TBA's Life Insurance Link Up
Life Insurance Link Up is a bi-monthly podcast focused on helping grow advisor's insurance business by providing insight and advice on marketing and selling life insurance. The Life Insurance Link Up podcast is brought to you by TBA (Tennessee Brokerage Agency), who has been in the life insurance business since 1959. This is a podcast for advisors by advisors. For more information on TBA: https://www.tba.com/ For quick and easy access to sales tools: https://www.tba.com/sales-tools/
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Having an Effective Conversation about LTC
04/17/2024
Having an Effective Conversation about LTC
The chances are high that at some point your client will need long-term care, but having the conversation about it requires a different approach than a life insurance proposal. Kevin Riley, Regional Director at OneAmerica, has been helping advisors have effective conversations about LTC for years, and now he’s willing to share some of those secrets with our listeners. This episode covers the following: Client objections and how to overcome them How to start the LTC conversation Common Advisor mistakes during these discussions Quick moniker reference to use as a reminder during these conversations If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at .
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DI Solutions: Medical Professionals
03/28/2024
DI Solutions: Medical Professionals
Disability Income is crucial for many professionals, but one industry where it isn't a hard sell because they are educated about it's importance from the beginning is any medical field. We brought in our resident DI expert - Kathryn Kinnane - to talk DI, how to best approach medical professionals, what's needed for the most accurate quotes, and how much coverage they would need. If you're in need of DI assistance, reach out to Kathryn Kinnane at or 865-588-9555.
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Business Solutions: Guaranteed Issue Term for Groups
03/20/2024
Business Solutions: Guaranteed Issue Term for Groups
When it comes to business solutions - specifically guaranteed issue insurance for groups - the options can feel daunting. That's why we brought in two experts from Principal's business solutions team - Mark Householder & Tom Bates - to talk all things guaranteed issue term for groups. They joined our own John Felton to discuss the following questions: What is the ideal company/group for this product? Does this use level term, Annually Renewable Term, or are there options for each client? What type of financial professionals can find success with this product? Who handles the plan and policy administration and billing? Is there a cost? Can additional insureds be added to an existing group Could you discuss some of the more important qualifications for a group to qualify for guaranteed issue?
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Underwriting Dilemma: Heart Issues
02/20/2024
Underwriting Dilemma: Heart Issues
Our in-house impaired risk specialist sat down to provide insights on what underwriting can look like for clients with heart issues that include: Heart attack history Heart murmurs Pace Makers High Blood Pressure & more In this episode, she touches on what conditions receive more favorable underwriting or are typically declined. She also provides important questions you should be asking your clients with heart issues.
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3 New Trends in Life Insurance
01/30/2024
3 New Trends in Life Insurance
A new year brings new opportunities for life insurance advisors. What trends can you expect this year when it comes to life insurance? Michele Leeming, Relationship Director with LIBRA, discusses what advisors can expect when it comes to the types of products and coverages clients will be seeking and the future of underwriting. For assistance with a life insurance case email [email protected]
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Charitable Giving with Life Insurance
12/28/2023
Charitable Giving with Life Insurance
'Tis the season for giving, and that's why we have our vice president, Zach Gosselin, walk us through if your client can provide a charitable gift with life insurance, what the different options are, if there are tax implications, and what - if any - drawbacks there are to using life insurance for charitable giving.
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What is TBA Awareness Month?
12/01/2023
What is TBA Awareness Month?
Every December we celebrate TBA Awareness Month! John Felton sits down with Morgan Mynatt to talk about how TBA Awareness Month came to be, what three things advisors are most unaware of about TBA, and what is the #1 thing advisors should be more aware of when it comes to TBA and how they support advisors. If you have any questions about TBA or how TBA.com works, email .
