powered by & “A winning Combination” Your Career Your Future How a Career With Cornerstone Can Change Your Life CSWTA 1 CLIENT SERVICE • INTEGRITY • TEAM WORK • COMMUNITY
2 / A letter from our CEO When I founded Cornerstone in 2007, I did so with the dream of creating a unique opportunity for both my clients and my advisors. I have been in the financial services industry for many years and I’ve seen a multitude of ways that this type of organization can function. Unfortunately, it seemed that every business model I encountered was lacking in one place or another. They either provided excellent services for the client, but left the advisors without support, training or guidance, OR they provided a great career opportunity for the advisor, but then their options were truly lacking when it came to what we were able to do for our clients. Neither of these choices sat right with me. Cornerstone was born when my team and I decided we would not settle for second best, for ANYONE involved. Not only do we provide the absolute BEST options for our clients, but our award-winning training and support model gives our advisors a work environment unlike any other. I am so excited to share this opportunity with you! Please enjoy this magazine as it takes you into the details of our organization and will allow you to see just how life-changing this career choice can be. I look forward to the opportunity to work with you in the future. Mike Haskett | Founder/CEO
Letter from CEO 02 Cornerstone’s History 04 Meet the Team 06 Licensing Process and Training Program 08 Advisor Responsibilities 10 Earning Potential 12 Advisor Tools 18 Work/Life Balance 20 Incentives 22 Recognition 24 Giving Back 26 Be a Part of It 28 Table of Contents
Was it even possible to offer clients ALL the best options? Although it hadn’t really been done before, Mike and his team knew it must be possible. It took years of trial and error, it took failures and setbacks, but ultimately growth. Typically when working in the financial services industry there are two options for an advisor.* The first choice is to join a captive agency. This usually means that they recieve a lot of training and support and have many tools and resources at their disposal, such as an office space to work out of, a mentor to guide them, and leads to help them find potential clients. However, the big problem with a captive agency is that it limits what advisors can do for their clients. They are bound to the products of that ONE organization they represent. This means that frequently when they offer the BEST their organization has to offer, it’s far from the best choice for their client. A competing organization can step in and offer higher benefits or lower premiums. Not only does this scenario create a moral dilemma for advisors, who know they aren’t able to truly do the best thing for the client, but it means that they will LOSE clients when better options are presented by a competing agency. The second option would be to work independently. This means that advisors would be able to offer the products and services provided by MANY different companies! This gives them freedom to really do what is in the best interests of their clients. If one company’s premium is too high, or the benefits aren’t just right, rates for an alternate company can be shopped. These advisors can “win at the kitchen table” EVERY time! However, they are typically independent in EVERY way. Meaning that they have no back-office support and no training. They have to provide their own leads AND handle the commission accounting for ALL the companies they represent! This is tedious, confusing and time consuming. Thankfully, Mike and his team were not the ONLY advisors seeking a working synergy of these two business models. On the other side of the country, American Senior Benefits was working diligently to pull the good from both a captive agency and an independent advisor. What emerged is a National Network of agencies just like Cornerstone! Managing partners work around the clock to form affiliations with HUNDREDS of insurance companies. And that number grows EVERY day! Groups of mentors work together to train and support advisors so that they can offer their clients exceptional service. Software developers work to create programs that make advisors’ jobs easier than ever and the accounting department generates pay checks and commission statements WEEKLY. We are so proud that we took the leap that has allowed us to be THE BEST of the best at what we do. We hope you’ll join us! *Scan to Learn more about what makes Cornerstone unique for advisors 4 / Cornerstone’s History It was 2007 and Michael Haskett, along with a small group of dedicated advisors decided to take a leap of faith. The group left the lucrative organization they had been part of. They gave up salaries and stability to pursue a dream that would bring the best of two worlds together.... How it all Began
In 2017, Cornerstone’s headquarters relocated to North Charleston, SC in a newly renovated office space. Business proposal / 5
Meet the Team John Bankowski VP, Operations [email protected] 843-267-8923 As VP of operations, John makes sure that our office runs efficiently. He personally oversees all the new business submissions, helps new advisors with licensing and contracting as well as all the general day to day operations of our organization. John is a huge resource to all our advisors and we encourage them to reach out to him for help with anything they need. April Williamson VP, Marketing [email protected] 843-696-5647 April keeps Cornerstone in the news by connecting our organization with the community through all forms of marketing. She also works one on one with advisors to help them market their own personal businesses. 6 / Meet the Team At Cornerstone, your success is in our hands and we want to make sure we give you the tools and support you need to meet your goals. Our executive team is designed to do just that. With experts in all areas, our well-rounded group of mentors is available to help each new advisor as they begin their Cornerstone journey. Matthew Shaffer Corporate Trainer [email protected] 843-906-7324 When new advisors join the Cornerstone team, they receive training on Cornerstone procedure, sales techniques, product information and how to use the systems and software they will have access to. As Corporate Trainer, Matt oversees all training programs.
