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0:19:20

Top of the Table via disability insurance

David C. Blake 0.0

Did you know that individual long-term disability insurance contracts can be offered as a supplemental employee benefit for highly compensated professionals with permanently discounted rates and on a "guaranteed issue" basis? Through this type of voluntary offering an employer can create the opportunity for its highly compensated employees to protect uninsured income sources, replace qualified retirement plan contributions and do so without having to satisfy any medical underwriting requirements. This type of sales approach has enabled Blake to place hundreds of individual disability policies every year and create localized client/prospect nests for cross-selling opportunities. Learn how offering this coverage can enhance an employer's LTD benefit, how to enlist the aid of existing executive/professional clients to start this dialogue with their employers, and how web-based enrollment platforms created by a number of U.S. based insurance carriers can allow you to effectively approach large populations of highly compensated prospects.

0:19:14

Financial oxygen

Alphonso B. Franco, RHU, RCIS, and Godfrey Phillips, FChFP, J.P. 0.0

Both critical illness insurance and life insurance are financial oxygen that protect us. The only question generally is how much financial oxygen we need to protect ourselves, our families and our business.

0:11:57

Approaches to long-term care

Timothy Clairmont 5.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

I failed to sell my client the life insurance he needed

Israel Peleg 0.0

True story of an advisor who failed with the husband, but made sure it didn't happen with the wife.

0:14:29

Critical illness — line of credit

Godfrey Phillips, FChFP, JP 0.0

Learn strategies for selling critical illness insurance. Phillips offers his favorite techniques to demonstrate the need for this product. Presented at the 2016 Annual Meeting.

0:01:38

Advising clients: Earn referrals when you earn trust

Jerry Yeo 5.0

When you offer clients options for how to reach their goals, they become receptive to your advice and you gain their trust. In turn, clients will refer you to others.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

0:14:46

Choosing vs. buying

Sofia Zervoudaki 0.0

Buying any kind of not-obligatory insurance is all about making a choice: to take action or to stand still, to talk about difficult issues or to take care of the easy ones, to use the funds for the "what ifs" or for the "now and heres." Zervoudaki discusses how to accomplish the task of making a client's choices — and their effects — entirely clear because, no matter what, there is always the opportunity cost, and that is specific and measurable. Learn how to prevent the client from choosing nothing over something because they can't see the best alternative.

Great conversations about critical illness insurance

Darren W. Ulmer, CFP, CHS 0.0

Gain a new perspective on the benefits of critical illness insurance through the experiences of Ulmer, a cancer survivor, and his 8-year-old daughter, Hanna. Ulmer stresses the importance of living benefits coverage and addresses how critical illness impacts not only the patient but the entire family. In addition to telling his own story through a letter written by his daughter, he recommends a variety of conversations to have with clients about critical illness insurance and how it helped his family focus on recovery rather than financial concerns.

0:21:44

10-minute lesson on selling whole life insurance

Stephen N. Mathieu, ChFC, CLU 0.0

Mathieu shows insurance producers how to present and sell whole life insurance in a simple, understandable way. Gain new clients with the best financial tool ever invented — a product whose time is now!

0:20:32

Legacy building

Frederick T. Scruggs, CLU, ChFC 0.0

Put yourself in the quarterback role for your clients' business planning process. Scruggs explains the advisor's long-term role in leading, managing, and organizing business success(ion) planning for private and family businesses. The advisor is best suited to manage this process — not the lawyer or banker, and certainly not the business owner. Your experience, current relationships, and access to resources make you the ideal choice for this role that could last for decades. Presented at the 2016 Annual Meeting.

0:11:15

Keep it simple

George B. Sigurdson, BA, CLU 5.0

George Sigurdson shares how his critical illness payout saved his business while he underwent cancer treatment.

0:07:20

生命保険がつくる「資産」 “喜ばれると嬉しい”人間だけが持つ本能を力に

金子寛紀様 (Mr. Hiroki Kaneko) 0.0

「喜ばれると嬉しい」―これは人にしかない本能の一つだと金子氏は説明する。同氏は、生きていくためにお金が大事であることはもちろんだが、人に喜ばれることをして自分も幸せになり、人という資産を築いていけたらと、展望する。

0:09:31

A lifetime of effort

Russell Collins, Dip LI 0.0

What would your clients lose in the event of a death or disability? Russell Collins encourages advisors to help clients see the "lifetime of effort" they stand to lose without proper planning. Presented at the 2016 Annual Meeting.

When the facts aren't correct

Mitsuhiro Kondo 0.0

I wish I'd really understood my client's financial situation.

0:07:44

종신보험을 통한 상속재원의 마련 및 연금 전환을 통한 노후 준비

박준희 (Joon-Hee, Park) 0.0

종신보험은 선택이 아닌 필수다. 손해보험과 연금상품으로 부족함을 메우지만 재정 컨설팅의 기본은 종신보험이라고 말하는 KMI에셋 박준희 대표의 종신보험 세일즈 노하우를 알아본다.