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New York Life is looking for leaders—and there’s never been a greater need for African American managers. While African American wealth is growing—between 2001 and 2004, the average net worth of African American households grew from $81,000 to $111,000*—many African American individuals, families and businesses are still grossly underinsured. As a manager, you’ll recruit and develop agents to go out and serve that need—and indirectly impact the community and future generations. The challenges are great, but the personal and financial rewards are even greater.
On the page below, you’ll find stories of some of our most prominent African American managers. We hope they inspire you to pursue your own legacy of leadership in management.
If you want to lift yourself up, lift up someone else.
—Booker T. Washington
* Source: Federal Reserve Board, Survey of Consumer Finances, “Recent Changes in U.S. Family Finances: Evidence from the 2001 and 2004 Survey of Consumer Finances,” page 10.
Harold Akins | Jeff Bacchas | Annette J. Blair | David Boykin | Sam Bridgeman | Lawrence Carter | Randy Cox | Edward B. Dunmore | Arnold G. Ford | Otis W. Johnson | Maurice B. Springer
All share exceptional leadership ability, and the drive and desire to help people succeed.
And all have excelled through New York Life’s field management ranks.
But their success transcends the Company. Their influence is far reaching, touching not only the agents they inspire—but every person their agents touch.
That is the result of a true passion to lead. As you read their stories, take a moment to acknowledge the difference they have made—to New York Life, to individuals, to their communities.
They are true trailblazers.
Professional African American men and women who took on the challenge to go beyond themselves and make their mark in management.
And, in so doing, pave the way for the successes of many others.
In the early 1980s, New York Life was focusing heavily on recruiting teachers to become Sales Development Managers. At that time, it was Harold’s desire to leave teaching and go into business. So it was a natural match when he joined New York Life in 1982.
Harold began his New York Life career as a management trainee for 15 months. His education in management consisted of a 9-month tour of duty at the North Central Zone and 2 weeks of training in the New York Home Office. Following the Zone and Home Office training sessions, he rotated between 3 General Offices in the Chicago area to further sharpen his marketing and coaching skills. Harold feels the intensive 15-month management training was invaluable, and helped lead to his fast promotion to Development Manager at the Northtown General Office in Chicago. Harold holds his CLU and ChFC designations.
Harold has spent his entire career at New York Life helping agents succeed and reach their full potential—and not just new agents. As a top development manager, he also helps established agents take their businesses to the next level of success. In his own words, “Being a manager is important work. Agents are the heart and soul of the Company. As a manager, you can multiply their numbers and reach far more families and businesses indirectly than you could alone as just one agent.”
“The desire to be a manager is a noble calling. If you’ve demonstrated success as an agent—shown patterns of success in the past and present—I would absolutely encourage you to pursue a career in management. It is very satisfying work and you can really make a difference.”
“The desire to be a manager is a noble calling.”
Jeff started his career as an agent with John Hancock in November, 1985. During his 5 years there as an agent, he qualified for Council every year, was a qualifying member at Million Dollar Round Table (MDRT) 4 years and wrote more than 100 life cases annually. He was promoted to sales manager in 1991 and over the 5 years in that position, recruited more than 40 agents. Before leaving Hancock, he was promoted to Zone VP/Regional Manager in the Mid Atlantic Region, and was later put in charge of the Brooklyn area where he merged 3 General Offices.
Jeff joined New York Life in 1997 as a Sales Manager in the Brooklyn General Office. From 1997 to 2001, he recruited and developed more than 50 agents and promoted 2 to management. On average, 7 of those agents made Council per year and most of his agents are Centurions. Every year after his third, Jeff was able to graduate more agents to established ranks than the rest of the management team of his G.O. combined! As a Partner, Jeff finished among the Top 25 Partners nationally for 2 of his 4 years.
In 2001, Jeff was promoted to Senior Partner. Over the next 4 years, he was offered the post of Managing Partner for four General Offices across the country. In March 2004, he finally accepted his fifth offer to head the Albany G.O. In June, 2005, he returned to the Brooklyn General Office to help the new Managing Partner further the success of the G.O. Jeff is proud of the team he has built, which includes the promotion of two African American women managers— Marcia Beckford and Annette Blair—into the Company’s ranks.