David Armbruster President, Financial Division [email protected] 843-906-7573 As our investment expert, Dave is a resource to all advisors as he assists the team with any investment transactions that take place. He educates and provides guidance on cases where additional resources are helpful to the client. Scott Grow VP, Sales and Product Development [email protected] 843-452-7435 Scott is our Health Insurance expert. Whether it’s Medicare Supplements, the Affordable Care Act, or the general navigation of the Open and Annual Enrollment Periods, he is an invaluable tool for our advisors and clients Matthew Gouin VP, Sales [email protected] 843-412-7846 Matthew heads up our Sales Division and has proven to be a leader for the sales force and an excellent trainer and mentor. His knowledge of Insurance products, services and Cornerstone’s systems helps our team to grow and succeed. Field Training Team Each new advisor is placed with a mentor who will help them acclimate to their position with Cornerstone. Norman Joseph, James Chambers, Greg Greene, Mary Terry, Cheryl Morris, Lynn Mosier and Fred McCutcheon make up Cornerstone’s field training team. They work closely with all advisors to make sure each feels confident in their role within the organization.
Scan to download an interactive Licensing Timeline that you can customize based on your schedule and personal goals for becoming a licensed advisor. 8 / Licensing/Training Starting a new career can be daunting, but with Cornerstone you will receive help and guidance every step of the way! A preview of the entire process is outlined in the following pages. So you’re ready to get started as an advisor with Cornerstone? GREAT! If you’re already a licensed agent you will simply fill out ONE packet of information and provide us with a copy of your insurance license. Our administrative team will handle the rest! Our affiliation with American Senior Benefits allows us to contract you with more than 150 different carriers all at one time! We handle ALL the back-office work for you, so you can get busy in the field! Are you new to the industry? No worries! Our administrative team will walk you through the process. STEP 1) In order to process all of your information, we have to collect some data from you. The New Hire Data sheet will allow us to register you for your licensing course, state exam, state insurance application as well as your appointment with American Senior Benefits (and all the companies we represent). STEP 2) Before you can take your state exam and apply for your license, you must complete a 40-hour study course. This is an online course that you can move through at your own pace. It has multiple modules that each have a “test your knowledge” quiz at the end. After completing all the modules, there is a practice exam, meant to mimic the actual state exam you will be taking. It is timed and has the same number of questions you will be asked on the state exam. The practice exam may be taken as many times as you would like. To pass the licensing course, you must Licensing Process &Training Program
make at least a 90% on the practice exam. Best of all, when you purchase our licensing program you will receive oneon-one support from our managers right here at Cornerstone as you work through the course. This additional mentoring program keeps you involved with our team right from the beginning and with weekly phone and email check-ins you will never feel alone while you complete your course. STEP 3) Now that you’ve finished your licensing course, you need to schedule a state exam. The exam is a 90 minute test offered at testing centers in many locations. Our admin team will work with you to find a time and place that works best for you. You’ll get your test results back immediately following the exam. STEP 4) After passing your state exam your final step is to apply for your state insurance license! You’ll need to either mail, or hand deliver the original “passed test” certificate you received from the testing center to the Cornerstone admin team and then fill out your State Insurance Application. Our administrators will then log in to the state website and submit all the forms for you, online. Within a few days you’ll receive email notification of your state Insurance License number. When this is done you are ready to be contracted with all the companies we represent! This too, is no hassle. You simply fill out paperwork and we handle the rest. Seasoned and new agents alike will benefit from our advisor mentoring program. All new advisors will be paired with a mentor to help them as they get started with Cornerstone. The advisor will train you on how to use the many tools our team has at our disposal. Our goal is simple: TO MAKE YOU SUCCESSFUL! Scan to download an interactive Licensing Timeline that you can customize based on your schedule and personal goals for becoming a licensed advisor. We want to make sure you have the training necessary to be successful!
