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May 15, 2003
Senior Vice President, Anthony T. Mazzei, Sr Talks People, Process, and Product
Senior Vice President of Individual Markets, Anthony T. Mazzei, Sr., was interviewed by Life & Health Advisor for an article on the keys to distribution success. Tony identifies three interdependent elements as critical to success: people, process, and product. "You must have strong people throughout the organization. You must also have an infrastructure locally in the firm that combines unique abilities in product, marketing and technical skills into teams that work effectively together. You must also have great products."
Tony stresses the importance of recruiting and retaining strong professionals: "The industry is really getting back to basics now. We went from selling financial security to selling interest rates and returns. Now that consumers have lost economic security because of stock market declines and personal security due to terrorism threats, they are now thinking more about guarantees."
Also interviewed for the piece was Guardian GA Seth Medalie (Boston M) who maintains that the key to distribution is to hire enough of the right people to do the job. "There is nothing more important to our ability to develop business than our ability to recruit quality individuals to our organization."
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