Women in Insurance and Financial Services (WIFS)
practice marketing management and lead generation
As Seen in Leading Edge Magazine Penn Mutual is pleased to provide its advisors with the latest thought leadership and insights in its quarterly field publication, Leading Edge.
Women in Insurance and Financial Services (WIFS) Ways Membership Can Help to Advance Your Career
Evelyn Gellar
Michelle Harm
Jessica Jeffers
One important way Penn Mutual demonstrates its commitment to women is through its involvement in Women in Insurance & Financial Services (WIFS), an 80 year old national organization with 20 chapters across the United States and 1,100 members nationwide. The mission of WIFS is to attract, develop and advance women in the financial services industry. For several years, Penn Mutual has supported WIFS in the Partners for Excellence program. In 2015 and 2016, Penn Mutual has been the only organization that has partnered at the highest level, known as the Leadership Level. Two of the eight members of the WIFS Executive Board
Member rate of $130 in 2016. Annual membership fees to
are affiliated with Penn Mutual, including President-Elect
local chapters with one of WIFS’s 20 local chapters range
Evelyn Gellar, LUTCF, Empire Wealth Strategies (Cooper
from $25 to $65. As a corporate partner, Penn Mutual
Agency), New York, NY; and Director Michelle L. Harm, The
associates and advisors can join the national organization at
Heartland Group (Corteen-Rotter Agency), Southfield, MI.
the reduced national membership of $130 in 2016.
The women of Penn Mutual have taken leadership roles on the national board of WIFS and Penn Mutual advisors are founders and leaders of several WIFS chapters around the country. Currently there are 63 WIFS members in total affiliated with Penn Mutual. Penn Mutual Chairman & CEO Eileen McDonnell delivered the keynote address at WIFS’
This is an excellent time to become a WIFS member, if you have not done so already. In this article, seven great reasons to get involved with WIFS are highlighted, as explained by Penn Mutual women who are active in the organization.
2015 National Conference, entitled Our Time Is Now! Chart
#1 – Mentorship Program
Your Course toward Career Success.
The WIFS Mentorship Program matches mentors and mentees for two time blocks per year: Power Start from
According to the 2015 Penn Mutual Female Advisor Survey,
January 15 to May 30 and Finish Strong from July 14 to
the top five areas in which female advisors say a women’s
November 30. Mentors may sign up to participate in either
resource group should offer support are listed below. And to
session at any time, while mentees must apply during
no surprise, WIFS is committed to helping women in each of
session-specific enrollment periods – e.g., April 1 to May 5 for
these areas:
the 2016 Finish Strong session.
1. A mentorship program
“Our mentorship program is designed as a safe haven where
2. Women advisor study groups
WIFS members can talk through their businesses, practices,
3. Practice development forums
obstacles and opportunities and receive feedback on
4. Educational events for female advisors 5. Personal development forums Thanks to Penn Mutual’s corporate support, any advisor or field leader affiliated with Penn Mutual (male or female) can join the national organization at the reduced Partner
ways to look at issues differently,” says Evelyn Gellar. “Each mentoring pair is matched based on similar personality styles, and we also match people with different experience and perspectives. As a baby boomer mentoring a millennial, I have found that this relationship has led to reverse mentoring, and I have learned as much from her as she has learned from me. I believe our mentoring program is one of
the most important reasons today’s younger generation is
monthly webinars that can be accessed live or via archive.
attracted to WIFS.”
