Season 1 Episode 3
Season 1 Episode 3
Larry B. Hiwiller, Jr. is the Chief Sales & Marketing Officer for the American National – Health Division, President of the Worksite Division, where he is responsible for the creation, development, and deployment of not only the Worksite Division’s sales and marketing efforts but also American National’s entire Health portfolio. Upon assuming this role, he was tasked with the development of a new product portfolio, aggressive distribution strategies, benefit education/administration. He was able to quickly introduce a consultative approach across the board to both the broker and direct sales channels for all the Health Divisions’ sales, marketing, administration, and profitability.
Mr. Hiwiller is an insurance industry veteran that has spent his career focusing on building lasting relationships and developing people to not only achieve their goals but also achieve their “Personal Essence of Why.”
Prior to his work at American National, Larry was the President & C.E.O. of L.B.H. Insurance, LTD, which was a successful multi-distributional insurance brokerage and enrollment firm where the focus was, once again, on the consultative approach to the entire health and wellness package for employers, employees, and individuals along with their families. This brokerage included distribution strategies for Medicare, Individual Health & Life, a full platform of property and casualty insurance alternatives, investments, 401K, and the entire Worksite platform. After selling his firm, Larry held an executive leadership role with Combined Worksite Solutions (now CHUBB) and helped to build their broker and direct distribution channels.
He is also a published author of a motivational book named A Father’s Gift To His Daughter. Larry received his Bachelor of Science (Psychology) and Masters of Science (Counseling Psychology) from Gannon University and his Doctorate in Management (ABD) from the University of Phoenix.
When he is not working, Larry is active in his community and serves on the Board of Directors and Advisory boards of several non-profits including his Church. Additionally, his greatest satisfaction comes from spending time with his wife, Amanda, and their four children: Rachel, Kyra, Anthony, and Gianni.
Larry Hiwiller is the Chief Sales and Marketing Officer for American National’s health division, as well as a published author of the book A Father’s Gift to His Daughter. Hiwiller has been in the insurance industry in various leadership positions, but has picked up valuable knowledge along the way.
After describing the key characteristics of any good producer, Hiwiller gives insight on how to be better driven as a leader. Over the course of his time in insurance leadership, he has coined the phrase as “the personal essence of why”.
Before anything else, you as a leader must define what is important to you at the very core of your being. Whether it is family, success, legacy, etc., you must determine what matters to you personally.
Hiwiller defines essence as, “the heart of doing something”. After defining the personal aspect of yourself, you must determine the greater way that things like family or legacy fit into your career ambitions. How does your core sense of purpose drive your work?
To wrap up your core value and its meaning to you, you must redirect your ambitions into drive. In this episode, Hiwiller uses the example of his family and “wanting to give [them] everything that I never had,” which ultimately pushes him to work harder within his position.
Having defined his “personal essence of why”, Hiwiller goes on to explain that he has every new hire within his company define their own, which ends up answering a few essential questions: Why do you want to be in insurance? How much money do you want to make? Why do you want to work here?
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