sales ideas

August 21, 2023HST

Life Insurance Riders for the Living

In this informative webinar, we will delve into the versatility of life insurance riders, showcasing how they offer added coverage within a single policy. We’ll explore the benefits and important factors to consider when utilizing riders such as Long-Term Care, Chronic Illness, Critical Illness, and more. Join us to discover the extensive range of living benefits that can greatly benefit your clients.

Who Should Attend:

Insurance advisors aiming to enhance their sales skills by leveraging versatile life insurance riders.
Professionals seeking to strengthen client relationships by offering comprehensive and personalized solutions.
Anyone interested in staying informed about the latest industry updates and trends in life insurance riders and living benefits.

View the Webinar

Accompanying Materials

Speaker: Michael Sato, CLTC®, LUTCF®, FSS

With a proven track record in the industry and a wealth of knowledge in life insurance sales, Michael Sato is an esteemed expert who understands the nuances of the market. His guidance will equip you with the tools needed to stay ahead of the competition and secure long-term success for yourself and your clients.

July 21, 2023HST

Valuable 1035 Exchange Sales Ideas

Join us for an informative and professional online event as we explore powerful 1035 exchange concepts that can supercharge your sales and benefit your clients simultaneously. Our esteemed speaker, Michael Sato, CLTC®, LUTCF®, FSS, Brokerage Manager, will share his extensive expertise and guide you through a range of valuable strategies.

Who Should Attend:

Insurance advisors looking to enhance their sales skills through 1035 exchange strategies.
Professionals seeking to maximize their client relationships and provide tailored solutions.
Anyone interested in staying informed about the latest industry updates and trends in 1035 exchange sales.

View the 1035 Exchange Webinar & Materials

Speaker: Michael Sato, CLTC®, LUTCF®, FSS

With a proven track record in the industry and a wealth of knowledge in 1035 exchange sales, Michael Sato is an esteemed expert who understands the nuances of the market. His guidance will equip you with the tools needed to stay ahead of the competition and secure long-term success for yourself and your clients.

Webinar Overview:

Three sales ideas were presented during the meeting:

Repositioning a failing Universal Life (UL) policy with cash value into a cash value or annuity policy, allowing the client to receive tax-free withdrawals.
Moving cash value from one life insurance policy to an asset-based hybrid long-term care (LTC) policy, offering tax-free withdrawals for long-term care needs.
Utilizing a qualified long-term care annuity to make tax-free withdrawals for long-term care expenses instead of using taxable annuity withdrawals.

The meeting emphasized the importance of understanding the client’s situation and finding opportunities to leverage existing policies for their benefit. It was also highlighted that certain hybrid products like Annuity Care Two might offer tax-free withdrawals for long-term care.

May 1, 2023HST

Life Insurance in Retirement Planning (LIRP)

A study released by the American Institute of CPAs (AICPA), reported that 57% of financial planners said that running out of money was the top retirement concern for their clients. Social Security and 401(k)s or IRAs may not provide enough income for clients’ retirement goals. Life insurance can be used as a tool to supplement retirement income. Explore our campaign ideas, packaged marketing resources and more!

Campaign Ideas:

Offer A Retirement Checkup.
One of the biggest risks to a comfortable retirement is running out of money too soon. Use an industry calculator to help uncover a client’s projected shortfall at retirement. Then, fill the gap with permanent life insurance.
Target High-Income and High-Net-Worth Individuals.
Affluent clients often “max out” their 401(k)s or other employer-sponsored retirement savings plans, but the contributions are limited and may not meet their future retirement needs. IRAs and Roth IRAs both offer additional savings opportunities, but a client must fall within income limitations to use them. This is where a Life Insurance in Retirement Planning strategy can serve as a solution.
Tax Diversification.
Does your client’s current retirement plan consider future tax exposure? Provide a tax-advantaged option for clients through cash value life insurance.
Retirement Backstop.
Your clients are saving for retirement, but they are unsure if their current accounts will last through life expectancy. A cash value life insurance policy can provide a “backstop” against unplanned retirement risks (sequence of return risk, withdrawal rate risk, inflation, taxes, longevity, and long-term care events).

Marketing Materials

March 15, 2023HST

Policy Review

A Policy Review is designed to help you develop conversations with clients and evaluate the performance of their existing insurance coverage to see if it still meets their needs. Purchasing life insurance isn’t a “set it and forget it” transaction. There are many factors that may impact a client’s policy. As life changes, needs change too. Explore our campaign ideas, packaged marketing resources and more!

Campaign Ideas:

Lifestyle Changes.
Did your client just get married? Divorced? Purchase a home? Have a child? There could be a gap in the amount of coverage your clients need.
Business Related.
Did your client switch careers? Is there a new business venture or possibly a business ownership change? Make sure your client is protected with the right coverage.
Changes In Health.
Your client (or their spouse) may now have a positive development in their health. Perhaps they’re thinking about long-term care benefits as they age. Maybe they have Term policies approaching conversion date expiration. Highlight how additional coverage and/or policy changes would adapt to current circumstances.

