Named one of the 20 Best Podcasts on Life Insurance

In this episode, John Felton and Zach Gosselin break down why year-end is the most important time for advisors to plan ahead and where the real opportunities for growth will come from in 2026. The discussion covers key industry trends, effective use of permanent life solutions, and the continued role of annuities, and how advisors can help business owners with employee retention strategies using life insurance benefits.

The conversation also highlights how TBA is supporting advisors with new tools, technology, and back-office resources to drive efficiency and results. John and Zach close with practical guidance on the client conversations advisors should be having now, December best practices to start January strong, and one clear piece of advice to help advisors enter 2026 prepared, focused, and positioned to win.

In this episode, we sit down with John Felton, President of Tennessee Brokerage Agency, to break down what TBA Awareness Month is all about and why it matters for advisors. John walks through how TBA stands out as a true partner: offering hands-on case support, product expertise, and business-growth strategies that many advisors don't realize they have at their fingertips.

We cover the key tools and resources available throughout the year, including help with permanent life and annuity opportunities, and the technology and back-office solutions that make an advisor's practice run more efficiently. John also shares real examples of how TBA has supported advisors in meaningful, practical ways.

Whether you're already working with TBA or just getting to know us, this episode gives you a clear picture of how to take advantage of TBA Awareness Month and how to position your practice for year-end planning and a strong start to 2026. Advisors looking for guidance, clarity, or a trusted partner will find plenty to take away from this conversation.

In this episode, we sit down with Kathryn Kinnanne, TBA's in-house annuity specialist, for a practical, straight-forward look at what's happening in the annuity world right now. Kathryn breaks down why fixed annuities are seeing some of the strongest rates in more than a decade, how rising and falling treasury rates shape the market, and why advisors are giving annuities a fresh look as part of their income planning strategies.

She also tackles common misconceptions, explains how carriers are adjusting their products for today's environment, and shares how longer life expectancies are changing the way clients think about guaranteed income. Kathryn takes us through the growing role of indexed annuities, the impact of new technology on the application process, and what she believes will separate successful advisors from those who get left behind.

Whether you're already working with annuities or you're looking for ways to better support clients preparing for retirement, Kathryn brings clear, actionable insights you can use right away.

Her biggest reminder? Stay tuned in to your clients' lives, pay attention to the cues they're giving you, and remember — you don't have to know everything, just know who to call. TBA is here to help.

In this episode, Morgan sits down with Mark Householder - SVP of Business Solutions at Principal Financial Group - to unpack the biggest takeaways from the 2025 Principal Business Owner Insights Study. 

From business protection and succession planning to key employee benefits and retirement solutions, we break down what's driving decisions in 2025 and how advisors can turn data into opportunity. Mark shares practical strategies, overlooked blind spots (like outdated buy-sell agreements), and how top advisors are positioning themselves as trusted partners – not just product providers.

Whether you're supporting multi-generational family businesses or next-gen entrepreneurs, this episode offers real-world insight you can use today to deepen relationships and expand your business.

Permanent life insurance is often misunderstood as just a death benefit, but it's so much more than that. In this episode, TBA Vice President Zach Gosselin breaks down what advisors really need to know to position permanent life insurance effectively with clients.

Zach shares clear, practical ways to explain the difference between term and permanent coverage, how to set realistic expectations around cash value accumulation, and when permanent life does—and doesn't—make sense. He also dives into integrating life insurance into broader financial and estate strategies, avoiding common advisor mistakes, and navigating compliance when illustrating these products.

If you want to elevate your client conversations and uncover the living benefits that make permanent life such a powerful financial tool, this episode is a must-listen.

In this powerful episode, Kevin Riley of One America joins Tennessee Brokerage Agency to tackle one of today's most urgent financial and emotional challenges: the caregiver crisis. Riley reframes the long-term care (LTC) conversation — shifting the focus from paying for care to managing resources and protecting families from the crushing realities of caregiving.

Listeners will gain a clear understanding of why LTC planning isn't about averages or age, but about ensuring access, control, and dignity when care is needed. Riley dives deep into the staggering statistics — including the 63% higher mortality rate among unpaid caregivers — and calls out the "lie of consequences" that keeps clients from planning ahead.

This episode explores how One America's asset-based LTC solutions empower clients to protect both their wealth and their loved ones. From Care Coordination Concierge services to respite benefits and lifetime joint coverage, these innovative options give families real-life relief when it matters most.

For advisors, Riley offers practical conversation starters to help clients confront care planning head-on — not with fear, but with foresight. It's a must-listen for anyone who believes that the true measure of financial planning is how well it safeguards the people behind the numbers.

We cover why speed and transparency matter, how Swift can improve efficiency for advisors, and what it means for reaching more clients who may have been turned off by traditional processes. Whether you're an advisor looking for practical ways to save time, or someone curious about how technology is streamlining the insurance world, this conversation will give you a clear look at what's changing, and why it matters.

Small-business succession planning is often ignored until it's too late. John Fitzpatrick and Mark Berry of John Hancock share real-life stories, key insights from the Connelly case, and practical tools like the BOSS framework to help advisors guide clients through buy-sell agreements, Key Person insurance, and continuity planning. Discover how to position yourself as a solutions provider—not just a product seller—and gain the confidence to start meaningful conversations with business owners. This episode will give you actionable strategies to protect clients' legacies and strengthen your own practice.