The webinars’ special edge, according to Evelyn, is their emphasis on how women approach financial services
Jessica Jeffers, Associate Partner and Sales Manager, Cambridge Financial Center (Andrus Agency), Salt Lake City, UT, participated in the WIFS mentorship program in 2015 as both a mentor and mentee. She says the program helped her open new lines of communication outside her own agency for addressing both personal and business
differently than men. “Our members say they want education on relationship-centered practice management, with a strong focus on client communication. The webinars address subjects such as building strong bonds with clients through empathy, how women view money, and how to meet women’s needs for financial security.”
issues. “One of the biggest issues for women in our business involves managing the work-life balance. How do you build
Through partnership
your practice and still get home at night to take care of your
with The American
family? As a WIFS mentor, it is your responsibility to reinforce
College, WIFS is
that this can be done.”
co-sponsoring a new program that launched
“ I was fortunate
in January 2016 to help
to have found the
Michelle Harm’s practice is a business partnership
its members attain the
networking support I
with Donna DeGennaro, whom she met through WIFS
Retirement Income
networking. Both women were instrumental in forming
Certified Professional®
WIFS’s Michigan chapter, starting in 2008. At the time,
(RICP) professional
Michelle was affiliated with National Life of Vermont and
designation in one
Donna with New England Financial. They continued to
year of concentrated
build the chapter together, and eventually both joined
study, at a discounted
the Metro Detroit branch of The Heartland Group, Penn
group tuition rate. The
Mutual’s career agency in Chicago. Currently, Michelle
membership’s desire
serves as the Michigan chapter’s Past President and Donna
to earn this particular
as its Vice President.
designation emerged
#2 Networking Opportunities
needed from WIFS at the right time, when I knew I needed to make a career and company change."
from a survey conducted at the 2015 WIFS National Says Michelle: “I was fortunate to have found the networking
Conference in Baltimore last October.
support I needed from WIFS at the right time, when I knew I needed to make a career and company change. I was able
Also in 2016, for the first time, WIFS members will learn
to draw on trusted relationships with other WIFS members
from each other through volunteer and self directed
for advice and counseling. We like to say that we are all
Mastermind study groups that exchange best practices.
colleagues at WIFS, even though we may be competitors out
Designed for non-managers, they meet virtually once
on the street. You never know whom you will meet at WIFS,
a month for a year and each participant facilitates the
and fortunately I met Donna, whose experience and skills
monthly topic. A Managers study group has also been
complement mine.”
formed with similar objectives where members commit to a year long process, holding each other accountable to
#3 Education
discuss relevant topics.
WIFS educates members on several levels, starting with
Evelyn says WIFS has steadily grown its membership at a
6-7% annual rate by staying attuned to changing needs of
at the national level – making a name for myself out there.”
professional women, especially education. “A top goal of our Executive Board is to engage every single WIFS member so they are leveraging all member benefits.”
To expedite decision-making and promote new leaders, WIFS operates with a lean Executive Board of just eight members, while assigning project work to member-
#4 Leadership
based committees and task forces. Evelyn says a priority
WIFS provides local support through its chapters and anyone who wants to start a local chapter will be helped by leaders
of the current Executive Board is to promote leadership opportunities for younger women in financial services.
from the national organization, headquartered in Albany,
Jessica Jeffers is leading the effort to create a new Utah
NY. Leaders in these local chapters who produce results
WIFS chapter. She is also involved in a committee led by
can move up to the National Board as Directors, as Evelyn
Michelle Harm for engaging new WIFS members nationally.
and Michelle have done. Directors of special merit are also
“Penn Mutual has made a significant investment to support
chosen to serve on the Executive Board, moving “through
the growth of the women’s market through the myWorth
the chairs” of Treasurer, Secretary, President-Elect and
program and also its support of WIFS,” Jessica says. “I
President. At the WIFS National Conference in October
appreciate that commitment and want to be part of it.”
of 2016, Evelyn will be installed as the incoming President, succeeding Susan Glass, LUTC, of New York Life (Atlanta). Evelyn will be WIFS’s first Hispanic President ever. Michelle recalls that when she first became involved with WIFS in 2008, there was no chapter in Michigan and she didn’t even know a national organization existed. “It began with a few like-minded women who held an event to get better acquainted, and from that we grew our chapter. At a time when many associations are having
“ I have been able
trouble attracting
to meet like-minded
members, WIFS is
women who don’t mind
healthy and keeps
sharing great ideas. Women do this business
growing because
#5 Role Models WIFS provides a showcase for some of the most successful women working in financial services. At the annual threeday National Conference, members of the organization’s Circle of Excellence are recognized, based on industry achievement and income. In 2015, WIFS published its first research study in book form, Women at the Top. Written by Arthea Reed and Diane Dixon, it profiles 23 top women advisors and their journeys to success. “Most of these women earn $500,000 and up. Four earn more than $1 million and two have earned more than $10 million in a single year,” says Evelyn. The book can be ordered in hard copy, paperback or e-book formats. (Search on iUniverse.com for the title.)
