Podcast appearances and mentions of van mueller

Would you like to sell more life insurance? This episode is for you! Van Mueller and David McKnight break down effective strategies to sell policies for your clients. They dive into the best policy options that can leverage your client's money and potentially reduce their income tax liability. Plus, they're sharing the pros and cons of various permanent life insurance options, such as Index Universal Life (IUL) and Variable Universal Life (VUL), and how they can be utilized as a "volatility shield" in retirement planning. Tune in to learn how to provide your clients with tailored solutions that address their unique financial goals and concerns.HIGHLIGHTS00:00 What should you do to help clients choose the right permanent life insurance product?02:45 The benefits of IUL that can provide your clients added financial security.05:45 The strategies to minimize income tax liability through life insurance.08:30 How do you use life insurance to combat economic challenges like taxes and inflation?RESOURCES + LINKSWatch the full episode on YouTube: HEREJoin Thousands of Insurance Agency Owners and Build Your Business - With our Proven System Responsible for over 200 million in Insurance Sales! FREE 7-Day Demo TRY NOW  Learn to Become a 6 Figure Life Insurance Producer HERETrain Your New Hire in Just 10 Days HERE"Game Changer: Taking Your Insurance Agency To The Next Level" by Michael Weaver: Unlock the secrets to success in the insurance industry. ORDER NOWConnect Directly with Us:Text "BUZZ" to (816) 727-7610 to chat directly with MichaelFOLLOWWebsite: https://www.weaversa.comLinkedin: https://www.linkedin.com/in/michaelweaverwsa/Facebook: https://www.facebook.com/themichaelweaverInstagram: https://www.instagram.com/_michaelweaver_/Youtube handle: @michaelweavertraining https://www.youtube.com/@michaelweavertrainingJoin Thousands of Insurance Agency Owners and Build Your Business - With our Proven System Responsible for over 200 million in Insurance Sales! FREE 7-Day Demo TRY NOW

Are your clients prepared for the impending tax hike that could DOUBLE in the next decade? Don't let your clients get blindsided by this financial tsunami and help them strategize NOW to minimize their tax burden in retirement! I am excited to share my top 10 takeaways from the recent Heroes of Zero conference, where I got to hear from David McKnight, Ed Slott, Tom Hegna, and Van Mueller. Get ready to crush those retirement goals! Start implementing these strategies TODAY to secure a brighter future for your clients. #RetirementPlanning #CashValueLifeInsurance #FinancialSecurityHIGHLIGHTS00:00 The strategies to help clients minimize taxes in retirement.03:45 What is the concept of IRA as an "IOU to the IRS"?05:30 The importance of guaranteed income in retirement.08:00 Why you should leave life insurance over a lump sum for your children?10:00 The reason why you need a comprehensive retirement plan.11:45 Why you should ALWAYS choose appreciating assets.13:00 The importance of mastering your craft and becoming invaluable to your clients.14:15 Why is it recommended to have life insurance coverage of 20x the client's income?15:45 What is the role of cash value life insurance and annuities in an optimal retirement plan?18:00 What are the benefits of investing in tax-free vehicles and cash-value life insurance?RESOURCES + LINKSWatch the full episode on YouTube: HEREJoin Thousands of Insurance Agency Owners and Build Your Business - With our Proven System Responsible for over 200 million in Insurance Sales! FREE 7-Day Demo TRY NOW  Learn to Become a 6 Figure Life Insurance Producer HERETrain Your New Hire in Just 10 Days HERE   "Game Changer: Taking Your Insurance Agency To The Next Level" by Michael Weaver: Unlock the secrets to success in the insurance industry. ORDER NOWConnect Directly with Us:Text "BUZZ" to (816) 727-7610 to chat directly with MichaelFOLLOWWebsite: https://www.weaversa.comLinkedin: https://www.linkedin.com/in/michaelweaverwsa/Facebook: https://www.facebook.com/themichaelweaverInstagram: https://www.instagram.com/_michaelweaver_/Youtube handle: @michaelweavertraining https://www.youtube.com/@michaelweavertrainingJoin Thousands of Insurance Agency Owners and Build Your Business - With our Proven System Responsible for over 200 million in Insurance Sales! FREE 7-Day Demo TRY NOW

Get ready for some powerful questions that will help you close your next deal and serve your customers in the best way possible. We sat down with industry legend Van Mueller who shared his story of going from struggling for years at the beginning of his career to becoming a consistent top producer for over 30 years. Van provides invaluable insights into how to have meaningful conversations that focus on clients' real problems instead of just pushing products. You'll learn Van's proven process for asking the right questions to get clients emotionally invested and thinking about their unique situation. He also shares tangible questions you can immediately implement to guide clients away from price objections and help them self-discover issues they may not even know they have.HIGHLIGHTS04:45 Why is now the best time to be in the insurance industry?08:00 The strategy that makes you financially bulletproof in any economy.16:30 What is the best life insurance product I should be selling?20:00 The question that will set you apart and get to the root of what your clients need.23:00 Close more deals with confidence.25:00 What should leaders in the insurance industry be focusing on in 2024?32:45 What happens when you seek out mentors to accelerate your success?37:00 How to initiate a conversation with anyone with this one strategy.42:00 The power of asking the right questions and human connection in your discovery process.46:15 Don't underestimate the power of being curious and asking better questions.RESOURCES + LINKSZero to 6 Figure Course https://www.weaversa.com/Zeroto6 Build your insurance business with our proven system - Weavers Sales AcademyOrder my book - Game Changer: Taking Your Insurance Agency To The Next by Michael WeaverText BUZZ to (816) 727-7610 to connect directly with us and share your favorites from the episode or learn more about upcoming events and challenges happening in our industryCheck out Van's website: vanmeuller.comFOLLOWMichael + Courtney: @mandcweaverMichael Weaver: @_michealweaverCourtney Weaver: @courneyvieYouTube: Michael and Courtney Weaver

The amount of money that we’ve printed over the course of the past year and what we’ll print in 2021 is equivalent to the entire economy of Japan. Van Mueller believes that at some point in the future the US dollar will no longer be the reserve currency, and when that happens the standard of living for Americans will go down almost immediately. Every country is printing money and destroying their currency’s purchasing power, but the US is doing it on a scale that’s unheard of. If you talk with the right specialist, they can show you a strategy where you won’t be hurt by these economic shifts. Leadership is the key missing factor in solving these problems. If we had politicians that were willing to make tough decisions we could salvage our country but those are few are far between, and people need to elect the ones that show leadership. There is no end of the world situation. Eventually, the US will fix everything, either through great leadership or a great calamity. For the people that don’t strategize and plan for the upcoming changes, they will have a lower standard of living. If you want a better standard of living you need to plan now. The debt will never be paid back and we can make a number of assumptions from that. The government will do everything they can to keep interest rates low and there will likely be a ton of volatility in the markets over the next ten years. There are products and strategies that allow you to win in any circumstance, but you have to take the time to build these strategies or these forces will destroy everything you’ve worked for. Studies have shown that 93% of Americans take Social Security to their detriment instead of their benefit. If the goal is to maximize retirement income you should be maximizing your Social Security. There are all kinds of planning opportunities if you understand the right questions to ask. If you really want to know how long you’re going to live, go through the life insurance underwriting process. Almost everyone is willing to have the conversation of how to keep their wealth to their family’s benefit instead of sending it to the government, a hospital, or a nursing home. Based on the math, if you’re married and don’t do any planning, and you have two children, if you both pass away the IRS is going to be the primary beneficiary of your money and not your children. 99% of Americans don’t understand tax law and don’t realize the government’s need for revenue in the future, and if they don’t plan for that there are going to be a lot of people’s hopes and dreams decimated by that. If you’re an advisor, talk to your dry cleaner, your mechanic, and anyone that you know and ask them some simple questions because chances are they have no idea what’s coming. This is the greatest time ever to be an insurance or financial professional. This is also the greatest time ever to own cash value life insurance. There is nothing else that can compete based on what the American government is about to do to people.   Mentioned in this Episode: Van Mueller's newsletter and audio training for financial advisors can be found at vanmueller.com

The general public should definitely be paying attention to the impact of inflation and what’s driving it. The government has gone to such ridiculous measures printing money that by the year 2029 the government will literally have to print the entire budget of the United States. Instead of inflation, we should be thinking of it in terms of a stealth tax. The M2 money supply is a good barometer for inflation statistics and by 2029 they are expecting the current M2 money supply to exceed $122 trillion, a near ten-fold increase from what’s in circulation today. This increase in the money supply reduces every single American’s purchasing power and constitutes an additional tax over and above the existing taxes. If you can reduce or eliminate your income tax liability, you are offsetting some of the damage of reduced purchasing power. It’s vital to understand that not only is the government going to increase your income tax, they are also going to dramatically increase your stealth tax by decreasing your purchasing power. There are solutions to these situations that allow you to win, not just reduce the pain. The secret is in taking action before these problems can impact you. Truthinaccounting.org was created by accountants to give people an accurate picture of the financial state of the federal and state governments. The situation is bleak with the vast majority not being able to pay their bills already. We will be about $87 trillion in debt by 2029. We are going to have to deal with a new financial world that requires some strategies that protect you from the ridiculousness of government. States and cities are unable to print money, so the only way to pay their bills is to increase taxes, reduce benefits, borrow more money, or a combination of all three. The bailout precedent has already been set, but even if they get a bailout you will still be impacted. Even if the benefit remains, they are going to increase the taxes on it and reduce your purchasing power at the same time. If you add up all the money that the US government has ever printed, you will find thatover 40% of it was printed in the year 2020. They now have an unlimited printing machine that they are going to use regardless of the damage it’s going to do to you, your children, and your grandchildren. The debt we talk about is not even the full picture because it does not include all the unfunded obligations. Most people expect to inherit their money all at the same time, regardless of the taxes they will have to pay. This usually doesn’t end well. Van helps his clients to eliminate the income tax burden completely. It makes much more sense to pay taxes at the grandparent’s historically low tax rates and reposition the money to tax-free now, instead of having to distribute the money all at the same time because of the Secure Act. Covid-19 has changed everything, but nobody knows just how much yet. The latest jobs report indicated that another 792,000 people have filed for unemployment. This means that 49% of all the workers in the US have filed for unemployment since the pandemic began. There are many jobs and industries that are not coming back or will be operating under a completely new paradigm. Even if we taxed every person who made more than $100,000 by 100% it would barely make a dent in the yearly federal budget. 81% of Americans make less than $75,000 a year, so anyone who makes more than that has a major target on their back. The government needs revenue, and they aren’t going to wait. Over the next 25 years there are going to be 140 million Americans over the age of 65 and they are going to need money to pay those people. We don’t have a tax problem, we have a spending problem. It’s easy to blame taxes, but if we spent what we brought in and lived within our means we would be in a completely different scenario. The trouble is no one has the political will to say no.   Mentioned in this Episode: Van Mueller's newsletter and audio training for financial advisors can be found at vanmueller.com

