TBA's Life Insurance Link Up
85 episodes - English - Latest episode: 6 days ago - ★★★★★ - 3 ratingsLife 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/
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Episodes
Having an Effective Conversation about LTC
April 17, 2024 12:42 - 18 minutes - 21.7 MBThe 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: Client objections and how to overcome them How to start the LTC conversation Com...
DI Solutions: Medical Professionals
March 28, 2024 13:58 - 8 minutes - 9.27 MBDisability 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 [email protected] or...
Business Solutions: Guaranteed Issue Term for Groups
March 20, 2024 11:48 - 10 minutes - 12.3 MBWhen 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...
Underwriting Dilemma: Heart Issues
February 20, 2024 13:39 - 4 minutes - 4.48 MBOur 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.
3 New Trends in Life Insurance
January 30, 2024 13:15 - 7 minutes - 7.94 MBA 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 [email protected]
Charitable Giving with Life Insurance
December 28, 2023 15:54 - 7 minutes - 8.21 MB'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.
What is TBA Awareness Month?
December 01, 2023 13:30 - 7 minutes - 8.06 MBEvery 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 [email protected].
Underwriting Dilemma: Diabetes
November 14, 2023 13:18 - 4 minutes - 4.66 MBOver 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 [email protected] or 865-588-9555 for a life insurance quote. Also, access the diabetes underwriting questi...
Long-Term Care 101
November 01, 2023 12:15 - 28 minutes - 32 MBLong-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 l...
Estate Planning: Who It's For & How to Offer It
October 31, 2023 19:09 - 8 minutes - 9.87 MBWith 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 ...
Funding Retirement with Life Insurance
October 26, 2023 12:48 - 7 minutes - 8.1 MBMany 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 Current State of Life Insurance
September 28, 2023 11:00 - 10 minutes - 11.9 MBThe 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 ...
Term Conversions 101
September 14, 2023 11:00 - 8 minutes - 9.38 MBTerm 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: Do you have to be the original writing advisor on a policy to convert it? What is the easiest way to determine if a policy is or should be converted? Next steps when a policy is deemed convertible Can you earn commissions on conversion?
Policy Review Refresher
August 29, 2023 11:32 - 9 minutes - 10.1 MBYou'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/
3 Ways to Serve the Emotional Needs of Clients
August 15, 2023 11:07 - 23 minutes - 26.8 MBWhen 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...
Business Owner Solutions: 5 Questions You Should Be Asking
July 31, 2023 18:10 - 6 minutes - 7.75 MBWe 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,...
How to Get Better Impaired Risk Offers
July 14, 2023 18:31 - 21 minutes - 22.9 MBJohn 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 in...
The Basics of Life Settlements
June 22, 2023 11:00 - 14 minutes - 16.3 MBIn 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.
Business Owner Solutions: Buy-Sell vs Key Person
June 13, 2023 15:32 - 6 minutes - 7.64 MBIt'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.
Life Insurance Solutions in a Bear Market
May 18, 2023 12:46 - 9 minutes - 12 MBSteven 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
3 Unexpected Life Insurance Target Markets
May 03, 2023 16:15 - 5 minutes - 6.14 MBThe 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
Top 4 Market Trends in Life Insurance
April 14, 2023 18:33 - 7 minutes - 8.52 MBWhat 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 e...
The Living Benefit Buy-Sell
March 30, 2023 15:25 - 8 minutes - 10.8 MBWhat 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 m...
Opportunities with Mirrored Loans
March 24, 2023 15:29 - 9 minutes - 10 MBWhen 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 loa...
Help Clients Avoid the Top 5 Financial Regrets
February 28, 2023 21:00 - 6 minutes - 6.88 MBWhat 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
Underwriting Dilemma: Cancer
February 02, 2023 15:55 - 4 minutes - 4.65 MBCancer 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/im...
3 Risks of Self-Funding Long-Term Care
January 17, 2023 12:00 - 6 minutes - 6.8 MBWhen 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 ...
Don't Make the #1 Marketing Mistake
January 05, 2023 15:11 - 4 minutes - 4.94 MBWhat 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 protected].
Why Hybrid LTC & When to Talk About It
November 09, 2022 16:02 - 8 minutes - 9.09 MBNovember 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 [email protected] or call her at 865-282-4920.
Tricks of the [Life Insurance] Trade
October 27, 2022 19:09 - 6 minutes - 7.13 MBIn 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.
Playbook Preview: Empty Nesters
October 07, 2022 11:00 - 7 minutes - 9.02 MBIn 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
Easy Ways to Market Life Insurance Year Round
September 28, 2022 12:46 - 8 minutes - 8.98 MBMichele 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
Case Studies: Recent Solution Success Stories
September 06, 2022 17:41 - 7 minutes - 8.18 MBZach 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/
3 Fastest Ways to Write Term Business
August 12, 2022 18:13 - 6 minutes - 6.95 MBThe 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 [email protected] or call 865-588-9555.
Policy Review: Missed Opportunities
July 29, 2022 14:56 - 7 minutes - 7.85 MBYou'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/
New Opportunities with Mirrored Loans
July 19, 2022 14:04 - 9 minutes - 9.85 MBWhen 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...
Impaired Risk: How to get the best offer for your clients
June 28, 2022 13:37 - 21 minutes - 22.9 MBJohn 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 in...
5 Tips to Grow Your Insurance Business
May 17, 2022 12:08 - 8 minutes - 9.42 MBAs 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/
DI 101: The Basics of Disability Insurance
May 05, 2022 13:10 - 7 minutes - 8.03 MBMay 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/
SalesLink: The Advisor Experience
April 26, 2022 13:05 - 9 minutes - 11 MBWhat 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.
Playbook Preview: Doctors & Medical Professionals
April 19, 2022 13:33 - 9 minutes - 9.87 MBIn 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
New Opportunities with your Inforce Life Insurance Business
March 22, 2022 04:07 - 13 minutes - 14.9 MBIn 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 softwa...
Underwriting Dilemma: Marijuana Users & Life Insurance
March 15, 2022 12:48 - 7 minutes - 8.43 MBAs 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 scen...
What they don't tell you about Accelerated Underwriting
February 24, 2022 18:36 - 9 minutes - 11.1 MBIn theory, accelerated underwriting (AU) sounds like a win-win for everyone involved, but what are they not telling you? TBA's Kathryn Kinnane and John Felton sat down with your host, Morgan, to discuss if the pros actually outweigh the cons when it comes to AU opportunities. For more information, visit TBA.com/podcast
Life Insurance Solutions for Business Owners
February 10, 2022 21:28 - 9 minutes - 10.2 MBZach Gosselin, Vice President, and Morgan sit down to discuss the solutions that exist for business owner clients, what questions you should be asking as an advisor, and the resources available to make sure you're providing the best solutions for your clients. This episode is a look inside The Advisor's Life Insurance Playbook, and what type of information and resources will be included. Download your copy here: https://www.tba.com/playbook/ All resources mentioned in this episode can be fou...
LIVE on VIVE: The Cincinnati Life Insurance Company
January 28, 2022 13:33 - 7 minutes - 7.9 MBDid 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
3 Resolutions Advisors Should Have in 2022
January 21, 2022 18:02 - 6 minutes - 6.99 MBIn 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
Bloopers: Season 3
December 28, 2021 14:27 - 2 minutes - 2.74 MBHere 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.
5 Minute Fix: How do I know which Hybrid LTC Product is best?
November 19, 2021 18:28 - 2 minutes - 3.25 MBOur 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
Life Insurance Client Solutions: Business Owners
November 02, 2021 16:45 - 7 minutes - 8.42 MBJohn 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: ...