it has a core group of very successful
For Jessica, the most valuable WIFS role models have been
differently than men,
women. I knew I
other women who are successfully balancing careers and
and one big difference
wanted to be part of
family commitments. In addition to working as an advisor
is the desire to freely
it, and I also wanted
and sales manager, she is a single mom with a four-year-old
share and support."
the challenge of
daughter, Paisley, and 16-month-old son, Jayce. “When you
growing myself
are a woman wearing so many hats, it’s easy to feel you are
through leadership
failing at one of them. It’s nice to be able to call another WIFS
in the chapter and
member who has walked in the same shoes successfully.”
#6 Idea-Sharing
Make a Personal Commitment to WIFS
Michelle says one of the most important benefits of
Penn Mutual is very committed to supporting
WIFS for her is that “I have been able to meet like-
the growth of WIFS, nationally and through local
minded women who don’t mind sharing great ideas.
chapters, and our involvement is paying off on
Women do this business differently than men, and one
multiple levels. Says Michelle: “In 2012, something
big difference is the desire to freely share and support.”
needed to change in my life, and that’s when I made the decision to join Penn Mutual. The company’s
Evelyn adds that “women don’t hold back on idea-
involvement as a WIFS Partner of Excellence played a
sharing. At our last National Conference, we held
big part in my decision to join The Heartland Group.
a session called Fast & Furious, at which we invited
Now, three years later, I’ve just completed my Career
WIFS members to share their best idea with the
Builder contract with Penn Mutual. I’ve achieved this
group. The line to share ideas went out the door.”
while having a family and creating a new partnership
Jessica says some of the best ideas she heard at the 2015 WIFS National Conference were offered by an attorney during a session on planning for divorcees. “This was an example of how WIFS ideas work hand-
with another advisor, and all the way WIFS has given me support, information and encouragement. Without WIFS, I don’t know where it would have come from.”
in-hand with Penn Mutual’s myWorth program. Using
Adds Jessica: “Participating in WIFS requires a
myWorth’s Divorce Checklist (PM6571), one woman
commitment of time and money. But because
on my team has developed a defined process that has
Penn Mutual is such a big WIFS supporter, we can
helped her network with several divorce attorneys.”
join at a discount on the national dues. I encourage
#7 Industry Involvement Michelle says that WIFS recognizes the importance of advocacy and has recently partnered with the National Association of Insurance and Financial Advisors (NAIFA) in their Advisor 2020 initiative. With support from the GAMA Foundation, the initiative aims to help financial advisors anticipate future challenges and positively influence them. WIFS also is working with Penn Mutual and other corporate Partners for Excellence to develop ideas for attracting more young women into financial services careers.
other people in our company, women and men, to participate, because WIFS will have a positive impact on your life and practice.” To learn more about WIFS, visit https://wifsnational. org or contact Jessica Choi at 215-956-8112 or via email at [email protected].
Why Men (and Leaders) Should Join WIFS When David LaBricciosa attended the 2016 National Conference of Women in Financial Services (WIFS) in Baltimore, he walked into one meeting room, sat down and looked around. He was the only male in sight. The woman sitting next to him said: “Now you know how I have felt being the only woman at most financial industry meetings.” David was attending in several capacities. As Managing Partner at AspireWealth Planners, Penn Mutual’s agency for the Chesapeake Bay region, Baltimore area and Washington D.C. Metro marketplace, he was the local leadership face of WIFS’ only Leaders Level Partner for Excellence. He also was supporting three females in his office, two advisors and an agency manager, who are active in WIFS’ Maryland Chapter, to which he also belongs. Finally, he was there to grow as a leader and help his agency adapt to inevitable change. David joined Penn Mutual in November of 2014 after 20 distinguished years as a life insurance agency leader with another company. “We currently have 23 advisors in our agency, and only two are women,” he says. “I know it’s not the right mix, but it’s what I inherited. It is my goal to create a field force in our agency that is more representative of the community we serve, which has huge numbers of successful women, as well as a large multi-ethnic population.”