On today’s show we will continue our discussion with Van Mueller, an internationally renowned speaker and writer. Van has been in the insurance industry for more than 46 years and during that time has won many distinguished industry awards and has been involved in many insurance and investment-related organizations. Van’s monthly newsletter, “7 Ideas & Views” is subscribed to by thousands of insurance and investment advisory professionals and is a mainstay here at LionsGate Advisors. Van has recently appeared as one of the experts in the film documentary, The Power of Zero, The Tax Train is Coming, which was produced by his good friend David McKnight who authored the book, The Power of Zero. Along with David McKnight, Van will be a keynote speaker at our LionsGate Family Wealth Symposium here in St. Louis on August 23. During this episode you’ll hear: Who this is the greatest time ever for and what reason Impending issues we’ve been addressing in these podcasts with their clients and prospects General strategies that advisors can equip their clients and prospects with How cash value life insurance, when applied properly, can help individuals mitigate an increasing tax environment How moving assets out of taxable and tax-deferred buckets is a worthwhile strategy over the next couple of years while taxes are at relatively low rates Advantages of owning annuities and the kinds of annuities that should be considered How long-term care insurance has changed over the years and why would it be important to consider it Suggestions to get started in creating a plan to mitigate the effects of what many believe is coming and what do they need to be seeking from their advisors Opinions expressed on this program do not necessarily reflect those of LionsGate Advisors. The topics discussed, and opinions given are not intended to address the specific needs of any listener. LionsGate Advisors does not offer legal or tax advice, listeners are encouraged to discuss their financial needs with the appropriate professional regarding your individual circumstance.  RESOURCES: January 2019 marks Van’s 46th year as an insurance agent. He is an author and speaker all over the country, and now all over the world, and recently has been featured in The Power of Zero documentary. Van is an acclaimed expert on insurance, finance and annuities and has written many articles for various publications including the “Close” for Retirement Advisor. He also produces a monthly newsletter.

On today’s show we will be talking to Van Mueller, an internationally renowned speaker and writer. Van has been in the insurance industry for more than 46 years and during that time has won many distinguished industry awards and has been involved in many insurance and investment-related organizations. Van’s monthly newsletter, “7 Ideas & Views” is subscribed to by thousands of insurance and investment advisory professionals and is a mainstay here at LionsGate Advisors. Van has recently appeared as one of the experts in the film documentary, The Power of Zero, The Tax Train is Coming, which was produced by his good friend David McKnight who authored the book, The Power of Zero. Along with David McKnight, Van will be a keynote speaker at our LionsGate Family Wealth Symposium here in St. Louis on August 23. During this episode you’ll hear: What motivates Van to author a monthly newsletter to advisors Topics covered in the newsletter that helps advisors think and do more effectively Examples of questions advisors can use to engage clients to think through some of the key issues that could affect their prosperity and retirement years Signs that might indicate that a much larger economic disaster for this country is on the horizon Current conditions of Social Security, Medicare, and Medicaid and what is likely to happen to each without some deep and massive reform taking place and/or an infusion of large amounts of new tax revenues Key things that Uncle Sam and the States spend money on like the interest on the debt, infrastructure, homeland security, defense, pensions, and what is likely to happen to these areas How this will impact taxpayers in the future The impact this is going to have an Americans who have saved for their retirements and have worked hard to build up their tax-deferred accounts like their IRAs and 401(k)s, specifically for that purpose  Opinions expressed on this program do not necessarily reflect those of LionsGate Advisors. The topics discussed, and opinions given are not intended to address the specific needs of any listener. LionsGate Advisors does not offer legal or tax advice, listeners are encouraged to discuss their financial needs with the appropriate professional regarding your individual circumstance.  RESOURCES: January 2019 marks Van’s 46th year as an insurance agent. He is an author and speaker all over the country, and now all over the world, and recently has been featured in The Power of Zero documentary. Van is an acclaimed expert on insurance, finance and annuities and has written many articles for various publications including the “Close” for Retirement Advisor. He also produces a monthly newsletter.

Volgens de website Factbase heeft de Amerikaanse president Trump al 235 keer beweerd dat er 'no collusion' was bij de verkiezingen van 2016 en sinds dit weekend lijkt hij gelijk te krijgen. Speciaal aanklager Robert Mueller heeft namelijk niet kunnen bewijzen dat president Trump samenspande met Rusland in zijn presidentscampagne. Dat betekent niet dat het onderzoek voor niets was: er liggen tientallen andere aanklachten, waaronder tegen Trump-getrouwen. Voor iedereen die de draad in dit enorme dossier is kwijtgeraakt, zet NOS-buitenlandredacteur Jet Mok alle feiten en aanklachten op een rij. En troost je: "Dit is nog lang niet klaar, dit is nog maar het begin", denkt Mok. "Sorry!"

On this edition of the Wealth Guardians Radio show, Doug speaks with Financial Advisor Van Mueller. The Wealth Guardians Radio show is hosted by Doug Ray and broadcasts live each Saturday morning at 9:30 on Greensboro, NC’s 94.5 WPTI FM. Listen live or online at 945wpti.iheart.com/

In this episode, Scott and Bradley talk with Life Insurance expert and industry titan Van Mueller (pronounced MILLER) to discuss his proven life insurance sales strategies. Van shares how he sold more than 800 life applications in 2017 while only working eight months out of the year by creating, practicing and asking a series of specific and “burning hot” questions. Van says “if he can do it, anyone can.” Want to learn more from Van Mueller? Check out his skill sets and sales products at his online store. Mention "The Insurance Guys Podcast" when purchasing Van Mueller's stellar sales kits, products and skills sets and Van will add some BONUS materials and extra goodies. Resources: Van Mueller About The Insurance Guys The Insurance Guys Podcast is made and dedicated to agents by agents. Scott Howell and Bradley Flowers discuss all aspects of becoming an insurance agent and give real-life examples of their experiences in all aspects of hiring, sales and the day-to-day reality of running your own successful insurance agency. Please subscribe, review and rate our show on iTunes, SoundCloud, IheartRadio App, Spotify & Overcast.

