolidation/sales • Proprietary products vs. private label • Revenue sharing/margin pressure • Shrinking universe

  12. Future: Banks Are Where The Money Is • Results from a recent survey concluded more bank customers are seeking financial advice from banks • Banks are uniquely positioned to service the largest U.S. affluent segment – The Mass Affluent: • 5 Million households • $3.7 Trillion in investable assets Source: Cerulli and Associates

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