AE
SE PTE MBE R
2014
Building Good Will and Good Business by Giving Back p. 4
Mastering the Personal Introduction: The Key to Affluent Referrals p. 18
The $14 Trillion Demographic You May be Missing p. 24
MASTERS OF IMAGINATION
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
01
IN THIS ISSUE
From the Founders
Page 2
From the Field
Page 4
AE Coach
12
Page 8
Unlock the Power of
Your Personal Story
BO EASON
Page 12
Global Financial Private Capital
Page 14
Imagine More
Page 18
AE Life
Page 22
18
Spark Your Imagination
Page 24
Taxes, Tips and Technicalities
MATT OECHSLI
Page 30
AE Creative
Page 34
Masters of Imagination
Page 36
36
Compliance Corner
Page 40
KIRK CASSIDY AND PAUL METLER
The information and opinions of any third parties included in
this publication have been obtained from sources believed to be
reliable, but cannot be guaranteed by Advisors Excel. It is being
provided for information purposes only.
For financial professional use only, not for use with the general public or in a sales situation.
02
A E I N S I D E R
Have a photo you want to share?
Thoughts and suggestions for how to
make AE Insider better? Send them all to
us at [email protected].
We can’t wait to hear from you!
1
After Isaiah 53:5 and one of his
associate advisors visited
AE headquarters for a video shoot,
AE marketer Josh Gentry and his wife,
Whitney, treated them to a Kansas City
Royals baseball game. The Royals
beat the New York Yankees, 12-1.
2
During the train ride from Florence
to Venice on the AE Elite trip,
AE producers Joel Johnson and
Geaux Tigers made the most out of
their down time by discussing Johnson’s
Rainmaker Evolution Small Groups.
1
2
3
3
AE marketers Jake Klima and
Mark Bigler joined AE producer
SEPS and his colleagues for a great day
of striped bass fishing on Lake Texoma.
4
Not to miss out on the perfect
fishing weather, AE producer
2 Commas and AE marketer Jason
Lueger hauled in their share from
Lake Charles.
4
5
This is what happens when you lose
a bet with AE marketer and proud
University of Kansas fan Matt Neuman.
When Iowa State lost to the
KU Jayhawks in basketball last March,
AE producer and Iowa State alumnus
tbone had to wear KU-themed footie
pajamas at his office all day.
5
financial
For financial professional useFor
only,
not forprofessional
use with use only, not for use with the general public or in a sales situation.
the general public or in a sales situation.
A E I N S I D E R
01
FROM THE FOUNDERS
CO DY FOST ER
DAV I D C AL L AN AN
LOOK
LOOK AHEAD
TO SHAPE TODAY
Recently, we took the time with our Leadership team to think about
what we want Advisors Excel to be 10 years from now. This wasn’t a
10-year strategic planning session. Rather, it was more thinking about
what we want to be known for in 10 years.
process also made us realize that the world will most likely be very
different 10 years from now, and we have to continue to adapt to be in
a good position as a company.
What changes do we see coming that we need to plan for? How do
we add more value to the communities we serve (you, our producers,
being the primary community we serve) so that when we look back in
10 years, we can say we made a major impact on those communities?
Taking some time to cast a vision for what you want to be is valuable,
but when it comes to doing things, 10 years is way too long. Heck, we’re
lucky if we have a one-year strategic plan, and I would argue that in the
fast-changing times we live in, that’s a good thing. However, if we know
what we want to become, we can use that as a filter to make decisions today.
It was a fun process, not only to realize how far we’ve come, but how
much opportunity still exists out there and how far we have to go. The
The main reason I share this is because I think it’s important for you to do
the same. Where do you want to be in 10 years? What do you have to do to
For financial professional use only, not for use with the general public or in a sales situation.
02
A E I N S I D E R
the current compensation models in this industry. While I won’t
spend time discussing which models may be better — frankly, I
think they are all virtually the same — I will say that many of you
today have a model that relies heavily on up-front commissions.
What would happen if that went away tomorrow? Could your
business survive? If not, I would start taking steps today to
fix that. Many of you are utilizing fee-based managed money
platforms. Can you replicate that type of compensation structure
with your insurance and annuity business, possibly through trail
commissions or other deferred compensation options? How
would your business look in the future if you had a large, recurring
revenue stream that you could rely on?
D ER E K T H O M PS O N
K AHEAD
2.What if the way that you acquire new clients
changed dramatically?
Most of you are great at marketing your business, but are the
strategies you are using today going to work in the future? How
can you continue to build a relationship-based practice that relies
on referrals and introductions? What can you do to enhance
the experience for your clients? How can you contribute in your
community in a meaningful way that makes you attractive to
potential clients?
These types of questions are very similar to the questions we ask about
Advisors Excel, and I think they are worth consideration by each and
every one of you for your businesses. I also think it’s important that you
know we are trying to think strategically, not just about our business, but
how our business can support you better if changes take place. There are
some exciting things we are working on that we think will add even more
value to your practice.
get there? What will change in the industry that you need to prepare for today?
When you paint a picture of what your business (and life) will look like in 10
years, you can use that vision to make decisions today.
Our goal, when we look back 10 years from now, is that we’ve made a
lasting impact in your life. Thank you for giving us that opportunity!
Let me share a couple questions that I think are worth considering if you
go through this process. I’m not sharing these to scare you, but I do think
these are important things you should be considering.
1.What if the compensation model
changed dramatically?
I’m not sure exactly what the impact will be, but the recent
Department of Labor proposal, along with other forces, could alter
Cody Foster
Co-Founder, Advisors Excel
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
03
FROM THE FIELD
FEELING S.H.M.I.L.Y.
How the devastating loss of their father
shaped three sisters’ need to give back
S.H.M.I.L.Y.
G I F T S F R O M A B O V E
For financial professional use only, not for use with the general public or in a sales situation.
04
A E I N S I D E R
In 2001, QUEEN B and her two sisters were attending Baylor
University when their father suffered a fatal heart attack. He
had been a successful life insurance salesman, and yet
never bought a policy for himself.
“The idea behind it is, ‘Look, our family did bad planning and we
got in this situation. Don’t let your family also be
a victim of that,’ ” QUEEN B said.
A delicate balance
The family was emotionally and financially
devastated. The sisters were left with more
than $500,000 in student loans and other debts
as they finished college and began their careers.
The idea for S.H.M.I.L.Y. Gifts From Above was
born after QUEEN B attended the 2014
World Series of Sales in Washington,
D.C., where advisors shared
stories about their charity work.
“At the time we felt like nobody else could ever have had this
happen to them,” said QUEEN B. “We just felt very isolated.”
The three sisters never forgot the heartbreaking experience of losing
a parent while in college. Today, as successful businesswomen, they
have founded a charity to help students facing similar hardships.
S.H.M.I.L.Y. (See How Much I Love You) Gifts From Above is a
nonprofit organization that provides financial assistance as well as
emotional support to students who lose a parent while enrolled in
higher education, such as college, culinary school or trade school.
The sisters have plans to expand the charity to include high school
students who have lost a parent and will pursue higher education.
In December, the sisters
held their first fundraising
dinner for S.H.M.I.L.Y. Gifts
From Above in partnership with
QUEEN B’s financial advising
firm. The evening included a silent
auction and a four-course meal served
by the late Walter Scheib, a former White
House chef and culinary expert whose enticing
presentation was the highlight of the night, QUEEN B said.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
05
The event was a huge success, netting $10,000. The money raised has already been gifted to two young
adults, one of whom is a late client’s child. The other recipient is a young woman QUEEN B used to
babysit whose mother died of brain cancer.
All S.H.M.I.L.Y. Gifts From Above recipients are allowed to use the scholarship money as they see fit with
one condition: They must also attend Dave Ramsey’s Financial Peace University at no charge to them.
QUEEN B said it was a delicate balance to ask for donations at the event, while also highlighting the
firm’s financial services. She wanted to raise awareness of the importance of planning for the future, saying,
“This could be your story. Your kids could be standing up here, and what are you doing financially?”
The event created a buzz in the community that only a nonprofit organization could.
“
We got an audience of people in front of us that radio
wouldn’t have pulled, dinner seminars wouldn’t pull,”
QUEEN B said. “It got people talking and interested
in doing insurance and investment planning
with us that probably never would have.
”
She received free ads from the local newspaper in exchange for the cost of a sponsorship table, and she
was invited to speak on local news stations to spread awareness for the event and its message.
But as she prepares for the charity’s next fundraiser, QUEEN B said she would do a few things differently.
For example, the postcard mailer used to promote the event was a flop, and she ended up going door to door
to sell tickets. On the other hand, the charity didn’t have any trouble selling tables to corporate sponsors.
QUEEN B said the process has been a learning curve. She describes running the charity like running
another business — for free — on top of running her financial advisory firm. But it’s all worth it, and she
encourages others to find something they’re passionate about and give back.
“In hindsight, if I could redo this, I would probably go become active with another charity to just see the
business side of things,” QUEEN B said.
See How Much I Love
For financial professional use only, not for use with the general public or in a sales situation.
06
A E I N S I D E R
Why S.H.M.I.L.Y.?
The charity’s name was inspired by the sisters’ hometown minister in New Braunfels, Texas. Pastor Ray Sill, of
Oakwood Baptist Church, preached the importance of the little things in life you can do for one another to
provide love, guidance and support.
One Sunday, when the sisters were still in high school, Pastor Sill told the story of a couple who, instead of
saying “I love you,” would say “S.H.M.I.L.Y.” They’d write the word in the dirt of the other’s car window or leave
notes in each other’s lunch boxes. They went out of their way to show love instead of just saying it.