August isn't downtime - it's go time. In this episode, John Felton & Zach Gosselin break down why now is the perfect moment for advisors to reconnect with clients, spot life changes, and spark meaningful conversations that lead to real planning opportunities. 

From mid-year check-ins that turned into major plan overhauls, to simple tactics for identifying client needs without product overhwhelm, this is your launchpad for the final quarter of the year. 

• Real advisor success stories
• How to spot cross-sell opportunities
• One action step to take before Friday

Don't wait for the year-end rush, get ahead of it!

In this episode, we sit down with Grant James, a property and casualty advisor, who shares their firsthand experience navigating the life insurance application process through Vive. The conversation dives into the day-to-day efficiencies gained, the technology's real-world impact on case management, and how Vive streamlined everything from carrier selection to submission. The advisor reflects on initial expectations versus actual results, including time saved, client satisfaction, and lessons learned along the way. Whether you're new to the platform or looking to optimize your workflow, this episode delivers honest insights and practical takeaways for today's producers.

In recognition of Disability Insurance Awareness Month, this episode dives into the importance of disability insurance and how advisors can better serve clients by including it in their planning conversations. The discussion covers key target markets for disability insurance, including professionals, business owners, and young earners just starting their careers. Listeners will also learn about the simplified application processes now available, making it easier than ever to get coverage in place. The episode wraps up with a breakdown of the types of disability insurance products on the market today—from individual to group and supplemental policies—helping advisors match the right solution to their clients' unique needs.

In this episode, we're thrilled to introduce Heather Sprague, our new Underwriting Consultant with LIBRA and a true game-changer for your life insurance business. Heather brings years of experience navigating the ins and outs of underwriting—and she's here to help you turn borderline cases into approved applications. Tune in to learn how Heather partners with advisors to strengthen submissions, avoid common pitfalls, and ultimately improve offer outcomes. Plus, she shares practical tips you can start using today to set your cases up for success. If you're looking to boost placement and protect more families, this is one you won't want to miss.

We all know that you can't time the market and when a client is entering the distribution phase of their retirement planning, this becomes an increased concern. In this episode, we take a deep dive into how utilizing an IUL allows your clients to strategically use the plan to fund their retirement.  Adding a life insurance solution not only offers death benefit protection but also options and flexibility within their portfolio to navigate market fluctuations. By understanding the impact of market cycles and how asset location can impact retirement income, your clients can plan for the unexpected. Indexed universal life insurance (IUL) provides powerful tools to help safeguard your clients' portfolios with a tax-advantaged solution. 

Case Study discussed in the episode

Through its partnership with LIBRA Insurance Partners, TBA has access to resources that make securing offers for its advisors and their clients even easier. RGA – a reinsurer – is one of those resources that TBA leans out for specific impaired risk cases to secure an offer in just 24 hours. John Felton, President of TBA, sat down with Aaron Baack, RGA's Vice President of Underwriting, to discuss the unique opportunity this presents to advisors, how the process works, what impairments are most likely to get offers, and what carriers and eligibility face amounts and ages that are available through the program. For more information on how TBA and RGA can help you, contact TBA at info@tba.com or 865-588-9555.

As advisors prepare to take on a new year, chances are you are in the middle of planning out your goals and strategies. That's why we brought on Award-Winning Marketing Strategist, Tiffany Markarian, who is also the Managing Director of Advantus Marketing, LLC. Tiffany provides important insights on how advisors can avoid common missteps… and the not-so-common missteps…made during the sales and marketing process with clients and prospects. In addition, she provides tangible steps on the best approaches for developing meaningful relationships with clients. Also mentioned in the recording is a previous episode that Tiffany appeared in, entitled 3 Ways to Serve the Emotional Needs of Clients.

Tiffany Markarian is an Award-Winning Marketing Strategist, Founder of Advantus Marketing, LLC, and an elite coach to wealth advisors and insurance professionals. She is a renowned industry author and speaker for numerous industry associations, including FPA, NAPFA, FSP, NAILBA, as well as financial institutions and broker/dealers. https://advantusmarketing.com/

Every December, we take the time to bring awareness to all the resources available for advisors at TBA and what advisors should be aware of and focus on as we move into a new year. John Felton hopped on to discuss the following: 

1. Refresher on what TBA Awareness Month is
2. 3 important resources TBA offers that advisors should be more aware of
3. With the election results, and the New Year approaching, what advisors should focus on when speaking to clients

As we embark on the possibility of estate tax regulations changing at the end of 2025, which may or may not happen with the recent election results, we brought in an expert on all things estate planning – Brett Berg from Prudential. He is a trusted resource for TBA, and Zach Gosselin sat down with him to discuss the approach your clients should be taking to estate planning, where to seek information about providing flexibility within trusts, and the overall message you should be communicating with your clients: Plan Now, Gift Now, Insure Now.  For more information on estate planning and how to have effective conversations with your clients, you can reach out to TBA at anytime at TBA.com or 865-588-9555.