Garry Kinder is back on the show to talk about the common denominator of success. He shares his key industry insights and talks about why you must set and measure goals. Learn more at MarkMiletello.com. Note: “Where The Insurance Pros Meet” is an audio podcast and is meant for the ear. A transcript of the audio is provided for referencing a particular section or for you to follow along. Listen to the episode to get the most out of our show. We use both speech recognition software and human transcribers to create the transcripts so they may contain errors. If you’re going to quote us in print, please be sure to check the corresponding audio. TRANSCRIPT Speaker 1: Where The Insurance Pros Meet, episode eight. Mark Miletello: Goals are set to be met. Speaker 1: Where The Insurance Pros Meet is a podcast that brings the greatest talent in the world together: managers, coaches, and producers. The very best experts the insurance and financial services industry has to offer. Get ready to change the way you do business to have your most successful year ever. Now here's Mark Miletello, a top 1% producer, manager, and your host of Where The Insurance Pros Meet. Mark Miletello: Welcome to the show. We're glad you joined us. I'm your host, Mark Miletello. Today we have a repeat guest on the show, one of the industry's greatest mentors, coaches, producers. I guess you've been in this industry for six decades now, five to six decades, but a true icon. Mark Miletello: How long has it been? Garry Kinder: Well, I came into this business in 1953 when I was a junior in college. I was at a university where you could get a degree in insurance, and I did that. My bother encouraged me to start selling life insurance when I a junior in college, so that's '53 to 2017. Mark Miletello: Well, that qualifies for six decades, 64 years. Congratulations and welcome back to the show, my mentor and one of my just ... personal friends Garry Kinder, welcome. Garry Kinder: Glad to be back. Mark Miletello: Well Garry, thanks for taking the time to join us. Last show, it was just one of the most exciting times for me to have someone that means so much to me... share. And really what I wanted to do on the last show was dive in and get to know you, and get to know you as a person. It was more about, I think, learning and walking through your life. But one thing that we did touch on a whole lot that I'm glad that you decided to come back, and I hoped that you would, is I really wanted to get in and talk about the things that you do so well, which is mentoring, coaching and teaching. And let's talk about the success and how to be successful of agents. Is that okay with you? Garry Kinder: Sure, sure. Mark Miletello: Garry Garry Kinder: You can ask the questions. Mark Miletello: Go ahead. Garry Kinder: No, you can ask the questions. Mark Miletello: Well, I think one of the first messages that I've read coming into this industry, and I believe maybe even you shared it with me. There's an old speech by Albert E. N. Gray, it's called, The Common Denominator or Success. I think anyone in this business should have, or maybe even knows about that, and really you can probably research it, find it. I think everyone should read it when they enter this business. But the crux of that speech he gave back, I guess ... I think it was, what, 50, 60, 70 years ago? It was a long time. Garry Kinder: Sure. Mark Miletello: The idea was that successful people form the habits of doing things that failures won't do, right? Garry Kinder: That's right. Successful people form the habits ... I'm giving you the exact words that he used. Successful people form the habits of doing the things that failing people don't like to do. This could've been given to students in college. It could've been given to athletes. For an example, students in college, what is a failing student in college, what is it they don't like to do? Mark Miletello: Study, go to class. Garry Kinder: They don't like to study. Go to class and study, that's right. And the ones that are going to class and studying, they don't like it either. But they do it because they have the discipline to do what they ought to do. Now you take athletes ... I've played athletics in high school and college and I've played with some pretty dad gone good people, but they never made it. They never got past the first practice because they were not willing to do the things that failing people don't like to do. And failing athletes don't like to practice. Who in the world would like to practice? They want to play. They just want to go play, but you got to practice. So, the common denominator of success is doing things that failing people don't like to do. Mark Miletello: Well, you've been in this- Garry Kinder: That's true in our business. Mark Miletello: Yeah. I mean you've been in this industry now for six decades, which congratulations. And can't tell you what you mean to this industry and you mean to us out here in the field. And obviously, you've been around a lot of people that have been both successes and failures. So, what is your interpretation of that? In your opinion, what are some of the things in our industry that successful people form the habits of doing? Garry Kinder: Okay, so in our industry the things that the people. First, most people do not like what I'm going to say, I mean that people do. Most people do not like to make phone calls after phone calls after phone calls to referred leads, to friends, to people they're associated with in religion or studying, or whatever. But they don't like to do the things that failing people don't like to do either, and that is they don't like to make phone calls. But the great ones discipline themselves to make calls every week, every day. Now some people turn it over to one or two days a week, and that okay, but the successful ones make the phone calls. They don't like it, but they do it. Mark Miletello: Right. Garry Kinder: Same thing to do with the loser. The loser doesn't like doing it, so it doesn't do it. Mark Miletello: Yeah, I'll tell you ... Well, number one is just making the calls because we know this is a numbers game. It always has been, and it always will be, getting in front of enough people. I think there's a lot of things that go into that but when you're coaching ... and I look back at the times where you've coached me. When you're coaching, what are some of the first things that you focus on in trying to launch an agent to have a successful career in the very beginning? Garry Kinder: Number one, you must memorize scripts, and there again, a lot of people don't want to memorize scripts. I've had people come to me, Mark, and I can' tell you the number of people that have come to me over the years and said, "I don't like ... the script doesn't sound like me." And I said to them, "Well, that's good." And they said, "What do you mean." I said, "What I mean is, if it sounded like you, it wouldn't work." You got to memorize these scripts. Then, the second thing in my opinion, most important ... these are the two most important things that people in our industry need to do, is have good scripts memorized. They sound like you. They're natural as can be, that's number one. Number two is keeping good records. And I'm telling you there's a lot of people in our industry that don't like to keep records. We're watching the World Series right now, do those people keep track of their batting average? Why they calculate it when they hit first ... If they get a single to the right field, when they hit first base, they recalculate what their batting average is up to. Mark Miletello: What their worth is? Garry Kinder: That's right. Mark Miletello: I mean the difference in the worth of a professional athlete can be one minor percentage of their ... Yeah, especially major league baseball, it's once a week the stats come out, all the stats. Yet we start a business and we don't even write down our simple goals, so I think you're right. I knew you were going to say that because that's one of the things you had me do when you mentored me back in the year 2000. You had me keep the stats and you said, "You can't monitor what you don't measure." And so, I started measuring and monitoring those numbers, and those numbers just kept increasing and increasing, and my stats grew better and better. Especially, in professional athletes, that's what they're paid for those stats, right? Garry Kinder: Sure. And that's what we must do. You've used our planning procedure, where you put down what you're going to do every year and then break it down into months and then break it down into weeks and then break it down into days. You want to keep good records. You want to have good scripts. You want to have good records. You want to study. A lot of things you must just discipline yourself to do that the unsuccessful people don't want to do. Mark Miletello: Well, I'll tell you, I'm coming from now, Garry, the management side of things. As you know, most of my career I was an agent. I find it hard when ... and you say when you're recruiting as a manager, you either hired them wrong or trained them wrong, it's all your fault. I agree with that, but sometimes it's hard. I find when it comes to measuring and monitoring, I there's a fine line between an agent wanting to do that for themselves, and a manager demanding those type of activities. Do you find that you being in a management position that ... Is it the agent's job, or is it the manager's job, is the question? Garry Kinder: Well, it's a little bit of both. But Mike, I've had people come to me ... I remember one when I was starting my management career in Bloomington, Illinois. I started in the business in '53, and I started in the management in '57, '58. And I'll never forget it, a young man in Bloomington, he came to me and said, "I don't like to keep records." This was in the recruiting process, "I don't like to keep records and I don't like to memorize scripts." I said, "Well then you don't need to join this organization." At the time I was representing Equitable, which is now a different company, but I still have a license with them. But this young man, he said, "Well, I went down, and interviewed Prudential and they said that I didn't have to do that." I said, "Well then, you need to go down there. If that's what you want, go ahead. Because here you are going to memorize the scripts. You are going to keep score." Mark Miletello: Right. Garry Kinder: But if the manager in the first place in the has to tell these people, "These are the things that you're going to need to do the first few years. You're just going to have to follow some of the things that I tell you to do. We'll write them out and we'll have to do because I cannot take any part of your success if you won't follow exactly what I'm telling you to do." So, I believe that it's more of the management than it is the agent. Because if you get the right agents and you don't train them right, you're still going to have a problem. Mark Miletello: Right. Garry Kinder: So, you got to recruit the right people, you know that, in the first place. But then once you recruit them you must keep ... have them memorize the scripts, keep the records, make the phone calls, get the referred leads. They got to do all that stuff and if they aren't willing, we need to part company. But hopefully, you part company in the interviewing process. But it's the manager, in my opinion, Mark, whether you [inaudible 00:13:13]. You hire some people, and you've heard me say this before, and that is that 10% of the people that you recruit, you really don't have to tell them a whole lot. Mark Miletello: Right. Garry Kinder: Because they follow everything you say, 10%. 30%, you picked the wrong person, you've got to get rid of them within 30 days, or hopefully in today's world, in pre-contract. You don't want them getting started with you just because you need an agent. So, 10%, they'll run away from you. But then you will make, we say, usually about 20% of the people you recruit over a 5, 10-year period, you're going to make a mistake. You just plain made a mistake, and you need to take care of that quickly. The ones that stick and stay ... So that's 10%, they'll run away from you. 20% 30%, you picked the wrong person, so the rest of those people you'd have to give them scripts. You'd have to meet with them regularly and go over their past seven days. And then, what do you got going for the next seven days? And I believe in people can work ... in the beginning, I don't want them working seven days a week, but I'd like to have them work six days a week. And I'm certainly going to have them work five days a week and put in a lot of hours. So, their leader's the key. Mark Miletello: Well, I think I agree, and I guess it did bring me back to the training that you gave that you'd said in the beginning, "It's really the manager that ... " And if look back over the agents who had success under me, those agents actually did do the things that I asked, and they did right away. And little by little they began to fly, so to speak. Then, I would say, three to four of my best agents are now mentors of mine. That's how it works, right? You become mentors to each other and that's the goal. But I think you're right that looking back, it was the agents that said, "Okay Mark, I'm going to trust you until I find a reason not to. I'm going to listen. I'm going to say the things that you say I'm going to do." In fact, the two of my best agents did that to a tee. They followed everything that I said until they slowly started finding their own voice and all that. Garry Kinder: Well, early in the ballgame in management I met a college graduate that was engaged to marry my youngest daughter, Carol, and his name is Kurt Ladd, and he wanted to come into this business. I said, "I'll bring you into this business if you will do everything I tell you for the first two years if you'll do everything I tell you." And brother, he did it. If I told him to memorize these scripts, he memorized them. If I told him to keep records, he kept the records. His early years, he moved to MDRT, he was a young kid, 23, 24 years old, and his qualifying for the million-dollar roundtable. He's a money motivated guy. He's really good, servicing clients. But he also, he keeps a lot of good business rolling and having good clients. He keeps his business rolling. He was in here early, in my office this morning, it was 11:00 in Dallas now, and he was here about 8:30, 9:00, he came in and asked me two or three questions. Here's a guy that's been in the business now getting close to 30 years. Mark Miletello: Right. I go back to that Albert E. N. Gray, The Common Denominator of Success, I mean a couple of things pop out to me in addition to memorizing scripts and keeping good records. But one is work ethic, and I think there's no substitution for that. Too many times in this business it'd be easy to say, "It's 3:00 or 4:00, I'm done. I'll just put it off." It's easy to put off tomorrow, what we can do today. So, I think that's one that I'll add to the number there is work ethic. I remember when I started was my goal is ... first, I didn't know a thing. I didn't know a thing. I was new to the industry, new to the business, and one thing that I could control, Garry, was my work ethic. That's the only thing that I could control. I said, "I'm going to beat my manager to the office every day. In fact, I'm going to be the first ... " I don't think I knew what that meant back then, so it was strange that I decided to do that. But later, looking back, I realized that, that put me in a position for things to happen when I ... First, a CPA that passed away, one of my favorite and best friends, and was CPA, he passed away. He said, "Mark, very few people do this. First, you've got to show up, number one, and then you got to do what you say you're going to do." That meant a lot to me because when you show up things happen, right? So, I think work ethic is the thing that failures don't like to do. Garry Kinder: That's right. There was a fellow that I spent a lot of time with. He was a doctorate in college, teaching in college with a doctorate degree and it was in Atlanta. He was on the insurance side of the college where he was teaching, and I got to know him very well. He always said what you just said. He said, "Show up. Show up on time. Show up ready to play. Show up. Show up on time. Shop up dressed, ready to play, and show up ready to go." He said, "And you'll beat 90% of the people if you show up. Show up on time. Show up dressed, ready to play." So that's what you said. That's pretty much what you- Mark Miletello: That's right. I think like you said, it goes both ways. It's the manager's job to set the path, to set the scripts, to set the training, so help keep a good record. And to some degree, you can hold them accountable. I mean