“Their whole idea behind it was, in relationships, you have to go above and beyond to fortify the relationship,”
QUEEN B said. “It means more to you that a person is thinking about you than just to say, ‘I love you.’ ”
And that is exactly what S.H.M.I.L.Y. Gifts From Above strives to become: A continuous support system for
its recipients.
While the charity does award a substantial monetary gift or scholarship to recipients, the sisters see to it that
support goes beyond that. Sometimes that means the nonprofit organization sends a surprise gift basket of
cookies to a dorm room, or a handwritten note.
“It’s not just about the money,” QUEEN B said. “Hopefully we can build up a network of people that is a
support system.”
You
Please note that any event invitation where your practice or firm may be promoted must clearly indicate that you assist
consumers in the creation of retirement strategies utilizing insurance and, if appropriately registered, investment products.
Federal law, state law and/or insurance carriers may prohibit or place limitations on marketing activities. All producers
and investment advisors should be aware of any applicable limitations regarding the use of inducements/rebates in the
sales process.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
07
AE COACH
THE TWO T’S
By Gina Rainey
Ultimately, how you spend your TIME determines your success.
How you build your TEAM determines your freedom.
For financial professional use only, not for use with the general public or in a sales situation.
08
A E I N S I D E R
TIME
The first of the two T’s is time. As prominent business
philosopher Jim Rohn once said, “Time is more valuable than
money. You can get more money, but you cannot get more time.”
This makes how you spend your time — both inside and outside
your practice — extremely important. Personal time outside of
the office has been a pressing topic lately, and I have the sneaking
suspicion that it’s plaguing more of you than I’d like to think.
Let’s talk about the baggage you cart home with you every night.
You tell your spouse all your problems, then either ignore the
advice your spouse gives, or tell your spouse his or her advice
is wrong. Stop the insanity! If you really want an opinion about
something in your business, call your VP of Marketing, your
coach or a colleague — but stop bringing your drama home!
The more bad stuff you bring home, the more stress you’re
inadvertently putting on your spouse and family. This ultimately takes
away from the precious time you have with them, so stop wasting it.
Whether you and your spouse work together or not, I promise
that one of you does not want to talk about business around the
clock, seven days a week. Most frustrated spouses will tell me
they really just want their “husband” or “wife” — not the business
owner — to spend time with them.
YOUR HOMEWORK THIS WEEK
Assignment #1: Go home and only talk about the positive
things that happened in your practice that day. For some of you,
this might be harder than you would think. If you both work in the
business, you both should commit to doing this.
Now, let’s talk about your professional time. How you choose to
spend every moment in the office directly impacts your results.
Rohn once said, “Success is neither magical nor mysterious. Success
is the natural consequence of consistently applying the basic
fundamentals.”
How you manage your time is one of those fundamentals. Of course,
the importance of time management isn’t earth-shattering news —
we’ve all heard this before. But why is it always easier said than done?
Discipline and commitment are perhaps the two biggest factors.
Assignment #2: Try designating
weekly set times to not talk, check or follow up
on anything related to business, like Sundays, for
example. Make the commitment and stick to it.
During one of the recent Rainmaker Small Group sessions, Joel
Johnson asked the room of financial professionals to identify items
they were committed to NOT doing when they returned to the
office — those tasks that may be necessary, but drain energy and
aren’t the most productive use of time. Instead, other members
of their teams could figure out how to get them done.
The important part of this exercise was putting a stake in the
ground and committing to never, ever, ever doing those few
things again.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
09
TIME
If you were to think about it right now, what are three things you do
that you should never do again? Don’t worry yet about who is going
to do them or if someone on your team can do them. Take all of that
off the table. Now, ask yourself again, what are three things you are
NEVER going to do again that will have a direct impact on your time?
After freeing up your time, get disciplined with it. Take a look at how
our top producers say they spend a majority of their time:
GENERALLY SPEAKING,
TOP PRODUCERS SPEND
80 PERCENT OF THEIR TIME è
80%
ON THESE ACTIVITIES:
•High-level marketing decisions/
lead generation/content creation
• Meeting with prospects or A+/A clients
• Speaking (seminars, etc.)
• Radio recording
•Case design
(only if you don’t have a team that can do this for you)
Is there really anything else you can think of that you should be
doing besides these revenue-generating activities that are most
important to the success of your business?
Assignment #3: Put a scratch pad by your
desk. Every time you’re doing something that isn’t on the
list above, write it down. At the end of the week, hand it
off to your team and tell them you need to figure out how
to get these items accomplished by someone else.
For financial professional use only, not for use with the general public or in a sales situation.
10
A E I N S I D E R
TEAM
Which brings us to the second
of the two T’s: Your team.
You may be thinking,
I am great at leading the charge, stating where we have to go as a
team and why it’s so important we get there.
“I CAN’T FREE UP MY TIME BECAUSE
MY TEAM ...
... ISN’T TRAINED”
... DOESN’T TAKE OWNERSHIP”
... IS OVERWHELMED”
... GETS CRABBY”
... ETC ...
Tell your team your vision over and over again, and explain to
them how their work impacts your clients. Motivate your team
with positive reinforcement instead of negative. If you’re falling
down as a leader, your team is falling down behind you. To quote
Rohn once more, “The challenge of leadership is to be strong,
but not rude; be kind, but not weak; be bold, but not a bully; be
thoughtful, but not lazy; be humble, but not timid; be proud, but
not arrogant; have humor, but without folly.”
IMAGINE
THE OPPORTUNITIES
JULY / AUGUST • 2015
s E x c el
AE INSIDER
v is o r
l pr
ncia
A E COACH
“ The Two T ’s”
ofe
Gina Rainey
ssi
lu
o na
on
ly.
I M AGI NE MORE
“ R e f e rra ls vs. In troduc tion s”
se
Listen to Gina Rainey
talk about the two T’s
on the enclosed
“Imagine the
Opportunities” CD!
F o r fi na
Recently, one of my team members sent me a text with an image
that said, “True leaders don’t create followers; they create more
great leaders,” followed by a message thanking me for being such
a great leader. In fairness, and to be completely transparent, my
team — and I — will tell you that I also carry some common
traits of being a team “manager.” But my team will also tell you
In closing, remember to do the simple things to ensure success
and freedom: spend your time filling your marketing funnel, be
prepared when meeting with prospects and clients and delegate
nearly everything else to a dedicated team.
015
Ad
As your business grows, stop thinking of individual team
members as a “receptionist” or a “paper-pusher for new business”
or an “appointment setter.” Every person on your team impacts
your clients, how you spend your time and how much freedom
you reap as a reward for your hard work.
No
t2
Think about it. If your team isn’t rallying behind you, or you
don’t trust them, or you need to hire additional help, or no one
is licensed to take trades when you’re out of town, how much
freedom do you truly have?
Once you become the leader you need to be, set expectations
for your team. If you are doing your part and one of your team
members isn’t, step up to the plate and make a transition. Being a
true leader means making some tough decisions. Not only is that
struggling team member impacting you negatively, but also the
other key employees you have. A failing team steals your success
and your freedom.
y ri
gh
You are the only person who can change it. You may become
successful, but you will never truly have freedom without a
solid team.
t to
be u
Matt Oechsli
sed
w i th t h
e general public or in
le s
a sa
C
op
HERE’S THE THING: YOUR TEAM IS YOUR CREATION.
si t u
a ti
o n.
©
Results from the use of these concepts may not be representative of the experience of all financial professionals
and are no guarantee of future success. Your results may vary.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
11
UNLOCK THE POWER OF YOUR PERSONAL STORY
CREATIVE OFFICE SPACE:
MY SECR ET
TO ME MOR I ZI NG SPEECH ES
By Bo Eason
Former NFL standout, acclaimed Broadway playwright and performer and international presence/story coach
When people come to see me in my office, they ask a lot of questions.
My office is a place where I want to be creative. I want you to think
about this for your own office. Even if you’re in a business setting, you
still have to bring art. You have to bring creativity. The people who are
going to be on top going forward are going to have the most creativity.
For financial professional use only, not for use with the general public or in a sales situation.
12
A E I N S I D E R
The first thing I wanted in my office
was a chalkboard. I love chalkboards. I wanted to be
Now: memorization. Everyone asks, “How do you
able to write. I wanted to be able to create. I hired an amazing chalk
artist named Laura Stewart. She drew our logo. She drew certain pieces
of dialogue from “Runt of the Litter” that people like. She also drew
out a checklist that makes up a game plan that I often repeat: “Declare.
Prepare. Accelerate. Dominate.”
One of my favorite sayings is, “Being the best is an art and a skill that is
perpetual.” My friend Jeff Spencer gave me that line, and I just wanted to
be able to see it, so Laura included it on my chalkboard. In the center of
the chalkboard art, there is some open space for me to write in.
Another wall in my office is covered
with big pieces of paper. This is how I create. This
is how I write. This is how I write speeches, screenplays, plays and any
presentation that I’m doing. I want to see what I write, and I want to see
it for months at a time. I don’t want to be at a computer typing away. I
don’t want to be necessarily at a legal pad sketching, although I do that
sometimes. I want to see the words and the sentences that are haunting
me that I just can’t get out of my mind. You must have those in your
head all the time.
For example, if I see something happening in our culture or in our world
that I don’t like, I have to write it down because I’m upset about it. Or if
I see something I want to change and I want to teach, I want to use it to
lead and help people. So, I write it down and put it up on the wall.