We're closing out our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things Key Person Coverage, we brought them back to discuss all things Buy-Sell Opportunities with Zach Gosselin:

• How common it is for buy sell agreements to be funded with life insurance
• The risks business owners face if they don't have a buy sell agreement
• What about agreements that aren't funded by life insurance
• How often should the agreements be reviewed
• Triggers for a review of buy sell agreements

To access all the business solutions calculators and analysis tools mentioned in the episode, click here.

This September is the 20^th Anniversary of Life Insurance Awareness Month! To celebrate, we brought our LIBRA Relationship Director – Michele Leeming – on the podcast to discuss the biggest changes that have happened in life insurance in the last few years, how to leverage awareness, take advantage of resources available, and what target markets that you should be considering more effectively to in the next year!

For all the Life Insurance Awareness Month marketing pieces visit LifeHappens.org & for the Estate Planning Kit and other TBA resources mentioned visit TBA.com.

We've brought the expert on all things long-term care (LTC) back for the third and final episode in our LTC series. Kevin Riley joins us to answer all the questions about the true cost of long-term care: 

1. What's the cost of your client's doing nothing about their LTC coverage?
2. What do clients need to be considering beyond cost?
3. What are some common objections to coverage and how can advisors overcome them?
4. What three key parts should every LTC plan have?
5. How many years should clients plan for?

Click here for the LinkedIn profile of Adria Thompson that Kevin mentioned in the episode. Reach out to TBA at info@tba.com or 865-588-9555 for more information on LTC and how it can protect your clients.

When talking to your clients about long-term care are you focusing too much on the technical aspects of your client's LTC options, instead of how it serves them?

Kevin Riley, Regional Director at OneAmerica, has been helping advisors focus on what's important to clients when it comes to access and control. This episode covers the following:

• Clients' biggest concerns about LTC coverage
• What & how to communicate about access and control
• The one requirement all LTC plans should have
•  

To listen to the first episode in this series, click here. If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at kkinnane@tba.com.

Did you know that most Americans are taking advantage of life insurance offered through their employer? There is a new guaranteed life insurance offering for business owners to offer their employees with payroll deductions. Katie Landers, Life Marketing Director with Cincinnati Life, talks about what the Worksite program is, what businesses qualify, and what the benefits of your employees opting in are.  For more information on Worksite, click here. You can contact Katie at katie_landers@cinfin.com or reach out to TBA and we're happy to help as well at info@tba.com.

We're continuing our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things Guaranteed Issue Term for Groups, we brought them back to discuss all things Key Person with Zach Gosselin:

• The biggest mistake financial professionals make in the market
• How to quantify a key person need
• The ideal key person prospect
• Reason to consider permanent life for key person coverage

To access all the business solutions calculators and analysis tools mentioned in the episode, click here.

The chances are high that at some point your client will need long-term care, but having the conversation about it requires a different approach than a life insurance proposal.

Kevin Riley, Regional Director at OneAmerica, has been helping advisors have effective conversations about LTC for years, and now he's willing to share some of those secrets with our listeners. This episode covers the following:

1. Client objections and how to overcome them
2. How to start the LTC conversation
3. Common Advisor mistakes during these discussions
4. Quick moniker reference to use as a reminder during these conversations

If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at kkinnane@tba.com.

Disability Income is crucial for many professionals, but one industry where it isn't a hard sell because they are educated about it's importance from the beginning is any medical field. We brought in our resident DI expert - Kathryn Kinnane - to talk DI, how to best approach medical professionals, what's needed for the most accurate quotes, and how much coverage they would need. 

DI Quote Request Form

If you're in need of DI assistance, reach out to Kathryn Kinnane at kkinnane@tba.com or 865-588-9555.

When it comes to business solutions - specifically guaranteed issue insurance for groups - the options can feel daunting. That's why we brought in two experts from Principal's business solutions team - Mark Householder & Tom Bates - to talk all things guaranteed issue term for groups. They joined our own John Felton to discuss the following questions:

• What is the ideal company/group for this product?
• Does this use level term, Annually Renewable Term, or are there options for each client?
• What type of financial professionals can find success with this product?
• Who handles the plan and policy administration and billing? Is there a cost?
• Can additional insureds be added to an existing group
• Could you discuss some of the more important qualifications for a group to qualify for guaranteed issue?

Product Overview

GI Inquiry Form

Sample Quote

Bonding Piece

Our in-house impaired risk specialist sat down to provide insights on what underwriting can look like for clients with heart issues that include:

• Heart attack history
• Heart murmurs
• Pace Makers
• High Blood Pressure
• & more

In this episode, she touches on what conditions receive more favorable underwriting or are typically declined. She also provides important questions you should be asking your clients with heart issues.

A new year brings new opportunities for life insurance advisors. What trends can you expect this year when it comes to life insurance? Michele Leeming, Relationship Director with LIBRA, discusses what advisors can expect when it comes to the types of products and coverages clients will be seeking and the future of underwriting.

For assistance with a life insurance case email info@tba.com

'Tis the season for giving, and that's why we have our vice president, Zach Gosselin, walk us through if your client can provide a charitable gift with life insurance, what the different options are, if there are tax implications, and what - if any - drawbacks there are to using life insurance for charitable giving.