10 / Advisor Responsibilities “Client education is really at the forefront of what a Cornerstone Advisor does on a daily basis.“ -David Armbruster, President of Financial Division “This job takes dedication and especially starting off, it’s not something I’d describe as easy, but it pays off pretty quickly and becomes incredibly rewarding. The compensation is unmatched and my schedule is extremely flexible. Some weeks are a challenge, but we have the ability to make in one WEEK what some people make in a year. It’s happened to me. It’s really unbelievable.” - Matthew Gouin, VP of Sales When you work for Cornerstone, you are, in essence, running your own business. This may seem daunting but fortunately the training and mentoring we provide helps new advisors navigate this uncharted territory as they’re just starting out, but allows them the freedom of a business owner when it comes to making their schedule and deciding on their compensation. Cornerstone’s mentors have done the ground-work for you. They have tried it all and know what habits lead to success, and the kinds of choices that can ultimately crash and sink a business. When you join the Cornerstone team you’ll be paired with one of these mentors whose job it is to help you stay on track to meet your goals. New advisors typically work 5 days a week. 3 of these days are spent traveling in the field and meeting with clients. The other two days a week are dedicated to the office where they will recieve training, process paperwork and set up appointments for the field days. These client appointments involve three basic steps. 1. Fact Finding It’s important to know exactly where each client stands currently, before we can offer them any product or service. 2. Education After we are aware of the client’s current situation, we can then educate them on the options available. Can we save them money on something they already have? Is there something their portfolio is lacking that we know they urgently need? Maybe they’re OVER insured and could save money by eliminating items they no longer need. Whatever the case, we want to educate them on their options. 3. Recommendations Finally, we handle the process of connecting them with the right product or service from one of the many hundreds of insurance and investment companies we are affiliated with. During this time we form a real bond with our clients. We come to view them as family, and they view us as an invaluable tool in their financial planning. It’s a win/win all around! As time goes on and the advisors become comfortable and confident in what they do, and as their book of business grows and begins to self-generate with referrals, etc. the amount of time spent actively working can drastically decrease, allowing for an extremely flexible work schedule. Responsibilities of an Advisor
Training Program/ 11 3 Companies, 1 Vision WEEK 1- TAKING YOUR FIRST STEPS As a new agent you will start being actively involved in customer acquisition. You are responsible for 25% of the appointments set for the week. WEEK 2- MEET YOUR TRAINER HALFWAY As a new agent you will be responsible for setting 50% of the appointments for the week and sending thank you notes on completed sales. WEEK 3- ALMOST SOLO You will be responsible for setting 75% of the appointments and quoting premiums for the customers based on the guidance of your trainer, as well as the above items. WEEK 4- BATTER UP! You are now setting 100% of the appointments for the week and running the entire appointment, as well as necessary items above. Your trainer is there to answer questions and help out when needed. WEEK 5- IT’S GO TIME! You will be running two of the three field days on your own. The other day will be with your trainer as they do checks and balances to make sure you are ready. Our commitment level to all new agents who partner with CWA is the same. FIVE weeks of training regardless of your experience. WE will always meet you halfway, because this is a 50/50 relationship. *New agents earn 50% of the commissions generated during their training period as long as they are contracted with American Senior Benefits, CWA’s national marketing partner. If you decide this career isn’t a good fit for you or we decide you aren’t a good fit for us at any point in time, commissions will not be paid after termination date of contract. CWA Training Program