Let’s look at an example. One phrase on one piece of paper reads “I need
access to your raw animal instincts.” You probably never have heard me
say that sentence — yet. But this piece of paper has been up on my wall
for the past three to five months. It’s going to be up there another three
to five months until this sentence becomes a part of my molecules.
Because every day when I am in the office, I’m constantly looking at
terminologies that I love and sentences that I can’t get out of my mind.
Now some of the phrases on my wall will be unusable, but a lot of it
will be usable. These pieces of paper, in the years to come, will become
books, movies, plays, events, products, speeches, toasts and everything
in between. These words will actually come out of my mouth at some
time because I’m looking at it for a year’s time. Every time I see that
sentence about animal instincts, I memorize it.
remember all the stuff that you talk about?” The answer is, I attach it to
my molecules. That’s what I want you to do. Think of your office, think
of where you create. Think of where you create and make it an artist’s
domain, where you can throw stuff up on the walls.
This is how I want you to start memorizing. Don’t memorize with
your brain. Memorize with your body. I rehearse the phrases I see
hanging in my office all day, every day for a year at a time. Then,
maybe a year from now, or two years from now, or 10 years from
now, you will see me on stage, or somewhere speaking, and you will
hear me repeat a phrase like this one that is currently on my wall:
“Undefeated from the neck up.”
That’s because I can’t get those five words out of my mind. What if
we were undefeated from the neck up? What if my son and daughter
were undefeated from the neck up? What if my clientele was
undefeated from the neck up? What if we were so strong in the mind
that nobody could beat us?
Imagine that world. You will also see that phrase come out of my
mouth. I don’t know when. But it’s going to happen because the
memorization is here in my solar plexus. Not up in my brain where
I’m trying to think of what to say.
We’re all artists. I work with a lot of financial professionals
and a lot of serious businessmen and women. They are artists. That’s
what distinguishes you from everybody else. We have to be more
creative than everyone else. Start by making your office a creative
place — no different than Vincent van Gogh, or William Shakespeare
or Plato: true artists, true leaders and thinkers.
Immerse yourself in the words and the terms that haunt you; that
represent what you have to teach this world. Try this in your office.
Try this in your home. I want to hear the successes that you’ve had.
I want to see the words that have been applied to your molecules. I
want to see them fall out of your mouth.
I’d love to hear what you’re going to do with your office and see
pictures of what you’ve done. I might steal a little bit from you. I
might take what you’re doing and use it for myself, because I’m always
looking for creative ways to get expression outside of the body.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
13
G L O BA L F I N A N C I A L P R I VAT E C A P I TA L
LOOKING FOR A GREAT FIT FOR
NEW FAMILY ENDOWMENT PORTFOLIOS?
THINK ANNUITIES!
By Andrew Barnett and
Jason Sebastianelli
Earlier this year, we introduced the new family endowment
model portfolios from Global Financial Private Capital.
You remember the flavors: conservative, moderate and growth. We
have found that these portfolios are a terrific complement to clients
who incorporate annuities in their financial strategies.
For financial professional use only, not for use with the general public or in a sales situation.
14
A E I N S I D E R
What is Risk?
By definition, an endowment is a core allocation for a stated
risk tolerance and investment purpose. Maybe that purpose
is building a retirement income stream that will last 25 years.
Annuities were built for just that purpose, right? Steady,
regular, reliable income.
As the financial advisor for the families we serve, we know that
we need to do a bit more than use one strategy to meet their
long-term financial needs. First, in most cases, we cannot use
annuities only. Second, we know we need a way to address the
inflationary pressures families will face in the future. That means
creating a second bucket and adding it to the strategy: the growth
bucket. The growth bucket will be used to begin target-growing
my clients’ assets at least as fast as prices rise. With almost 100
percent certainty, everything will cost more in the future than it
does today, so both of these buckets are extremely important.
Annuity
Bucket
Family Endowment
Bucket
“Income Sooner”
“Income Later”
However, in adding this second bucket, we are also adding some
risk to the equation, and that’s a discussion many of us tend to shy
away from. Remember, our job is not only to protect our clients
from losing their money — but also to protect their lifestyles as
they get older. So, the discussion about risk absolutely needs to
take place. Let’s see if we can simplify the concept of risk.
Risk refers to the degree of uncertainty
and/or potential financial loss inherent in
an investment decision. All investments
involve some degree of risk. On higher
risk investments, investors generally seek
higher returns as compensation.
Type of Risk:
–Business risk: If you buy stocks,
the risk is that a company will have
lower than anticipated profits, or
that it will experience a loss rather
than a profit.
–Volatility risk: Investment prices
go up and down — period.
–Inflation risk: Inflation is a general
upward movement of prices.
Inflation reduces purchasing
power. This can hurt our clients.
–Interest rate risk: Interest rate
changes can make a bond’s value
go up or down. Additionally, if
rates fall and a bond matures, an
investor may have to reinvest at
lower rates.
–Liquidity risk: This refers to the
risk that investors won’t find
a market for their securities,
potentially preventing them from
buying or selling when they want.
All of these risks affect investments
in different ways. Fortunately, we can
quantify these risks for the families we
work with and let them know, in general
terms, what they can expect.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
15
Conservative
How Much Risk is Right for You?
One great way to quantify risk is to show our
clients the historical range of expected returns
in each of these categories. Here is a very clear
way to illustrate to a client how a conservative
allocation might behave from best to worst in a
wide range of scenarios.
Determine your risk tolerance: Risk tolerance
is your ability and willingness to lose some or all of
your original investment in exchange for potentially
greater returns.
Determine your asset allocation: Asset allocation
involves dividing your investments among different assets,
such as stocks, bonds and cash. The asset allocation decision
is a personal one. The allocation that works best for you
changes at different times in your life, depending on how
long you have to invest and your ability to tolerate risk.
20%
More than 95%
of the time
your returns
will range from
-3.18% to +13.02%.
Diversify within your allocation: The practice
of spreading money among different investments to reduce
risk is known as diversification. Diversification is a strategy
that can be neatly summed up as “Don’t put all your eggs
in one basket.”
Conservative
Index
Is this OK?
Below are five basic levels of investment risk from
Morningstar® investment research and management
firm, ranging from an aggressive allocation down to
a conservative allocation.*
Target Risk Index Family
95%
Aggressive
Index
Higher
80%
Moderately
Aggressive Index
40%
60%
Moderate
Index
Moderately
Conservative Index
20%
Conservative
Index
MARKET RISK
Global Equity Exposure
Global Bond Exposure
*http://corporate.morningstar.com/US/documents/Indexes/INS_INX_TargetRiskFactsheet.pdf
For financial professional use only, not for use with the general public or in a sales situation.
16
A E I N S I D E R
Lower
Average Returns
Your financial planning team at Global Financial
can provide this type of illustration for all of the
family endowment portfolios. Remember that
adding the fixed index annuity to the picture
can also lower the overall risk of their financial
strategy. Using annuities to help secure the
foundational income piece may allow your
clients to target even higher levels of return in
the family endowment portfolio allocation.
Portfolio Value:
$100,000
Average Returns:
4.92%
Standard Deviation:
4.05%
Current Portfolio
Risk: Conservative
-7.23%
-$7,230
-3.18%
-$3,180
0.87%
$870
4.92%
$4,920
8.97%
$8,970
What’s so special about these
family endowment portfolios?
Rather than just focusing on traditional asset classes like stocks
and bonds, these models can allocate a portion of their assets
to nontraditional asset classes such as real estate, long/short
strategies, commodities, private equity, hedge funds, etc. Adding
even small amounts of these nontraditional, less-correlated asset
classes can increase diversification (which can lower volatility)
as well as increase the range of opportunities for returns. These
are the same strategies that large institutional endowments,
like universities and pension funds, have used successfully for
decades. The rapid development of Exchange Traded Funds
(ETFs) has made it possible for families with savings as little as
$100,000 to access these same institutional strategies.
Should investors switch from DIAS
Conservative Income (CI) to the
Conservative Family Endowment?
13.02%
$13,020
17.07%
$17,070
look, it was about 3.25 percent). Conservative investments now yield
less — period. For clients who remain primarily focused on income,
CI probably makes the most sense. For conservative clients who don’t
need the regular income thrown off by CI, either the conservative
or moderate endowment portfolios may be a better choice, as these
options will be more focused on overall total return. The expanded
opportunity set of the endowment portfolios will embrace a wider
range of return opportunities for your conservative families. In the
current environment, that makes sense to us.
For investment professional use only.
CI has (and always will have) the goal of generating regular income
and preserving principal. Interest rates have fallen dramatically from
the time when CI was yielding 5-6 percent several years back (at last
This article is for informational purposes only for those professionals holding
both an insurance license as well as a securities registration. Results from the use
of the concepts referenced herein are no guarantee of future success. Your results
may vary. Discussion of securities and securities transactions by those lacking the
appropriate license and registration places their insurance license at risk.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
17
IMAGINE MORE
ELITE FINANCIAL PROFESSIONALS:
REFERRALS VS.
INTRODUCTIONS
• Who should I refer?
• Do they need a financial advisor?
•Will they be annoyed that I supplied their name
for a sales call?
By Matt Oechsli
Founder of The Oechsli Institute
Maybe you have asked affluent clients for a referral,
and they have replied with something along the
lines of:
“I can’t think of anyone offhand,
but let me get back to you.”
In other words: “No, thanks.”
