Advanced Sales Insider

Many insurance, tax, and legal professionals focus on the tax aspects of succession planning when, in reality, personalities and family dynamics are a much more important part of planning for small business owners. You won’t want to miss this opportunity to hear Steve’s perspective and practical experiences on this important topic. 

Listen in as Global Atlantic’s Randy Zipse, AEP®(Distinguished) discusses life insurance premium financing with Julian Movsesian, MBA, President and CEO, and Michael Rothman, CFP, Executive V.P., Succession Capital Alliance.    Julian is a pioneer in premium financing and Succession Capital is a leader in the field.   In today’s exceptional economic environment – learn how premium financing can play an important role in your clients’ large case opportunities.  

In the first episode of a two-part podcast, Randy and his guest, Attorney Melvin Warshaw, explore the growing market opportunity for producers in the foreign national market. Get familiar with current issues and considerations and be prepared to take it to the next level when Randy and Mel discuss strategy and planning for foreign nationals in part 2.  Link: Download Melvin Warshaw's exclusive resource materials

Randy welcomes Lina Storm to the Global Atlantic team. They open a conversation about opportunities for producers to be successful in advanced sales. From the growing foreign national market to buy sell agreements, estate equalization strategies, planning for special needs children and the impact of increased longevity on planning, the conversation flows and you’re sure to find something you can use to grow your own practice. Listen in.

Randy's guest, Bill Crane, discusses life insurance opportunities in the foreign national market. High Net-worth Foreign Nationals with business or other ties to the U.S. are a growing market. Carriers are developing programs to assist producers with cases like these.  Listen in to learn more.

In this "flash back" episode, recorded before the recent election, Randy and guests discussed the now dead DOL and the SEC and state efforts to step into the mix.   Predicting that the SEC will issue guidelines next year, California is likely following NY into Best Interests regulations for life insurance.   This podcast briefly addressed the three pieces of tax legislation passed in the House this fall –(1) making permanent Individual tax cuts, (2) small business stimulation, and (3) family savings.   

As the year comes to a close, listen to Randy and guest, Steve Kroeger of Crump as they talk about split dollar strategies leveraging lower corporate tax rates.

Randy and guest, Richard L. Harris, CLU AEP©, get into an in depth discussion of the current legal considerations surrounding loan regime split dollar, especially in the multi-generational context. It’s a complicated time for these arrangements, which are still an exciting planning tool for people of high net worth. Listen in as Randy and Richard go into detail and help identify potential pitfalls so you can try to avoid future problems. Spoiler alert: involve an attorney!

Randy and guest, Marc Cadin new CEO of AALU talk about the future direction of this important organization. Marc’s inspiring view of the important mission of our industry is a “can’t miss” moment.  Get the full rundown on Marc’s predictions for what could be coming for new tax changes and legislative changes going through the fall election and into 2019. 

Blended families can have different needs when it comes to financial planning and life insurance. In the second of two special podcast episodes, Randy Zipse has an in depth discussion of ways to approach planning for blended families with his guest, Emily Bouchard.  Emily’s wealth of experience in working with blended families may add to your understanding of ways to approach planning for unique families. A leading expert in field of blended family dynamics for fifteen years, formerly managing partner of Wealth Legacy Group, Emily is now a Strategic Wealth Coach at Ascent Private Capital Management.  Co-author of  Estate Planning for the Blended Family, Emily has been interviewed for The Today Show, CNN, WSJ, Bloomberg BusinessWeek and the New York Times. Emily also

Blended families can have different needs when it comes to financial planning and life insurance. In the first of two special podcast episodes, Randy Zipse has an in depth discussion of ways to approach planning for blended families with his guest, Emily Bouchard.  Emily’s wealth of experience in working with blended families may add to your understanding of ways to approach planning for unique families. A leading expert in field of blended family dynamics for fifteen years, Emily has been interviewed for The Today Show, CNN, WSJ, Bloomberg Businessweek and the New York Times. Emily also co-authored Estate Planning for the Blended Family with L. Paul Hood.

Larry Brody, Esq., Partner, Bryan Cave LLC, and Randy Zipse discuss the Cahill case on Multi-Generational Split Dollar.   Since Morrissette in 2016, few concepts have caught the attention of high-end insurance producers like “multi-generational” or “discount” split dollar.  Split dollar can be a powerful means of funding permanent life insurance for family business and estate planning. “Multi-generational” split dollar can be an effective way to use family wealth for long-term planning.   While promoters have marketed multi-generational split dollar to pass along family wealth on a deeply discounted basis, others wonder if the purported benefits are too good to be true.   The Cahill case, in large part, provides us with the IRS opinion on that question! Cahill is significant for those considering this concept.   Larry and Randy discuss what the court said and what it did not.   If you work with estate planning clients, you will not want to miss this podcast.  

Steve Oshins, Esq., AEP (Distinguished) is an NAECP Hall of Fame® inductee and a specialist in the area of asset protection. While tax laws change, asset protection is always a relevant topic.  Would you know when to refer your clients to a specialist like Steve?  Are you familiar with Domestic Asset Protection Trusts and how various state statutes affect the type of trusts that can be established?  Listen in as Steve and Randy discuss general background on asset protection trusts and how they can serve to appropriately insulate wealth.

Randy Zipse’s podcast guest this week is Larry Brody, an exceptionally accomplished and well known expert on estate planning with a legal practice that focuses on planning for high net-worth individuals, using life insurance and non-qualified deferred compensation planning. Recent episodes of our podcast focused on the impact of the recent tax law changes for business owners. This episode is a detailed discussion of the impacts of changes for individuals.  Some changes are minimal, others are significant and no one is better prepared to deliver a succinct analysis of this than Larry Brody. 

Listen as Randy and Alan discuss the evolution of Alan’s life insurance practice to become a planning practice with a very specific mission.  Alan helps families design legacy plans that are values-based and meaningful to them.  This discussion includes details of how Alan works with clients and families to uncover the purpose they envision for their wealth into the future.  These conversations go far beyond the multigenerational family legacy plan to bring families to a new place, together, as they plan.    While it takes significant experience and credentials to do this type of legacy planning, there are still tips that could be applied to your practice.  The information Alan shares might be useful in your own legacy plan or you may learn from the way he opens conversations with clients about their goals and what is meaningful to them.   For more about resources Alan references in this conversation, visit PrattLA.com

This episode is a personal story of life insurance, told by an extraordinary person.  Melissa Wandall and Randy Zipse discuss the loss of Melissa's husband Mark and the way his life insurance helped their family continue on.  Melissa's path to advocacy and outreach has led to amazing outcomes, from her role as President of the National Coalition for Safer Roads, the money she's raised for paralysis research with the Florida Project to the camp she runs for grieving children and teens.  You'll be reminded just how valuable your work is when you listen to Melissa's story. 

In this episode, Global Atlantic’s Randy Zipse talks to Linas Sudzius about his early interpretations of the GOP Tax Bill.  Randy and Linas talk about changes impacting both individuals and businesses and look at opportunities for life insurance professionals.   Tax law has always brought opportunity for financial professionals.  Today is no different.   Be prepared to discuss important changes with your clients and understand where life insurance may be a fit.