What Attracted Mutual of Omaha to Choose Trustworthy Selling?
Mutual of Omaha implemented Trustworthy Selling as part of an organizational strategy to increase their advisor’s focus on needs-based selling over transactional selling or product-focused selling. The company went through the first step in its transformation strategy by revamping its systems to identify, attract and select candidates who were more relationship-focused. Trustworthy Selling was an extension of the company’s strategy to ensure new recruits were onboarded and trained with the knowledge and skills to establish enduring relationships with their clients.

Launch Week Incorporating Trustworthy Selling Quick Start
Mutual of Omaha incorporated Trustworthy Selling Quick Start into their Launch Week, which is a one-week training program for all new advisors conducted in their local field offices. Members of their local-level leadership teams delivered the program through a faculty approach and reinforced the concepts through ongoing coaching and development. Because of the learning design of the Trustworthy Selling curriculum, the organization was able to create both scale and consistency in each of their field offices throughout the United States.

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Transitioning to Virtual Classroom During the Pandemic

“HPN and LIMRA have committed to keeping the content current and we had just transitioned from TS 1.0 to TS 2.0 prior to the pandemic. The 2.0 version had more resources for delivering the program in a virtual environment, therefore it made for an easier transition for us when we had to flip the switch and go virtual.”

Richard Healey
Senior Vice President – Advisor Network

Productivity and Retention Impact

Mutual of Omaha advisors who completed the Trustworthy Selling program was more effective after 24 months than those who did not. Consider these improvements in the key metric areas.

93%

Increase in Premium Productivity

64%

Increase in Policy Productivity

92%

Increase in First Year Commissions

8%

Increase in Two-Year Retention

Mutual of Omaha has succeeded in transitioning their organization’s culture to a focus on the long-term relationship between their advisors and clients. In addition to revamping their recruiting and selection systems, the focus on incorporating the Trustworthy Selling program as part of their onboarding Launch Week has delivered measurable success. The Trustworthy Selling philosophy and approach are deeply embedded into the culture and fabric of Mutual of Omaha.

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Joey Davenport
President, Hoopis Performance Network

Joey has over twenty years of experience in the financial services industry as a producer, manager, entrepreneur, and international speaker. His organization, the Hoopis Performance Network, was recognized for the 3rd year in a row by Inc. 5000 as one of the fastest-growing privately held businesses in the U.S.

Sarah Sears
AVP, Product Innovation & Development, LIMRA’s Talent Solutions Group

Sarah is responsible for the strategic guidance of the development and management of products. In her role, she translates research insights into solutions that improve the effectiveness and productivity of sales professionals, leaders and employees in the financial services industry. Throughout her 14 years at LIMRA, she has developed engaging, innovative solutions that make industry research accessible and actionable. Sarah earned a BA in Anthropology and Sociology-based Human Relations from Connecticut College and an MBA from the UMass Isenberg School.

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