Every December we celebrate TBA Awareness Month! John Felton sits down with Morgan Mynatt to talk about how TBA Awareness Month came to be, what three things advisors are most unaware of about TBA, and what is the #1 thing advisors should be more aware of when it comes to TBA and how they support advisors. If you have any questions about TBA or how TBA.com works, email info@tba.com. 

Over 11%, or more than 37 million Americans, have diabetes, and that number continues to climb. With the increasing number of those affected by this, we brought in our impaired risk specialist Jennifer Stanifer, to discuss all things diabetic underwriting. From what information you need from your clients, to what the best carriers are for the most favorable ratings. Contact Jennifer at jstanifer@tba.com or 865-588-9555 for a life insurance quote. Also, access the diabetes underwriting questionnaire here: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/

Long-term care is likely one of the few topics clients come to their advisors about. With November being LTC Awareness Month, we brought on OneAmerica's Kevin Riley, Regional Account Director, to provide perspective on why this coverage is so crucial, the cost of self-funding long-term care, and how to get started in the market if you're an advisor who hasn't branched into it yet. The reality is the cost of care is not getting smaller, and regardless of financial standing, all clients need long-term care coverage.

For a hybrid LTC quote, you can contact Kathryn Kinnane at kkinnane@tba.com or 865-588-9555.

Cost of Care Calculator: https://www.oneamerica.com/caresolutionscalculator/index.html

With the potential for the current estate tax cuts to sunset in January 2026, it has created more awareness around the importance of estate planning for many Americans. Zach Gosselin, who works closely with our advisors and our estate planning attorney partners, answers some common questions about this topic to help you - as advisors - provide the best solutions for your clients:

• What are the changes that are supposed to happen to estate taxes?
• Are their parameters for a client that make them the best fit for estate planning?
• What role does life insurance play in the estate planning process?
• How does an advisor get started with estate planning for their clients?

If you have questions about estate planning for your clients, you can contact Zach Gosselin at zgosselin@tba.com or 865-588-9555.

Many associate life insurance with death benefit, but what many fail to see is all the other possibilities available through life insurance - including helping fund retirement. John Felton discusses the various living benefits available through life insurance, when an advisor should recommend the options that involve retirement funding, and how to get started. 

For more information on how TBA supports advisors in the life insurance space visit www.TBA.com.

The Life Insurance industry took a more prevalent role in clients' lives largely due to the pandemic, but is that still the case? Michele Leeming, LIBRA's Relationship Director, discusses the current state of the industry, what products clients are purchasing, how the industry has changed in the last year, and how to overcome some of the barriers that advisors face when having conversations about life insurance. 

Resources mentioned in the episode:

• Meeting the Emotional Needs of Clients
• Request Support Form

Term conversions have been mentioned several times on the podcast, but we thought it was important to touch on some of the most commonly asked questions and misconceptions about providing this service to your clients. This episode covers:

1. Do you have to be the original writing advisor on a policy to convert it?
2. What is the easiest way to determine if a policy is or should be converted?
3. Next steps when a policy is deemed convertible
4. Can you earn commissions on conversion?

You've heard policy review mentioned many times in our episodes, but John and Zach take this opportunity to focus solely on policy review and:

• Why it matters
• How to offer it
• When it makes sense
• What policies should be reviewed

For access to the free policy review kit, visit: https://www.tba.com/policy-review/

When it comes to effectively engaging clients – it can be a challenge in any industry. However, the pandemic has created a new filter in the life insurance industry of what clients are looking for in their advisor, and that is, "who is really there for them?" Tiffany Markarian, the founder of Advantus Marketing, LLC, sits down with TBA's Morgan Mynatt to dive into what an emotional need is, how to serve those emotional needs of clients, and most importantly actionable steps advisors can take. Taking this information and implementing it will improve overall conversations and even the solutions that you as advisors can provide to your clients.

Tiffany Markarian is an Award-Winning Marketing Strategist, Founder of Advantus Marketing, LLC, and an elite coach to wealth advisors and insurance professionals. She's a frequent industry author and speaker, including FPA, NAPFA, FSP, NAILBA, and numerous broker/dealers. advantusmarketing.com

We are approached consistently by advisors about what questions they should be asking their business owner clients when it comes to succession planning in order to mitigate risk and provide comprehensive solutions. John and Zach sit down to discuss 5 questions you should be asking your business owner clients in order to do just that, as well as solutions that make the most sense based on their answers. Visit tba.com for more approach letters, tools to provide better numbers for your clients, and more.

John Felton sits down with Dr. Robert Frank, Medical Director for LIBRA Insurance Partners, to get Dr. Frank's expertise and insight on the following when it comes to impaired risk cases in life insurance:

• How does Dr. Frank help advisors like you and brokerages like TBA in the impaired risk space
• Recurring impaired risk ailments that are worth challenging a carrier on for a better rating
• The #1 mistake advisors or insureds make when it comes to medical underwriting when applying for insurance
• What piece of advice Dr. Frank would give to advisors when they encounter impaired risk cases

For impaired risk questionnaires, to schedule a time to speak to TBA's impaired risk specialist, or to get you in contact with Dr. Frank: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/

This is a re-release of a 2022 episode.