“As field leaders, it is our role to help create the future. The only way we will become more than what we are today is to put ourselves outside the traditional model. By becoming a member and participating in WIFS, I have opportunities to learn from different perspectives about the challenges people are facing, to enter and survive in this business.” WIFS also has given David role models for different ways leaders can communicate with women. One is Penn Mutual CEO Eileen McDonnell, who gave the keynote address at the National Conference David attended. “Trust is a big factor in everything we do, especially in the women’s market,” he says. “In her talk, Eileen built trust by putting herself out there so that the audience could see the whole person – her vision and journey, the ups and downs of her career path.” Soon after returning from the conference, David addressed members of his agency at a weekly training class, encouraging them to become involved in WIFS. “I talked about the new relationships I had made at the conference and how important relationships are to women. Whether they are professionals giving advice or business owners receiving advice, women want to participate in advice. It’s why we are building our agency on a culture of relationships and financial planning, rather than transactional services.” In the year David has been a WIFS member, one thing has changed in his life. “I am having many more conversations today with talented women in our market who are interested in joining our industry and company. Penn Mutual has a competitive advantage in this market, not just because it sponsors WIFS but also because it is supportive of the evolution women represent. But if we personally don’t get out of our comfort zone and do non-traditional things, we will not take our company and our own businesses to the next level.”
© 2016 The Penn Mutual Life Insurance Company Philadelphia, PA 19172 www.pennmutual.com T3805 | 03/16
1452568PH_Mar18
As Seen in Leading Edge Magazine Penn Mutual is pleased to provide its advisors with the latest thought leadership and insights in its quarterly field publication, Leading Edge.
Women in Insurance and Financial Services (WIFS) Ways Membership Can Help to Advance Your Career
Evelyn Gellar
Michelle Harm
Jessica Jeffers
One important way Penn Mutual demonstrates its commitment to women is through its involvement in Women in Insurance & Financial Services (WIFS), an 80 year old national organization with 20 chapters across the United States and 1,100 members nationwide. The mission of WIFS is to attract, develop and advance women in the financial services industry. For several years, Penn Mutual has supported WIFS in the Partners for Excellence program. In 2015 and 2016, Penn Mutual has been the only organization that has partnered at the highest level, known as the Leadership Level. Two of the eight members of the WIFS Executive Board
Member rate of $130 in 2016. Annual membership fees to
are affiliated with Penn Mutual, including President-Elect
local chapters with one of WIFS’s 20 local chapters range
Evelyn Gellar, LUTCF, Empire Wealth Strategies (Cooper
from $25 to $65. As a corporate partner, Penn Mutual
Agency), New York, NY; and Director Michelle L. Harm, The
associates and advisors can join the national organization at
Heartland Group (Corteen-Rotter Agency), Southfield, MI.
the reduced national membership of $130 in 2016.
The women of Penn Mutual have taken leadership roles on the national board of WIFS and Penn Mutual advisors are founders and leaders of several WIFS chapters around the country. Currently there are 63 WIFS members in total affiliated with Penn Mutual. Penn Mutual Chairman & CEO Eileen McDonnell delivered the keynote address at WIFS’
This is an excellent time to become a WIFS member, if you have not done so already. In this article, seven great reasons to get involved with WIFS are highlighted, as explained by Penn Mutual women who are active in the organization.
2015 National Conference, entitled Our Time Is Now! Chart
#1 – Mentorship Program
Your Course toward Career Success.