12 / Earning Potential So you’ve heard that being in the financial services industry can be a great career opportunity, but you might be wondering, how exactly does it work? How will I get paid? It’s simple really. Your services will be provided to each of your clients at no charge to them. As you meet with each individual and scope out their needs you will advise them on the products and services that are best suited to their specific situation. These products are offered by more than 150 different insurance and investment organizations that you, as a Cornerstone advisor, will be affiliated with. When the client’s purchase is complete, the organization it was purchased from will pay you a commission. These commissions are usually a percentage of the annual premium the client will be paying on their policy, or sometimes it’s a flat rate. It varies by product and company. The fact that we can offer literally thousands of different products from hundreds of companies means that we are extremely competitive in our market. Your “advisor toolbox” is simply overflowing with choices for your clients! This means there is a lot of potential for you as an advisor, to make a very substantial income while simultaneously helping your clients to save money, earn interest on their investments and receive the best possible financial advice. It’s a win win! Many products we offer our clients also qualify you as an agent for a “renewal payment”. This means for the duration the policy is in effect you will be compensated again each year on the anniversary date of the policy. Sometimes you’re paid the same commission each year. Other times it’s a gradually decreasing percentage, but “What makes the potential at Cornerstone so remarkable, is the way your residual income compounds year after year. This means that within a few years in the business you’re making money every morning before you even get out of bed! Combine that with the new earnings you receive on current business and you see how this can be a truly lucrative opportunity.” Fred McCutcheon, Field Trainer Earning Potential Advisors Receive • Unlimited Earning Potential First year advisors average between $40-$60,000 with NO cap! The sky is the limit. • Residual Income Advisor Commissions renew each year, meaning income compounds over time. • Vesting After 36 Months Vested commissions are deedable/willable. This means your beneficiaries will continue to receive your commissions even if you pass away. • Management Training Program We promote from within! All new advisors are given the opportunity to be placed on track for training/ managing positions. Every current Cornerstone manager started out as a first level advisor. • Cash Bonuses/Incentives With 150+ company affiliations, there is a wide array of bonus and incentive programs available for advisors. • Access to Benefits Advisor Benefits coordinator available to help you research your Insurance options and choose what works for you.
either way you’re making money every year just because that policy is still in force. These renewals are vested after 36 months which means the advisor OWNS them and they are deedable and willable. This means that the hard work we put into building client relationships really pays off. When they trust you and connect with you and want to keep their business with you year after year, you’re continually rewarded for your efforts. It might seem too good to be true, but isn’t that how it SHOULD be? You’re doing what’s right for your client, and being rewarded for it. Flip through the final pages of this brochure to see a variety of example commission payments. Our average first year agent makes anywhere from $40-$60,000/year. But the sky is the limit! Imagine never having another person decide for you again that the compensation for your hard work has a ceiling. We see year after year new advisors passing over into the six figure or higher income bracket. It’s possible for ANYONE to do this, and we want to make sure that you succeed! When we say Cornerstone is like a family, it’s not just from a social perspective. We CELEBRATE success and have ZERO tolerance for the cut-throat, every-manfor-himself mentality seen in so many other similar organizations. Our management team strives diligently to make sure than anyone who puts forth the effort to be successful, WILL BE. What is Residual Income? As long as the client keeps the policy, YOU keep getting paid! Room for Growth From day 1 all new advisors begin training that encourages them to progress and grow within the company. Within a year many advisors have already started on the path toward management, if this is what they desire. Our goal is to help you succeed in whatever way makes YOU happy! “Our training is meant to take us into the future, not just to get us through our first few years. We are constantly given the tools necessary to help us become leaders.”