Over the years, there has been plenty of outdated
information passed around about how to ask the affluent
for referrals, but our research shows that much of that
old-style training is, quite simply, wrong. Generally
speaking, the affluent detest being asked for referrals. A
multitude of questions begin to run through their minds:
However, asking to be introduced to someone connected to an affluent client is
the polar opposite of asking for a referral. When a financial professional asks to be
introduced to a specific colleague of an affluent client, it’s easier for the client to
help. Why? Because the financial professional has already done the leg work —
uncovering a specific person in his or her client’s spheres of influence. Asking to
be introduced to this person, especially in a social context, is relatively easy.
As you can see from the data below, our research on this topic is quite clear.
While affluent clients dislike being asked for referrals, the majority will provide an
introduction if asked. Our research also shows that financial professionals are 20
percent more likely to get a referral when they have social relationships with clients.
This is a testament to the power of being introduced in a social environment — one
of our top recommendations.
2015 Affluent Research by The Oechsli Institute
•Affluent clients who have a business and social relationship with
their financial professional said they would introduce him/her to
a referral 77 percent of the time, and 85 percent would introduce
them in a social setting.
For financial professional use only, not for use with the general public or in a sales situation.
18
A E I N S I D E R
•Clients who have a purely business relationship said they would
introduce just 57 percent of the time, and 75 percent said they
were uncomfortable when asked for referrals.
Now that you understand the distinct difference between asking for a
personal introduction and asking for a referral, let’s drill down on how
to master the personal introduction.
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
Professional
Recreation
SOURCED
NAMES
Friends
Client
Organizations
Colleagues
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
Affluent clients typically have seven spheres of influence, as
illustrated in the model to the left. The secret is to identify names
of people you’d like to meet by asking the “who” questions while
having a conversation.
Family: Who is coming to town for the holidays?
Friends: Who are you watching the big game with?
Colleagues:Do you socialize outside the office with any
of your colleagues?
Neighbors: Do you socialize with any of your neighbors?
Organizations: Who else is on that board?
Recreation: Who do you usually play golf with?
Professionals: W ho do you work with at XYZ
accounting firm?
SOURCED
NAMES
SOURCED
NAMES
SOURCED
NAMES
Neighbors
Step 1: Sourcing Names
7 Spheres of Influence
SOURCED
NAMES
Family
It’s a simple two-step process.
The challenge is to develop sourcing names into a habit. With a bit
of practice, asking these questions — and learning their answers —
becomes easy.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
19
“Your affluent clients are happy to
help, but they DO NOT want you
to be pushy in attempting to sell
your services to their friend.”
Not every name you source is going to meet your qualifications
as an affluent client. So be it. Prospecting has always been a
numbers game, but birds of a feather DO flock together. At The
Oechsli Institute, we coach financial professionals to source names
as a daily habit, and those who develop this discipline soon find
themselves with an active pipeline of affluent prospects.
NOT want you to be pushy in attempting to sell your services to
their friend. To that end, we have found the two-week window is a
perfect timeline for circling back and asking for the introduction.
Step 2: Asking for the Introduction
Affluent-Tested Scripting by The Oechsli Institute
As simple as asking for introductions might appear, most financial
professionals fail to pull the trigger. They don’t ask. Why? From
our polling of financial professionals over the years, it seems
that asking for introductions puts them outside of their comfort
zones. Most financial professionals have never done it before and
therefore are not sure what to say, which leads to procrastination
and essentially eliminates what we have found as one of today’s
premier affluent marketing tactics.
Our average financial professional coaching client brought in $21
million in new assets by acquiring 20 new clients this past year as a
result of mastering these two steps.
We coach financial professionals into developing these two steps
into habits: source three to four names a week, and circle back in
two weeks to ask to be personally introduced.
You might be thinking, “Why two weeks before asking to be
introduced?” This is so you do not come across as sales-y and
desperate. Your affluent clients are happy to help, but they DO
In one of our recent research projects, we asked affluent clients
how they prefer to be asked for an introduction. These are the
top five:
1.You’ve mentioned (friend/colleague) before.
Is this someone I should get to know?
2.I’d love your advice on the best way to meet
(friend/colleague).
3.Would you and (friend/colleague) want
to go to lunch or dinner sometime?
4.What’s the best way to introduce me
to (friend/colleague) socially?
5.Do you think your (friend/colleague) would
want to come to our wine tasting next week?
As you can see, none of these require fancy verbiage. They are
conversational, yet to the point. Most importantly, we stress
getting introduced in a non-business setting. The more social the
venue, the better. Everyone is more relaxed, and it is much easier
to develop rapport.
This simple two-step dance — sourcing three to four names a week
and circling back in two weeks for an introduction — has helped turn
many producers into elite producers. Now that you have this formula,
go for it, and go for it strong!
Federal law, state law and/or insurance carriers may prohibit or place limitations on marketing activities. All producers and investment advisors
should be aware of any applicable limitations regarding the use of inducements/rebates in the sales process.
This content is provided for informational purposes only. Producers are ultimately responsible for the use or implementation of these concepts. Results
from the use of these concepts are no guarantee of future success.
For financial professional use only, not for use with the general public or in a sales situation.
20
A E I N S I D E R
The financial services industry is constantly evolving, and so are we.
The Art of Selling to the Affluent:
How to Attract, Service and Retain Wealthy
Customers and Clients for Life — 2nd Edition
First published in 2005, “The Art of Selling to the Affluent”
is back—completely updated, revised and filled with
The Oechsli Institute’s latest comprehensive research.
Order your copy TODAY to discover:
• How the financial crisis elevated
the affluent’s level of anxiety
and how it affected their major
purchasing decisions
• Five ways to strengthen your
relationships with affluent women
• Why the affluent don’t perceive
themselves as wealthy
• Step-by-step guidance on
overcoming social selfconsciousness during
the sales process
• …and so much more!
For 35 years, author
Matt Oechsli has been
a leading authority for
marketing, selling, servicing
and developing loyalty with affluent clients. Today,
he is one of the most sought-after speakers in the
financial services industry. Let him help you jump
ahead of the competition with these latest insights.
The Oechsli Institute studies affluent consumers
and elite financial advisors and wealth management
teams across the country so you don’t have to.
Research based. Action oriented. Street tested.
Contact us today at
oechsli.com or 800.883.6582!
Retail price: $29.95
YOU PAY: $19.95
Producers are ultimately responsible for the use or implementation of these concepts.
Results from the use of these concepts may not be representative of the experience of all financial professionals
and are no guarantee of future success.
For financial professional use only, not for use with the general public or in a sales situation.
For financial professional use only – not for
A E use
I N Swith
I D E Rthe general public or in a sales situation.
21
AE LIFE
LIVE LONG AND PROSPER
Get rewarded for living healthy with Vitality’s newest program
What if
there was a way to live a healthy life and earn
rewards along the way? Would you sign up for it?
One of our carriers is offering just that. It’s a whole new approach
to life insurance that is sure to turn heads.
You have probably heard by now that John Hancock partnered
with Vitality to roll out a smarter approach to life insurance.
John Hancock’s Protection UL with Vitality is an innovative life
insurance solution that helps secure your clients’ financial future
while supporting the pursuit of a healthier, longer life. This new
approach allows your clients to save on their premiums and earn
valuable rewards and discounts by living healthy lives.
This innovative life insurance solution will not only help to
differentiate you in the market, but also to grow your business
and benefit clients throughout their lifetimes.
You can assist your clients in creating a life insurance policy
tailored to fit their financial needs. Protection UL with Vitality
can be personalized based on clients’ specific financial goals and
objectives. With cash value and accumulation potential, this new
policy also has the flexibility to adapt to clients’ changing needs.
Protection UL with Vitality offers:
• Income Tax-Free Death Benefit
The primary purpose of life insurance is to protect your client’s family
and provide an income tax-free death benefit to their beneficiaries. Your
Protection UL with Vitality policy also provides a no-lapse guarantee,
which means it will remain in force even if the cash surrender value falls
to zero or below.
• Policy Loans and Withdrawals
1
Policyholders can also take out loans and make withdrawals against the
cash value of their policy for any reason, such as to help pay for college,
supplement retirement income or fund other expenses. Cash value
is built over time through a combination of premium payments and
interest, and it grows on a tax-deferred basis. (Keep in mind that loans
and withdrawals will lower the account value of your client’s policy and
death benefit, and surrender charges may apply to a withdrawal in early
years.)
• Premium Payment Choices
Your clients may also choose to vary their premium payments to
better fit their financial objectives. The product’s flexible design allows
clients to customize the timing and amount of premium payments to
meet their needs now and in the future. Of course, certain minimum
premium payments are required, and paying less may cause a no-lapse
guarantee to terminate early.
Loans and withdrawals will reduce the death benefit, cash surrender value, and may cause the policy to lapse. Lapse or surrender of a policy with a loan may cause the recognition
of taxable income. Policies classified as modified endowment contracts may be subject to tax when a loan or withdrawal is made. Adverse tax consequences may result if
withdrawals exceed premiums paid into the policy. A federal tax penalty of 10% may also apply if the loan or withdrawal is taken prior to age 59 1/2. Withdrawals or surrenders
made during a surrender charge period may be subject to surrender charges and may reduce the ultimate death benefit and cash value. Surrender charges vary by product, issue
age, sex, underwriting class and policy year. This information is not intended to provide specific tax, legal or investment advice. Individuals are encouraged to speak to a qualified
professional regarding their personal situation.
1
For financial professional use only, not for use with the general public or in a sales situation.