The WIFS Mentorship Program matches mentors and mentees for two time blocks per year: Power Start from
According to the 2015 Penn Mutual Female Advisor Survey,
January 15 to May 30 and Finish Strong from July 14 to
the top five areas in which female advisors say a women’s
November 30. Mentors may sign up to participate in either
resource group should offer support are listed below. And to
session at any time, while mentees must apply during
no surprise, WIFS is committed to helping women in each of
session-specific enrollment periods – e.g., April 1 to May 5 for
these areas:
the 2016 Finish Strong session.
1. A mentorship program
“Our mentorship program is designed as a safe haven where
2. Women advisor study groups
WIFS members can talk through their businesses, practices,
3. Practice development forums
obstacles and opportunities and receive feedback on
4. Educational events for female advisors 5. Personal development forums Thanks to Penn Mutual’s corporate support, any advisor or field leader affiliated with Penn Mutual (male or female) can join the national organization at the reduced Partner
ways to look at issues differently,” says Evelyn Gellar. “Each mentoring pair is matched based on similar personality styles, and we also match people with different experience and perspectives. As a baby boomer mentoring a millennial, I have found that this relationship has led to reverse mentoring, and I have learned as much from her as she has learned from me. I believe our mentoring program is one of
the most important reasons today’s younger generation is
monthly webinars that can be accessed live or via archive.
attracted to WIFS.”
The webinars’ special edge, according to Evelyn, is their emphasis on how women approach financial services
Jessica Jeffers, Associate Partner and Sales Manager, Cambridge Financial Center (Andrus Agency), Salt Lake City, UT, participated in the WIFS mentorship program in 2015 as both a mentor and mentee. She says the program helped her open new lines of communication outside her own agency for addressing both personal and business
differently than men. “Our members say they want education on relationship-centered practice management, with a strong focus on client communication. The webinars address subjects such as building strong bonds with clients through empathy, how women view money, and how to meet women’s needs for financial security.”
issues. “One of the biggest issues for women in our business involves managing the work-life balance. How do you build
Through partnership
your practice and still get home at night to take care of your
with The American
family? As a WIFS mentor, it is your responsibility to reinforce
College, WIFS is
that this can be done.”
co-sponsoring a new program that launched
“ I was fortunate
in January 2016 to help
to have found the
Michelle Harm’s practice is a business partnership
its members attain the
networking support I
with Donna DeGennaro, whom she met through WIFS
Retirement Income
networking. Both women were instrumental in forming
Certified Professional®
WIFS’s Michigan chapter, starting in 2008. At the time,
(RICP) professional
Michelle was affiliated with National Life of Vermont and
designation in one
Donna with New England Financial. They continued to
year of concentrated
build the chapter together, and eventually both joined
study, at a discounted
the Metro Detroit branch of The Heartland Group, Penn
group tuition rate. The
Mutual’s career agency in Chicago. Currently, Michelle
membership’s desire
serves as the Michigan chapter’s Past President and Donna
to earn this particular
as its Vice President.
designation emerged
#2 Networking Opportunities
needed from WIFS at the right time, when I knew I needed to make a career and company change."
from a survey conducted at the 2015 WIFS National Says Michelle: “I was fortunate to have found the networking
Conference in Baltimore last October.
support I needed from WIFS at the right time, when I knew I needed to make a career and company change. I was able
Also in 2016, for the first time, WIFS members will learn
to draw on trusted relationships with other WIFS members
from each other through volunteer and self directed
for advice and counseling. We like to say that we are all
Mastermind study groups that exchange best practices.
colleagues at WIFS, even though we may be competitors out
Designed for non-managers, they meet virtually once
on the street. You never know whom you will meet at WIFS,
a month for a year and each participant facilitates the
and fortunately I met Donna, whose experience and skills
monthly topic. A Managers study group has also been
complement mine.”
formed with similar objectives where members commit to a year long process, holding each other accountable to
#3 Education
discuss relevant topics.