On the following pages you will see examples of advisor earnings. The numbers below reflect a New Advisor commission schedule, in good standing with Cornerstone and American Senior Benefits.
Abbreviations MA: Medicare Advantage Med Supp/MS: Medicare Supplement FE: Final Expense HHC: Home Health Care
What you see reflected on these pages is simply an example of income renewal streams. As you can see, payouts continue for many years as long as a policy is in force. These compounded renewals combined with current commissions generate a hefty income stream for any advisor!
Advisor Tools 18 / Advisor Tools AUTOMATED CONTACT MANAGEMENT SYSTEM ADVISOR DASHBOARD
“The financial services industry can present many challenges. I’m thankful for the tools Cornerstone gives all its agents. Having leads provided and a great system for managing my contacts helps me to be the best at what I do.” Scott Grow, VP of Health, Charleston, SC At Cornerstone part of what makes us unique is the vast array of tools available to our advisors. ONGOING TRAINING Learning is an ongoing process at Cornerstone. We provide weekly trainings to keep ALL advisors up to date on current products, services and to help them expand their client base and enhance their skills at presenting products and educating clients. While there is a specific program in place for new advisors, ALL advisors are part of our weekly training sessions available both in our office locations as well as through webinars and pre-recorded meetings. CUTTING EDGE QUOTING SOFTWARE With hundreds of companies to choose from, the options for our clients are endless! But how do advisors keep track of ALL the options available? How do they know what the best choice would be for each individual client? That’s where having top-notch quoting software comes into play and THAT is where Cornerstone shines! Our advisors have access to an incredible system that allows them to browse all available insurance companies and their products and even filter by the client’s specific needs. Utilizing programs like these allows advisors to better manage the resources available to them! AUTOMATED CONTACT MANAGEMENT SYSTEM The Cornerstone MAX system is a resource that allows advisors to keep up with all their current and potential clients. Not only can they set reminders about appointments, client anniversaries etc. they can filter and search clients by specific details. The system will also automatically send correspondence and greeting cards to clients! This tool makes it easy for advisors to manage their book of business and keep up with their contact efforts on leads. COMMISSION ACCOUNTING SYSTEM WITH REAL-TIME UPDATES Usually, working for 150 different insurance companies would mean 150 different pay checks, 150 different systems to check for pending business, etc. But that is NOT the case with Cornerstone. Using our Advisor Dashboard makes tracking business easier than ever! All submitted applications are tracked and PAID through ONE system, with ONE weekly pay check! Advisor Tools Cornerstone Advisors have an edge against others in this industry because of the amazing tools they are equipped with. Here are just a few: • Leads generated daily from state-ofthe-art call center • Automated Contact Management System • Commission Accounting and Pending Business Tracking • Real-time commission updates • Direct help from an experienced mentor • State of the art quoting software • Marketing team • Online and in-person CE courses • Video Training Library
20 / Work Life Balance What you get when you become a Cornerstone Advisor 24/7 Access to office work space including: • Multiple conference rooms and meeting spaces • High speed WIFI • Printing and fax services • Assistance from administrative staff during office hours • Breakroom with unlimited coffee, soda-bar with unlimited fountain drinks, popcorn machine, full kitchen available for use when desired • Basketball hoop and ping-pong table for fun with fellow advisors between work sessions • Outdoor relaxation area with fire-pit, grill and covered seating Benefits Coordinator to help you determine which of the available benefit plans is right for you Cash Bonuses and Incentives available from Day 1 Work/Life Balance “Work hard, play hard. That’s been our motto for many years here. We work hard for our clients, we work hard to support our families and provide services to the community, but at the end of the day, we have a blast! Our group is full of great friends and we have a wonderful time together.” John Bankowski, VP of Operations
22 / Incentives Incentives