most of this business, we're looking for entrepreneurs, right? We're looking for the contracted entrepreneurial-minded individuals. So, I think really, that goes back to us as agents, is we must show up. We must show up ready to play. And to me, like I said, is that I could control my work ethic ... You and I talked about it on the last show, activity. That's the only thing I felt that I could control, and that came from the work ethic, right? I mean the activity didn't come from the thin air, it came from the work ethic put behind that. I remember my manager, first, I beat him in the office at least for the first year, and then I probably got lazy after that, I'm sure of that. But also, I would turn in a weekly report and you had me do this. My manager said that I built my own weekly report and I turned it in every week. I told him what I did wrong that week. I told him what I did right that week. And I told him next week what I was going to accomplish, and he told me I didn't have to do that. I said, "Well, I need to be accountable to someone and I will let myself down, but if I say and tell you, Garry, I'll do something I'll do everything I can to make sure that happens. I don't want to let you down, right?" So that really helped me in my work ethic, is to be accountable to someone. Garry Kinder: That's true, it's true. My brother and I, we had the first person ever inducted into the Gamma Hall of Fame, was our manager. He was the first person inducted. His name was Fred Holderman. Jack was in Mount Vernon, Illinois. I was in Bloomington, Illinois. He had an actual page that we went sent him every week, and it better be there Monday morning on what we did last week and what we got going next week. We had to do that, and he was dead on it. I mean if you missed a week he would call you up and let you know, "If you're going to do that, get out of here." He was tough. Mark Miletello: Well, I think we need to get back to that in leadership roles. And as agents, we should want to do that. Out of all the agents that I've mentored and coached, there's one agent out of all of them that I told this story too. And I told him what I did, and I told him how it helped me. And how you mentored me to great success. Still to this day, Garry, and I don't require that. As after this call, I'll probably go back to requiring that, but I asked that if you want to achieve greatness, here's what you do. And I've only had one agent in the last nine years, for the first year of this career, send me a weekly report. And as you're a dynamic growing team it's easy for someone to fly under the radar. And most people want to fly under the radar, but he didn't. Garry Kinder: Sure. Mark Miletello: If I get a report every week that says, here's ... What I was able to do in that weekly report, Garry is I was able to ... He wasn't flying under the radar. I looked at just those comments that he made, and I said, "I can help this guy." And I'd pick up the phone and we would talk about those things. I remember one , he said, "A client said not because of this, this, and this." And I said, "Would you mind getting that client on the phone?" He goes, "Yeah, but he said no." It was literally over $7 a month, this client, and I don't remember the whole story. But at the end of the conversation, the clients go, "I didn't know all that. I didn't realize that. I'd love to do business with this particular agent." So those weekly reports, that's on the agent as well. I think the agent must want to, or need to, be accountable to someone. And you helped me do that more than anyone in my career. I guess I was so very fortunate early on to have someone like you coaching me to do those things. That now I realize are the principle of The Common Denominator of Success. Garry Kinder: That really is true. I sent you a copy of this, right? Mark Miletello: Yes sir. Garry Kinder: Common Denominator, and anybody that's listening to us, did you sent them a copy of this, or are you going to? Mark Miletello: Well, this show is going to be on MarkMiletello.com. It's going to be on the new Vanmark.life, Van Mueller, and myself partnership. Garry Kinder: Oh good. Mark Miletello: And it will be linking everyone back to Kinder Brothers website where they can follow you, purchase your books. I just did not know if this article that you sent me was copyrighted or not, or how it could be used. Garry Kinder: It can be used because nobody owns this anymore. The guy that wrote it, as you know was, Albert E. N. Gray, who was a Vice President of Prudential, but now it's available to anybody. The company that does a lot of training in our industry, they have- Mark Miletello: NAFA? Garry Kinder: Yeah, NAFA. They have this available. Of course, Kinder Brothers has it available, so it's lived out its time. Mark Miletello: Okay, good. Garry Kinder: Yeah, there's a word for it, I can't come up with it right now. But there is a word that's. Mark Miletello: Statute of limitations. Garry Kinder: Yeah, there you go. Mark Miletello: Something like that. But no, if I have you’re okay, then I'm sure that's good enough, and we will make it available. I've kept that in my file, probably one of the oldest and longest running articles, that no matter how many computers I've had over 20 years, I've kept this article, and I've gone back and read it from time to time. So, we will share that. Garry Kinder: That's good, because of people like you, and I have three or four or five others, that are throughout the industry and they read this every year. Every year they start the year by reading this Commons Denominators to Success. It won't go away. I won't change. It's just something that people ought to pay attention to, like some books that you want to read repeatedly. It only takes about 15, 20 minutes to read this. Mark Miletello: Well, you had mentioned making phone calls and memorizing scripts, keeping good records, of course. And I had mentioned work ethic. I think the last thing that pops out to me as one of the things that successful people do, no doubt, and I think now being on the management side of things I see it more than I did previously on the production side of the business, is continuing education, evolving our knowledge, acquiring designations. What do you say to those out there that have been in this business for 3, 5, 10 years, and how does it affect them not moving toward, let's say designations and things like that? And do you agree with me that, that is one of those things that successful people do? Garry Kinder: Oh yeah. Successful people, there you go again, do the things failing people don't like to do. And one of the things that successful people do in our industry is to read good materials. And to read things like The Common Denominators of Success. Reading a good book. At Kinder Brothers, we have 11 books and five or six of them are for management, and five or six of them are for agents. But everybody needs to read books. Everybody needs to study, and they need to read good books. Mark Miletello: Well, I think I would, over the last few years, I've been working on building a training platform at Vanmark.life. I've been working on building duplicated ... Say's, duplicatable systems of training video's, things like that. I myself have been so busy building that I have backed away from furthering my own education and growth. And since this podcast has started and I've been interviewing the greatest A-list talent that our industry has to offer, people like yourself, and Van Miller, and Tom Hegna, and on and on and on. I've kind of been forced to read their book before I have them on the show. And I've got a lot of great talent lined up that I'm in the process of reading four books at one time. I don't know, it's like re-energizing me, Garry. It's reshaping the way I think and feel. I don't know, I think sometimes we forget that we forget what you just said. Garry Kinder: Yeah. Well, it's an old cliché, but readers are leaders, and leaders are readers. There's no question about it. I have met very, very few people in my career that are outstanding that don't come back and say, "I read this book. Have you read this book? Have you read this book?" They're people that are reading books all the time. Mark Miletello: Right. Garry Kinder: And then there are books marked that should be read every year. And this little Common Denominator of Success should be read by everybody at least once a year. And when you do that, like I read this, this week ... When you read this you say to yourself, "You know what? I forgot that and I'm glad I'm reading that. I forgot that." So, there are certain things, like the book, Think and Grow Rich, by Napoleon Hill, should be read every year, by everybody that's listening to us. Mark Miletello: Well, let's talk about your books, Garry. I mean you've written 11 books. Last show we talked about The Professional Sales Process. We talked about for managers, Building the Master Agency. I think you've probably written more books in this industry than anyone that I know of, and, the most popular and most read books. What do you suggest ... obviously Think and Grow Rich, by Napoleon Hill, Albert E. N. Gray's, The Common Denominator to Success? What I've given our listeners on our website is, I list a, My Library, which is about 30 to 40 books. I think a lot of agents out there, Garry, especially agents that aren't plugged into maybe a company that promotes or they're not connected to an industry organization, there's a lot of those out there. So, I think sometimes they don't know where to go. They don't know where to start. They just read a book here and there because they come across it. One of my missions has been, Garry, is to provide a list of some of the greatest books. So, everyone that I have on this show, either on the air or off the air, I try to get a list of their three to five greatest books that they've read. And so, it's growing my library, but when Tom Hegna or Garry Kinder tells me that I should read this book, I think it's important that I should read it. So Think and Grow Rich, by Napoleon Hill, your books, The Professional Sales, are there any other designations, if you will, or books that we should definitely shoot to acquire? Garry Kinder: Well, let me be a little bit in giving you information about one of our last books that I wrote, and I dedicated it to my brother, Jack, when he had his stroke, but it's, 50 Lessons in 50 Years. I got people in there that I've known over the years, but it's 50 lessons and where did I get my lessons? Mark Miletello: Right. Garry Kinder: 50 Lessons in 50 Years. So that's a book that I would recommend to people. Now there are other books, like Hegna, I like his books. I like people that are making the million-dollar roundtable. Mark Miletello: Yeah. Garry Kinder: People that are producing at a high level and they've written some good books for us to read. Mark Miletello: Yeah, they're not just talking about it, they're doing it. Garry Kinder: That's right. That's right. Mark Miletello: Well Garry, thank you for the time on this show. We'll wrap up here. I want to ask you this, do you ever plan on retiring? Garry Kinder: No, I don't, if I'm healthy. It seems like I talk to somebody about that, what seems like every day, but I know it's not every day. But I've talked to two people about ... they've asked me if I want to retire? I'm like, "I'm not retiring." If I have good health and as long as I'm excited about what I'm doing I'm just going to keep on working. That's one of the great things about our business, and that is some people get out to 45, 50, 55, and retire, and that's okay. I'm okay with that. I say God bless them, they've had a good career. But then there are others that I ... and you named a couple of them here today, but there are some other people ... The great thing about our industry is you can continue to produce and continue to be part of the industry and never bother anybody in the industry. But work with clients that love to have you work with them. Mark Miletello: Well, I think whenever we go back to talking about The Common Denominator of Success, I think one thing that I've gained from associating with our industries greats, is that when you have a career that is rewarding as yours has been, I think it's no longer work. It's work for those that are struggling, that are not doing the things that successful people do, it's work. And you can't wait to retire. You can't wait for something bigger and better. But it seems to me, and I knew what your answer was before I ask, and I just wanted to hear it from you. You love this business, it shows. You love this career. And its just part of who you are, Garry, and we know that, the people that know you, and the people that have followed you. It's part of who you are, isn't it? Garry Kinder: Yeah, it really is. I would say one last thing in this regard because many times I've said to people ... As you know I'm a bible student, and I read the bible. I teach the bible. But I tell people, "I can't find any place in that bible that talks about retirement, not one place." It talks about doing this. It talks about doing that, talks about this. So, I'm for people that want to retire. Mark, a lot of people in our industry that retire, they go do something else. Charity, I could name you the name of the people that have retired and have taken on charity. Do work for a charity they can contribute to. Mark Miletello: It's just highly active people in this industry, right? It takes that ... maybe nervous energy in the beginning, but high energy throughout your career, right? Garry Kinder: Yeah, it's true. It's true. I hit my office virtually every day somewhere between 7:30 and 8:00. Mark Miletello: And that's after working out and running. So, Garry, you are amazing. If there's something, and I know because I know the fellow you are and the friendship that we have, that we're going to have you back on the show in the future as this show gets up and running and the following starts. But if in fact, this was your last interview with me, your last show with me, is there something that you would like to tell the agents out there, the agents that are listening to this? Garry Kinder: Well, I would say that no matter what your position is, whether it's management, whether it's an agent, whatever you're producing, you ought to have goals. And you need to have goals for the year, and then you have goals for the week. Now, you can do it your way, I'm talking to the people that are listening. But you can do it your way, but you ought to have a goal for the year, January through December, a goal. And then have a goal for every week. This is my goal for next week. This is what I got to get done. Then you measure that, and you keep track of that every week. But then you put it into some type of notebook so that at the end of the year you can look at it and see ... Now, let's see, here's what I did every week. Here's where I took a vacation. Here's where I didn't do very well. But here's what I did get done, and I did reach my annual goal. Goals are set to be met. Goals are set to be met. So, you want to have goals that can make you stretch but you can reach them. Mark Miletello: Right. Garry Kinder: Because you want to make them right. Mark Miletello: Well, once again, you've come back to accountability. So, I agree to the importance of accountability, whether it be goal setting, tracking, measuring, monitoring, I think that's the basis. That's the foundation of a successful agent. That's the foundation of everything that you've taught me. So, Garry, I want to tell you again, thank you for being a return guest on the show. Thank you for the information that you've shared and allowing us to get some insight from you. I would encourage everyone that's listening to this to go to the Kinder Brother ... you can Google Garry, G-A-R-R-Y Kinder. You can come to my site MarkMiletello.com or Vanmark.life, V-A-N-M-A-R-K.life. And of course, you will be able to find the link. You'll find out how to reach ... I will make it available how to access everything that Garry Kinder has out there. So, I just got to tell you how much you mean to me and my career. And it's an honor and a privilege to have you on the show yet again, Garry. Thank you. Garry Kinder: It's my pleasure, and trust this is helpful to the people. If they'll call me, write me, I'll tell them the kind of books they ought to get that is from Kinder Brothers and what other kinds we have that we recommend from other sources. Mark Miletello: You have a great organization there and I've spoken to many people in your organization. So, hey, if you like what you hear on this show, please go to iTunes and rate us. Rate and review, so that others can find it. Once again, thank you Garry, and thank you for the followers and listeners out there. Garry Kinder: Glad to do it.

