Friday, January 31, 2014

Building a Collaborative Team - Business Planning, the Next Generation

This episode can assist you in building a team approach to your practice with a variety of advisers including fiduciaries, Money Mangers and Insurance Professionals. The vetting methodology, for recruiting team members is quit diverse, but David Specht, special guest millennial marketer, author and top producer, talks about why he recruits singular expertise partners to his team. Remarkable David doesn't participate in product sales, but outsources it to his team members.

Thursday, January 30, 2014

Developing Tools that make Advising Intuitive - Business Planning, the Next Generation

This episode features intuitive tech tools tailored to family owned businesses like GoAdvising and capital themes like (Financial Literacy), (Talent Development & Pursuit), (Mentoring), (Health & Wellness, (Attitude Towards Work), (Philanthropy) and (Relationships beyond ourselves). Special guest, millennial marketer, author and top producer David Specht, walks you through these capital themes.

Wednesday, January 29, 2014

The Power of an Inspired Question - Business Planning, the Next Generation

This episode shows you the benefits of learning the right questions designed to uncover family feelings and create an atmosphere of venerability. There's now a popular iPhone app that is being used to distribute the right questions to family members with surprising success and can be leveraged with email, Twitter and Face Book. Special guest, millennial marketer, author and top producer David Specht, developed this app to initiate meaningful dialogue and business opportunities.

Tuesday, January 28, 2014

The Family Business Whisperer - Business Planning, the Next Generation

This episode can help you gather and understand the family dynamics of family owned businesses. You'll quickly understand why everyone in the family needs to participate in the discussions so expectations can be met. Without the internal Intel on the family, it will be difficult to move forward with your suggestions. Special guest, millennial marketer, author and top producer David Specht, introduces you to the first contact methodology of family reconnaissance.

Monday, January 27, 2014

The Family Owned Business as a Niche - Business Planning, the Next Generation

This episode can help you approach family owned business as a bite-sized tactic, instead of a seven-course meal. Limited campaigns like this allow you to dip your toe into what may be unfamiliar waters or focus your business development campaign into a narrow niche market. Special guest, millennial marketer, author and top producer David Specht, introduces you to a counseling method he developed to successfully penetrate the small family owned business sector.

Friday, January 24, 2014

Transforming Advisers into CFOs - Retirement Management

The senior market is a major target for an adviser's business model. The general trend is income management, but advisers may fail to take into account comprehensive eldercare, which includes all components of senior marketing: Social Security, Medicare and Extended Care coverage. Steve and Levi underscore the need to become the CFO to address all these areas.

Thursday, January 23, 2014

Transforming Advisers into CFOs - Investment Management

One of the first contact items in an initial appointment is the establishment of a client risk tolerance, the centerpiece of a psychological financial profile. Whether a client is a saver or investor, establishing goals, timelines and risk aversion is mandatory to investment management. Steve and Levi discuss the CFO talking points of psychological financial profiling.

Wednesday, January 22, 2014

Transforming Advisers into CFOs - Budgetary Management

One of the great center pieces of CFO thinking is establishing a reasonable budget with cash flow expectations. It is one of the most neglected areas of financial planning by advisers. Part of budgetary management is debt reduction, which can increase cash flow for monthly dollar cost averaging into savings and investment accounts. Steve and Levi introduce the basics of budgeting as a characteristic of being a CFO.

Tuesday, January 21, 2014

Transforming Advisers into CFOs - Tax Management

Establishing a client's current effective tax bracket is the baseline to proactively reduce all forms of taxation based on 1040 income. Understanding adjusted and modified gross income is critical to CFO tax management strategies. Introducing tax advantaged products and tactics can generate more cash flow and impact the bottom line. Steve and Levi address some of the critical components of tax management.

Monday, January 20, 2014

Transforming Advisers into CFOs - Risk Management

The NFL mantra to success is "the best offense is a good defense." One of the tactical tenets of being a CFO is defensive planning or risk management. Laying a foundation of protection against financial exposure is fundamental to financial wellness. Steve and Levi set the cornerstone of financial conservation in their discussions of managing risk.

Friday, January 17, 2014

Life Insurance Portfolio Analysis - Usage in the Fiduciary Community

Although more CPAs are in the financial and insurance planning community, it is still somewhat of an anomaly among advisers. As a CPA, Richard describes his audit practice in the fiduciary marketing with other CPAs, trust officers, tax and estate attorneys. Steve discusses Richard's unique practice.

Thursday, January 16, 2014

Life Insurance Portfolio Analysis - Insurance As an Asset

Steve and Richard talk about life insurance as an asset, instead of the traditional indemnification view. Future death benefit proceeds of permanent products are sometimes inserted as an asset. Cash values are viewed as a liquid asset with tax advantaged income potential.

