Since he won the Four Under Forty Award three years ago, Adam Solano has been a busy man. He has spoken at industry gatherings, acquired a couple of agencies, and improved the operational efficiency of his firm to enhance his clients’ experiences. Here are his thoughts on what it takes to move ahead.

We are a national IMO insurance agency that has been in existence for over 40 years, and represent 35 to 40 insurance companies. Our practice includes fixed insurance products and securities products offered through our national broker/dealer. We work with more than 500 representatives around the country.

It was an honor for me to participate in the recent APIC Influence Training in Washington DC. I thought the entire program was extremely valuable and helped me to understand things so much better. Laura DeGolier, National APIC Subcommittee Chair, did a fantastic job as did all of the presenters and the NAIFA staff.

We are a multi-state BGA with four locations and four principals. I owned my own shop for 20 years prior to merging into a larger practice and it’s been very successful. As more and more costs are shifted from carriers to the producers, we have to adapt. When costs shift, I can’t raise prices to offset that. Costs have gone up in everything we deal with, so I need more volume. I don’t want to cut compensation to producers, I’d rather consolidate and share costs.

NAIFA's campaign, "It Pays to Be a Member," launched at the beginning of March and is already attracting attention. The campaign was reported on by LifeHealthPro.com, the portal site for National Underwriter, Life Insurance Selling, Senior Market Advisor and other industry publications. The NAIFA Federation of State and Local Associations has also banded together to deliver a cohesive message to industry professionals about NAIFA's proven value message: NAIFA members make more money, NAIFA helps you grow your business and NAIFA protects your business on Capitol Hill.

NAIFA networking contributes to my success every day. Our long time producers continue with us not only because of the services we provide, but also because of our relationships developed through NAIFA. Some of the largest cases we’ve been involved with have come because of those relationships.

Ever wondered whatever happened to the past winners of Advisor Today’s Four Under Forty Award? Well, here is your chance to find out.

When I started in the insurance and financial services industry, I was fortunate to be in a district office with successful agents. During my early years, one of the seasoned agents would visit each of our individual offices to remind us to attend this month’s Local NAIFA meeting.

I remember my first meeting in Columbus, Ohio. I attended with my manager, John Poston, and met people who would not only impact my ability to survive in this new business venture, but who would introduce me to icons of the industry.  Many of those past friends have long since left the industry, but many I still regard as friends, very good friends at that.  Friends who have helped me during those early years and offered support as I began taking LUTC classes, celebrated the first $100,000 life insurance sale (that’s a face amount, you know) and helped me formulate ideals and hone strategies that allowed me to thrive in this great industry.

I’ve been a NAIFA member since 1977. As a new agent, NAIFA provided me with strong mentors, fellow NAIFA members who were willing to provide guidance in the profession not only to assure my own personal growth in knowledge, but my ethical standards as well.