WIFS educates members on several levels, starting with
Evelyn says WIFS has steadily grown its membership at a
6-7% annual rate by staying attuned to changing needs of
at the national level – making a name for myself out there.”
professional women, especially education. “A top goal of our Executive Board is to engage every single WIFS member so they are leveraging all member benefits.”
To expedite decision-making and promote new leaders, WIFS operates with a lean Executive Board of just eight members, while assigning project work to member-
#4 Leadership
based committees and task forces. Evelyn says a priority
WIFS provides local support through its chapters and anyone who wants to start a local chapter will be helped by leaders
of the current Executive Board is to promote leadership opportunities for younger women in financial services.
from the national organization, headquartered in Albany,
Jessica Jeffers is leading the effort to create a new Utah
NY. Leaders in these local chapters who produce results
WIFS chapter. She is also involved in a committee led by
can move up to the National Board as Directors, as Evelyn
Michelle Harm for engaging new WIFS members nationally.
and Michelle have done. Directors of special merit are also
“Penn Mutual has made a significant investment to support
chosen to serve on the Executive Board, moving “through
the growth of the women’s market through the myWorth
the chairs” of Treasurer, Secretary, President-Elect and
program and also its support of WIFS,” Jessica says. “I
President. At the WIFS National Conference in October
appreciate that commitment and want to be part of it.”
of 2016, Evelyn will be installed as the incoming President, succeeding Susan Glass, LUTC, of New York Life (Atlanta). Evelyn will be WIFS’s first Hispanic President ever. Michelle recalls that when she first became involved with WIFS in 2008, there was no chapter in Michigan and she didn’t even know a national organization existed. “It began with a few like-minded women who held an event to get better acquainted, and from that we grew our chapter. At a time when many associations are having
“ I have been able
trouble attracting
to meet like-minded
members, WIFS is
women who don’t mind
healthy and keeps
sharing great ideas. Women do this business
growing because
#5 Role Models WIFS provides a showcase for some of the most successful women working in financial services. At the annual threeday National Conference, members of the organization’s Circle of Excellence are recognized, based on industry achievement and income. In 2015, WIFS published its first research study in book form, Women at the Top. Written by Arthea Reed and Diane Dixon, it profiles 23 top women advisors and their journeys to success. “Most of these women earn $500,000 and up. Four earn more than $1 million and two have earned more than $10 million in a single year,” says Evelyn. The book can be ordered in hard copy, paperback or e-book formats. (Search on iUniverse.com for the title.)
it has a core group of very successful
For Jessica, the most valuable WIFS role models have been
differently than men,
women. I knew I
other women who are successfully balancing careers and
and one big difference
wanted to be part of
family commitments. In addition to working as an advisor
is the desire to freely
it, and I also wanted
and sales manager, she is a single mom with a four-year-old
share and support."
the challenge of
daughter, Paisley, and 16-month-old son, Jayce. “When you
growing myself
are a woman wearing so many hats, it’s easy to feel you are
through leadership
failing at one of them. It’s nice to be able to call another WIFS
in the chapter and
member who has walked in the same shoes successfully.”
#6 Idea-Sharing
Make a Personal Commitment to WIFS
Michelle says one of the most important benefits of
Penn Mutual is very committed to supporting
WIFS for her is that “I have been able to meet like-
the growth of WIFS, nationally and through local
minded women who don’t mind sharing great ideas.
chapters, and our involvement is paying off on
Women do this business differently than men, and one
multiple levels. Says Michelle: “In 2012, something
big difference is the desire to freely share and support.”
needed to change in my life, and that’s when I made the decision to join Penn Mutual. The company’s
Evelyn adds that “women don’t hold back on idea-
involvement as a WIFS Partner of Excellence played a
sharing. At our last National Conference, we held
big part in my decision to join The Heartland Group.
a session called Fast & Furious, at which we invited
Now, three years later, I’ve just completed my Career
WIFS members to share their best idea with the
Builder contract with Penn Mutual. I’ve achieved this
group. The line to share ideas went out the door.”