Wednesday, January 15, 2014

Life Insurance Portfolio Analysis - Product & Medical Analysis

Product selection is a huge part of the life review. That process is influenced by the planning strategy, whether term or permanent products are used. In addition, the medical profile of the insured needs to be matched to the carrier with the most benevolent underwriting. Steve and Richard discuss the fundamentals of product and medical analysis of the life audit.

Tuesday, January 14, 2014

Life Insurance Portfolio Analysis - Ratings Services & Carrier Balance Sheet

There are several rating services with varying ranking levels and definitions that measure financial stability and claims paying ability. Some software surveillance systems summarize the annual state financial filing of insurance carriers, euphemistically entitled, The Convention Blank. Steve and Richard review the rating services and carrier balance sheets as part of the audit process.

Monday, January 13, 2014

Life Insurance Portfolio Analysis - Introduction to the Due Care Process

The Insurance due diligence process includes the examination of products, policy provisions, carrier balance sheets and ratings. Doing an annual review with existing clients is part of the fiduciary responsibility. Performing reviews for new clients can be a prospecting tactic. Steve and Richard introduce you to the basics of a life insurance audit.

Friday, January 10, 2014

How to Prospect Using The Amanda Video Marketing System

This episode targets the benefits of having an on demand video inventory with an interfacing-email platform to launch prospecting campaigns and/or generate a regular client contact strategy that can leverage your relationship to your existing book of business. Steve and Jerry introduce you to the turnkey video marketing system, Amanda.

Thursday, January 9, 2014

How to Prospect Using Third Parties On Video

This episode focuses on the benefits of using third parties in your presentation, especially as an opener in a first client contact meeting. The two third party videos in this program are unique approaches; one on business liability and the other on a child's financial education. Steve and Jerry introduce you to the application of third party video in your prospecting strategies.

Wednesday, January 8, 2014

How to Prospect Using Advisers On Video

This episode shows the benefits of using video consultants to strengthen your presentation without sharing compensation. The videos in this show display the consultant's area of expertise and can underscore your main talking points with an existing client or prospect. Steve and Jerry address using video consultants in your meetings with consumers.

Tuesday, January 7, 2014

How to Prospect Using Business Killers Video Series

This episode centers on the benefits of using video as a prospecting tool and highlights two short videos focusing on two popular business topics: taxes and business valuation. The scripts are crafted to touch an emotional chord that can resonate with prospects. Steve and Jerry discuss the use of videos as a prospecting strategy to bypass the gatekeeper and go directly to the business owner.

Monday, January 6, 2014

How to Prospect Using Family Matters Video Series

This episode spotlights the benefits of using videos in prospecting and features two short videos about family dynamics in a closely held business. Most family businesses can relate to the natural conflicts that are played out in this family exchange. Steve and Jerry talk about using video vignettes as a first contact strategy in prospecting.

Friday, January 3, 2014

Top Sales Ideas of 2013 - How to Sell Life Insurance Strategies

Selling is an art form, especially when you're selling misunderstood insurance products. So you have to have substance. The tax impact of annuities and life insurance can be a significant feature in a rising tax rate environment. Retirement income, that you can't outlive, is based on mortality credits that are only sold by life insurance and annuity carriers. The crediting methods in life insurance and annuity products are broad enough to have multiple applications to fit most risk tolerance profiles. Steve's special guest, Tom Hegna, addresses these applications.

Thursday, January 2, 2014

Top Sales Ideas of 2013 - How to Sell Life Insurance in a Low Interest Rate Environment

The low interest rate environment has limited carrier-crediting methods that use dividends, interest rates and indices. But the real impact of low interest rates may be creating low returns for family and business survivors. Many survivors depend on the death benefit coverage to replace the income of the deceased. Steve's special guest, Tom Hegna, points out that the low interest rate environment is creating a culture of the under-insured.

Wednesday, January 1, 2014

Top Sales Ideas of 2013 - How to Sell Retirement Income from Insurance Products

Annuity and Life insurance products have tax advantages and varying crediting method options to suit the financial goals and risk tolerance of prospective buyers. But insurance products can also be alternatives to certificates of deposits, a better use of required minimum distribution or a bear market recovery plan. Steve's special guest, Tom Hegna, addresses the use of insurance products in basic planning strategies.

About Steve Savant

Steve Savant

As the National Marketing Spokesperson for Ash Brokerage, Steve Savant looks forward to meeting financial professionals in every way possible - in person or by video through conferences and social media.

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