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.
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