NAILBA Perspectives - July/August 2014 - (Page 31)

More about Steve Kerns Steve Kerns was raised in Reading now: his degree from the University Fuel Your Life, Work, and Team Omaha, Nebraska and received "The Energy Bus: 10 Rules to of Nebraska at Omaha in 1976. with Positive Energy" by Jon He served in the Marine Corps Reserve and graduated from their Officer Candidates School while in college. He began learn about. We're always on a quest for anything that will help our company and our advisors. How did you become the CEO of the agency? I got into the life insurance business in December 1978 as a personal life insurance producer. I worked the family market, so I worked a lot of long hours and nights. I guess I would've been referred to as an appaholic. I never went a year when I wrote less than 300 life applications. I was getting burned out, but I wanted to stay in the industry. I saw in 1983 that there was an opening for wholesale distribution because a lot of carriers were cutting back on their distribution costs. That's what I opted to do because I knew I would be a good recruiter. My wife Becky and I started a little company called First Houston Insurance Brokerage in July 1983, and I went out and recruited from 8 am to 5 pm every day. We actually started as a health brokerage operation where we marketed individual major medical and small group multiple employer trust plans for under 50 employees. Then we brought on life insurance and became PPGA recruiters. In 1987, I was one of the founding marketing organizations of Life USA, which we later sold to Allianz. Today, our primary business is the wholesale distribution of annuities. Since 1996 when fixed indexed annuities were invented, we've been a strong supporter and wholesaler of them. Then about three years ago, we regenerated our life division, and we're doing really well there. What inspires you? I love building and the thrill of the journey. The destination is a fun place to get to, but I really enjoy the journey. I also enjoy the relationships I have with our carriers and our top advisors. Lastly, I'm inspired by the people who have built InsurMark and are the backbone of this company. I love my people, and I don't have enough time or words to thank them for what they've done to build our company into what it is today. his financial services career What are you the most optimistic about the future of our industry? Baby Boomers need safe money solutions. We all know we've got 10,000 people turning 65 every day, and people are living longer and they haven't planned well for retirement. The thing I love about fixed annuities, fixed indexed annuities and life insurance are the guarantees, and people are going to need that as they live longer. I'm also excited about the new life cycle products or living benefit products that are coming out: products that pay for long-term care, home health care, and critical illness needs. The carriers that figure that out and solve those problems and put together great products are going to be the real leaders in the future. Million Dollar Round Table all What is the best advice you would offer someone new to this industry? The sky is the limit. If you're in an independent situation, there's no limit to your income. If you truly want to help people, solve problems, and satisfy needs, this is a great industry for you. My word of advice would be to think of others first and be a servant. When you put others ahead of yourself in this business, you'll get it, your job will be enjoyable, and you'll make a great living. And really the money will be secondary. with the Great Southern Life Insurance Company, where he earned their Rookie of the Year honors in 1978. For the next six years he built a successful retail life insurance practice, receiving numerous company awards as well as qualifying for the six of those years. Since he and his wife Becky founded InsurMark in 1983, the company has grown into a well- Gordon and "The 4 Disciplines of Execution: Achieving Your Wildly Important Goals" by Chris McChesney, Sean Covey and Jim Huling Recommended reading: I believe everyone in the industry should read, "How to Honor Your Aging Parents: The Fundamental Principles of Caregiving" by Richard P. Johnson, Ph.D. Favorite Movie: The Shawshank Redemption Favorite vacation spots: Lake Hubert in Nisswa, MN; Beaver Creek in Avon, CO; Hawaii; Cayman Islands respected national insurance Hobby: more than 3,000 agent partners Country Club here in Houston agent advisors to place nearly Scottsdale, AZ.) marketing organization with Golf (I'm a member of Lakeside in all 50 states. Steve has led and also of Whisper Rock in $5 billion in fixed and fixed Family: indexed annuity premium in the past 10 years. Today, Steve carries not only the role of Founder and CEO, but also as Chief Strategic Officer. Wife Becky (married for 36 years); oldest son Marshall (he works on the sales team at Foursquare, a digital advertising company in New York City.); youngest son Matthew (a recent graduate from the University of Texas, he was just hired as an analyst for Escalante Golf.) Steve and wife Becky, center, with sons Matthew (left) and Marshall www.nailba.org 31 http://www.nailba.org

Table of Contents for the Digital Edition of NAILBA Perspectives - July/August 2014

NAILBA Perspectives - July/August 2014
Contents
Chairman’s Corner
CEO Insights
Social Skills
NAILBA 33 Preview
NAILBA Charitable Foundation
Life Happens
The Remote or Virtual Office
Member Profiles
Mooers Award Nominations
Agency Successor Networking Group
Agency Resources
BGAs Leading Technology Through Connections
Reading Ahead
Calendar of Events
Index of Advertisers

NAILBA Perspectives - July/August 2014