Of course it’s rewarding to help your clients and the community as a Cornerstone advisor. But what if you had the fulfilment of a meaningful job AND the perks of celebrating your success all over the world with great friends? That’s just what our Cornerstone advisors have a chance to do each year with dozens of sales convention opportunities and other incentives! Everyone has a chance to visit exotic locations, eat, dance, laugh and have a generally great time by qualifying for one or more various convention trips and office retreats. Just a few past incentives have been trips to: Aruba, Hawaii, Ireland, Orlando, Canada, Boca Raton, Mexico, Lake Tahoe, and Jackson Hole. Cornerstone has also awarded cruises to the Caribbean, weekend getaways to Myrtle Beach, Savannah, Tennessee, office retreats to wilderness lodges, and lake houses. We love what we do and enjoy many chances to celebrate our success! Incentives/ 23
Recognition/ 24 NAMED FINANCIAL LEADER IN 2017 NAMED FINANCIAL LEADER IN 2015 FEATURED IN OCTOBER 2012 ISSUE FEATURED AS BEST IN SC FOR 2015
Cornerstone is PROUD to have been granted numerous awards for outstanding customer service, community service, and the way we treat our team. The following pages highlight just a few of the ways in which we have been recognized. VOTED #1 BENEFITS BROKER FEATURED NATIONALLY HONORED FOR MARKETPLACE ETHICS Accolades for Outstanding Service
Giving Back to the community 26 / Giving Back Cornerstone prides itself on giving back to the community in a number of ways. Aside from small sponsorships, such as helping local schools and community programs, we work hand-in-hand with many local organizations to make sure that whatever we CAN give back, we do. CEO and Founder, Michael Haskett, says “We feel that it’s extremely important to use success for the greater good. Cornerstone has seen tremendous success and so we make it our personal goal to give back to this community in any way that we can. We encourage everyone in our organization to do the same.” Beginning in 2013, Cornerstone was the Premier sponsor for a local children’s cancer research fund, which raised hundreds of thousands of dollars for Medical University of South Carolina. Cornerstone has also donated office space to the organization and helped set up fundraising booths outside local Walmart stores. As a group, Cornerstone has raised funds for foundations working to cure Alzheimer’s, diabetes, breast cancer, and heart disease. We have sent donations for disaster relief, music programs, sports programs, international relief missions, food drives, and more! “It really warms my heart when I see so many members of our team stepping up to give back to the community,” says Haskett. Collected donations for MUSC Children’s Research Lab Equipment PCR Machine Columbia South Carolina “Rebuild America Beautification Campaign” COPS Athletic Program Sponsors Donation to St. Paul’s of Summerville, Bringing it Home Project Dorchester 2 Foundation Sponsors ER Racing Sponsorship for Richard Petty Foundation Grant Winners JDRF Palmetto Chapter Knightsville Elementary School Supply Fund Donation Komen Foundation - Team Sponsorship for Race for a Cure Lauren’s High School Football Program Sponsor Miracle League Sponsors North Charleston Chamber of Commerce North Charleston Metro Chamber of Commerce Members Palmetto Dart League Sponsorship for American Cancer Society Pinewood Preparatory School Skeet Shooting Team Student Grant POPS Orchestra North Charleston Sponsors Seacoast Church Mission trip to Haiti sponsorship Sertoma Football Team Sponsorship, National Championship Redskins Sponsored 100 Mile Bike Ride for Diabetes St. Paul’s of Summerville Tea Room Sponsor for Children’s School in Honduras Summerville, SC Chamber Members Volleyball Tournament for March of Dimes Walk to Cure Diabetes Sponsorship West Ashley High School Band Booster Program Young Life Sponsors Fort Dorchester High School Football Sponsors Pinewood Preparatory Theater Program Sponsors Miss Summerville Pageant Sponsors Collected donations for Komen Foundation Collected donations for Alzheimer’s Association Here are just a few of the ways we have been involved in the community over the years:
Business proposal / 27 TO ATHLETICS TO THE ARTS TO HEALTH + WELLNESS TO EDUCATION
#beapartofit Cornerstone is a family. We work together. We play together. We celebrate and grieve together. We strive to balance our work and life and our values. We learn and grow together and we want YOU to join us! Can you see your photo here? We can! Your Photo Here