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Underwriting Dilemma: Diabetes
11/14/2023
Underwriting Dilemma: Diabetes
Over 11%, or more than 37 million Americans, have diabetes, and that number continues to climb. With the increasing number of those affected by this, we brought in our impaired risk specialist Jennifer Stanifer, to discuss all things diabetic underwriting. From what information you need from your clients, to what the best carriers are for the most favorable ratings. Contact Jennifer at or 865-588-9555 for a life insurance quote. Also, access the diabetes underwriting questionnaire here: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/
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Long-Term Care 101
11/01/2023
Long-Term Care 101
Long-term care is likely one of the few topics clients come to their advisors about. With November being LTC Awareness Month, we brought on OneAmerica’s Kevin Riley, Regional Account Director, to provide perspective on why this coverage is so crucial, the cost of self-funding long-term care, and how to get started in the market if you’re an advisor who hasn’t branched into it yet. The reality is the cost of care is not getting smaller, and regardless of financial standing, all clients need long-term care coverage. For a hybrid LTC quote, you can contact Kathryn Kinnane at or 865-588-9555. Cost of Care Calculator:
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Estate Planning: Who It's For & How to Offer It
10/31/2023
Estate Planning: Who It's For & How to Offer It
With the potential for the current estate tax cuts to sunset in January 2026, it has created more awareness around the importance of estate planning for many Americans. Zach Gosselin, who works closely with our advisors and our estate planning attorney partners, answers some common questions about this topic to help you - as advisors - provide the best solutions for your clients: What are the changes that are supposed to happen to estate taxes? Are their parameters for a client that make them the best fit for estate planning? What role does life insurance play in the estate planning process? How does an advisor get started with estate planning for their clients? If you have questions about estate planning for your clients, you can contact Zach Gosselin at or 865-588-9555.
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Funding Retirement with Life Insurance
10/26/2023
Funding Retirement with Life Insurance
Many associate life insurance with death benefit, but what many fail to see is all the other possibilities available through life insurance - including helping fund retirement. John Felton discusses the various living benefits available through life insurance, when an advisor should recommend the options that involve retirement funding, and how to get started. For more information on how TBA supports advisors in the life insurance space visit www.TBA.com.
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The Current State of Life Insurance
09/28/2023
The Current State of Life Insurance
The Life Insurance industry took a more prevalent role in clients’ lives largely due to the pandemic, but is that still the case? Michele Leeming, Relationship Director, discusses the current state of the industry, what products clients are purchasing, how the industry has changed in the last year, and how to overcome some of the barriers that advisors face when having conversations about life insurance. Resources mentioned in the episode:
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Term Conversions 101
09/14/2023
Term Conversions 101
Term conversions have been mentioned several times on the podcast, but we thought it was important to touch on some of the most commonly asked questions and misconceptions about providing this service to your clients. This episode covers: Do you have to be the original writing advisor on a policy to convert it? What is the easiest way to determine if a policy is or should be converted? Next steps when a policy is deemed convertible Can you earn commissions on conversion?
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Policy Review Refresher
08/29/2023
Policy Review Refresher
You've heard policy review mentioned many times in our episodes, but John and Zach take this opportunity to focus solely on policy review and: Why it matters How to offer it When it makes sense What policies should be reviewed For access to the free policy review kit, visit: https://www.tba.com/policy-review/
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3 Ways to Serve the Emotional Needs of Clients
08/15/2023
3 Ways to Serve the Emotional Needs of Clients
When it comes to effectively engaging clients – it can be a challenge in any industry. However, the pandemic has created a new filter in the life insurance industry of what clients are looking for in their advisor, and that is, “who is really there for them?” Tiffany Markarian, the founder of Advantus Marketing, LLC, sits down with TBA’s Morgan Mynatt to dive into what an emotional need is, how to serve those emotional needs of clients, and most importantly actionable steps advisors can take. Taking this information and implementing it will improve overall conversations and even the solutions that you as advisors can provide to your clients. Tiffany Markarian is an Award-Winning Marketing Strategist, Founder of Advantus Marketing, LLC, and an elite coach to wealth advisors and insurance professionals. She’s a frequent industry author and speaker, including FPA, NAPFA, FSP, NAILBA, and numerous broker/dealers.