In this episode, Vice President of Welcome Funds, Dan Ohman and TBA's John Felton discuss the basics of life settlements, the tax implications, the overall process, and the sweet spot policies that make the most sense for pursuing a life settlement. TBA admittedly had shied away from the Life Settlements business when it first came on the insurance scene in the 90s, but now with more regulations in place, TBA welcomes the ability to assist advisors and their clients when it makes sense.

It's a question we hear time and time again: "Do I recommend buy-sell or key person for this business owner client?"

In this episode, John Felton and Zach Gosselin break it down:

• The key differences between key person vs buy-sell
• What scenarios each solution makes the most sense in
• The tax implications for the business or beneficiaries

For more information on how to provide the best risk management solutions for your business owner clients, click here.  

Steven Sitton, a leading insurance producer at the biggest independent insurance agency in Tennessee - TIS Insurance Services, sits down to discuss what life insurance solutions make the most sense in the current economic market. Beyond personal solutions and how he approaches that with clients, he also discusses the realities for business owners and protection for them as well. 

Resources mentioned in the podcast:

• Policy Review
• Term Conversion
• Hybrid LTC

The 2023 LIMRA/Life Happens Life Insurance Barometer Study has just been released. TBA's Marketing Manager, Morgan Mynatt, highlights the three surprising new target markets for life insurance that are highlighted in the study & most importantly how to reach them. 

The Life Insurance Barometer Study

SalesLink Information \ Schedule Demo

What are the top market trends we're seeing in the life insurance space right now? Zach Gosselin and John Felton sit down to highlight the top 4 and why you should be pursuing these planning solutions for your clients. In addition, they share some free resources available to you through carriers and TBA that will help you effectively illustrate the importance of these coverages, as well as what target market they make the most sense for. 

For more information on anything mentioned in the episode, or links to the resources mentioned, email info@tba.com. 

What if business owners were the owners of their own policies and could fund them to build cash as they thought appropriate? That's what Mutual of Omaha calls the Living Benefit Buy-Sell because it is designed to produce living benefits in addition to providing a death benefit. TBA's John Felton sat down with Mutual of Omaha's Stephen Alloy to discuss this agreement structure, what, if any, are the taxable events in the long run, and when this makes the most sense for a business owner. For more information on the Living Benefit Buy-Sell, see the supporting materials below:

Living Benefit Buy-Sell Brochure

Living Benefit Buy-Sell Video

This is for informational purposes only.  Recommendations for financial product or financial strategies must be suitable for the individual based on their circumstances. Mutual of Omaha does not give tax advice.

When it comes to mirrored loans, what are some of the opportunities? Zach Gosselin sat down with Prudential's Chuck Perrault to discuss what to do when your client's policy has a loan last year. We've seen an uptick in requests for loan rescue this year, so we are rereleasing this episode.

The following questions get answered in this episode:

• How does a policy end up with an outstanding loan?
• What are the major implications a policyholder needs to understand if they currently have a loan existing in a permanent life insurance policy?  What are the client's options?
• When an advisor is conducting a policy review and uncovers a policy with a loan, what are some of the most common situations you see where the policy can be repositioned into a new product for better long-term performance?
• What makes Prudential uniquely able to help your clients in this situation?

What financial regrets do you want to help your clients avoid? Zach Gosselin & John Felton sit down to discuss the top 5 financial regrets of Americans over 50 featured in this recent Barron's article and how to help your clients avoid them in the future.

For life insurance assistance: click here.

For Long Term Care solutions: click here.

For all other questions or advanced planning assistance visit TBA.com

Cancer doesn't mean a decline - most of the time. TBA's Impaired Risk specialist, Jennifer Stanifer, provides insights into which cancers are easily underwritten and which ones present more of a challenge. She also discusses which stages of cancer provide more favorable ratings from life insurance carriers. 

For the cancer questionnaire, to see all of TBA's impaired risk resources, and to schedule a time to discuss a cancer case with Jennifer: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/

When it comes to long-term care, most people know (or should) that medicaid is not a viable option, which leaves many assuming that self-funding this large expense is the best option. However, TBA's Kathryn Kinnane sits down with Morgan Mynatt to discuss 3 major risks associated with this strategy and how insurance and financial advisors can present a better solution for their clients through hybrid long-term care and asset-based long-term care solutions. For a long-term care quote, you can reach Kathryn at 865-588-9555 or kkinnane@tba.com. 

What is the #1 marketing mistake that most advisors make? Morgan Mynatt, Marketing Manager for TBA, reveals what it is and the three steps you can take to avoid it. As mentioned in the episode, if you are needing free marketing materials to get started or to see how TBA can take the marketing burden off your hands, reach out to Morgan directly at mmynatt@tba.com. 

November is LTC Awareness Month, so we brought in our resident long-term care expert - Kathryn Kinnane - to sit down with John and discuss:

• The difference between traditional LTC & hybrid LTC products
• Some quick stats to get the conversation started with your clients
• When to have the LTC conversation with clients
• How to know what options are available

To request a long-term care quote, email kkinnane@tba.com or call her at 865-282-4920. 

