Penn Mutual’s Tom Harris: Clients Want Your Advice

Tom Harris knows the painful and only path of financial professionals trying to convince clients to protect themselves from the risks of death and longevity.

Harris is Executive Vice President and Director of Distribution at The Penn Mutual Life Insurance Co.

He oversees the distribution of Penn Mutual products through the company’s professional agents and through independent producers.

He holds a bachelor’s degree in actuarial science, as well as a certified life insurance agent, certified financial advisor and associate, and professional designations with the Life Management Institute, which means he understands the mathematics within products as well as customers’ need for protection.

Via email, Harris asked us a bunch of VIP questions that touch both his professional knowledge and what he does around the clock.

1. Which market indicator, industry statistic, regulatory change, or advisor trend are you watching closely and why?

Tom Harris: I focus on technology. I watch how protection, management, and data use are being used to drive our business and create better experiences for our financial professionals and our customers.

2. How has it changed recently (2021), and how do you expect it to change (2022)?

The shift to new digital business and policy support began before the pandemic. It accelerated significantly in 2020 and 2021, and I expect that to continue into 2022.

3. What would you suggest that consultants do now or think about doing in the future about it?

Continue to be flexible in running your business, particularly in terms of your employees and how your customers want to interact with you. Adopting these changes can increase efficiencies and better meet customer expectations.

4. Who or what is the important source of information that you track or follow online to keep abreast of this trend or other trends?

I’m really following developments related to information protection and cybersecurity. CNBC and The Wall Street Journal are daily sources for updates on Internet-related businesses, security and news from DC related to data-use regulations.

5. Are you changing any of your work habits at this point in the pandemic? Why why not?

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