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Business Owner Solutions: 5 Questions You Should Be Asking
07/31/2023
Business Owner Solutions: 5 Questions You Should Be Asking
We are approached consistently by advisors about what questions they should be asking their business owner clients when it comes to succession planning in order to mitigate risk and provide comprehensive solutions. John and Zach sit down to discuss 5 questions you should be asking your business owner clients in order to do just that, as well as solutions that make the most sense based on their answers. Visit tba.com for more approach letters, tools to provide better numbers for your clients, and more.
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How to Get Better Impaired Risk Offers
07/14/2023
How to Get Better Impaired Risk Offers
John Felton sits down with Dr. Robert Frank, Medical Director for , to get Dr. Frank’s expertise and insight on the following when it comes to impaired risk cases in life insurance: How does Dr. Frank help advisors like you and brokerages like TBA in the impaired risk space Recurring impaired risk ailments that are worth challenging a carrier on for a better rating The #1 mistake advisors or insureds make when it comes to medical underwriting when applying for insurance What piece of advice Dr. Frank would give to advisors when they encounter impaired risk cases For impaired risk questionnaires, to schedule a time to speak to TBA’s impaired risk specialist, or to get you in contact with Dr. Frank: This is a re-release of a 2022 episode.
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The Basics of Life Settlements
06/22/2023
The Basics of Life Settlements
In this episode, Vice President of Welcome Funds, Dan Ohman and TBA’s John Felton discuss the basics of life settlements, the tax implications, the overall process, and the sweet spot policies that make the most sense for pursuing a life settlement. TBA admittedly had shied away from the Life Settlements business when it first came on the insurance scene in the 90s, but now with more regulations in place, TBA welcomes the ability to assist advisors and their clients when it makes sense.
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Business Owner Solutions: Buy-Sell vs Key Person
06/13/2023
Business Owner Solutions: Buy-Sell vs Key Person
It's a question we hear time and time again: "Do I recommend buy-sell or key person for this business owner client?" In this episode, John Felton and Zach Gosselin break it down: The key differences between key person vs buy-sell What scenarios each solution makes the most sense in The tax implications for the business or beneficiaries For more information on how to provide the best risk management solutions for your business owner clients, .
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Life Insurance Solutions in a Bear Market
05/18/2023
Life Insurance Solutions in a Bear Market
Steven Sitton, a leading insurance producer at the biggest independent insurance agency in Tennessee - TIS Insurance Services, sits down to discuss what life insurance solutions make the most sense in the current economic market. Beyond personal solutions and how he approaches that with clients, he also discusses the realities for business owners and protection for them as well. Resources mentioned in the podcast:
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3 Unexpected Life Insurance Target Markets
05/03/2023
3 Unexpected Life Insurance Target Markets
The 2023 LIMRA/Life Happens Life Insurance Barometer Study has just been released. TBA's Marketing Manager, Morgan Mynatt, highlights the three surprising new target markets for life insurance that are highlighted in the study & most importantly how to reach them. \
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Top 4 Market Trends in Life Insurance
04/14/2023
Top 4 Market Trends in Life Insurance
What are the top market trends we're seeing in the life insurance space right now? Zach Gosselin and John Felton sit down to highlight the top 4 and why you should be pursuing these planning solutions for your clients. In addition, they share some free resources available to you through carriers and TBA that will help you effectively illustrate the importance of these coverages, as well as what target market they make the most sense for. For more information on anything mentioned in the episode, or links to the resources mentioned, email .