Today’s episode is on retirement income solutions. Tom Henga is a retirement income specialist. Learn more at MarkMiletello.com. Note: “Where The Insurance Pros Meet” is an audio podcast and is meant for the ear. A transcript of the audio is provided for referencing a particular section or for you to follow along. Listen to the episode to get the most out of our show. We use both speech recognition software and human transcribers to create the transcripts so they may contain errors. If you’re going to quote us in print, please be sure to check the corresponding audio. TRANSCRIPT Announcer 1 Where the Insurance Pros Meet, Episode 2. Announcer 2 If you really want to get good, I mean, you want to be the best in the business, you've got to train a little bit every single day just like the pro football players do. Announcer 1 Where the Insurance Pros Meet is a podcast that brings the greatest talent in the world together: managers, coaches, and producers. The very best experts the insurance and financial services industry has to offer. Get ready to change the way you do business to have your most successful year ever. Now, here's Mark Miletello, a top one percent producer, manager, and your host of "Where the Insurance Pros Meet". Mark Miletello Today we're going to discuss retirement income solutions. We have on the show with us the retirement income specialist himself. He's the author of four best sellers, "Paychecks and PlayChecks", "Retirement Income Masters", "Paycheck and Playchecks for Canadians", and most recently, "Don't Worry Be Happy: Seven Steps to Retirement Security, which has played on public television to over 72 million homes in the US and Canada. Our guest specializes in creating, what I love, is simple and powerful retirement solutions based on math and science and not opinions. I've seen him speak myself. He's exciting. You should look him up. He speaks to businesses, government organizations, professional associations, financial professionals, and more importantly, clients across the globe. The road warrior himself, Tom Hegna. Welcome to the show, Tom. Tom Hegna Thank you, Mark. Thanks for having me. Mark Miletello Well, Tom, NFL season is here. I'm excited. The pros are practiced, rehearsed, the butterflies are gone. It's game time. Tom, congratulations, and thanks for being a leader, a voice, and a consummate professional in the insurance industry; and is, really, the leading speaker and coach in the financial services industry. So, thanks for coming to the show. Can you give us a kickoff of this show with a professional tip or advice just to start us off and get this game going? Tom Hegna Sure. I mean, since you're talking about pro football, let me ask you a question. How often do they train do you think? Do they train once a quarter? Once every six months? A couple of times a year? They train every single day. Sometimes they do doubles. Sometimes they do triples. What people don't understand is that the top producers in any business, but let's just say pro football, they're constantly training. You know what else, they've got a coach. Why would they need a coach? They're the best players in the world. Because the coach sees things they don't. The coach can come up with a game plan. And I think what both you and I do is we focus on training and coaching. Why do people in our industry think that they don't need to train every single day? And, you know, if you or I were training or coaching them, even for 10 or 15 minutes every day, imagine how much better they would be in three months, six months, nine months. And so, I guess that would be my opening pitch, is that if you really want to get good, I mean, you want to be the best in the business, you've got to train a little bit every single day just like the pro football players do. Mark Miletello You know, I'm even more excited now because you're spot on. As a producer, as an agent, sometimes we're out there by ourselves; and here I am, 27 years into my career, and I still have a coach. I still have a mentor. I still look for more knowledge. So, you're exactly right, and that's the type of stuff I knew we were going to get right off the bat from you. Right now, let's break for industry news. There's no secret, the Department of Labor rulings are dominating the news in the insurance and financial services stadium. Tom, help us out. How do you think the industry will or will not change with these Department of Labor rulings? Tom Hegna Well, you know, it's kind of interesting, I was just on a nationwide debate last week with Knute Rothstead. He's the co-founder of the fiduciary standard, and he debated for the ruling. I debated against it. And I'd encourage your listeners to listen to it. It's free. They can go to apviewpoint.com and register for free and it's in there, or just look up any of my social media. I've got the recordings posted, but I encourage them to listen to it. But to your question, I would say this. I think some good things will come out of it. We all know there were some bad products out there. We all know there were some bad people out there. But what I tried to say in the debate is, you know, Bernie Madoff was a fiduciary, but I don't go around saying all the fiduciaries are Bernie Madoff, and I don't have anything wrong with fiduciaries. But my point in the debate is, right now, it's legal in all 50 states to do business with a fiduciary. So, if you really want a fiduciary, guess what? You can do business with one, but not everybody's choosing that. I said this, "If fiduciaries were so good at what they did, if they were so good, guess what, they'd put everybody else out of business." How could State Farm do what they do? How could New York Life do what they do? How could American National do what they do? If fiduciaries are so good, everybody would have to become a fiduciary, or they'd go out of business. But here's the truth, the truth is they aren't always that great. There are fiduciaries who are not taking longevity risk off the table. There are fiduciaries who are not taking long-term care risk off the table. There are fiduciaries who aren't using life insurance to leverage wealth transfer to children and grandchildren. So, my question to them is how can you be doing what's in the best interest of your clients if you're not using annuities, life insurance, and long-term care? So, that is on their side. But on our side, I would say this, I think we are going to see products, maybe a little more leveling of the commission, which I don't think is bad. I don't think there should be necessarily you make more commission on that versus this, and then you're tilted to recommend that over that. I think that's one of the good things that will come out of this rule is that companies are going to really must look at what is in the best interests of their clients? Now I don't agree that just a fiduciary puts their best interests. I see insurance professionals or financial professionals all over the country, every day, who are putting their client's best interests first; but I think there will be some good things that will come out of it as well. Mark Miletello Well, the Department of Labor ruling, I mean, I agree. I think that protecting clients ultimately is the goal, and that's more important than anything, but there is a balance, and I think that's the issue that you're talking about. We must find the balance, right? Tom Hegna Right. And what I proposed, at the end, instead of just beating up on my opponent or just trying to trash the DOL rule, what I tried to propose was a fiduciary process. You see I think the argument about fees versus commission, that's ridiculous. I can show you plenty of places where a commission is better for a client, and they can show you plenty of places where a fee is better. So, let's just agree that the fee commission argument just depends on the client. That's a ridiculous rule. But, let's also agree that nobody knows what's going to be the best. Here's the problem with the fiduciaries. It's the best interest. Did you know that if you go to five different fiduciaries, give them your exact same set of circumstances, you will get five different courses of actions proposed? Speaker 5 Exactly. Tom Hegna All in your best interests? I mean, that doesn't even make sense. How could five different people give five different solutions if this is in my best interest? So, what I say is let's agree that nobody knows what's going to be the best, all right? And what math and science do is when you get into a situation where you don't know what's going to be the best, there are so many variables, what math and science look for is the optimal way to do it. And all optimal means is this will be the best more often than anything else will be the best and it'll never be the worst. So, what I propose and what I talk about all the time, I don't talk about the best way to retire, because nobody knows what's the best way to retire. I talk about the optimal way. And so what I proposed at the end of the debate is something that I think both sides could agree on. What if we had a fiduciary process that said step number one you got to have a plan, and it's got to be in writing, and you need to work with a financial professional, and it needs to be reviewed regularly. That'd be step one. Step two, why don't we insist that they cover their basic living expenses with guaranteed lifetime income. That's what all the PhDs who study retirement say you should do. And then what if we said for the rest of the portfolio you optimize that to protect yourself against inflation. Or, if you weren't in the securities business, you could ladder their income products, so they could have one that starts at age 60, one that starts at age 65, one that starts at age 70; but the key is to give them increasing income for the rest of their life. What if we taught our clients how to maximize their social security benefits? See social security's the largest retirement asset most people have. What if we said that no retirement plan is complete without a plan for long-term care and that we were required to discuss a long-term care plan with the people. And then what if we used life insurance as the most efficient way to pass wealth. That if they have a life insurance policy for the kids, they could spend more of their money in retirement. I said now that is a process that would be based in math and science that, whether you are a fiduciary or non-fiduciary, whether you sell annuities or manage money, or you pay fees or commissions couldn't we agree that that would be a powerful process that would be in the client's best interest, and then we can just disagree. To me, that's the solution. Mark Miletello Wow. And thanks for being a voice for our industry. We need a voice right now more than ever, and really, you're a voice for the client as well. As I've read and studied and followed you, the sound advice you give is on behalf of the client and, like you said, the little things, how commissions are paid, that's the little things. Now giving more than 5,000 speeches and seminars and really influencing hundreds of thousands of advisors out there, let's talk about you. Let's talk about Tom Hegna himself. Can you tell us in your own words how you arrived at the point where you are today? Tom Hegna Well, look, I'm driven right now by one thing. There are 78 million baby boomers out there who are retiring. They're either in retirement or close to retirement. And tens of millions of them are going to run out of money if we don't get to them first. And so, I'm really driven by the fact that I can't get in front of 78 million people, but you know what? You can get in front of a 1,000. They can get in front of a 1,000. They can get in front of a 1,000. They can get in front of a 1,000. So, if I can get in front of 300, 500 thousand advisors, a million advisors, through the leverage of their work, we can get in front of most of these 78 million. Look, most people won't do everything they're supposed to, but we can fix a lot of them. I've been in the business for over 30 years. I've learned a lot in that time. When I was at New York Life, I was kind of in charge of their retirement income push, and so I found out things I never knew. Mortality credits. Longevity credits. I learned things about longevity risk. I learned things about why guaranteed income is so important. And happiness in retirement. See, I talk to people all the time. You know, it's one thing to retire optimal or not optimal, but don't you want to be happy in retirement; because I can show people how they can be happy in retirement. And happiness in retirement is tied almost 100% to guaranteed lifetime income, and so I can demonstrate that to them. I can show them all the research and all the articles that have studied it. And so that's kind of what gets me up in the morning is I'm trying to help 78 million baby boomers. I can't get to all of them, but I can get a bunch of advisors and try to help them help their clients. Mark Miletello Well, perfectly said. I'm looking at the parallels in our history. First, thank you for your service in the army, six years’ service. I had six years’ service in the army, as well, before I started my career, during my career. But I was an agent, I was a producer, and nine years ago I went into management. I had won a lot of the awards that I set out to and had the success that I wanted to have as a producer. I think at a point I wanted to touch more people, as well. I found that my passion and heart is helping clients with what you call miracles, selling life insurance, which I totally agree with that in your book. But what I wanted to do was touch more lives, just like you said. And going into management, I felt like building 20, 30, 40 agents, we could touch more lives and get the message out there. I love the fact that you've taken it even additional, and that's, of course, the reason for this podcast, having a place where we can touch more people, help more people through the things that you talk about and teach in securing and doing the right things. I told you right before we started to show that I read your book a third time Monday on a plane. I couldn't put it down until I got to St. Louis