22
A E I N S I D E R
INSURANCE
PREMIUMS PAID
How Protection
UL with Vitality
Policy Works:
John Hancock’s
Protection UL
with Vitality
HEALTHY ACTIVITIES
CAN LEAD TO POLICY
CREDITS AND
LOWER PREMIUMS
Policy
cash values
accumulate
tax deferred
TAX-FAVORED
RETIREMENT
DISTRIBUTIONS
(i.e., Loans & Withdrawals)
HELP FUND EDUCATION
OR OTHER EXPENSES
(i.e., Loans & Withdrawals)
Get Started:
Once a client’s policy is issued, the next step is
to log in to the member website and complete an online Vitality
Health Review. Soon after, the client will receive a free Fitbit, along
with customized information on a lifestyle relative to their age,
individual health goals and tips on how to achieve them.
INCOME TAX-FREE
DEATH BENEFITS
TO YOUR HEIRS
Earn Points:
By recording activities using Vitality’s easy online
tools and mobile app, members will earn Vitality Points each year for the
everyday things they do to stay healthy, such as exercising, getting annual
health screenings and staying tobacco-free.
Enjoy Rewards:
To help your clients save money and earn
valuable rewards by simply living a healthy life,
contact your Life VP today to see if Protection UL
Beginning in the second policy year, your clients
will be rewarded for their efforts with policy credits that reflect which
Vitality Status (Bronze, Silver, Gold or Platinum) they have achieved.
These credits can lead to premium savings that can continue year after
year when they lead a healthy lifestyle.
with Vitality is a match for you and your clients!
Insurance policies and/or associated riders and features may not be available in all states. Some riders may have additional fees and expenses associated with them.
Paying a premium that is other than the planned premium on the initial ‘as sold’ illustration could reduce the duration of a policy’s Death Benefit Protection feature.
Life insurance death benefit proceeds are generally excludable from the beneficiary’s gross income for income tax purposes. There are few exceptions such as when
a life insurance policy has been transferred for valuable consideration. Protection UL policies automatically include a no-lapse guarantee called Death Benefit
Protection. This feature guarantees that the policy will not default, even if the cash surrender value falls to zero or below, provided that the Death Benefit Protection
Value remains greater than zero and policy debt never exceeds the Policy Value. Once terminated, the Death Benefit Protection feature cannot be reinstated. See the
product technical guide for additional details.
Vitality is the provider of the John Hancock Vitality Program in connection with the life insurance policy and Healthy Engagement Rider.
Premium Savings will apply based on the Status attained by the life insured.
John Hancock Vitality Program rewards and discounts are only available to the person insured under the eligible life insurance policy.
Rewards may vary based on the ownership and inforce status of the insurance policy, and the state where the insurance policy was issued. Guaranteed product features
are dependent upon minimum premium requirements and the claims-paying ability of the issuer.
Insurance products are issued by John Hancock Life Insurance Company (U.S.A.), Boston, MA 02117 (not licensed in New York) and John Hancock Life
Insurance Company of New York, Valhalla, NY 10595. MLINY081115055
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
23
S PA R K YO U R I M AG I N AT I O N
THE $14 TRILLION
DEMOGRAPHIC
YOU MAY BE MISSING
When it comes to what women want,
it’s not all about the money.
Now more than ever is the time to study up on the
female psyche.
A 2015 research report found that women currently control
51 percent, or $14 trillion, of personal wealth in the United
States and are expected to control $22 trillion by 2020. 1
The question is, what are you doing to attract women to your
practice … and is it working?
For MommaJ, finding out what women want and giving
it to them is the basis of Woman’s Worth, an affiliate of her
parent estate and retirement planning company. Woman’s
Worth serves female pre-retirees and retirees exclusively. As
an insurance-only producer, MommaJ has positioned both
firms to assist clients with all their financial needs by hiring a
CFP® and strategically partnering with attorneys, CPAs and a
Registered Investment Advisor.
For financial professional use only, not for use with the general public or in a sales situation.
24
A E I N S I D E R
Combined, her two companies have gathered $104 million in
total assets. A significant amount of those assets are coming from
Woman’s Worth, which serves 180 clients.
The idea to create a company specifically for women came in part
from MommaJ’s own experience with the financial industry. At
55, she retired from a 39-year corporate career in the insurance
industry with a sizable pension. When looking for financial firms
that could help her decide what to do with her assets, she found
none that had her best interests at heart.
The concept of going beyond a woman’s financial needs also
reflects the research she used to build her company.
“Women don’t want to connect in the financial industry
at an intellectual level. They want to know that you
really understand the issues that are relevant to their
lives from now until the day they die,” she said.
“[A]ll they wanted to do was grab the money, and they didn’t care
about me as a human or what my goals were,” she said. “It was
about the money.”
She decided to get back to work, this time as an insurance
professional. It didn’t take her long to notice trends among the
women she worked with, specifically those who were in their
early 50s, young widows or divorced.
MommaJ said she remembers thinking, “Wow, these women
are coming out totally not being prepared or equipped to handle
money matters.”
After two years of research with a national marketing firm,
MommaJ determined that she needed a very different
marketing strategy that would appeal to women. Using the firm’s
findings as the foundation, she established Woman’s Worth.
While the list of services for Woman’s Worth is the same as its
parent company, MommaJ offers a more holistic approach to
her female clients. Beyond focusing on money matters alone,
Woman’s Worth also takes the emotional and physical well-being
of its clients into account, integrating what MommaJ calls the
“health-wealth connection.”
“I made a personal commitment that Woman’s Worth would be
about the person and not the money,” she said. “The money is a
means to achieve that individual’s goals.”
“Everybody has good financial models; everybody has good
annuities that they can stick in front of people; everybody has
good investment solutions — that’s not differentiating us in
the industry.”
The focus on total well-being drives all of the company’s
marketing efforts, from its seminars to its media platforms.
“[T]he whole premise of Woman’s Worth is to integrate more
health-oriented knowledge and information that allows them to
really understand the wealth connection,” said MommaJ.
Woman’s Worth has two seminar programs, but you won’t find
financial/retirement language in either title. The first is the
Total Well-Being Program, which explains the health-wealth
connection and focuses on encouraging women to manage their
emotional and physical needs to better manage their wealth.
The second is the Panel of Experts, which features professionals
from law, financial services and health care, including a CPA,
an estate planning attorney, an asset manager, a cardiologist,
a holistic medicine physician and a chiropractor/nutritional
counselor who is also a certified sports physician.
The response has been overwhelming.
1
BMO Financial Group. April 2, 2015. “BMO Report: Despite Controlling $14 Trillion in Wealth, American Women Still Have Challenges to Overcome.”
http://www.marketwired.com/press-release/bmo-report-despite-controlling-14-trillion-wealth-american-women-still-have-challenges-tsx-bmo-2006436.htm. Accessed July 24, 2015.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
25
“I max out those events every time I run them,” said MommaJ. “I only do them
quarterly, because there’s only me. I can’t take all the leads that come out of
them.”
The same integrated health-wealth approach is used for other marketing
platforms, including MommaJ’s 60-minute radio show, as well as the
magazine-style television show she is currently piloting, “Six Minutes for
Woman’s Worth.”
Client appreciation events are also focused on caring for the whole person.
Events include spa days, workshops for women going through life transitions
called “Life is a River,” single-topic total well-being seminars and a Valentine’s
Day luncheon that features a health care professional as keynote speaker.
“That’s how I promote...” she said. “[It’s] more than ‘Oh, just come to talk about
IRA planning.’ We weave all that stuff into the context of holistic planning.”
Client enthusiasm for MommaJ’s health-wealth approach is demonstrated by
the high number of referrals it generates.
“When I serve one woman,” she said. “I get five or six referrals from her before
the business is even closed.”
From promotion to actually sitting down with her Woman’s Worth clients,
MommaJ and her team of professionals work to make sure their financial
strategies reflect their clients’ deep concerns.
“When I serve one woman,
I get five or six referrals
from her before the
business is even closed.”
“It’s not about me selling you a long-term care strategy,” she said. “It’s about
making sure you can age in place, age in your home with grace and that there’s
enough money for you to do that, and here’s how we do it.”
SPARK YOUR
IMAGINATION
JULY / AUGUST • 2015
s E x c el
AE INSIDER
015
Ad
l pr
ncia
v is o r
F o r fi na
ssi
y ri
gh
MommaJ
se
on
ly.
For financial professional use only, not for use with the general public or in a sales situation.
26
A E I N S I D E R
C
op
lu
o na
t2
“ C on n e c tin g with Wom e n in th e Fin an cial Wor l d ”
ofe
Listen to MommaJ
talk more about
marketing to women
on the enclosed CD!
No
t to
be u
sed
w i th t h
le s
a sa
e general public or in
si t u
a ti
o n.
©
GETTING INSIDE
HER HEAD
The marketing firm MommaJ hired
held three focus groups of 16-18
women, between the ages of 55 and 75,
who were divorced, widowed or married.
All participants managed their own
money and had investable assets
of more than $250,000.
HERE ARE SOME OF HER KEY TAKEAWAYS:
Women feel the financial
services industry isn’t
speaking their language:
“A lot of married women said that
the [financial professional] speaks
to their husband — they don’t even
speak to them. So they wanted
to be included, but in a manner
that they understand.”
They don’t know
who to trust:
“They have a high degree
of fear and uncertainty and
confusion with all the financial
information that’s thrown at
them in the media.”