“If you’re passionate about helping people and driven by something more than just money, I encourage you to step up, get out there and help lots of folks in your community.”
“I encourage you to step up, get out there and help a lot of folks in your community.”
Annette J. Blair is a Partner for the New York Life Insurance Company in the Brooklyn General Office. Annette has been with New York Life since 2000. In her short tenure as an agent, she became a Registered Representative for NYLIFE Securities, Inc. (member FINRA/SIPC), achieved President’s Council status, won numerous product awards and citations, became the New Org Leader in 2002 and 2003, and was a qualifying member of the Million Dollar Round Table in both 2003 and 2004.
In December 2003, Annette was invited by New York Life to join management as a Partner in the Brooklyn General Office. In her first year, Ms. Blair was consistently recognized for her excellence—specifically in the area of agent recruitment and development. She qualified as a Top Gun Recruiter. She has continued on her path to excellence and has recently been recognized as a “Black Achiever In Industry.” This award is an esteemed recognition of African Americans who have made outstanding contributions as members of the corporate community and enlisted their energies in ways that would provide inspiration, motivation, and hope for youth and young adults.
“The system at New York Life provides a level playing field. The positions, the promotions, and the pay are a direct result of what you do and what you bring to the table. This is a great incentive to do things right. Attitude is everything. The way I think is the way I feel—it shapes my actions, and in essence, becomes the habits that I form. How I think about something determines my destiny. As a manager, you must have an upbeat, positive attitude to attract like-minded people. You must stay close to the people you hire and treat them as a family. People don’t leave family. Management is a career and a commitment, so lead by example and give it your all.”
“As a manager, you must have an upbeat, positive attitude to attract like-minded people.”
David started his insurance career as a sales representative in 1987 for 4 years before being promoted into management in 1991. He joined the Dallas General Office as Partner in March, 2003 because he felt New York Life had the best training, resources, products and promotion system in the industry.
Since joining New York Life, David has been recognized with the Partner Highest GPA Award (West Central Zone, 2005), Partner Platinum Peak Performer (West Central Zone 2003), Partner Gathering of Eagles Award (West Central Zone 2003) and Partner Ring of Honor Award (West Central Zone 2003).
David also has numerous designations and licenses, including Life Underwriter Training Council Fellow (LUTCF, 1992). He is a graduate of the Agency Manager Training Course (AMTC, 1992) and Leadership in Life Institute (NAIFA), and holds his Group 1 and FINRA Series 6, 63, and 7. David’s wife, Karen, is an established agent and qualifying member of the Million Dollar Round Table.
First African American President of the Dallas Chapter of NAIFA
David is very active in his industry associations and has given of his time generously over his career. He has been a member of NAIFA since 1987, and is currently President of the Dallas Chapter of NAIFA, one of the largest chapters in the country, founded in 1913. David is the first African American president in the 93-year history of the Dallas chapter, and founder of “Race for CE,” a NAIFA-Dallas signature industry-wide education event.
“If you have a passion for this career, you need to be a manager. When you feel the New York Life opportunity is so great that you feel compelled to share it, a great way to satisfy that is through management. Don’t waste time thinking about it—move forward and do it. Even if management doesn’t work out and you return to the field, you’ll be a much better agent because of the experience.”
“If you have a passion for this career, you need to be a manager.”
Sam Bridgeman joined New York Life as an agent in 1985, and obtained Quality Council in his first 6 months, Executive Council the following two years as well as Centurion. In 1987, he was appointed to Sales Management. In 1991, he was appointed to Training Supervisor in the Northern Colorado General Office. He obtained his ChFC designation in 1995 and 1996, and in 1997 was promoted to Training Manager in the Northern Colorado General Office. One year later, Sam transferred to Texas where he is Training Manager in the Houston General Office today. In 2000 he obtained his Masters of Science in Financial Services, and in 2001, was promoted to Senior Sales Development Manager.
