Ryan D Marcum
Urbandale,IA
Summary
I currently serve as a National Accounts Manager for Annuity Sales at F&G Life, focusing on growing annuity sales and relationships among our key account partners. This is accomplished through a 60-70% travel schedule, along with regular webinars and call initiatives. I also represent F&G at our IMO partner conferences throughout the year, including stage speaking time and booth time. Prior to my time with F&G, I achieved success in both FIA and IUL personal production. I thrive on relationship building, leading, and problem solving. Having actually sat across the kitchen table from clients, and "walked in our advisor's shoes" has given me a distinct advantage in connecting and empathizing with our distribution. My true value lies in my deep understanding of personal production, the IMO model; and how to effectively pivot messaging between the two. Establishing trust and leading by example are of paramount importance to me. As a National Accounts Manager, I have excellent time management and leadership skills. I thrive on being both goal-driven and self-starting. Forged in the fires of the financial and insurance fields since 2006, I have a deep understanding of industry trends and consumer behavior. After graduating from the University of Iowa in 2006, I have worked both on the recruiting, marketing, and retail side of the insurance and financial services industry. During that time, I oversaw 150% growth over a 6 year period; totaling $40 million in down line FIA production for the IMO I worked for. In personal production, I have accumulated over $15 million in FIA and Life Insurance sales. This includes both B2B and B2C production. I have extensive background in sales, management and the IMO model. I understand what keeps annuity agents, marketers, and IMO leaders up at night. It’s my passion to help them succeed and thrive in their practices.
Overview
20
20
years of professional experience
Work History
National Accounts Manager
F&G Life
Remote
11.2024 - Current
- Developed and executed strategic plans for national account growth, incorporating email and outbound phone campaigns.
- Managed national accounts, enhancing client relationships and contributing to revenue growth.
- Negotiated contract terms with clients to secure favorable agreements for the company.
- Developed strategic sales plans to enhance market presence and competitiveness.
- Analyzed market trends to identify opportunities for account expansion and improvement.
- Collaborated with marketing teams to launch targeted promotional campaigns for key accounts, increasing market engagement.
- 60-70% travel
- Collaborated with my account team to create action plans to drive sales.
- Gathered and modeled sales data to uncover trends and adjust strategies to capitalize on latest information.
Regional Director, Annuity Sales
F&G Life
Remote
03.2022 - 11.2024
- Drive sales among our Power Producer partners in 8 states and Puerto Rico, in the Southeast portion of the United States.
- 50-60% travel schedule to meet with F&G's top advisors in the region
- Conduct Lunch and Learns to educate and cultivate new growth opportunities.
- Facilitated interactive webinars to educate participants on industry trends and product offerings.
- Collaborating with Account VPs to represent F&G at IMO conferences
- Delivered public speaking engagements at various industry events to share insights and expertise.
- Attend and present at F&G's Advisory Council and Building Success Summits throughout the year.
- Outbound call campaigns to Power Producers, in collaboration with Senior Internal Wholesaler partner.
- Inbound calls, running illustrations, along with new business and post issue support to valued advisers.
Senior Internal Wholesaler
F&G Life
Des Moines, IA
02.2021 - 02.2022
- Key Accounts: Simplicity, Advisors Excel, Gradient, and Eagle Financial
- Helped facilitate and drive a 23% YOY increase in FIA sales. #3 in FIA sales in the IMO channel after 3rd Quarter of 2021.
- Help our key distribution partners and their advisors by providing product expertise and tactical support.
- Answering inbound sales calls and proactive reach-outs to advisors to promote the F&G product suite and marketing opportunities.
- Managed targeted promotional campaigns to enhance sales and profits.
- Conduct weekly webinars - including hosting National Webcasts to F&Gs entire agent base.
- Run strategic reports in Excel and Salesforce
- Collaborate with Account VPs and Regional Directors to work with our top producers.
- In-person office visits to both IMO partners, and producers.
Advisor Development Consultant
Simplicity Des Moines
West Des Moines, IA
09.2018 - 02.2021
- Recruit agents through outbound calls and email marketing; building personal hierarchy
- Contract new agents
- Personally visit advisor offices to shake hands and recruit; using PowerPoint decks, and marketing collateral
- Recruit to Simplicity's monthly "Focus Top Advisor" training events across the country
- FIA case design, illustration, and sales implementation
- Webinar Hosting
- Weekly Strategy meetings
- Advanced IUL, GUL, Asset-based Insurance, Key Man, and Split-dollar loan regime product design
- Smart Office CRM, marketing, and ad blast administration
- Work closely with company Regional Vice Presidents to develop marketing and case design ideas
Senior Vice President
Legacy Estate Partners
Johnston, IA
05.2012 - 01.2019
- Managed business day-to-day, employee oversight, and marketing overhead expenses
- Averaged $3 million/year in Fixed-indexed Annuity production
- Handled multi-million dollar accounts
- Partner with Attorneys and CPA's to implement comprehensive Estate Plans to avoid probate
- Monthly, I presented at Estate Planning workshops to groups of 50+ attendees
- CRM, Salesforce, and Zip Tek administration
- Medicaid Planning and LTC planning; through state-approved Traditional, and Hybrid products
- Retirement Income Planning through reliable safe-money strategies
- Asset and Estate Preservation through use of Second to Die, SPWL and IUL products
- Lead quarterly sales, suitability, and business forecast meetings
- Administers Structured Income Planning illustration software
National Marketing Director
Retirement Solutions Group
West Des Moines, IA
11.2006 - 04.2012
- Head of New Business development
- Broker-dealer partnership and distribution channel management
- Recruited and planned cases for 100 annuity agents across the United States.
- Recruited a Division 1 "Broker Dealer of the Year" to write fixed business through our company, generating an additional $5 million in sales over 2 years.
- Provided onsite seminar and annuity training.
- Increased sales by 150% over a six year period.
- $20 million of annuity production in my down line hierarchy
- Held Agent Recruiting workshops, where I presented FMO and IMO marketing strategies to get agents contracted under our hierarchy.
- Worked with Regional Vice Presidents of major financial companies to get agents licensed for production.
- Administered CRM and Salesforce
- Lead and Managed RSG’s Annual Golf Outing; acquiring logistics and company sponsorship.
Education
Bachelor of Arts - History and Business
The University of Iowa
Iowa City, IA, United States01-2006
Skills
- Sales and Operations Management
- Business Development and Relationship Building (B2B and B2C)
- Public Speaking
- Serving the BGA and IMO Model
- Proficient in FIA, Life Insurance, Variable Annuity, and Long Term Care Business
- National Account Management
- Ability to quickly learn new processes, procedures, and software tools
- Microsoft Office/Excel/PowerPoint
- Salesforce
- Strategic Sales Planning
Affiliations
Member, NAIFA Central Iowa, 2014
Member, University of Iowa Alumni Association, Current.
LIMRA, Anti-Money Laundering Training, Current.
Recognized as Top 1% producer in FIA's for American Equity Life Insurance Investment Company, 2017.
Life and Health Licensed, Iowa
Timeline
National Accounts Manager
F&G Life
11.2024 - Current
Regional Director, Annuity Sales
F&G Life
03.2022 - 11.2024
Senior Internal Wholesaler
F&G Life
02.2021 - 02.2022
Advisor Development Consultant
Simplicity Des Moines
09.2018 - 02.2021
Senior Vice President
Legacy Estate Partners
05.2012 - 01.2019
National Marketing Director
Retirement Solutions Group
11.2006 - 04.2012
Bachelor of Arts - History and Business
The University of Iowa