They have four
major priorities:
Not being a burden on their children,
preparing for long-term care and leaving
something behind for loved ones all made
the short list, but their most important
priority was not running out of money.
Please note that any event invitation where your practice or firm may be promoted must clearly indicate that you assist consumers in the
creation of retirement strategies utilizing insurance and, if appropriately registered, investment products.
Federal law, state law and/or insurance carriers may prohibit or place limitations on marketing activities. All producers and investment
advisors should be aware of any applicable limitations regarding the use of inducements/rebates in the sales process.
The unique experiences and relative success of this producer may not be representative of the experience of all financial professionals. Results
from the use of these concepts and strategies are no guarantee of your future success.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
27
Harness the power of two heavyweight producers who helped clients protect
and/or grow $82.1 million in total assets in 2014. Mark Lloyd and Casey Weade
are set to take The Journey by storm with their time-tested strategies
and unique approaches to dominating their respective markets.
With invaluable strategies, tips and ideas up for grabs,
how can you afford not to be there?
MEET YOUR HOSTS:
MARK LLOYD
After being the No. 1 producer at his previous FMO for years, Mark’s business is on
pace to quadruple since joining Advisors Excel in 2012. At The Journey, Mark will tell
the story of the evolution of his practice that starts in 1991, when he began knocking
on doors using 3-year-old lead cards, and builds up to a killer 2015, during which he
has paid over $14 million YTD on the annuity side, and is on pace to top $80 million
in total new assets! Mark will reveal his PowerPoint-free seminar format, his
integrated marketing strategies that blend prospects and existing clients, his
conversion process for radio leads as well as the nuts and bolts of his buttoned-up
sales process that has contributed to his astounding growth.
28
For financial professional use only, not for use with the general public or in a sales situation.
For financial professional use only — not to be used with the general public or in a sales situation.
©Advisors Excel 2015
A E I N S I D E R
Salt Lake City
October 7 – 9, 2015 | Grand America Hotel
CASEY WEADE
At the ripe age of 29, Casey is an AE Elite qualifier who has spearheaded
incredible growth since taking over the family business from his father, Ron, three
years ago. Under his leadership, the firm is on track to hit $40 – 45M in total
assets this year! Casey will tell the story, with help from his dad, and will also
delve into how he’s leveraged the celebrity factor from publishing a book, his
detailed sales process — including how his team incorporates a fair amount of
insurance into their sales — the details behind his memorable client experience
and how he manages to get 90 percent of his business from TV.
Do yourself and your practice a favor and
call your VP of Marketing today to find out how
you can join us on this incredible Journey!
Positioning yourself as a celebrity is not a substitute for professional credibility. Rather, it is a system of branding
and marketing designed to help reinforce your credibility and value proposition. The ability to use various media
like radio and TV for PR varies by the individual producer’s education, experience and qualifications.
Licensed insurance producers attending The Journey will take away a number of valuable concepts and strategies.
However, many of the topics covered may be appropriate only for those producers who are also registered
to offer investment advice and/or who possess specific qualifications or designations.
The Journey is designed to provide general information only on the topics covered.
Producers are ultimately responsible for the implementation and use of this information.
The unique experiences and relative success of The Journey presenters may not be representative
of the experience of all financial professionals. Results from the use of the concepts and
strategies shared at The Journey are no guarantee of your future success.
For financial professional use only, not for use with the general public or in a sales situation.
For financial professional use only — not to be used with the general public or in a sales situation.
©Advisors Excel 2015
A E I N S I D E R
29
TAXES, TIPS and TECHNICALITIES
ASK THE EXPERTS!
The professionals at
Advanced Underwriting
Consultants (AUC)
answer the tax questions
posed by producers. Here
are some recent ones.
QUESTION
ANSWER
IF MY CLIENT MAKES A TRANSFER
OF HIS LIFE INSURANCE POLICY TO
HIS DAUGHTER, DOES THAT VIOLATE
THE TRANSFER FOR VALUE RULE?
PROBABLY NOT, SO LONG AS
THE TRANSFER IS MADE BY GIFT.
Internal Revenue Code Section 101(a) says that life insurance death proceeds are
usually income tax free. Subsection (2) of that code section says that there are certain
circumstances under which it is possible for the death benefit to become income taxable.
The circumstances arise when a policy is transferred for valuable consideration to
anyone except:
•
•
•
•
The insured
A partner of the insured
A partnership that includes the insured as a partner
A corporation of which the insured is an officer or shareholder
In this case, the transfer is from the insured to his daughter. Since the daughter is not
an exempt transferee according to the preceding list, we should rightly be worried
about the transfer for value rule.
If the client in this case receives anything of value in return from his daughter in
exchange for making the policy transfer to her, it will be a transfer for value — and the
death proceeds of the life insurance policy paid to her will be subject to income taxes.
On the other hand, if the client makes a gift of the policy to the daughter, the transfer
is not “for value,” and, thus, the death benefit will still be income tax free.
For financial professional use only, not for use with the general public or in a sales situation.
30
A E I N S I D E R
QUESTION
ANSWER
IF MY CLIENT
ACTIVATES THE
INCOME RIDER ON HIS/
HER ANNUITY, does that
qualify for the substantially equal
periodic payments exception to
the early distribution penalty?
MY CLIENT HAS AN IRA
QUESTION
ANSWER
NOT NECESSARILY.
The IRS gives us three methods under Code Section 72(t) to determine
substantially equal periodic payments in order to avoid the 10 percent
additional tax on distributions taken from qualified accounts before
age 59 ½. The methods found in Revenue Ruling 2002-62 are:
• Required minimum distribution method
• Amortization method
• Annuitization method
Each of these methods requires its own calculation based upon the
account value and the life expectancy of the account owner. Simply
receiving a set amount each year from an income rider does not
necessarily meet these calculation requirements.
The payments from the income rider would have to be exactly equal
to the Section 72(t) substantially equal periodic payments determined
by one of these methods to qualify as an exception to the additional tax
on early distributions.
with substantially equal periodic
payments (SEPPs) set up in order
to avoid the additional tax on
early distributions. Can she roll
out part of the funds in the IRA
if they are not needed to satisfy
the SEPP requirements?
NO.
As we discussed in the preceding question and answer,
substantially equal periodic payments can be established as a
way to avoid the additional 10 percent tax on distributions from
a qualified account if money is needed before a person reaches
59 ½. A person who has established a SEPP plan cannot modify the
payments or the account. If a modification occurs, the IRS will go
back and retroactively apply the additional 10 percent penalty tax
on all of the distributions that have been made from the account
before age 59 ½. The IRS, however, allows for a modification or
termination of the SEPP plan when the owner reaches the age
59 ½ or has taken the SEPP distributions for five years, whichever
is longer.
If a person tries to roll over part of the money in an account being
used for SEPP distributions, the IRS will consider the SEPP plan
busted. The IRS will apply the additional 10 percent tax to all of
the prior distributions taken to that point.
There is a free calculator for Section 72(t) distributions at
http://72t.net/72t/Sepp/Calculators.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
31
QUESTION
ANSWER
IF MY CLIENT RECEIVES
SOCIAL SECURITY
SURVIVOR BENEFITS
from her deceased spouse and
then gets remarried, is she still
eligible for the survivor benefits?
QUESTION
ANSWER
IT DEPENDS.
If your client remarries before age 60, she cannot receive survivor
benefits as a surviving spouse while married. If, however, remarriage
occurs after age 60, the client will continue to qualify for benefits on
her deceased spouse’s Social Security record.
If the client remarries after 60 and stays married long enough to
become eligible for spousal benefits, she may be eligible for three types
of benefits: one based on the deceased spouse’s record, another based
on the new spouse’s record and the third based on her own record.
While she may be eligible for three different types of benefits, the
Social Security Administration will generally ONLY pay whichever
benefit is the highest.
Your client may be able to collect a certain type of benefit now and
then switch to a higher benefit later.
IF A BUSINESS
TRANSFERS A LIFE
INSURANCE POLICY
insuring the life of an employee
to the employee are there any
tax consequences?
YES.
When a business transfers a life insurance policy to an employee without consideration, the value of the policy is taxable to the employee as
compensation. For transfers after February 2004, the Treasury Regulations generally treat the policy’s gross cash value as the income tax
value of the compensation.
When the employee is a stockholder of the corporation, the value of
the policy may be treated as a dividend if the exchange was part of a
stock redemption plan.
On the other hand, if an employer transfers a policy to an employee or shareholder, if the employee’s or shareholder’s rights in the
life policy are subject to a risk of forfeiture, the full value of the
policy is not taxable until the employee’s rights become substantially vested.
For financial professional use only, not for use with the general public or in a sales situation.
32
A E I N S I D E R
QUESTION
ANSWER
WHAT HAPPENS IF THE
BENEFICIARY OF A LIFE
INSURANCE POLICY intentionally
causes the death of the insured person?
UNFORTUNATELY, THIS
SCENARIO DOES HAPPEN.
Many states have enacted the slayer statute in order to prevent a scenario where a beneficiary murders or
causes the murder of an insured in order to collect life insurance proceeds. These laws prevent a person who
caused an insured’s death from profiting because of the wrongful act they committed.
The scope of state slayer laws often reach beyond life insurance policies and affect the ability of the killer
from obtaining the deceased’s property through probate or joint tenancy. Here’s the specific language of
Kansas Revised Statutes, Section 59-513, which has typical slayer statute language:
No person convicted of feloniously killing, or procuring the killing of, another person shall inherit or take by will
by intestate succession, as a surviving joint tenant, as a beneficiary under a trust or otherwise from such other
person any portion of the estate or property in which the decedent had an interest.
