Business people in meeting with laptop Even as insurers recalibrate product and compensation design to accommodate fiduciaries, and more clients become interested in such products, barriers remain. (Photo: Shutterstock)

Ten years ago, when Craig Hawley, general counsel of Jefferson National at the time, picked up the phone to discuss what was then the insurance industry's seminal insurance product pipeline to fee-based advisors, he often met a tepid response from fiduciaries.

“The question was how fast they could hang up on us,” said Hawley, who now heads Nationwide Advisory Solutions after Nationwide finalized its acquisition of Jefferson national in 2017.

Recommended For You

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
  • Educational webcasts, white papers, and ebooks from industry thought leaders
  • Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
NOT FOR REPRINT

© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.

Nick Thornton

Nick Thornton is a financial writer covering retirement and health care issues for BenefitsPRO and ALM Media. He greatly enjoys learning from the vast minds in the legal, academic, advisory and money management communities when covering the retirement space. He's also written on international marketing trends, financial institution risk management, defense and energy issues, the restaurant industry in New York City, surfing, cigars, rum, travel, and fishing. When not writing, he's pushing into some land or water.