Legislative and Industry Specific Factors.
Changes in tax law occur. New and innovative products become available in the life insurance marketplace. Policy performance shifts due to market volatility or interest rates. These are all important reasons to conduct policy reviews.

Marketing Materials

January 31, 2023HST

Washington State Long-Term Care Trust Act: What You Need to Know

The passage of the Long-Term Care Trust Act (HB1087), which becomes effective on January 1, 2022, makes Washington State the first state in the nation to create a publicly funded insurance program for workers. The program will be funded by employees, who will pay taxes through payroll deductions, similar to the Family Leave and Medical Leave plans that were enacted in 2018.

Updated on 1/31/2023

Marketing Materials

January 16, 2023HST

Planning Opportunities in the New Year

Although it’s too early to know exactly what tax laws will look like this year, clients should still take some specific steps to prepare. It’s important to have a plan – whether it be for untimely death, disability or long-term care needs. There are a variety of planning opportunities to discuss with your clients in the new year. Explore our campaign ideas, packaged marketing resources and more!

Campaign Ideas:

Hit the Ground Running with Policy Reviews.
Many clients make new year’s resolutions that involve their finances. Offer to conduct thorough reviews of their life insurance and long-term care policies. Changes in tax law may occur. Policy performance shifts due to market volatility or interest rates. Give clients peace of mind by making sure they have the correct protection in place.
Go Through an Estate Planning Checklist.
Remind clients that even if they think they have a modest estate, it’s still important to plan. Plus, the estate tax exemption may be reduced, which could lead to an increase in estate tax. Having a plan in place also allows clients’ wishes to be honored and lessens legal difficulties. If they haven’t done so, they should engage with an estate-planning attorney as soon as possible to draft trusts and other necessary documents.
Asset Maximization.
Reposition assets that are not needed during a client’s lifetime as premiums for life insurance. This strategy can allow clients to leave more wealth to heirs and could also protect against the financial impact of a long-term care event should you add an optional LTC Rider to the policy.
Talk to High-Income Earners.
Changes in tax law occur. New and innovative products become available in the life insurance marketplace. Policy performance shifts due to market volatility or interest rates. These are all important reasons to conduct policy reviews.

Marketing Materials

November 7, 2022HST

Long-Term Care Awareness Month

Long-Term Care Awareness Month allows us to spread the word about the importance of planning for Long-Term Care. The pandemic has certainly reinforced the need for Long-Term Care coverage, especially as it relates to at-home services. Offer clients the benefit of life insurance with the added bonus of LTC. Explore our campaign ideas, packaged marketing resources and more!

Campaign Ideas:

Go Through Your Existing Book of Business.
Most consumers don’t think about purchasing LTC until later in life as they near retirement. This puts the ideal client in their early 50s to mid-60s. Go through your current book of business and identify gaps in coverage — no record of life insurance and/or no record of long-term care, for instance.
Review Standalone LTC Policies to Find Life Insurance Opportunities.
Agree to policy reviews on standalone LTC contracts. This can help you develop conversations with your clients and evaluate the performance of their existing coverage to see if it still meets their needs. If not, you may find a life insurance with a Long-Term Care rider opportunity!
Market Risk Provides the Right Time to Ask Clients About Their Long-Term Care Plans.
Highlight the importance of having insurance to protect against a long-term care event. Clients may now understand the value of protecting their portfolio that’s already impacted by market volatility. Paying out of pocket can further devastate a financial plan.
Talk to Female Clients.
Women have a longer life expectancy than men, outliving men by about five years on average. Many of us will face a long-term care event at some point in our lives. This is especially true for women as they make up the majority of caregivers and recipients of long-term care.

Marketing Materials

October 25, 2022HST

Sales Ideas to End the Year

As the year nears its close, it’s not too late for your clients to take advantage of many planning opportunities before year-end. Make sure the wealth they have accumulated is protected and more efficient. There’s no better time for a comprehensive plan review.

Campaign Ideas:

Go Through an Estate Planning Checklist.
Remind clients that even if they think they have a modest estate, it’s still important to plan. Plus, the estate tax exemption may be reduced, which could lead to an increase in estate tax. Having a plan in place also allows clients’ wishes to be honored and lessens legal difficulties. If they haven’t done so, they should engage with an estate-planning attorney as soon as possible to draft trusts and other necessary documents.
Talk to High-Income Earners.
Given the administration’s tax proposals, high-income earners (especially those earning more than $400K a year) may find the income tax benefits of life insurance more appealing than ever. Show them how life insurance can offer cash accumulation potential to generate income-tax-free supplemental income in the future.
Conduct Policy Reviews.
Changes in tax law occur. New and innovative products become available in the life insurance marketplace. Policy performance shifts due to market volatility or interest rates. These are all important reasons to conduct policy reviews.
Generate New Leads.
Host a client appreciation event that appeals to a wide range of interests, such as a charity tournament or family outing.