These laws vary by state, but the intent is the same. It is against public policy to allow a wrongdoer to
benefit from wrongful acts. This holds true whether or not the intent to profit was a motivating factor in
the wrongful act. When one does wrongfully cause the death of another, the courts will look to state laws,
beneficiary designations and the life insurance contracts in order to determine the rightful beneficiary.
AUC is available through Advisors Excel to answer your tough questions.
Advisors Excel is not affiliated with Advanced Underwriting Consultants nor do we guaranty the accuracy or
quality of their services. This article is designed to provide general information only on the topics covered.
Producers are ultimately responsible for the implementation and use of this information. Discussion of securities and securities
transactions by those lacking the appropriate registration places their insurance license at risk.
The information contained in this article is not intended to serve as the basis for any financial or purchasing decisions.
All clients should be encouraged to consult a legal or tax professional regarding the applicability of this information to their unique situations.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
33
TEXT SAVVY
GETTING
YOUR POINT
ACROSS
It’s OK to choose a distinctive font for the title slides and
header texts, but your body text font should be basic.
Gravitate toward sans serif fonts (Arial or Calibri) rather
than serif fonts (Times New Roman). From a distance,
the extra little lines on serif fonts tend to blur together —
and when your audience can’t read it, what’s the point?
pro tip:
If your content is bad, making it flashy
makes it worse. Have a co-worker proof your slides or,
better yet, give a practice presentation to your office.
You’ll get rid of any jitters you might have, and your
staff can point out anything unclear or misspelled.
CUSTOM IS BETTER
The PowerPoint Golden Rule:
Your audience didn’t come to see a
slideshow. They came to hear you speak.
In other words, if you’re reading all
of your information off of the slides,
you’re doing it wrong.
Your high school English teacher was right: You need to know
how to write well, no matter what profession you chose.
The never-ending debate on whether to use slideshows
during presentations comes down to personal preference, but
the debate itself probably started because people were using
them for the wrong reasons.
Your audience’s attention should be focused on YOU — not
sidetracked by your slideshow. Focus on what you are going
to say before you focus on what you are going to show. If you
do that, you’ll realize that creating a slideshow is secondary.
Once you re-evaluate why you are using a PowerPoint in
your presentation, revamp it with these expert tips and
tricks compiled by AE Creative.
Default PowerPoint templates are your last resort.
Really. Generic templates are overused and, quite
frankly, a waste of space that could be filled with
your company name, logo and colors. This is your
presentation, so make it your own and build your own
slide templates.
pro tip: Build your own graphs, too. It’s easy to
do with PowerPoint, but spend the time to customize
the colors. Don’t settle for the template colors. Choose
bold colors, because your presentation will more than
likely be shown in a low-lit environment.
TO ANIMATE OR
NOT TO ANIMATE
That is the question. The answer: probably not. Maybe
you get a kick out of text flying onto the screen from
a different direction, performing a couple flips and
finally sticking the landing, but your audience doesn’t.
It’s distracting and gets old fast. Instead, pick a simpler,
generic option for text, images and graphs to appear
and keep it consistent for the entire presentation.
pro tip:
Sometimes, small doses of cleverly
placed animations can be fun. Describing ways to save
money to buy a sports car? Make the text speed onto
the screen before coming to a screeching halt.
For financial professional use only, not for use with the general public or in a sales situation.
34
A E I N S I D E R
Finally, remember you are only in front of
your audience for a small amount of time.
Don’t waste it by losing your audience in
your slides with massive amounts of bullets. If
you overpopulate your slides with too much
information, your audience becomes a group
of readers rather than listeners. Keep your
presentation professional, make it memorable,
and above all else, get your point across.
PowerPoint isn’t
your only option.
PICTURE PERFECT
Imagery slides are really cool — if you have great imagery. Use big, bold, memorable images
that help tell your narrative. Remember, these images are for your audience’s benefit. Always
use high-resolution photographs and, whenever possible, opt for professionally taken
photographs instead of images taken on your cellphone. Some sites offer royalty free images,
but not all. Gain permission before using copyrighted material.
pro tip: The more time your audience spends reading a slide, the less time they spend
listening to what you have to say. So, skip the text and let an image speak for itself.
PRESS PLAY
Anytime you can introduce short, professional videos into presentations, go for it! Just make
sure you input them correctly. There is nothing worse than awkward silence as a presenter
fumbles around trying to get a video to play or searches for a speaker to increase volume. As
with photos, give credit where credit is due. It’s OK to embed videos into a presentation if you
have permission, but otherwise copyrighted material should be linked to directly.
pro tip: When including video or audio files, be extra careful where and how you save them.
Links to outside media sources can become lost or broken when transferring presentations to a
new computer or device. Triple check your slides every time before getting in front of an audience.
KEYNOTE: Made by Apple,
Keynote is very user-friendly. If
you’re used to using PowerPoint,
it won’t take too long to become
accustomed to Keynote. That
said, keep in mind that because
these presentations are created
on a Mac, the fonts and layouts
might not translate perfectly to
PC screens.
PREZI.COM: For a visually
stimulating experience, check
out Prezi.com. Each presentation
starts with a mapped out version
of your “slideshow” on one giant
“slide,” then you zoom in on
different sections. To get started,
sign up for a free public account
online, or pay a small monthly
fee for more privacy and to be
able to edit your presentations
offline or on your smartphone
or tablet.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
35
S H A R E YOFO UIMAGINATION
MASTERS
R STORY
KIRK CASSIDY AND PAUL METLER
Senior Planning Advisors
Farmington Hills, Michigan
This interview is the experience of the producer and does not represent the experience of all Advisors Excel
producers. Results from the use of the concepts in this interview may not be representative of the experience of all
financial professionals and are no guarantee of future success. This interview was not paid for by Advisors Excel.
For financial professional use only, not for use with the general public or in a sales situation.
36
A E I N S I D E R
Our Masters of Imagination this month are Kirk Cassidy and Paul Metler. The brothers’
business skyrocketed when they started focusing on attracting their ideal clients, rather than
any clients. By being more selective in choosing clients and tailoring their marketing to the
demographic of each area they serve, Kirk and Paul have brought in $18.6 million in total
assets so far this year and are on track to surpass $20 million by the end of 2015.
Get a preview of their interview with Cody Foster below, then listen to the entire conversation
on the accompanying disc, or access it on iAdvisor.
Kirk holds a Series
65 license and life
insurance licenses
in several states
CODY: When you look at your business and at the growth that you’ve had, what are
some of the things that you had to start thinking differently about to experience growth?
PAUL: I think a big part of our change has been how we view ourselves. If you believe
Paul holds a
Series 65 license
and life insurance
license in
Michigan
that you are successful, and you believe you have something to offer, that really changes what
you do and how you act. A big part of what’s changed is we began taking a mindset that our
clients need us as much as we need them. Before, we were sort of in the mindset that we
would take anybody, and the first person who came to the door who said they would work
with us we were excited about. We sort of changed that view and began looking at ourselves
as less about selling [to] people and more about [the fact that] we actually have something
that people need, and people want it.
CODY: What are some of the strategic and tactical things that you’ve changed
about your business that have allowed you to grow?
Aiming to surpass
$20M in total
assets in 2015
KIRK: Once we recognized the true value of what we were providing, we made a
significant change. And that was, we ACAT before we design a plan ... Our plans take
approximately 30 – 40 hours to design. In the past, we would design the plan, present the
plan and then look for that commitment and then ACAT. Now, in the second meeting, we
look for that commitment. We don’t look for it, we demand the commitment.
CODY: That’s a great example. Are there any others that you think of ?
PAUL: Everything we do from a branding perspective is all about education. Where
we teach, when we do newsletters. At least one of the communities we’re in is in Ann Arbor,
Michigan, and these are a lot of professors, very intelligent, bright people, and they just want
information. And what we’ve found is, if you just provide information, that sells in itself.
There’s a certain amount of respect [from clients], first of all, when you provide education,
and you basically have the opinion, “I’m going to give you the information; you make the
decision.” People feel respected, and when people feel respected, they want to work with you.
CODY: Have there been any small ideas that have had a big impact?
KIRK:
We use a four-bucket asset allocation approach that seems to resonate very well
with our clients. So, you know the four buckets: The first bucket is liquidity. The second
bucket is lifetime income. This [includes insurance products used to provide] contractually
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
37
guaranteed income that you can never outlive. Bucket three is longterm growth. This is, obviously, where we’re going to be exposed to
some market growth and market risk. And then the fourth bucket,
often overlooked, is the legacy bucket. It can mean a lot of different
things for a lot of different people. For us, we utilize it a lot of different
ways: tax planning, estate planning and charitable planning— a lot of
charitable planning. So, the four-bucket asset allocation approach is
probably one of the little things that made a very significant difference
in our practice, and we’ve sort of built our whole business model
around that approach.
CODY: As you put those plans together, are there any tools that
you found very helpful? Are there things that you’re consistently using
or reviewing with clients throughout your process?
KIRK:
Obviously some of the tools from Global. We utilize some
tools for analysis. The bell-shaped curve, some stress testing, some of
those analytical-type of tools that Global provides us. From a planning
perspective, [when] you reference tools, I think of a team. We built a
team. We have a CPA who’s part of the planning process [and] reviews
every case we design from a tax-planning perspective. We have an estate
planning attorney who’s involved with the practice for estate planning
purposes. We have a few different softwares we utilize. The challenge
is, everything we’re doing is so customized that, often, what we find is
we’ve created our own spreadsheets to utilize because there is no one
software system out there that meets the type of planning we need.
