TBA's Life Insurance Link Up
Life Insurance Link Up is a bi-monthly podcast focused on helping grow advisor's insurance business by providing insight and advice on marketing and selling life insurance. The Life Insurance Link Up podcast is brought to you by TBA (Tennessee Brokerage Agency), who has been in the life insurance business since 1959. This is a podcast for advisors by advisors. For more information on TBA: https://www.tba.com/ For quick and easy access to sales tools: https://www.tba.com/sales-tools/
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 firstname.lastname@example.org.
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 email@example.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 firstname.lastname@example.org 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:
- 1 Page App
For more information on these processes and products, email email@example.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 firstname.lastname@example.org.
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/
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 - email@example.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:
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:
- 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:
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 firstname.lastname@example.org.
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 email@example.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.
Not all products are created equal. TBA's John Felton, President, and Zach Gosselin, Vice President of Sales, sit down to discuss how to capitalize on previous term business by utilizing conversions. A conversion can be written on a policy that wasn't even written through your office or TBA's. Listen in to hear how to maximize this opportunity!
Contact TBA for the Client Pre-Approach Letter:
Morgan Mynatt, marketing manager for TBA, talks about just how fast it is to write term through Vive, and the success that advisors have seen from using it. Want to test it out for yourself? Get started here: www.tba.com/vive.
If you haven't heard of Vive yet, allow us to introduce it to you with Vive's own majority leader Jason Lea. TBA's Morgan Mynatt and Jason sat down to discuss all the ways that this new technology is beneficial to advisors and their clients.
It is revolutionizing term business is allowing you to provide it to your clients in a fast, easy and profitable way for you as well.
To access Vive and see just how easy it is to add to your portfolio for clients visit TBA.com/Vive.
2019 is quickly coming to a close, and we want to make sure that you start off 2020 on the right foot! The average life insurance policy takes 74 days from start to finish. It is no wonder that financial advisors avoid it. TBA has discovered a way to make life easier and more efficient using technological advances, personalized support & focused expertise. In this week's episode, John Felton discusses some of the different resources and tools made available exclusively to TBA's advisors to make them more successful:
- Marketing Assistance
- TBA Mobile App
- Policy Review
- 1 Page App
If you tuned in to our last episode, you heard John Felton and Zach Gosselin touch on the changes in the LTC market and specifically the emergence of LTC hybrid products as traditional LTC products became scarcer.
This week, Felton, President of TBA, sat down with David Smitherman, Business Development Vice President for Nationwide, to delve deeper into some of the nuances of the hybrid LTC market and when certain products make the most sense for your clients' situations.
In this episode of Life Insurance Link Up, John Felton and Zach Gosselin join us again to discuss Long-Term Care (LTC), how the market has changed and what solutions benefit your clients the most. There have been many changes in the LTC market over the years, namely that just standard LTC coverage is essentially obsolete. Zach and John touch on how LTC is still a need for your clients, but that the product offerings now are actually better and provide more benefits to your clients overall.
This episode we are diving into the focus of September - Life Insurance Awareness Month (LIAM). Morgan Mynatt, our marketing manager, talks about some of the statistics surrounding leads and life insurance and the best ways to market life insurance to your book of business.
For all things LIAM: https://lifehappens.org/
For more info on TBA: https://www.tba.com/about/our-story/
For marketing packages: https://www.tba.com/marketing-packages/
John Felton, President of TBA, and Zach Gosselin, Vice President of Sales, sit down and discuss Policy Review and what that means for your book of business. TBA teaches you how to find opportunities with existing clients and also how to approach a client for this type of analysis. Adding this simple solution to your approach with new and existing clients can not only have a positive impact for them long term but can also have a positive effect on your profitability.
Click here for the Policy Review kit mentioned in the episode.
Click here to reach out to TBA directly with any questions.
This is the first episode of the Life Insurance Link Up podcast brought to you by TBA. TBA has been in the life insurance business since 1959, and this bi-monthly podcast will cover important information on how to grow your insurance business, as well as quick and easy marketing tools you can implement to make you more effective.