Apr 21

Funding College with an IUL

College funding is a big market. When advisors focus on this market, they’re often conducting late-stage planning for parents with children in high school where they’re using life insurance to eliminate assets off of the family balance sheet, so to speak.

Some advisors may use ‘College Planning’ as a throw-in service to attract prospects, but what they’re really...

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Mar 24

Big Mistake vs. Little Mistake

The sky is falling for life insurance/annuity advisors!

“What if President Trump repeals estate taxes?” “I’ve heard he is going to decrease income tax brackets?”

There goes the sizzle in the sale for life/annuity strategies, right? Wrong!! Many prospects will give you the “I want to wait to see what happens” objection.

It is important to remind ourselves, our...

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Mar 17

The "Silent Partner" In Your Clients' Retirement Plan

Do you have clients contributing to a 401k, 403b, IRA or other tax-deferred retirement plan? Of course you do. Most clients have some type of retirement plan.

Ask them two questions:

1. Do you think taxes will be higher or lower in the future compared to what you’re paying now?

Their answer will be “higher”.

2. Do you know who your “silent partner” is in your...

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Feb 05

Why Life Insurance Illustrations Never Hit Their Projections...

I have been retailing or wholesaling life insurance products since 1987 (that’s 30 years if you are counting). This experience spans every category of permanent life, including both stock and mutual companies.

In my 30 years, not one of the thousands and thousands of illustrations ever met their projection.

Whole Life Dividend Contracts – dividends have come down...

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Oct 28

The Insurance Product We All Love to Hate (and what you should sell instead)

Long-term care insurance (LTCi). The name alone makes most of us bristle. The most common refrain I hear from agents is, “I used to sell it.”

Forget the feelings that agents have about the product, think about how it makes consumers out there feel! Nearly 70% of people age 65 today can expect to receive some form of long-term care, with 20% needing it for five years...

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