while having a family and creating a new partnership
Jessica says some of the best ideas she heard at the 2015 WIFS National Conference were offered by an attorney during a session on planning for divorcees. “This was an example of how WIFS ideas work hand-
with another advisor, and all the way WIFS has given me support, information and encouragement. Without WIFS, I don’t know where it would have come from.”
in-hand with Penn Mutual’s myWorth program. Using
Adds Jessica: “Participating in WIFS requires a
myWorth’s Divorce Checklist (PM6571), one woman
commitment of time and money. But because
on my team has developed a defined process that has
Penn Mutual is such a big WIFS supporter, we can
helped her network with several divorce attorneys.”
join at a discount on the national dues. I encourage
#7 Industry Involvement Michelle says that WIFS recognizes the importance of advocacy and has recently partnered with the National Association of Insurance and Financial Advisors (NAIFA) in their Advisor 2020 initiative. With support from the GAMA Foundation, the initiative aims to help financial advisors anticipate future challenges and positively influence them. WIFS also is working with Penn Mutual and other corporate Partners for Excellence to develop ideas for attracting more young women into financial services careers.
other people in our company, women and men, to participate, because WIFS will have a positive impact on your life and practice.” To learn more about WIFS, visit https://wifsnational. org or contact Jessica Choi at 215-956-8112 or via email at [email protected].
Why Men (and Leaders) Should Join WIFS When David LaBricciosa attended the 2016 National Conference of Women in Financial Services (WIFS) in Baltimore, he walked into one meeting room, sat down and looked around. He was the only male in sight. The woman sitting next to him said: “Now you know how I have felt being the only woman at most financial industry meetings.” David was attending in several capacities. As Managing Partner at AspireWealth Planners, Penn Mutual’s agency for the Chesapeake Bay region, Baltimore area and Washington D.C. Metro marketplace, he was the local leadership face of WIFS’ only Leaders Level Partner for Excellence. He also was supporting three females in his office, two advisors and an agency manager, who are active in WIFS’ Maryland Chapter, to which he also belongs. Finally, he was there to grow as a leader and help his agency adapt to inevitable change. David joined Penn Mutual in November of 2014 after 20 distinguished years as a life insurance agency leader with another company. “We currently have 23 advisors in our agency, and only two are women,” he says. “I know it’s not the right mix, but it’s what I inherited. It is my goal to create a field force in our agency that is more representative of the community we serve, which has huge numbers of successful women, as well as a large multi-ethnic population.”
“As field leaders, it is our role to help create the future. The only way we will become more than what we are today is to put ourselves outside the traditional model. By becoming a member and participating in WIFS, I have opportunities to learn from different perspectives about the challenges people are facing, to enter and survive in this business.” WIFS also has given David role models for different ways leaders can communicate with women. One is Penn Mutual CEO Eileen McDonnell, who gave the keynote address at the National Conference David attended. “Trust is a big factor in everything we do, especially in the women’s market,” he says. “In her talk, Eileen built trust by putting herself out there so that the audience could see the whole person – her vision and journey, the ups and downs of her career path.” Soon after returning from the conference, David addressed members of his agency at a weekly training class, encouraging them to become involved in WIFS. “I talked about the new relationships I had made at the conference and how important relationships are to women. Whether they are professionals giving advice or business owners receiving advice, women want to participate in advice. It’s why we are building our agency on a culture of relationships and financial planning, rather than transactional services.” In the year David has been a WIFS member, one thing has changed in his life. “I am having many more conversations today with talented women in our market who are interested in joining our industry and company. Penn Mutual has a competitive advantage in this market, not just because it sponsors WIFS but also because it is supportive of the evolution women represent. But if we personally don’t get out of our comfort zone and do non-traditional things, we will not take our company and our own businesses to the next level.”
© 2016 The Penn Mutual Life Insurance Company Philadelphia, PA 19172 www.pennmutual.com T3805 | 03/16
1452568PH_Mar18
