Tom Jurkowski, Clu, Chfc Email & Phone Number

Eastern U.S.

Overall responsibility for driving strong and sustainable growth for Ohio National in the East territory. • Improved recruiting and performance of general agents through creating an agency value proposition, ideal candidate standards, contract alignment, recruiting process, sourcing strategies, and effective onboarding of general agents, sales managers, agents, and brokers• Drove productivity of existing agencies using best practices. Led major review of agency performance; eliminated 17 underperforming agencies in a two-year period (2/3 of original group). Recruited 10 new agencies, leading Ohio National in recruitment, and promoted successful producers. • Selected for the first company Diversity, Equity, and Inclusion team.

Cape Cod, Nantucket, Martha’S Vineyard

• Managed an exclusive territory in Cape Cod, Nantucket, and Martha’s Vineyard• Fast Start Career School qualifier within 90 days of contract• Knights of Columbus set the life insurance sales record for the 17th consecutive year

• Managed Financial Services • Supervised the sale of equity products• Key focus on needs-based selling utilizing life insurance, disability insurance, long-term care and retirement planning products

• Supported senior field distribution leaders in the development and implementation of regional and territorial business strategies (Exclusive Agent, Exclusive Financial Specialist, recruitment, development and retention tactics) to increase market share production capacity• Coordinated ongoing securities, supervision and education of all registered representatives in the Northeast Region

• Recruited to newly created role managing a team of 14 business consultants that provided internal consulting services to the regional vice president (VP), general agents, and financial planners to foster business development, generate production capacity, and derive sustained growth, following restructuring in the career agency distribution system (83 offices across the country). Consistently controlled multimillion-dollar expense budget within targets. Led field sales support of life, disability, and long-term care insurance, pension, annuity, and other investment products. • Improved productivity and consistency among all regional vice presidents through the development of business and financial consultant playbook.• Achieved significant improvement on awareness and timing of field changes among key home office partners and field liaisons with the development and implementation of a Program Manager position and process.• Provided field and agency leadership instrumental in the company’s continued strength with industry-leading statistics:- All-time high record for new recruits (over 2,350) in agency offices while network of financial professionals expanded to a record over 5,560.- Net dollar gain from operations increased 27% or $2.2B in 2014 over 2013.- All-time record for assets under management in 2014, exceeding $650B.- Whole life insurance sales and pension products each grossed over 20% above 2013 rate in 2014, significantly outpacing industry growth.

Promoted to drive sales growth, field force development, and territorial development, as well as manage compliance, general agent, sales manager, and agent appointments and terminations in assigned region. One of four agency VPs with 2,200 direct and indirect reports at home office and over 20 field agencies. Hired, developed, managed performance, and directly supervised 10 regional directors plus 25 dotted-line home office reports. Articulated company and retail distribution plans and implemented field initiatives to support business growth plan. • Created and implemented initial CAS effectiveness project with focus on revising field business plan with accountability standards. Shared business best practices with field to improve performance.• Significantly improved field relationship by properly aligning management and producer expectations.• Achieved perfect audit record with Financial Industry Regulatory Authority (FINRA) and state insurance commissions for 10 consecutive years.

Promoted to company Officer. Developed and administered sales and distribution business plan, as well as supported budget containing all field compensation (commissions, allowances, general agent, sales manager and agent compensation, agency rent and leasing, general agent retirement plans, etc.) • Over 12 years of record setting double digit sales growth and field force gain through the creation and implementation of a new career agency system allowing close in expense gap and conversion to variable expense model. Dramatically improved field force morale.• Led restructuring effort to implement first major revision in general agent contract in over 50 years.