and I must tell you, it just meant something totally different to me at this point in my career. So, we talked about the industry, the news, we talked a little bit about you, and congratulations on all the accomplishments you've had, and the best sellers that you've had. Let's talk a little bit about clients. What is the number one piece of advice, Tom, that you would give to retirees today? Tom Hegna Well, that they've got to have a plan to retire. See, most people don't have a plan. And again, that plan should include some very simple things. They should make sure that their basic living expenses are covered with guaranteed lifetime income so that no matter what happens to the market or no matter what happens to interest rates, they will at least have their basic living expenses covered. Then they got to have a plan for inflation because guaranteed lifetime income, if you just buy one, unless you buy inflation protection on it, it's going to stay the same, and over time prices go up. So, you've got to have a plan for inflation and I leave that up to the advisor. They can recommend a market-based solution of stocks or mutual funds, commodities, real estate, that's fine, or you can ladder your guaranteed products. That's what I've done. I've got eleven of them and I've got them starting at different ages, and so I will have increasing income for the rest of my life. You've got to have a plan to protect yourself against inflation, and then you've got to have a plan to protect yourself against the risk of long-term care. That's probably, after longevity risk, that's the other biggest risk. Seventy-two percent of all people will need to have a plan for long-term care. They should maximize their social security benefits. That's the largest retirement asset that most of them have and, in general, just very simple, the breadwinner should delay. So, if you've got a husband or wife, and the husband made more money than the wife, the wife can take her benefits early if she wants to, but the husband should wait until 70 because his check covers both lives. That's why the breadwinner should delay. And then use your home equity wisely. There are all kinds of new things like reverse mortgage market. You can sell your home and capture capital gains tax breaks, and so use your home equity wisely. Then I always say leave life insurance to your kids for pennies on the dollar, and then just go out and spend your money and have fun in retirement. So, I talk a lot about how to have fun in retirement, how to never run out of money in retirement, and how to not have to go to a nursing home so you get to stay in your house for the rest of your life because you have a plan. And so, those are the concepts that I talk with retirees. Mark Miletello Well, I've been training based on a lot of what you've said, and I've also been following and mentoring with Van Mueller who, by the way, speaks very highly of you. Tom Hegna Dan's a great guy. We go way back. Mark Miletello Absolutely. And so, I've been rolling out to the agents that I'm mentoring and acronym, TVFIL, taxes, volatility, fees, inflation, and longevity. In your book, Paychecks, and Playchecks, you say the greatest threat to retirees is longevity. It's a multiplier of the rest. Can you expound on that? Tom Hegna Yeah, because the longer you live, the more likely the market will crash. The longer you live, the more likely you'll take out too much money. The longer you'll live the more likely inflation will decimate your purchasing power. The longer you live the more likely you're going to need long-term care. What I tell the people is this. Look, if you retire when you're 65, and you drop dead when your 68, it doesn't matter if the market crashes 10,000 points. It doesn't matter if inflation was 15%. It doesn't matter if you were drawing 12% a year. It doesn't matter if you forgot to buy long-term care insurance. You didn't a life long enough. But if you live to be 75, 80, 85, 90, it's all those other risks that will wipe you out. So, of all the research, I can find from the smartest PhDs in the world who study retirement said this: "To retire successfully you must take longevity risk off the table." Well, guess what, stocks can't do that. Bonds can't do that. Mutual funds can't do that. Real estate can't do that. Only some form of an annuity can do it. A lifetime income annuity, you might call it an SPIA, a deferred income annuity, you might call it a DIA, or an income or withdrawal benefit rider from a fixed index variable annuity, that is it. Those are the only things that can take longevity risk off the table. So, you've got to put an annuity in that portfolio. And then people don't understand that the reason is that you put it in the portfolio is to take longevity risk off the table. Why? Because only a life insurance company can issue an annuity. Why? Because only a life insurance company sells life insurance to be on the other side of that risk. See because an insurance company is on both the life insurance and annuity side, that if people die too soon or live too long, they can neutralize themselves. Because if this person lives to be 115, that's okay, that person over there died when they were 60, so they're protected against both longevity and mortality risk because they're on both sides of the risk. Your banker can't do it. Your broker can't do it. Only the life insurance industry can protect people from dying too soon or living too long. That is a mathematical, scientific, and economic fact. Mark Miletello I'm so pumped up right now. I read your book on a plane. I got off to give a speech. I believe it was the most powerful speech of my career. And in the speech, I held up your book and ... it was a study group of the top leaders in my company. I held up your book, and I said, "You have to find your voice right now." One of the things that you said in your book, Paychecks, and Playchecks, you said, "We are at different times." And I think one big message that you give is to wake up. Wake up and look around. And I think that's the hardest thing for me, was for me, is to find that voice like you have found, like Van's found, like others succeeding and ... Let me go back to one little point. You had mentioned annuities that pay for life, and you know what, I get caught up or have been caught up, with clients talking about rates of return. You get completely away from that, and you focus on the longevity. The income stream for life and the value and importance of that, and I really had some of my first discussions where I said that the interest rate doesn't matter. Can you dive a little deeper into how reps should consider ...? Because I've got to be honest, I've sold tons of annuities, tons of life insurance, I've helped protect families and clients; but I've never really until, I think this week, saw the value and importance of what you say and how you use these products to protect people in these uncertain times. Tom Hegna I often talk about the payout rates of annuities. And if you look at SPIA OR a DIA, the guaranteed payout rates for those things are very high. They're 7, 8, 9, 10, 11, 12, 13, 14 percent guaranteed for the rest of the client's life. And I always tell advisors, I say someday if you talk about payout rates the client's going to ask you, "Okay, but what is my interest rate?"  I got two ways to answer that. Number one, "What would you like it to be?" Because the insurance company does not set the interest rate on an income annuity. They set the payout rate. It never sets the interest rate the client by how long they live. So, I say, "If you want a higher interest rate, just live longer. If you want a higher interest rate than that, live longer than that." That's what I love about these products. You get to set your own interest rate. I hope you set it very high. But the second way I handle it is this. It doesn't matter. Just like you said, it doesn't matter what the interest rate is. When somebody asks you "what is the interest rate", in their mind they think this is an investment that they want to compare to their Merrill Lynch or their Schwab or their Edward Jones investment. And what I would say that an income annuity is not an investment. It is a guaranteed paycheck for the rest of your life. So, if I went on an appointment with that advisor, these are the exact words that would come out of my mouth. "I'd say Mr. and Mrs. Client, congratulations, you're now retired. In retirement, you're going to need a paycheck. Now at our company, you can have your paycheck guaranteed or non-guaranteed, which do you prefer?" Most people say guaranteed. "We can guarantee it for your life or for both of your lives, which would you prefer?" Most of them say for both of our lives. So, I repeat it back. "What I just heard you say is you would like a guaranteed paycheck for the rest of both of your lives." Yes. That's what this does. And there's no other product in the world you can buy that will give you a higher guaranteed paycheck for the rest of both of your lives. So, it doesn't matter what the interest rate is. You want a paycheck. You want it guaranteed. You want it guaranteed for the rest of both of your lives. That's what this does. Merrill Lynch, Schwab, E-trade, they can't do that. Mark Miletello So, I've got my checkbook out. I feel like I need to pay you for that. Tom Hegna I mean, let's keep it simple, and let's have fun in the appointments too. I have fun when I'm in front of people. I get in front of more people probably than almost all your listeners combined. So, I'm in front of people every day and I have fun with it. [crosstalk 00:21:36 Mark Miletello Absolutely, and I'm glad I asked that question because I needed the answer to that, and I would imagine a lot of my agents and my listeners as well needed the answer to that. And so, that'll help us find our voice in competing again what interest rate is at, and just spot on. I obviously brought up "Paychecks and Playchecks" several times. That book is just filled with so many nuggets. I've highlighted the entire book, and it's going to be part of my process going forward and training, and teaching, and reading, and learning myself. I'm excited to hear a little bit more about, "Don't Worry Retire", but before that, what inspired you to write "Paychecks and Playchecks"? Tom Hegna Here's kind of what happened. I was still at New York Life at the time when I was asked to speak at the top of the table for MDRT, which is a huge honor. This is a top of the table event of MDRTs, the top of the top of the top, but I didn't know that MDRTs, that to test their speakers because it's a smaller group. It's the highest group, but there are only about 500 people. If you do good there, then they'll ask you to domain platform at MDRT, the general session, where there's six, seven thousand. But anyway, I had a presentation and they said you got have a name for this thing, you got to have a name for this. And we talked about it and said what about Paychecks and Playchecks. I said, "Oh, that's a great name." So, we titled my talk "Paychecks and Playchecks". Well, it was a huge hit, and then I did MBRT the next year in Vancouver. It was a huge hit. I didn't have a book. And that's killer. You're on the main platform at this big thing. I didn't have a book. Everybody said, "You've got to have a book." So, I sat down and I wrote the book and then what we did is we took my "Paychecks and Playchecks" talk from MDRT and we broke it out into chapters, and then we built up the chapters. I put in all the knowledge that I'd learned over the years and that was "Paychecks and Playchecks". And it was a foundational book. It sold over two million dollars. I mean less than one percent of books ever sell a million dollars. That sold over two million and "Don't Worry, Retire Happy" has now sold over a million. So, it's kind of cool. I got two books in the top one percent of all books ever written, but it was I wrote it out of my heart, you know. It was really all the knowledge and all the words and language. Because I tell people this, people think this is a knowledge business. I've got news for them. This is not a knowledge business anymore. You give me an iPad and the internet for 15 minutes, I can figure out anything I need to figure out. This is not a words business. This is a language business. This is a questions business, and this is a stories business. And my books are full of words, language, questions, and stories that are powerful. I always tell people if you don't have your ... People say all the time you got the words, you got the questions, you got the stories. You can borrow the stories, borrow the words, borrow the ... that's what I did when I was brand new. I listened to audiobooks every single day. I watched tapes of the Kinder Brothers so I could close business the way the Kinder Brothers taught me how to close business. I can handle objections the way they taught me to handle rejections. And what I did was learn the words, language, questions, and stories of the top producers in this industry 30 years ago and those words, language, questions, and stories made me millions of dollars. And now I've got the words, language, questions, and stories for this retirement income market and people can make millions of dollars off of that, but they're worried about spending 35 bucks on an audiobook or something. It's crazy. You've got to invest ... and I'll tell you this. The best investment you'll ever make is not in stocks or bonds or bitcoin, the best investment you'll ever make is an investment in yourself. That will make you the most millions. Mark Miletello It's perfectly said. I believe that what you've said it's not that ... you look at my upbringing and my challenges and I had Richard Weylman on the show last week and the struggles that he came through. It's about finding your voice and telling a story. And like I said in a speech, I used several things that you've said from "If a dollar was a second, what would a trillion dollars mean?" And things like that. It's just stories and I held up the book and I said, "You have to learn these stories because you don't have to make them up." They've already ... someone's already paved that way and you learn from the