Mike Vietri is Chief Distribution Officer for AmeriLife, a national leader in distributing and marketing insurance and financial solutions.
Change isn’t slowing down. If anything, it’s speeding up. And in 2025, we’re dealing with more than just new rules or regulations. We’re seeing big shifts in what consumers expect, how products perform and where market demand is headed.
I’ve seen firsthand how staying ahead of those shifts can be the difference between barely keeping up and breaking through. When you give your teams the tools to respond early—whether that means adjusting to new product trends or helping clients rethink their financial goals—they start moving with confidence, not hesitation.
Here are a few things we’ve done that might help you do the same.
Educate with the future in mind.
It’s one thing to tell your team to adapt; it’s another to teach them how. That’s why we’ve emphasized education—not just generic training, but real-time, practical learning that helps people stay sharp when the market starts to move.
Take annuities, for example. When the momentum started to shift from Fixed Indexed Annuities (FIAs) to Multi-Year Guaranteed Annuities (MYGAs), we saw it coming. Instead of sitting back and watching, we doubled down on helping our producers understand how to use laddered solutions to meet client needs in the new environment. That shift gave them a strategic edge, not just a reaction.
The same goes for cross-selling. We didn’t just encourage it; we taught our producers how to identify client needs outside the obvious. Helping clients starts with seeing their full financial picture, not just stacking products on a shelf.
If you’re trying to build a more responsive team, this is where I’d start. Help them read the market. Help them connect the dots for their clients. The more they understand the “why” behind a shift, the better they’ll be at turning it into a win.
Make your tech work for you.
There’s no shortage of tools out there. But if your team isn’t using them to spot trends, move faster or improve conversations with clients, you’re not getting much return.
We’ve invested in tech that makes life easier—platforms that help producers track what clients care about and tools that give them insight into where the market’s headed next. What truly matters isn’t the platform itself but how it helps your team pivot, adapt and serve with greater precision.
In my view, technology should help you move with purpose. The goal isn’t to chase trends or check a digital transformation box. It’s to give you the speed and insight to make better decisions faster. When you can act before the competition sees the shift coming, you can gain real ground.
Use M&A to grow with purpose.
There’s no shortage of M&A activity in this industry. But the partnerships that work—the ones that drive value—are those that feel like extensions of your mission, not just your balance sheet.
We’ve had the most success when we focus on strategic fit. Does this partnership give us better tools? Reach new clients? Help us serve more holistically? If the answer is yes, we move forward.
If you’re clear about your long-term goals, you won’t get distracted by flashy opportunities that may not help you grow. In a cautious market, thoughtful expansion can still be the smartest play in the book.
Diversify before you think you need to.
The last few years have made one thing very clear: You can’t rely too heavily on any one channel, product or market. At AmeriLife, we’ve worked hard to build out both our health and wealth offerings, and it’s made a difference. When one side slows, the other usually picks up. That balance helps us keep moving forward even when the market gets shaky.
But it’s not just about what you offer—it’s how fast you can adapt. The teams that are trained to shift gears when needed—not panic, but actually adjust—are the ones that keep winning.
If you’re trying to build something resilient, I’d say this: Spread out your risk and make sure your team has the confidence and support to change course when the market demands it.
Talk early, talk often.
When things are uncertain, the worst thing you can do is go quiet. People need clarity. They need direction. And, sometimes, they just need to know someone’s paying attention.
We’ve always tried to be upfront with our teams, clients and partners. When regulations start to shift or the market gets turbulent, we hold calls and meetings. We share what we know, what we don’t and what we’re doing about it.
That kind of communication does more than reduce anxiety. It builds trust. It reminds people they’re not navigating things alone and keeps everyone focused on what they can control. You don’t need all the answers to be a good communicator. You just need to show up, be honest and keep showing up.
Lead through the noise.
Things are changing. They always are. But if I’ve learned anything, it’s that the strongest teams aren’t the ones waiting for certainty but rather those that act with purpose when things are still unclear.
Whether you’re focused on educating your team, investing in tech, expanding thoughtfully or communicating with more intention, take the steps now. Don’t wait until the dust settles.
If you do it right, you won’t just make it through the next wave of change. You’ll be better positioned, more trusted and more capable on the other side.
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