“Someone once said that knowledge is power. But I believe that it is applied knowledge that is the true power.” For the past twenty years, Sam has been helping people understand the difference—whether professionally as a trainer with New York Life, a coach on the basketball court or as an elder in his church. His goal is to help people be the best that they can be. “Giving people the power to be their best is the philosophy of his training department and all systems are dedicated to achieving that end. At New York Life, the success of the management program is determined by the success of its agents.
“An African American manager needs to be a trailblazer—and someone who can accept being the first and only in that position at times. Also, you have to enjoy working with people. The difference between New York Life and other companies is that, here, your agents become your family. You get to know agent’s spouses and families. There’s more of an emotional investment. This is a blessing when you enjoy working with people and seeing them succeed.”
“This is a blessing when you enjoy working with people and seeing them succeed.”
Lawrence joined the insurance industry with Prudential as an agent in 1989, and after 10 years, was recruited to Metlife as a sales manager in the Glendale, California General Office. During that time, Lawrence began a relationship with Wayne Bragg, who was a Managing Partner of the Los Angeles General Office. Wayne saw something in Lawrence that made him meet with him once a month, every month, for 5 years before Lawrence finally made the transition to the New York Life!
Lawrence joined New York Life in 2000, and since then has had the honor of making Gathering of the Eagles and Top 25 Partner for 2004, which led to winning Top Partner for 2005. Today, his team consists of Long Term Care champions, case rate leaders as well as agents working in the advanced markets including those working with professional athletes.
Lawrence is a firm advocate for giving back and is actively involved in community organizations including the Brotherhood Crusade, Rainbow/PUSH, Millennium Momentum Foundation and the USC Alumni Association. “I also coached and taught basketball at Compton Community College, hoping to inspire and shape the lives of young inner city men much like my mentors did for me.”
“Growing up in the inner city, most of my relationships and work habits have been formed from my love of playing sports. My coaches taught me that it is not sheer talent that gets you to the top, but more importantly, dedication and hard work. Becoming a career coach at New York Life has been one of the most challenging and rewarding experiences for me to date. My advice as a manager is to approach the things you set out to accomplish with intensity and passion, and combine them with dedication and hard work.”
“It is not sheer talent that gets you to the top, but more importantly, dedication and hard work.”
Randy began his extensive finance and insurance career as a stockbroker at the Alexandria, Virginia-based FN Wolf and Associates. After two years, he became an agent with AXA, then called Equitable. He joined Allstate as a Life Specialist for several years, and in 1998, joined New York Life as Direct Appointment Sales Manager. He was promoted to Senior Partner of the Northern Virginia General Office in 2004, and one year later, was promoted to Managing Partner of the Norfolk General Office.
Unlike many Managing Partners, Randy was an agent for 10 years before going into management. Because of that experience, he has an intimate understanding of what agents go through—and what they need to succeed.
“I know how difficult it is for agents to navigate a career in our industry and be successful. Being an agent can be a lonely business—it forces you to look inside yourself for strength. I try to provide extra hope and inspiration to African American agents and communicate that anything is possible. It sounds corny, but that truly is the deal.”
“It’s common for African American agents and managers to primarily approach the African American community. While it’s natural for any person to gravitate toward their niche market—ours is a business about helping all people. I tell my agents not to limit themselves. Have an inclusive mind set. Give everyone a fair chance to do business with you. Your success depends on your ability to transcend racial lines. As a Managing Partner, I approach every single individual I think has the talent, market and character to be a successful agent—no matter what race or gender. That’s one of the keys to my success. And if you want to go into management, you truly have to have a passion for wanting to teach people. If you do, you truly are in a position to impact the entire community in a positive way.”
“Your success depends on your ability to transcend racial lines.”
Following a tour in the United States Marine Corps as a Logistics Officer, Ed spent 9 successful years in the Automotive Industry, winning various Salesman of the Month awards and Salesman of the Year in 1996. At that time, Chairman’s Council Agent Eddie O’Brien—who was his agent—suggested he take a look at the opportunities at New York Life. Ed joined New York Life in 1997 and had the honor of being named New Agent of the Month every month that year and New Agent of the Year 1997!