Kinder Brothers. We all have learned and quoted from someone that has inspired us, so thank you for putting that together. You know, I've got some self-published books and maybe that's what I need to do, record myself speaking and quit trying to sit down and write everything out. That's some good advice. But you know what? I work with a young team, but even us veterans we've, keeping with the theme of football, we've all had fumbles; and so, looking back, do you ever think about some mistakes that you could avoid, or you would have avoided for these new agents that are. Tom Hegna Well, kind of my best advice for new people is activity. I say an app a day keeps depression away. Look, this is a business is where you go way up, and you go way down emotionally. You go out and you close a million-dollar sale and you're on top of the world, "Oh, man I just sold the biggest case I ever did." And then two days later you get a call, and he says "Well, I talked to my brother-in-law. He says it's stupid. Please cancel that." Or, the guy got declined, or he changed his mind, or whatever. And now you're down and the depths of depression, and then you write another case and you go up here and then something bad happens, and you go down here. So, what got me through the storms, because I went up and down terribly. My first, in my first year, was very hard, but what I found is the more activity I had, then I could weather it. See if I got 12 applications in, and I lose one no big deal. If I got one application in, and I lose one, that's a life-threatening event. So, I started trying to see three people a day and then once I started doing that I saw five people a day. And then I would see seven people every day, and if you're seeing five to seven people every day, I promise you, you'll get through it. An app away keeps depression away. I tried to write at least one app a day, and my record I think was 13 apps in one day and I routinely get five or six in a day, that was not uncommon at all. I never had a blank week my entire time as a producer. I'm kind of proud about that because it was drilled into me activity, activity, activity. And so, there are only three ways to increase your production. See the people. See the people. See the people. So, I would encourage new advisors, see people face to face every single day. Mark Miletello Well, we can dive more into that. That could be its own separate show, but the good news on this show is you get the repeat of a first down. You get a do-over, so you're starting over, Tom, you know how tough today is, you're starting over right now, how do you grow a successful practice? I think you've given us a lot of these nuggets already, but I'm just going to point blank ask you because this is what a new agent wants to hear. What do you hear today? Tom Hegna I think you've got to build your frontal as full as you can, and what I mean is that you've got to be on social media. You've got to be on Facebook. You've got to be on Twitter. You've got to be on LinkedIn. I guess Instagram for millennials and all these guys. But you've got to be on social media. You've got to network and get as many people into your funnel. I don't care how well you know them. Go to Chamber of Commerce, get everybody's business card, put them in your funnel, connect with everybody you can. Because what you want to do it early in your business now you want to get thousands of people in your funnel of social media and then you want to watch your social media because you can learn a lot about people. Oh, we got engaged. That'd be a perfect person to call. Oh, we just got married. Oh, my dad died. My mom died. We had a baby. All that's on social media. Well, those are all life events that people need to buy more life insurance and they need to roll their 401K or they need to do something, right? So now today we can know when all these things are happening. When I was an agent, we didn't know. We had to buy a baby list from the paper or something and we'd get it like six weeks later or something, or the obituary list and you got go through there and figure whose parents they are. I mean, really, seriously? Now you've got all these tools and then there are marketing people that I'm not the marketing guy, but there are marketing people that can help you do campaigns and do things to get more leads. And then I would encourage people to do seminar selling. It does work. It's not dead. People think it's dead. It's not dead. I do seminars every single day almost. And they fill the place with three, four, five hundred people. If you're giving great content, great content, people will come. The number one producer I work with is a guy down and Florida. He does about a million a month in commission, a million a month, okay? And he runs educational seminars, no food; he brings them in two or three a day, does two or three days a month, he brings in top speakers, he said all the money I used to spend on restaurants now I put into my speakers. And he just is known as the educational place for all these retirees and they bring their friends, their neighbors, their brothers, their sisters. There's no selling done at these seminars. They are just educational workshops. He brings me in. He brings in Mary Beth Franklin, and he brings Moshe Maleski in, and he just educates people in the community. And guess what, they do a lot of business on him. Mark Miletello I bet. Well, activity is the key, we all know that, and you're right. There are almost so many places to go to create an activity that one doesn't know where to go. I think sometimes they're just looking around at all the different places and they don't know which one to choose. But you said get out there, get involved, and everyone watches it, make contacts because one thing you and I know that it's about timing more important than anything. You can call me today and discuss an annuity and a year and a half from now might be the right time to discuss that annuity. So, in this industry what I've found is when I was born there wasn't a big sign at the hospital that said Welcome into the world, Mark Miletello, natural born insurance salesman or financial services agent. No one's born, you know, you practice, rehearse, study, and so whether you find yourself successful or not, I believe activity is the key and timing, as well, is the key and with social media, we can hit that timing a lot better than we did just culling obituaries. Tom Hegna It's a numbers game, right? So, you want to have lots of numbers in your circle. As many as you can, even if you don't know them well. Then it's a timing thing, and then you've got to have the skills. So, it's really three things. It's numbers, it's timing, and it's skilled. And so, if you have the skills if you have the words, the language, the questions, and the stories and you know somebody who's right for talking to and you have enough of those people every day you've got people to go see every day. Just stop by. Hey, I saw you had a baby. We have a bib in our office, and it's just, you know, give them something. We used to hand out road atlases. I don't know what you hand out anymore, but just something you could give them, or bring them a little present, bring them some chocolates. I don't know what but get in front of people who it's the right time to talk about things and build a relationship with them and then help them. Do what's in their best interest, and they'll refer people to you. Mark Miletello Wonderful. Well, Tom, it's the future. It's the year 2027. This is maybe one of the toughest questions I'm going to ask you because this is on the minds of all of us with everything going on around, but also technology the future. What will the industry look like in ten years and how do we fit in, how do we stay relevant? Tom Hegna Well, there's all kinds of people worried about that, and I know on the P&C side they're worried that amazon.com is going to have a little thing you just plug into the USB port and you drive from here to the store and it just charges 12 cents to your prime account for insurance. And then you drive across to California and it's $2.42 for insurance. That your insurance will charge you by the number of miles that you drive, and it will be automatic, and you won't have to worry about it. That's was the P&C people are worried about. I think for life insurance, annuities, and long-term care investments you know these robot advisors, yeah, that's fine, let's see how that all works when that market crashes 50 percent. At the end of the day, people need help from people. People trust people. And I think they're going to need a financial person to walk them through this. The average person doesn't spend enough time learning about this stuff and what they hear, they hear from Ken Fisher or Susie Orman or Dave Ramsey. People are giving them opinions, not facts. And that's why I say stick with Tommy. Tommy's got the facts, and the facts beat opinions 100 percent of the time. And so, if we can just present them mathematical, scientific, and economic facts these are irrefutable. These are not opinions. I can win every argument with Ken Fisher because he's dead wrong. You know when he says, "Oh, anything you can do with an annuity, you can do better elsewhere." That's a lie. You know what I'm going to do? This week, I'm going to write an open letter to the SEC, because what I think he is doing is almost criminal and he's leading people astray and for the SEC and [Senator 00:34:37 to allow that kind of stuff to happen ... I'm just going to write an open letter and I'm going to clearly expose him for what he's doing. He's not doing good things. So, I got math and science behind me. He's got his opinion. Let's see how that works for him when that market crashes 50 percent. Mark Miletello Well, what you're saying is, we can't predict what the next 10 years are going to be, but we can sure be prepared. We can be an advocate for our clients. So, thank you for protecting us, and doing those things. You're right. Some of it is ... I don't even know what to say about some of the things that I hear, but one thing that I keep going back to that's one of the most powerful things that I've read in your book, and that's, "I talk about facts." I'm going to use that if you don't mind. I'm going to steal that when I'm talking to clients is that you know let's not look at all the opinions out there, let's talk facts. Tom Hegna Facts win, every time. Mark Miletello That's right. So, look, I would like to keep you for hours on end. I know your time's valuable, and thank you for sharing with us. We've gotten so much already. I'd like to ask you a hundred more questions, but give us your professional recommendations. How do we get started following you? What steps do we take to find, maybe this is a two-pronged question, but how do we get started to find a voice like you have found? Is part of that following you? What can we do? Tom Hegna Well, look, I know you got some great training, and you said Van was one of your mentors. Van and I are good friends. We've done a lot of work together. Joe Jordan was one of my mentors, as were the Kinder Brothers, as were some of the top producers back in the day, the Ben. And now Mark Feldman has a great book, "Man on a Mission", all about life insurance. Great life insurance questions. But if people want to follow me, I'm at tomhegna.com. I'm easy to find. If you google my name a million things will pop up. I got free videos on YouTube they can sure watch. I've got a subscription service called Tom Hegna on Demand where I literally put my entire brain online, sorted by video clips, three to eight minutes. over ten hours sorted by life insurance, annuities, long-term care, questions, sales ideas, handling objections, social security, all that stuff. So, my entire brain is there available 24 hours day, seven days a week. And I say what if you spent 10 minutes a day there, 15 minutes a day, or what. How good would you be in three months or six months or nine months? There's also a coaching site where, let's say, they get to the appointment at ten minutes early. They get on the iPhone. They go to the coaching site, and a video of me pops up. I say, tell me about this appointment. Is your client single or married? They put single. How old is this person? She's 70. Once you hit those two buttons, a video of me pops up. Okay, so you're going to an appointment with a 70-year-old widow. Here's going to be her key questions. Here's how I would answer those. Here's going to be her objections. Here's how I would answer those. Here's the product you're going to want to use. Here are the questions you want to ask her. And I coach you for 5, 10 minutes before you go on your appointment. The next day you're going on an appointment with a 45-year-old couple. You hit married, 45, and I coach you totally different than I did for the 70-year-old widow. Now that's all available online. We've got package deals on our podcast. So just go to tomhegna.com. I'm easy to find. Mark Miletello Well, the financial investment is ridiculous. That's a no-brainer. What we must do, and what I've tried to teach and install in the ones that I mentor is the time investment. And it's not that much. It could be 5, 10 minutes. It could be a ride on an airplane. But we must take what you're handing us, and we got to pass it down to the next generation. We got to build upon that, so that's what this podcast is for, is to reach out. With all the noise out there, it's getting hard to find who's the real deal. And you are the real deal, and I'm going to continue to follow you. I appreciate the advice on man on a mission. I didn't know that one. I'll look that one up. I hope that everyone out there listening to this will immediately go to your website. You are one of the top one or two that I recommend following, as well as you mentioned, Gary Kinder, the Kinder Brothers, and Van Mueller as well. So, thank you for being a guest on the show, and thank you for all you do. Tom Hegna Thank you, Mark. Great being with you. Mark Miletello Absolutely, and you can follow me on markmiletello.com. If you like what you hear on the show, go to iTunes and rate and review, and you'll help others find us.    

