ING Launches New Practice Management Program to Help Retirement Professionals Grow Their Business

Saturday, January 30, 2010 General News
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WINDSOR, Conn., Jan. 29 ING's U.S. Retirement Services business today announced the launch of a new business building program for advisors, consultants and the third party administrator (TPA) community serving the small and mid-sized corporate retirement plan market. Referred to as the ING Grow Program, the comprehensive suite of practice development tools and resources is designed to help ING's distribution contacts leverage all that the company has to offer to strengthen plan sponsor relationships and grow their business.

Additionally, each tool and resource offered in the program is accompanied by an actionable sales idea that an advisor, consultant or TPA can immediately implement. These proactive, business-building suggestions are a unique aspect of the program and are intended to enhance its overall effectiveness.

"It's not enough anymore to give our distribution contacts access to research and innovation - they now need something tangible to do with these resources to differentiate themselves in the market," said Bill Elmslie, executive vice president of Intermediary Sales and Service for ING. "We're excited to be investing in the success of these retirement professionals by offering them an industry-first solution with a dozen creative sales opportunities to act upon throughout the year."

The resources offered in the ING Grow Program focus on three specific categories: (1) sales ideas and business-building tools to help grow relationships; (2) value-added thought leadership to keep retirement professionals up-to-date on important industry trends; and (3) behavior-changing technology and educational applications to help participants become better prepared for retirement.

One feature that advisors, consultants and the TPA community may find especially useful is the ability to offer current and prospective clients an outline of their Statement of Services. This document can help retirement professionals develop a value proposition that clearly demonstrates their service commitment. They can incorporate such details as the services they intend to provide and their philosophy relating to consulting, conversion and ongoing installation. An advisor may also include their industry experience and qualifications, and customize the statement with a firm logo and contact information.

The distribution community is also encouraged to leverage ING's extensive thought leadership resources. These include a series of ING practice management seminars on topics such as Fiduciary Responsibility and Trends in Retirement Plan Administration. They can also tap into the ING Institute for Retirement Research which provides a regular stream of research, white papers and industry commentary and was recently updated with a new section exclusively for financial professionals.

"Helping these businesses stay informed is a key priority of the ING Grow Program," noted Elmslie. "Advisors can leverage our research and thought leadership to counsel clients on popular topics such as automatic plan features and employee education. If someone is looking to grow their business, they can invite plan sponsors in for a seminar to learn more about the latest retirement trends or developments."

Additionally, the new program emphasizes the use of ING's consumer education resources and web-tools, many of which can be leveraged at employee meetings and serve as a catalyst for important retirement planning discussions. These include a series of participant seminars as well as a trio of unique, user-friendly retirement planning calculators:

"For a financial professional, it's all about demonstrating value to clients while balancing the demands of a busy schedule," added Elmslie. "This program was designed with the advisor, consultant and TPA in mind. We believe it can be a valuable extension of their own services, helping to reduce some of their workload and make their business as successful as possible."

For more information on the ING Grow Program, advisors, consultants and the TPA community can call the following toll free number to reach an internal wholesaler at ING: 1-866-481-3653, option 4.

ING's U.S. Retirement Services is part of ING's global insurance operations. The business holds top rankings in the defined contribution industry and has more than $285 billion in combined assets under administration and management. It is one of the few providers with a scaled leadership presence and the ability to serve all sizes and segments of the defined contribution market, including corporate, government, healthcare, K-12 and higher education.

About ING

ING is a global financial institution of Dutch origin offering banking, investments, life insurance and retirement services to over 85 million private, corporate and institutional clients in over 40 countries. With a diverse workforce of more than 110,000 people, ING is dedicated to setting the standard in helping our clients manage their financial future.

In the U.S., the ING (NYSE: ING) family of companies offers a comprehensive array of financial services to retail and institutional clients, which includes life insurance, retirement plans, mutual funds, managed accounts, alternative investments, direct banking, institutional investment management, annuities, employee benefits and financial planning. ING holds top-tier rankings in key U.S. markets and serves approximately 30 million customers across the nation. For more information, visit

1. - which can help calculate the total amount of money one needs to save by the time they retire. 2. - which harnesses the power of "peer comparison" for users to see where they stand in relation to others on a wide range of saving, spending, investing, debt and personal finance matters; and 3. My Retirement Outlook - a retirement and paycheck analysis tool that integrates traditional pension plan assets, Social Security benefits and personal savings, and also identifies potential gaps in retirement funding. Participants' can also print an instant gap analysis statement.


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