In the theme of October, we're giving you four tricks to improve your clients' offers on life insurance and speed up the life insurance process altogether. Although we try to provide as many tips to help you throughout the year, these are actually four opportunities we haven't discussed before. So what are the four tricks? You'll just have to listen to find out, and at the end - let us know if you think they're tricks or actually treats. 

In this preview of the free Advisor's Life Insurance Playbook - Zach and Morgan sit down to discuss the empty nester target market. In addition to providing parameters of this group, they also discuss:

• Why it's important to market reviews to this group
• What solutions make the most sense
• How to approach this target market

All the information mentioned, as well as the fact finder, solution maps, and more, are available for free at tba.com/playbook 

Michele Leeming, Relationship Director with LIBRA Insurance Partners, sat down with Morgan to discuss Life Insurance Awareness Month, easy ways to continue the conversation year-round, and how advisors can finish the year strong in the life insurance space. For the digital platforms & marketing pieces mentioned in the episode, visit TBA.com.

LIBRA Insurance Partners is TBA's marketing organization partner: librainsurancepartners.com

Zach Gosselin reviews three of our most recent case studies to provide you with inspiration for creative solutions to your client's most complex risk management issues. For more case studies, click here: https://www.tba.com/learning-center/

The faster the better is the way the world operates now, and the life insurance space is finally catching up. John Felton discusses the three fastest ways to write term business, and what parameters make each one the right choice for your clients:

- Vive

- SwiftTerm

- 1 Page App

For more information on these processes and products, email info@tba.com or call 865-588-9555.

You've heard us discuss policy review many times on this podcast, but advisors are still missing out on the opportunities available by offering this to their clients. John and Zach join Morgan to discuss recent cases where policy review could've saved a policy, opportunities that are available, when to offer a policy review, and most importantly how to get started. For all resources mentioned in the episode: https://www.tba.com/policy-review/

When it comes to mirrored loans, what are some of the new opportunities? Zach Gosselin sits down with Prudential's Chuck Perrault to discuss what to do when your client's policy has a loan:

The following questions get answered in this episode:

• How does a policy end up with an outstanding loan?
• What are the major implications a policyholder needs to understand if they currently have a loan existing in a permanent life insurance policy?  What are the client's options?
• When an advisor is conducting a policy review and uncovers a policy with a loan, what are some of the most common situations you see where the policy can be repositioned into a new product for better long-term performance?
• What makes Prudential uniquely able to help your clients in this situation?

John Felton sits down with Dr. Robert Frank, Medical Director for LIBRA Insurance Partners, to get Dr. Frank's expertise and insight on the following when it comes to impaired risk cases in life insurance:

• How does Dr. Frank help advisors like you and brokerages like TBA in the impaired risk space
• Recurring impaired risk ailments that are worth challenging a carrier on for a better rating
• The #1 mistake advisors or insureds make when it comes to medical underwriting when applying for insurance
• What piece of advice Dr. Frank would give to advisors when they encounter impaired risk cases

For impaired risk questionnaires, to schedule a time to speak to TBA's impaired risk specialist, or to get you in contact with Dr. Frank, email jstanifer@tba.com.

As you strategize on how to end the second half of the year strong, John Felton and Zach Gosselin sit down to provide five solutions and opportunities to grow your life insurance business this year. 

Items mentioned in the episode:

1 Page App: tba.com/forms/1-page-multi-carrier-app/

Impaired Risk: www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/

Mobile App: www.tba.com/mobile-app/

Playbook: www.tba.com/playbook/

May is Disability Insurance (DI) Awareness Month, so we brought in our in-house DI specialist, Kathryn Kinnane. She breaks down the basics of DI, what is the ideal target market for it, and how to identify clients that need the coverage. To request your own DI quote: https://www.tba.com/quotes-and-underwriting/

What is the solution for small agencies that don't have the resources to consistently market life insurance? SalesLink is the solution that TBA has created for its advisors, and Dekalb County Insurance's Grant James joined Morgan to discuss his agency's experience with the service and why other advisors should consider it.

In this episode, Zach Gosselin, Vice President for TBA, breaks down what solutions and tools you will find in the Doctors & Medical Professionals' target market in The Advisor's Life Insurance Playbook. He also provides some insight into approaching this target market and what opportunities you should be looking for. Download the playbook at TBA.com/playbook

In this episode, Morgan gives a little insight into how TBA finds new opportunities with existing life insurance business for its advisors. Proformex, a data technology company committed to meeting the needs of those advisors and giving them the information they need to help their clients make data-driven decisions that will ultimately enhance their outcomes, is one of the proprietary softwares that TBA invests in to achieve that goal. Morgan and Proformex's Max Posner discuss how the software works, why it's so important for advisors and what new opportunities TBA is able to provide because of its functionality.

As medical marijuana is now legal in 48 states, and recreational usage is becoming more common and legalized across the country, it begs the question – what does that mean for users when it comes to life insurance underwriting? Carlan Snipes, Field Vice President for Pacific Life, sat down with Morgan to discuss how usage and even being a dispensary owner can affect the underwriting class for your clients. Pacific Life is one of our impaired risk specialist's preferred carriers in these scenarios, and in this episode, you will learn why.