Unsure of how to handle incoming government regulation? Out of fresh prospecting ideas? Hear tips from Top of the Table level producing members and more in this newest episode. Featured in this episode are Van Mueller, LUTCF, Michael L. Weintraub, CLU, Micheline Varas, RHU, Simon Singer, CFP, RFC, and Susan Catherine Paterson, FChFP. This example is for educational purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation. The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.

Join Teresa as she continues her interview of financial expert Van Mueller.   Many people never consider the importance of insurance in conserving and growing cash without exposing it to risk. In this program, Teresa and Van talk about how specially-designed life insurance polcies can allow individuals more liquidity, flexibility, and control than could ever have with banks or on Wall Street. Becoming your own source of financing is one way many Americans are avoiding the ups and downs of the stock market and managing their cash resources. 

In this episode Teresa talks to insurance and financial expert Van Mueller about how using permanent life insurance to safeguard your nest egg is a viable way to retain the use, control, and liquidity of your cash. The idea of using insurance for cashflow management, estate planning, and wealth preservation is not new, but Mueller shows its' real world practicality as our economy becomes more and more unstable. Using cash value insurance creates a predictable way to plan for the future, finance a college education and other major purchases, and avoid risking everything on Wall Street. You can learn more about this powerful strategy at www.livingwealthyfinancial.com