Frank Skaw
I started in the life insurance industry while in college. The carrier had a College Note Program
where College Seniors could buy life insurance with a Promissory Note and the loan plus the
interest was taken out of the policy’s cash values.
After finding that College Seniors were not entirely focused on buying life insurance I shifted
to the traditional “Kitchen Table” Marketplace. Being 23 and not having any life experiences I
found myself working long and lean hours as it was a straight commission adventure.
However, I stayed the course and made hundreds of cold calls in the evenings while making
group health insurance cold calls during the day. Finally, I got my break when one of my clients
who was 25 said, “You need to show this to my parents”. I got an appointment with his parents
who were in their 50’s, poor health, smokers and needed the coverage. The light went off and
I started focusing on those who had the money and the need rather than my age group.
After proving that I could sell, close, and deliver I was given the opportunity to become a Sales
Manager, which involved hiring and training agents new to the industry. After having success in
this market a General Agent position opened in Spokane, WA, which I accepted.
I moved my family to Spokane, WA opened a 10’ x 12’ office that consisted of an old desk, phone,
IBM Computer, dot matrix printer and a phone book. I started in the Yellow Pages and called all
the insurance agents listed. I recruited approximately 50 producing agents and turned my new
little office to the #1 Agency in a 6 state Region.
Due to competition pressure, I converted the agency from a one carrier agency to a multi carrier
brokerage center and secured an exclusive contract with a major life company. I went from just
having agents in one geographical area to having hundreds in a large multi-state region. And with
that we were on our way.
Again, as life goes on and things evolve it became necessary to add more carriers. At this juncture
I was invited to join a producer group, which gave me access to many more markets and the ability
to recruit more agents. My wife (who was my business partner) passed away in June of 2018 and the
business was put on autopilot.
I have been providing Point of Sales “POS” Services to Agents, Brokers and Financial Planners who
did not want to be involved in life, disability or LTCi sales. Also, provided sales assistance on cases
that had health issues or were business planning and/or estate planning.
I am past president of the National Association of Insurance & Financial Advisors (NAIFA) of Spokane,
Financial Services Providers “FSP, Million Dollar Round Table, Court of the Table and a past associate
Member of the Independent Insurance Agents and Brokers of Spokane.
I have provided Continuing Education Courses to hundreds of agents in the Pacific Northwest as well
as sponsored and chaired charity events including golf tournaments, auctions, booster clubs, etc.