That same year, Ed went on to win New Org Case Rate Leader 1997, New Org Life and Overall First Year Commission Leader 1997, Career Life Producer Award and Life Foundation Award. He has also achieved Life All Star consecutively from 1997 to 2000, Centurion from 1997 to 2000 and attained Executive Council in 1998, 1999 and 2000.
In 2001, Ed began the process of joining management and in 2002 became one of the Sales Development Managers in the Jacksonville General Office. In 2006, he began serving as the Agency Standards Consultant for the Jacksonville, Savannah, and Charleston General Offices.
“Someone once told me, ‘There’s no way of knowing whether you’re going to like coaching verses playing until you’ve had an opportunity to do both. Being a manager has been one of the most rewarding experiences of my life—helping, guiding and motivating new agents to become success stories in their own right has been very fulfilling. I’m very thankful to all that had a hand in helping me with my success in writing my story. I can only hope to continue to make a difference with our young agents as they begin the journey of writing their stories.”
“Being a manager has been one of the most rewarding experiences of my life.”
Arnold began his insurance career in 1979 as an agent with MetLife. From 1993 to 1999, he was in charge of recruiting and managing agents at Surety Life. At that time he interviewed with New York Life, and was impressed with the training program. He began his New York Life career in 1999 and was an agent from 2000 to 2001. As an agent, he received numerous professional recognitions, including New York Life 2001 Executive Council, Constitution General Office Co-Agent of the Year 2000 and New York Life Career Life Producer Award 2001. From 2001 to the present, Arnold has served as an Agency Standards Consultant in the Constitution General Office. He was again recognized for outstanding work with the New York Life Northeast Zone Managing Integrity Award 2003. Arnold holds his CLU and LUTCF designations, in addition to FINRA Series 7, 63 and 24.
Arnold feels passionately that the African American community needs more role models. “As a manager, one of the biggest impacts I have made has been to provide hope and inspiration to other African American agents and managers. Because I’ve been there and done it, they know they can too!” Arnold’s background in compliance also helps agents succeed. “Agency Standards Consultant don’t recruit and hire, but we’re a valuable part of the team. As an ASC, I’m able to educate agents about important legal issues, and identify sales opportunities.”
“Continue to strive for excellence, lead from the front and, above all, be genuine. Remember, people don’t care about how much you know, until they know how much you care.”
“People don’t care about how much you know until they know how much you care.”
Born and raised in Jamaica, Otis emigrated to the U.S. and pursued his passion for music as a nightclub DJ in New York City. After several years, he took on a challenging retail sales position and was quickly recognized as a top producer.
Otis joined New York Life as an agent in 2000. Under the leadership of George Gordon in the New York General Office, he quickly excelled, achieving numerous agent awards, including Executive Council within his first 8 months, and again in 2002 and 2003. He also won Career Life Producer, Agency Builder and is two-time Eagle Award recipient. In 2001 and 2002, he won both the Life Foundation and Centurion awards and was Top 5 in the Nation in Life Paid Cases.
Prior to becoming a Partner, he also qualified for Life All Star. In June of 2003, Otis was promoted to Partner in the Greater New York General Office. He qualified for Top Gun Recruiter in 2003 and 2004, and for the Gathering of Eagles in 2004 and 2005. A strong proponent of professional development, Otis is an LUTCF Fellow.
Share the Information
“The African American community is not as economically empowered as they need to be. I realized I could help change this dynamic after I wrote my first New York Life policy. My mother told me, ‘You’ve got to share the information I wasn’t able to give you.’ As a manager, I have a much greater opportunity to share the information than I ever could as one agent seeing one client at a time. If I have 10 agents each touching 100 families, that’s 1000 times the impact!”
“Be emotionally transparent, let your agents know you care about them. George S. Patton was hard on his men, but they followed him because they knew he cared. Being a manager needs to be in your heart. You have to believe it.” “You’ve got to share the information I wasn’t able to give you.”
