Thank you for Subscribing to Insurance Business Review Weekly Brief
The exclusive feature spotlights Andrew Rinn and Chris Regione, two industry veterans with over 25 years of experience in advanced markets and life underwriting. Together, they emphasize the importance of breaking down departmental silos to deliver more holistic, client-focused insurance solutions.
In this article, they share their insights on how a collaborative approach elevates support for financial professionals and high-net-worth client service. Building Holistic Solutions Andrew: I began my career in financial services in advanced markets. Early on, I noticed how siloed the industry was. Estate planning, business planning and executive benefits were all handled separately. This made it difficult for financial professionals to serve clients effectively. Over time, I realized that success depends on breaking down these silos and offering clients a truly integrated experience. That mindset has driven me to continually expand my knowledge across multiple areas, including securities and financial planning, so I can help financial professionals deliver comprehensive life insurance solutions. Chris: In my 26 years in life underwriting, I focused on the technical complexities of large cases like buy-sell and key person plans. Mentorship encouraged me to deepen my financial expertise and earn the same professional designations that financial professionals have. Before joining Sammons Financial as chief underwriter, I managed complex cases and collaborated closely with advanced market teams. At Sammons Financial, we intentionally avoid working in silos. Andrew and I lead aligned teams because strong coordination between underwriting and marketing prevents cases from becoming unnecessarily complicated. Our strong collaboration brings enhanced case design, faster turnaround and stronger relationships. Working together from the start creates unified, strategic solutions that align with risk guidelines and reduce rework. This real-time teamwork speeds decision-making and smooths complex cases, such as premium finance or trust-owned policies. Andrew: When working with high-net-worth and business-owner clients, I’ve found that the planning involved is far more complex than in traditional markets. These clients often require advanced financial and estate strategies that demand a deep understanding of both insurance and broader financial planning concepts. Another major challenge is the size of the coverage itself. Large face amounts come with increased scrutiny and require strong financial justification. As a result, underwriting in these cases goes well beyond medical risk. At Sammons Financial, we bridge that gap by providing financial professionals with streamlined, end-to-end life insurance solutions that capture the full client picture. We ensure each case is structured correctly, which enhances compliance and reduces delays. This unified approach helps financial professionals deliver faster, clearer decisions and a more seamless experience for their clients. Cross-training and open communications are critical to overcoming department friction. We hold regular joint discussions and share knowledge on tax strategies and underwriting practices. This unity allows us to solve complex cases collaboratively, like a recent large estate planning case where advanced markets brought in valuation experts, resulting in a successful $400,000 premium placement. Such teamwork strengthens advisor trust and client satisfaction. Collaboration and Culture Driving Success Andrew: Sammons Financial builds collaboration on a culture rooted in core values we call ACORN—accountability, integrity, openness, respect and interconnectedness. These values are not just words but daily actions that foster trust and break down silos. Here, teamwork across departments is expected and empowers employees to reach beyond their roles. Structurally, Sammons Financial supports this collaboration by separating advanced markets and underwriting into different reporting lines with a shared strategic view. This removes sales-driven tension and lets us focus on shared goals. Our culture of employee ownership motivates us to put client needs first. Transparency with financial professionals and respect for risk management create a balance that drives strong, long-term relationships and high-quality business growth. Transforming Underwriting with AI-Driven Collaboration Chris: The most exciting frontier is using AI to simplify and accelerate financial underwriting. In large cases, we deal with complex balance sheets and income statements. AI can help condense this data into one-page summaries, cutting review time and enabling quicker collaboration between underwriting and advanced markets. This also reduces repetitive questions and boosts confidence across teams when evaluating $30 to $40 million cases. Andrew: We’re already applying AI in innovative ways. After the recent bill passed in Congress, our team used AI to break it down. It helped us validate current strategies and uncover new opportunities all in a fraction of the time. That’s a game-changer we couldn’t have imagined even a year ago. The next leap is shifting from passive to active metrics. Right now, most firms track what has already happened. At Sammons Financial, we want to lead the industry in using data to anticipate needs and take targeted action. For example, we aim to identify specific client segments, like doctors in Southern California seeking executive retention tools and deliver tailored strategies directly to them. No one in the industry is doing this from an underwriting and advanced markets lens. We're also rethinking how we use outside partners. Instead of doing everything in-house, we work with expert firms like Marshall and Stevens to handle complex valuations. This frees our teams to focus on what they do best and ensures the highest quality experience for clients. Relying on trusted third parties lets us stay lean while delivering more specialized value. Chris: Ultimately, the industry must evolve toward collaboration across advanced markets, underwriting, new business and administration. In the next few years, clients will expect a seamless, integrated experience from their advisors and carriers. By aligning early, cross-training our teams and rewarding collaborative behaviors, we can meet that demand and lead the industry shift from transactional service to strategic partnership. How Carriers Can Build a Collaborative, Client-Centered Approach For carriers to succeed, they should organize their teams to promote collaboration across departments. Sometimes, this requires changing company policies to encourage teamwork. Another important point is to invest in building relationships and cross-training. Underwriters should learn basic tax strategies, while advanced markets gain insight into underwriting. This shared knowledge improves communication and speeds decision-making. Leaders must also promote a culture of trust by modeling collaboration and recognizing teamwork. When everyone focuses on a unified client experience, the approach shifts from transactional to strategic.