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Client Service Associate (Sales Associate)

NFP Corp – New York, NY


Lenox Advisors, a wholly owned subsidiary of NFP, is a full-service, multi-faceted financial services firm. Our clients hire us for our commitment to help them achieve long-term financial success.

Supports the Relationship Manager by scheduling and coordinating calls and meetings with clients to discuss financial goals by providing high quality, prompt and professional financial services. The Sales Associate must provide superior client service by identifying the clients wants and needs, acting on, and/or delegating items and following through to completion while keeping all parties informed throughout the process.


Pre-Sale and New Business

  • Assembles meeting preparation documents pertaining to the client/prospect prior to sales meetings, including but not limited to illustrations, policy and product summaries, reports, presentations, and marketing packets
  • Performs all insurance underwriting duties, including preparation and completion of multi-life and individual disability, life, and long term care applications
  • Proactively positions case by evaluating information obtained during insurance exam, Client Medical Interview (CMI) and field underwriting guidelines
  • Sets appropriate expectations with the client regarding underwriting process
  • Record status, notes and tasks and communicates with RM and client, as necessary
  • Participates in Relationship Manager/New Business case management calls
  • Reviews insurance policies and prepares them for delivery; follows up on delivery requirements, when needed
  • Has an understanding of policy change processes including reinstatement of lapsed cases, smoker rating changes, addition or removal of policy riders, and face amount reductions
  • Coordinates tasks and responsibilities for all joint work

Client Service

  • Provides superior client service by identifying clients wants and needs, acting on, and following through to completion, keeping all parties informed throughout the process
  • Handles all escalated client service requests, as assigned by Relationship Manager
  • Serves as Relationship Managers out-of-office contact
  • Has an understanding of processing all insurance policy service requests, including address changes, beneficiary/ownership changes, premium mode changes, dividend option changes, collateral assignments, death or disability claims, and fund allocation changes
  • Has the ability to follow through on a variety of requests and creates resolution on client and/or service related matters

Business Operations

  • Understands the conservation process as it relates to the Quality Business Incentive Compensation Program (QBIC) and looks to identify opportunities to retain or generate new business
  • Schedules client meetings, as directed by Relationship Manager
  • Attends and participates in all agency training and development sessions required for Relationship Managers
  • Creates feeder lists, as requested, using LinkedIn and Zoom Info to identify key contacts of that client
  • Takes referrals given and identifies connections within Relationship Managers Book of Business to create stronger initial contacts
  • Collaborates with Relationship Manager and Client Service Associate to accomplish additional tasks


  • Attends client meetings to obtain application forms, as well as deliver in-force policies
  • Mining Book of Business for opportunities with C clients and below
  • Accompanies Relationship Manager to prospect and client meetings, as invited
  • Creates own version of case notes to later debrief with Relationship Manager to identify additional opportunities
  • Provides high-touch client service and insurance reviews with assigned clients
  • Independently conducts (annual) reviews with C clients and below
  • Meets with clients on a regular basis as a way to update the clients Fact Find


  • Familiarity with business principles and practices
  • Client Database Management systems
  • Knowledge of Customer Service disciplines
  • Knowledge of Insurance Products
  • Excellent communication skills, both verbal and written (email, written memos, telephone, voicemail, etc.)
  • Ability to interact with clients professionally
  • Strong attention to detail with the ability to prioritize multiple tasks in a fast paced sales environment
  • Ability to work independently and also to collaborate with teams
  • Proficient in Microsoft Outlook, Excel, Word and PowerPoint
  • Organizational, planning and critical thinking skills
  • Ability to multitask
  • Attention to detail
  • Team oriented
  • Cares about delivering quality
  • Demonstrate strong commitment to meeting the needs of internal and external clients

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