For more information, visit TBA.com/podcast

All resources mentioned in this episode can be found in the Business Owner target market pages of the Playbook. For custom marketing pieces contact Morgan - mmynatt@tba.com.

Did you know that you can now quote and submit Cincinnati Life business on the Vive platform? TBA's Morgan Mynatt sat down with Joe Bevelhimer, Field Director for Cincinnati Life, to discuss why they joined the platform and what advisors can expect both in product offerings and in servicing their cases. Are you interested in learning more about Vive? Book a demo here: https://meetings.hubspot.com/mmynatt/vive-demo

In our first episode of the New Year - Morgan, John, and Zach discuss the 3 resolutions life insurance advisors should have in 2022. What are they? You'll just have to listen to find out!

Resources mentioned in this episode:

• Policy Review Kit
• The Advisor's Life Insurance Playbook
• 1 Page Application
• Mobile App
• SalesLink

Here are some of the clips that didn't quite make the cut in this season's episodes. End the year with a laugh...at our expense.

TBA's Morgan Mynatt, John Felton, and Zach Gosselin discuss what exactly TBA Awareness Month is, and why it came to be.

In addition, they highlight some resources that advisors can use to generate new life insurance business, as well as make their practices more efficient. 

Our in-house hybrid long-term care expert - Kathryn Kinnane - provides insight into why hybrid LTC is a solution for your clients, and which products TBA offers, as well as ways to present it that show just how effective it can be.

Hybrid LTC Case Study: https://bit.ly/3HzqDpw

Hybrid LTC Sample Comparison Quote: https://bit.ly/3qQBeGz

Hybrid LTC Products: https://bit.ly/3qS9YHO

John Felton and Zach Gosselin discuss life insurance solutions for protecting your small and large business owner clients, as well as using specific coverage strategies to retain employees. This episode covers several different options including: 

• Buy-Sell
• Key Person
• Term vs Permanent Coverage

Needs analysis, solution maps, case studies, and planning solutions mentioned in this episode for Business Owners, and other client demographics can be found in the free Life Insurance Playbook: Download Here

If you've been working with TBA for the last few months, then we're certain you've heard us mention Symetra SwiftTerm a time or two. Symetra's Brad Mills and Matt Straub joined us to talk through those who qualify for a process that can get your clients important term coverage in as little as 25 minutes, as well as how it works, some case studies, and the competitive pricing and coverage that your clients are able to get. As a reminder, in order to take advantage of this new uncomplicated process for term coverage, you must already be appointed with Symetra. Get more information in the episode & below:

Case Study: Inforce Coverage in 48 Hours

SwiftTerm Pre-qualifying Checklist

SwiftTerm Application Process

How Instant Approval Works

John Felton, president of TBA, sits down with Morgan Mynatt to discuss term insurance and why John has considered it "the lost sale." John talks about the opportunities that exist in term coverage that you have written on your clients, as well as ways to position yourself as an expert with your client's existing coverage that you did not write. 

The past year has certainly increased awareness of the necessity of life insurance. September is Life Insurance Awareness Month, and TBA's Morgan Mynatt took some time to sit down with LIBRA's Erin Finnegan to discuss ways in which advisors can capitalize on the heightened awareness and market resources that are available to them. 

In this episode, Zach Gosselin, Vice President of Sales for TBA, is joined by Brad Newcomb, Managing Director of TBA's newest carrier available to advisors: MassMutual. In this episode, not only do Zach and Brad discuss MassMutual's distribution into the independent brokerage space, but they also cover important products in MassMutual's broad portfolio that fit specific scenarios that are common for TBA Advisors. From individuals to business owners, MassMutual's products provide creative solutions to common problems faced by your clients. Listen in to find out which ones will work best for your book of business!

John Felton and Zach Gosselin, of TBA, sat down to discuss the variety of ways that advisors can grow their life insurance business with their existing book of business. You'll have to listen to find out the three simple ways that they can do this. 

John mentioned the Advisor Playbook, a new resource exclusive to TBA advisors, which provides not only a solution map but a needs analysis for the core target markets that TBA has seen the most in its decades in business. To request your own copy of the e-book, email Morgan at mmynatt@tba.com. 

Morgan Mynatt, Marketing Manager for TBA, took a few minutes to expound on a resource that TBA offers its advisors but that hasn't been mentioned much in the podcast thus far. SalesLink provides advisors with the opportunity to actively and consistently market the importance of life insurance without taking on any extra work. For more information on how SalesLink can help you, email mmynatt@tba.com. 

What if your clients cannot medically qualify for LTC or an LTC rider? John Felton, President of TBA, sat down with Dave Weber, Life Sales Director at Mutual of Omaha, to discuss the Life Protection Advantage or Income Advantage IUL products.  With these policies, the Chronic Illness rider is ALWAYS included, regardless of age, face amount, or rate class.  If Mutual of Omaha issues the life insurance contract, the insured will ALWAYS, automatically get the Chronic Illness rider.  That's $1,000,000, or 80% of the DB, whichever is less, of Chronic Illness protection.  