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The Living Benefit Buy-Sell
03/30/2023
The Living Benefit Buy-Sell
What if business owners were the owners of their own policies and could fund them to build cash as they thought appropriate? That’s what Mutual of Omaha calls the Living Benefit Buy-Sell because it is designed to produce living benefits in addition to providing a death benefit. TBA’s John Felton sat down with Mutual of Omaha’s Stephen Alloy to discuss this agreement structure, what, if any, are the taxable events in the long run, and when this makes the most sense for a business owner. For more information on the Living Benefit Buy-Sell, see the supporting materials below: This is for informational purposes only. Recommendations for financial product or financial strategies must be suitable for the individual based on their circumstances. Mutual of Omaha does not give tax advice.
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Opportunities with Mirrored Loans
03/24/2023
Opportunities with Mirrored Loans
When it comes to mirrored loans, what are some of the opportunities? Zach Gosselin sat down with Prudential’s Chuck Perrault to discuss what to do when your client’s policy has a loan last year. We've seen an uptick in requests for loan rescue this year, so we are rereleasing this episode. The following questions get answered in this episode: How does a policy end up with an outstanding loan? What are the major implications a policyholder needs to understand if they currently have a loan existing in a permanent life insurance policy? What are the client’s options? When an advisor is conducting a policy review and uncovers a policy with a loan, what are some of the most common situations you see where the policy can be repositioned into a new product for better long-term performance? What makes Prudential uniquely able to help your clients in this situation?
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Help Clients Avoid the Top 5 Financial Regrets
02/28/2023
Help Clients Avoid the Top 5 Financial Regrets
What financial regrets do you want to help your clients avoid? Zach Gosselin & John Felton sit down to discuss the top 5 financial regrets of Americans over 50 featured in this recent and how to help your clients avoid them in the future. For life insurance assistance: . For Long Term Care solutions: . For all other questions or advanced planning assistance visit TBA.com
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Underwriting Dilemma: Cancer
02/02/2023
Underwriting Dilemma: Cancer
Cancer doesn't mean a decline - most of the time. TBA's Impaired Risk specialist, Jennifer Stanifer, provides insights into which cancers are easily underwritten and which ones present more of a challenge. She also discusses which stages of cancer provide more favorable ratings from life insurance carriers. For the cancer questionnaire, to see all of TBA's impaired risk resources, and to schedule a time to discuss a cancer case with Jennifer: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/
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3 Risks of Self-Funding Long-Term Care
01/17/2023
3 Risks of Self-Funding Long-Term Care
When it comes to long-term care, most people know (or should) that medicaid is not a viable option, which leaves many assuming that self-funding this large expense is the best option. However, TBA's Kathryn Kinnane sits down with Morgan Mynatt to discuss 3 major risks associated with this strategy and how insurance and financial advisors can present a better solution for their clients through hybrid long-term care and asset-based long-term care solutions. For a long-term care quote, you can reach Kathryn at 865-588-9555 or .
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Don't Make the #1 Marketing Mistake
01/05/2023
Don't Make the #1 Marketing Mistake
What is the #1 marketing mistake that most advisors make? Morgan Mynatt, Marketing Manager for TBA, reveals what it is and the three steps you can take to avoid it. As mentioned in the episode, if you are needing free marketing materials to get started or to see how TBA can take the marketing burden off your hands, reach out to Morgan directly at .
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Why Hybrid LTC & When to Talk About It
11/09/2022
Why Hybrid LTC & When to Talk About It
November is LTC Awareness Month, so we brought in our resident long-term care expert - Kathryn Kinnane - to sit down with John and discuss: The difference between traditional LTC & hybrid LTC products Some quick stats to get the conversation started with your clients When to have the LTC conversation with clients How to know what options are available To request a long-term care quote, email or call her at 865-282-4920.
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Tricks of the [Life Insurance] Trade
10/27/2022
Tricks of the [Life Insurance] Trade
In the theme of October, we're giving you four tricks to improve your clients' offers on life insurance and speed up the life insurance process altogether. Although we try to provide as many tips to help you throughout the year, these are actually four opportunities we haven't discussed before. So what are the four tricks? You'll just have to listen to find out, and at the end - let us know if you think they're tricks or actually treats.
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