Assistant Vice President, Management Development
Maurice joined New York Life as an agent in the Baton Rouge General Office in June, 1998. In his first full year as an agent, he ranked second in New Organization Production. He received 9 New Org Agent of the Month awards during his tenure as an agent. Maurice was a two-time Executive Council member, a consistent Centurion, a Life All Star producer, and was awarded the New Org Life Leader Trophy as a TAS agent. In December, 2000, Maurice was promoted to Partner—and in his first year—qualified for the View From the Top. He was also a Gathering of Eagles award qualifier. In January, 2004, Maurice relocated to the Manhattan General Office as Sales Development Manager. In April, 2005 he was promoted to Assistant Vice President in the Management Development Division of the Agency Department, where his primary responsibilities include curriculum development and execution of the management schools.
“I went into management primarily because of the opportunity to teach. Working as an agent in Louisiana and the Southern states, my biggest concern was the lack of financial education—especially in the African American community. People need to be educated. Only when they are educated can they make well-informed decisions for themselves and their families. But it’s hard to reach as many people as you would like as an agent. As a manager, you can have 10 agents out there doing it for you. That’s a much bigger impact on the community.”
“Whatever you do today should have a positive impact on someone other than yourself since you are trading one day of your life for it. That is my primary philosophy. Your success as a manager depends on the success of others, so make decisions based on the success of your agents—if they are successful, you’ll be successful.”
“Whatever you do today should have a positive impact on someone other than yourself.”
As a manager at New York Life, you could make more of a social impact—and make more money—than you ever thought possible.
But to succeed in management, you must first be a leader—able to teach by example and inspire by serving. There are various management positions available, depending on your performance and interests:
Agency Associate. For the successful agent interested in management, but who also wants to retain their career as an agent.
Management Associate. For agents who want to enter management, but are not ready to begin as a full time Partner.
Agency Standards Consultant. The compliance officer of the General Office, responsible for regulatory licenses and appointments.
Sales Development Manager. For organized leaders capable of training and developing successful agents.
Partner. For those who want a career dedicated to recruiting and training the best and brightest agents.
Senior Partner. For the successful Partner who is ready to take on more responsibility in their General Office.
Managing Partner. For top Senior Partners ready to rise to the top of management and run their own General Office.
Performance Based Promotion— What You Do, Not Who You Know
At New York Life, how far you go in rising through the management ranks isn’t based on whom you know or where you’re from—it depends on what you do on the job. Our performance-based promotion program clearly defines in writing your path to success, so you know exactly what you need to do to make it to the top. No politics. No interpretation. If you perform, you get promoted. Period. Can you say that about your company? And unlike some other companies that talk about diversity, we show it. Just walk through our halls to see we mean it.
If you’re an agent or manager with another company, check out New York Life and find out for yourself why we’re called The Company You Keep.®
Almost always, the creative dedicated minority has made the world better.
—Dr. Martin Luther King, Jr.
If you think you have what it takes to make it in management, talk to your Managing Partner.
The first step is to talk to your Managing Partner—and the person that brought you into New York Life. They can help you determine if management is right for you—and if so, what area to pursue. Your Zone VPs are also great resources for management information such as compensation and how you get paid.
You can also find out more about the management opportunity:
Online: Agency Portal >Sales&Marketing >Target Markets >African American Market
Email: NYL_AAM@newyorklife.com
Phone: (877) 695-4AAAM (4226)
New York Life: The Company You Keep®
Since 1845, New York Life Insurance Company has been providing quality insurance products to individuals, families, and businesses. Our financial strength is affirmed by the four major independent ratings agencies, which consistently award New York Life high ratings (see chart).
A.M. Best A++ Superior
Standard & Poor’s AA+ Very Strong
Moody’s Aaa Exceptional
Fitch AAA Exceptionally Strong
Source: Individual Third Party Rating Reports (issued on or before January 1, 2007).
For over 160 years, we have conducted our business around the central values of financial strength, integrity, and humanity—and have remained committed to being a mutual company, owned solely by our policyowners. This means that, regardless of the economy, our focus is fixed on just one objective: meeting the needs of our customers, now and far into the future. Talk to your New York Life agent today and find out why we are The Company You Keep®.
I can accept failure. Everyone fails at something. But I can't accept not trying.
—Michael Jordan
SMRU00323745(Exp.04/08)
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