Clients/Projects Insurance/Financial
Services
Aetna
Life & Casualty, property-casualty division, (now part
of St. Paul Travelers)
Service First training course content revisions
Revised text and graphics of service training modules for property-casualty division customer-service representatives.
AIG
Executive
development case study
Researched and wrote comprehensive healthcare industry case study
for executive development program.
Allmerica Financial Corporation
Customer service representative (CSR) training
Designed and wrote series of CSR self-study training modules.
American Fidelity Assurance Company
Brokerage division marketing and collateral
Created marketing plan to increase company visibility in brokerage
marketplace; managed team that developed broker-recruiting kit
(ad, brochure, inserts); wrote key deliverables.
Ameriprise Financial *
Financial Advisor Guides
Developed white paper to help financial advisors address planning needs of "sandwich-generation" clients (those caring for children and parents). Also created a guide to to help advisors address clients' health-care funding issues in retirement.
Ameritas
New-agent training program covering key products and all sales-process
steps
Wrote 12 self-directed training modules for career agents covering key life, annuity, and disability products; sales process steps; and computer selling systems.
AXA Financial
401 (k) performance simulation training
Devised and managed development of team-selling performance simulation
to increase sales team collaboration and production. Created learning
design and crafted all learning materials.
Charles Warner Company
Client newsletter
Designed and published client newsletter for voluntary benefits insurance agency.
CitiStreet, formerly The Copeland Companies
Paths to Excellence account executive training curriculum
Designed and wrote comprehensive sales training curriculum for
account executives of this retirement-product company. Curriculum
covered all sales-process steps, laptop system, and product knowledge
for 403 (b), 457, and 401 (k) market segments.
Colonial Supplemental
Worksite sales training program
Managed four-person team that
developed worksite sales training program (interactive video skill
modeling and self-study modules for sales process training), target
marketing training packages and collateral, annuity training manual,
customer service game for home office employees; wrote key deliverables.
Marketing communications and public relations counsel
Advised executive
director on marketing and PR strategies, developed marketing content.
Conning & Company
Worksite marketing research report
Designed, wrote, and edited strategic white paper on worksite marketing of financial services, delivered to subscribers of Conning Research.
CNA Financial Corporation
Viewpoint magazine feature articles
Wrote articles about life and disability insurance
to increase sales from independent agent distribution system.
DirectProtect Group (division of Co-Operators, Canada)
Voluntary life insurance sales representative training and marketing tools
Designed complete sales-process and product-knowledge training for sales representatives of this Canadian employee benefit provider. Also developed employee enrollment materials and managed project team and wrote key deliverables.
Fleet Insurance Agency (now part of Bank of America)
Bank life insurance marketing program
Wrote telemarketing script and built product sales training to increase term life insurance sales from bank customers.
GenAmerica Financial (formerly General American Life)
General agent training tools
Wrote agency business-planning handbooks,
marketing-planning handbook, seminar-selling text, all designed to
enhance general agent business management skills and agency production.
Great American Financial Resources
Credit union marketing program
Developed presentation promoting company in
credit union arena.
Guardian Life Insurance
Disability marketing collateral
Wrote long-term disability product marketing brochure.
Hartford Life
Independent agent magazine articles
Wrote various insurance product and feature articles for company’s flagship magazine, Hartford Agent.
HealthNow New York * *
Above and Beyond Accelerated Learning Guide
Developed training content for sales force of this managed care health insurer. Goal: to build product- and sales-skills in an environment of rapid change and heightened competition.
Independent Order of Foresters
Family friendly benefit program
Designed complete marketing and training package to support sale of new “family friendly” benefit program; managed project team and wrote key deliverables.
John Hancock Insurance and Financial Services
Payroll Benefit Life program
Designed and wrote marketing proposal template to facilitate
sales of Payroll Benefit Life product to independent benefit brokers;
managed team that developed complete product knowledge/sales process
training curriculum and product administration guide.
Lincoln Financial Advisors
Sales Training Curriculum
Updated Lincoln's Financial Advisor's six-module sales training curriculum, covering all sales-process skills and personal management techniques.
Manulife (Canada)
Worksite marketing training system
Managed team that developed
worksite marketing training system and course content.
Marsh Afinity
Trusted Advisor financial guidance web site
Built content for Marsh's Trusted Advisor™ web platform. Provided comprehensive financial guidance on 23 discrete life events for each of five generations of U.S. consumers. Site facilitates sale of insurance and other financial products through affinity groups (corporations, trade associations, and professional societies).
MassMutual Financial Group
Training and marketing tools
Created agency training road maps,
new-agent lesson plans, and annuity-training course. Built affinity
group marketing material designed to increase disability insurance
sales through U.S. Chamber of Commerce. Researched and wrote company
history for use in home office newspaper and distribution to media.
National Ethics Association
Communications and content development services
Directs content-publishing initiatives for small-business trade association and related errors-and-omissions insurance programs.
National Life Group (formerly National Life of Vermont)
Seminar selling tool kit
Wrote seminar-selling toolkit (marketing guide and administrative
manual); designed to increase life insurance sales.
New York Life Insurance Company
Agency division agent training courses
Wrote field underwriting self-study
course, seminar-selling handbook, customer service study courses,
business-management workbooks (various).
Nippon Life
Agent ethics training system
Designed and wrote customized ethics
training course for company salespeople.
Principal Financial Group
Business insurance training curriculum
Managed team that created a seven-module business insurance training
course.
Prudential Annuities (formerly American Skandia)
Annuity marketing collateral
Developed marketing
collateral brochure to reposition firm’s
investment platform with financial professionals and their clients. Wrote 16 articles to help clients plan wisely for retirement. Developed a public seminar to help consumers better manage the psychology of investing and a field force article positioning annuity living benefits.
Prudential Financial, (formerly Prudential of America)
Sales training content and by-lined trade press article
Wrote and edited 30-module new agent training curriculum to assist company’s entry into Far East markets. Also wrote a trade press article highlighting the firm's research into behavioral risk in the "Retirement Red Zone."
RBC Insurance (formerly Business Men’s Assurance Company)
New-agent development program
Wrote 18-module new-agent development
curriculum, covering marketing and sales skills for insurance,
annuities, and disability products. Also wrote modules for administrative
and system tasks.
Royal & SunAlliance, formerly Orion Insurance Group
Employee publication feature articles
Wrote feature stories for employee
newspaper of this property-casualty insurer.
*Served as sub-contractor to Asset Communications, a financial services marketing communication agency in Park City, Utah.
**Served as sub-contractor to Training Implementation Services, a training consultancy based in Granby, Connecticut.
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