PAUL: I think having the tax part, the legal part and the financial
part [for] retirement planning has been huge. People like sort of a
one-stop shop. They like that we all know each other and that we
understand how one another works. We have a relationship with each
other, so there’s certain built-in trust. I think that’s been a huge part
of our planning.
CODY: What are the strategies that you’re currently using
that have shown to be very effective for you?
PAUL:
I think the single largest thing that we’ve done, the
most impactful thing we’ve done, is [moving] away from dinner
seminars … I think that’s been the best way for us to get in front
of the types of people we want. For example, we teach a class that’s
held at University of Michigan. And there are other people in
this community who do this, but basically they’re into the dinner
seminars. It really goes back to, you have to market based on the
clientele you’re sitting in front of. And for the types of clients in Ann
Arbor that we’re sitting in front of, dinner seminars don’t work …
For financial professional use only, not for use with the general public or in a sales situation.
38
A E I N S I D E R
PAUL: I think it still goes back to the theme that we’re hitting on,
which is know your client and then provide an experience that meets
that client. So, this is a simple thing, but if you came to our office
in Ann Arbor and then you came to our office in Farmington, you
would be amazed it’s the same company. The office in Farmington fits
the Farmington market. [At] the office in Ann Arbor, we’re sitting in
a very small area. It’s an industrial building, but it overlooks a river
and it’s very, very modest. We struggled with, you know, do we want
to do something more extravagant? But, the truth is, the clients in
Ann Arbor don’t want something extravagant. They would actually
view that in a negative way. They love that it’s simple … Whereas, in
Farmington, you walk in the door, [and] it’s what you would sort of
expect from a traditional financial advisor.
IMAGINATIVE
IDEAS
v is o r
015
Ad
INTRO FROM CODY FOSTER
Advisors Excel Co-Founder
ssi
lu
o na
MASTERS OF IMAGINATION PRODUCER FEATURE
on
ly.
Kirk Cassidy & Paul Metler
Senior Planning Advisors
se
client experience?
JULY / AUGUST • 2015
s E x c el
AE INSIDER
ofe
Be sure to check out
the full interview with
Kirk Cassidy and Paul
Metler on the enclosed
“IMAGINATIVE IDEAS” CD!
l pr
ncia
CODY: Are there things that you’re doing to create a great
overwork, I push and I don’t pay attention to the numbers like most
business people do, and I probably should. I know when we’re doing
well. I know when we’re not doing well. My opinion has always been,
if I set a goal, and I hit that goal, I’m likely to want to stop. And I’m not
that guy; I’ll just keep going. I know that we’ve had a lot of discussions,
Paul and I. Paul likes the idea of goals. I do think it’s a deficiency that
I’ve had in the past, and because I’m that way doesn’t mean our team
is that way. And by setting goals and sharing those with our staff,
[it]may provide greater buy-in, ownership, feel like they’re a part of
something bigger, greater. And so that’s something we’re beginning to
develop and incorporate.
F o r fi na
I also think it’s important to identify your ideal client. We have some
general rules: We only work with clients who allow us to manage
all their assets. We won’t work with someone if they have another
[producer]. We’re doing comprehensive planning, which is taking a
considerable amount of time — we spend 30 - 40 hours [designing]
a plan. Therefore, we need to make sure we’re getting in front [of ] and
attracting the right type of client to fit our business model. And that’s
one of the reasons why our average case size is well over a million
dollars now.
KIRK: I’ll be honest. I’ve never in the past been goal-driven. I
t2
You need to identify, based upon your demographics and
your market, what is going to be most successful for you … Dinner
seminars work, in some markets, very well for us. And the educational
classes haven’t been as successful in some markets for us.
getting everybody on the team on board with accomplishing them?
No
t to
be u
sed
w i th t h
e general public or in
le s
a sa
y ri
gh
KIRK:
CODY: How do you go about setting your goals, and then
C
op
They see themselves as educated individuals, and they’re confident
people. They believe if you give them the information they can do
it. And the problem with dinner seminars is they’re so much about
selling and not about giving information. And when we’ve done
it, people don’t like it. But when you actually spend two days with
them — and they pay for it, they love being in classrooms.
si t u
a ti
o n.
©
Results from the use of these concepts may not be representative of the experience of all financial professionals and are no guarantee of future success.
When incorporating other services into your practice, whether tax, legal or other, it must be clear to consumers which individuals provide the corresponding
services. Producers must be cautious not to hold themselves out as being able to provide services they are not qualified to perform.
Please note that any event invitation or any material where your practice or firm may be promoted must clearly indicate that you assist consumers in the
creation of retirement strategies utilizing insurance and, if appropriately registered, investment products.
For financial professional use only, not for use with the general public or in a sales situation.
A E I N S I D E R
39
COMPLIANCE CORNER
WALKING THE COMPLIANCE WALK
Takeaways from AE’s first regulatory panel to implement in your practice today
By Zac Anshutz, AE Chief Compliance Officer
On May 4, Advisors Excel hosted a regulatory panel
discussion, the first in our Lead the Way series. This series
is designed to educate producers on important compliance
issues that affect their businesses. Throughout the year,
we will continue to provide you with opportunities to hear
from industry experts and regulators on critical compliance
topics. In addition, we are continuing to develop resources
for you that are specific to your state(s) of practice.
scrutiny on replacements. The focus on documentation
was stressed in every topic within the panel’s discussion
and is something that producers should evaluate
when reviewing their practice procedures. While the
task may seem onerous initially, in the long run, solid
documentation will prevent regulatory problems and
will be worth the effort.
Inform Your Clients
We hope this panel discussion, which was comprised of
regulators, a former regulator and an industry compliance
officer, provided you with valuable insight on navigating
the complex regulatory environment in which you practice.
The panelists discussed a number of topics that we believe
will enhance your understanding of areas they see as critical.
A few common themes emerged from the discussion that
you can apply to your practice on a daily basis.
Document, Document, Document
Documentation is vital. The panelists stressed the
importance of fully documenting your files and providing
a clear story in each transaction that can be traced from
start to finish. Regulatory inquiries into specific sales
can be made less painful if the file outlines the entire
sale completely. Including a detailed narrative may also
be beneficial in recreating transactions that occurred
years earlier. It is a good idea for the narrative to include
information as to how the product sold achieves the client’s
needs and objectives.
The panelists also universally agreed that documentation on
replacement policies is vital, as there is a heightened level of
The panel also keyed heavily on the suitability of sales
and the complexity of products. The regulators believe
it is the responsibility of the carriers and the producers
to ensure the consumers buying the products fully
understand the product features. This insight should be
helpful for producers in their sales process with clients.
Knowing that regulators look at the understanding of
products from a consumer’s perspective allows producers
to develop their presentations accordingly, with all of the
necessary information for their clients to be as educated
as possible when deciding which product is best for them.
Clients look to their financial professional as a source for
information regarding products; providing a complete
analysis benefits both the consumer and the producer.
I hope this small sample of the topics discussed gives you
a bit of insight into how insurance regulation is viewed
by the people who enforce the laws. If you have time,
the full panel discussion is available on the iAdvisor
site at iadvisor.advisorsexcel.com. Additionally, the AE
Compliance staff is available to answer any questions
that were not covered. Please do not hesitate to contact
us if we can be of assistance.
For financial professional use only, not for use with the general public or in a sales situation.
40
A E I N S I D E R
TOP 10 IDEAS
PICTURE PERFECT
‘ALLOW ME TO INTRODUCE MYSELF’
AE Co-Founder Cody Foster shares how painting a picture
Matt Oechsli explains why asking to be introduced to
of what your business will look like in the future can help
a specific person associated with your client is more
you make better decisions today.
effective than making a blanket statement asking clients
Page 2
for referrals.
Page 18
SHARING SMILES
Having endured a sudden hardship in college, AE producer
LIVING HEALTHY
QUEEN B is offering help to those in a similar situation.
The new thing in life insurance is here. The policy, offered
See how her annual SHMILY charity event benefits today’s
by John Hancock through a partnership with Vitality,
students, both financially and emotionally.
rewards your clients for every year they make the effort to
Page 4
live healthier lives.
Page 22
AND THE LIVING’S EASY
AE Coach Gina Rainey shows you how properly managing
WHAT WOMEN WANT
your time and your team can change your personal and
By directing her marketing activities and seminars
professional life almost instantly.
specifically to women, MommaJ is scoring big with a
Page 8
demographic that is often overlooked.
Page 24
BUILD A SPACE THAT CREATES
Bo Eason shares how he made his office an ideal place for
developing ideas out in the open and challenges you to do
the same.
Page 12
PROVIDE MORE CHOICES
MASTERS OF IMAGINATION:
KIRK CASSIDY AND PAUL METLER
These brothers are on pace to bring in $20 million-plus
after directing a majority of their time and resources to
ideal A and A-plus clients.
Learn how Global Financial Private Capital’s new family
endowment portfolios, when used in conjunction with
annuities, can potentially lower the risk in your clients’
financial strategies.
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BE SAFE, NOT SORRY
AE Chief Compliance Officer Zac Anshutz brings you
best practices straight from the panelists at AE’s first
regulatory panel.
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only,situation.
not for use with the general public or in a sales situation.
generalprofessional
public or inuse
a sales
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For financial professional use only, not for use with the general public or in a sales situation.
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