Steven Sparks, Managing Partner of Capital Concepts Financial Group in Hickory, NC, joined our own Zach Gosselin on the Life Insurance Link Up podcast to discuss life insurance in the RIA space. You'll realize why we enjoy working with this group and how much they care about their clients' legacy. Even when life insurance isn't your primary business, but you care about your clients, then you know it absolutely has to be a part of their portfolio.

Jennifer Stanifer, Impaired Risk & Illustration Specialist, highlights the opportunities for your clients with diabetes. Just because your client has an existing medical condition, doesn't mean that they are going to be a decline. 

In this 5 Minute Fix episode, John Felton, talks about the benefits of the 1 Page App. Although, the obvious one is the time it saves advisors when it comes to submitting term and permanent life insurance, there are several others you may not have thought of yet. Listen in to find out what they are...

While we resume a new form of normalcy in 2021, and with the March Madness Tournament officially back on, our marketing manager Morgan Mynatt hopped on a call with the Managing Director of Advantus Marketing, Tiffany Markarian. They discuss the final four marketing strategies for this year, and the easiest way for advisors to differentiate themselves and be successful in marketing life insurance.

Ask and you shall receive! For all of those who provided feedback in our end-of-year survey, there was a resounding response that you wanted more advisor first-hand experience stories and we're excited to deliver more of that to you in 2021. Jon Hodges, part of the John Hackney Agency, sat down with our own John Felton, President of TBA, to discuss just how to make life insurance part of your planning cycle for your clients. This is worth the 15 minute listen!

Vive is the "fastest way to write term insurance," but don't just take our word for it. One of our agency partners, Wyatt Insurance Services, Inc.'s Avery Wyatt goes into three reasons why the platform has been an asset to their agency when it comes to successfully and quickly getting inforce term coverage for their clients.

Zach Gosselin, Vice President & Sales for TBA, talks you through how to capitalize on an opportunity when a client has a life insurance policy that you didn't write. Even if it doesn't put you in a position to write new coverage, it may build important trust with the client about your knowledge and expertise as their advisor. This is worth 5 minutes of your time!

John Felton, President of TBA, reflects on 2020 and the changes that we hope to make for our advisors as we move forward in 2021. Listen in and get inspired to make your own resolutions in the new year!

Do you have a client who is a tobacco or marijuana user? Jennifer Stanifer, TBA's Impaired Risk & Illustration Specialist, provides a quick rundown of the opportunities that currently exist with carriers and what type of ratings are available based on their usage.

65% of Americans today will need some form of long term care in their lifetime. November is LTC Awareness month, and Kathryn Kinnane dives into not only the differences between hybrid and traditional but also why it's so important for your clients to make the coverage a priority.

For many advisors, they stay away from term insurance because they feel it isn't a profitable way to do a business. At TBA, we know how to change this for our advisors. In less than 5 minutes, John Felton provides several ways to put more money in your pocket while securing better term coverage for your clients.

Lincoln Financial Group's Michael Deaton sat down with TBA's Morgan Mynatt to discuss business & life insurance in the COVID-19 world. There's lots of information covered in this episode:

• Current State of the Market
• Trends in Product Types
• Missed Opportunities by Advisors

As we enter into the final quarter of what might be the most strange year for the insurance business, Morgan Mynatt gives you three things to focus on in the final quarter to finish 2020 strong. 

Everyone is probably tired of hearing the phrase "unprecedented times," but unfortunately it's the reality we are in. It's also no secret the impact it is having across all industries. TBA's Morgan Mynatt enlisted Advantus Marketing's Tiffany Markarian to help us reevaluate how we are approaching clients right now & 3 things they want to hear from you.

Kevin Cox, a regional advisor for Lincoln Financial, joined our own Zach Gosselin to discuss the state of the current market and some advanced market opportunities that may prove beneficial in the current financial climate for your clients. Tune in to learn more!

Zach Gosselin, Vice President of Sales for TBA, sat down with Kasey Gammons & Randi Benash of LifeTrends to give you an overview of what bridge products are (hint: they aren't a product at all), why they are a valuable option for your client and some of the current industry changes. 

TBA's in-house disability income specialist, Kathryn Kinnane, sat down with Eugene Cohen of the Cohen Agency for a special presentation on Disability Income for Disability Insurance Awareness Month. 

Cohen discusses why DI is so vital, why it's important to revisit past or current coverage with clients, and scenarios in which it makes sense.

Michele Leeming, Agency Support with LIBRA Insurance Partners, joins Morgan Mynatt, Marketing Manager for TBA, to talk about how advisors can start phasing back into growing their business as the "Safer at Home" orders are being lifted. There's a lot to unpack in this episode, but here are the highlights:

• What should be your first focus?
• What are the two tools you should be taking advantage of?
• How has this impacted the industry now and in the future?
• What is the best way to approach marketing moving forward?

In our first 2020 episode about Vive with primary owner Jason Lea, we touched on Vive scores quickly. In this episode, TBA's Morgan Mynatt dives a little deeper into what the Vive score actually is, where the numbers come from and how it helps you and your client make the best choice for them now and in the future.