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/

The Sales & Marketing Missteps Advisors Make 01/07/2025

The Sales & Marketing Missteps Advisors Make As advisors prepare to take on a new year, chances are you are in the middle of planning out your goals and strategies. That’s why we brought on Award-Winning Marketing Strategist, Tiffany Markarian, who is also the Managing Director of Advantus Marketing, LLC. Tiffany provides important insights on how advisors can avoid common missteps… and the not-so-common missteps…made during the sales and marketing process with clients and prospects. In addition, she provides tangible steps on the best approaches for developing meaningful relationships with clients. Also mentioned in the recording is a previous episode that Tiffany appeared in, entitled . Tiffany Markarian is an Award-Winning Marketing Strategist, Founder of Advantus Marketing, LLC, and an elite coach to wealth advisors and insurance professionals. She is a renowned industry author and speaker for numerous industry associations, including FPA, NAPFA, FSP, NAILBA, as well as financial institutions and broker/dealers. /episode/index/show/tbapodcast/id/34549485

TBA Awareness Month 12/02/2024

TBA Awareness Month Every December, we take the time to bring awareness to all the resources available for advisors at TBA and what advisors should be aware of and focus on as we move into a new year. John Felton hopped on to discuss the following: Refresher on what TBA Awareness Month is 3 important resources TBA offers that advisors should be more aware of With the election results, and the New Year approaching, what advisors should focus on when speaking to clients /episode/index/show/tbapodcast/id/34249110

Estate Planning: Plan Now, Gift Now, Insure Now 11/14/2024

Estate Planning: Plan Now, Gift Now, Insure Now As we embark on the possibility of estate tax regulations changing at the end of 2025, which may or may not happen with the recent election results, we brought in an expert on all things estate planning – Brett Berg from Prudential. He is a trusted resource for TBA, and Zach Gosselin sat down with him to discuss the approach your clients should be taking to estate planning, where to seek information about providing flexibility within trusts, and the overall message you should be communicating with your clients: Plan Now, Gift Now, Insure Now. For more information on estate planning and how to have effective conversations with your clients, you can reach out to TBA at anytime at TBA.com or 865-588-9555. /episode/index/show/tbapodcast/id/33902342

Business Solutions: Buy Sell Opportunities 10/16/2024

Business Solutions: Buy Sell Opportunities We’re closing out our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things , we brought them back to discuss all things Buy-Sell Opportunities with Zach Gosselin: How common it is for buy sell agreements to be funded with life insurance The risks business owners face if they don’t have a buy sell agreement What about agreements that aren’t funded by life insurance How often should the agreements be reviewed Triggers for a review of buy sell agreements To access all the business solutions calculators and analysis tools mentioned in the episode, . /episode/index/show/tbapodcast/id/33469882

LIAM 2024: New Trends in Life Insurance 09/10/2024

LIAM 2024: New Trends in Life Insurance This September is the 20th Anniversary of Life Insurance Awareness Month! To celebrate, we brought our LIBRA Relationship Director – Michele Leeming – on the podcast to discuss the biggest changes that have happened in life insurance in the last few years, how to leverage awareness, take advantage of resources available, and what target markets that you should be considering more effectively to in the next year! For all the Life Insurance Awareness Month marketing pieces visit LifeHappens.org & for the Estate Planning Kit and other TBA resources mentioned visit TBA.com. /episode/index/show/tbapodcast/id/32976457

The True Cost of Long-Term Care 07/18/2024

The True Cost of Long-Term Care We've brought the expert on all things long-term care (LTC) back for the third and final episode in our LTC series. Kevin Riley joins us to answer all the questions about the true cost of long-term care: What’s the cost of your client’s doing nothing about their LTC coverage? What do clients need to be considering beyond cost? What are some common objections to coverage and how can advisors overcome them? What three key parts should every LTC plan have? How many years should clients plan for? Click here for the LinkedIn profile of that Kevin mentioned in the episode. Reach out to TBA at [email protected] or 865-588-9555 for more information on LTC and how it can protect your clients. /episode/index/show/tbapodcast/id/32185902

LTC Access & Control 06/06/2024

LTC Access & Control When talking to your clients about long-term care are you focusing too much on the technical aspects of your client’s LTC options, instead of how it serves them? Kevin Riley, Regional Director at OneAmerica, has been helping advisors focus on what’s important to clients when it comes to access and control. This episode covers the following: Clients’ biggest concerns about LTC coverage What & how to communicate about access and control The one requirement all LTC plans should have To listen to the first episode in this series, . If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at . /episode/index/show/tbapodcast/id/31620397

Business Solutions: Guaranteed Issue Life Insurance 05/31/2024

Business Solutions: Guaranteed Issue Life Insurance Did you know that most Americans are taking advantage of life insurance offered through their employer? There is a new guaranteed life insurance offering for business owners to offer their employees with payroll deductions. Katie Landers, Life Marketing Director with Cincinnati Life, talks about what the Worksite program is, what businesses qualify, and what the benefits of your employees opting in are. For more information on Worksite, . You can contact Katie at or reach out to TBA and we’re happy to help as well at . /episode/index/show/tbapodcast/id/31547767

Business Solutions: Key Person Coverage 05/28/2024

Business Solutions: Key Person Coverage We’re continuing our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things , we brought them back to discuss all things Key Person with Zach Gosselin: The biggest mistake financial professionals make in the market How to quantify a key person need The ideal key person prospect Reason to consider permanent life for key person coverage To access all the business solutions calculators and analysis tools mentioned in the episode, . /episode/index/show/tbapodcast/id/31494132

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 . /episode/index/show/tbapodcast/id/30850893

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. /episode/index/show/tbapodcast/id/30579928

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? /episode/index/show/tbapodcast/id/30444348

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. /episode/index/show/tbapodcast/id/30022253

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] /episode/index/show/tbapodcast/id/29696868

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. /episode/index/show/tbapodcast/id/29259913

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 . /episode/index/show/tbapodcast/id/28883078

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/ /episode/index/show/tbapodcast/id/28617548

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: /episode/index/show/tbapodcast/id/28478138

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. /episode/index/show/tbapodcast/id/28478081

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. /episode/index/show/tbapodcast/id/28429724

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: /episode/index/show/tbapodcast/id/28150940

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? /episode/index/show/tbapodcast/id/28020855

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/ /episode/index/show/tbapodcast/id/27843537

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. /episode/index/show/tbapodcast/id/27729903

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. /episode/index/show/tbapodcast/id/27615351

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. /episode/index/show/tbapodcast/id/27467826

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. /episode/index/show/tbapodcast/id/27228414

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, . /episode/index/show/tbapodcast/id/27137238

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: /episode/index/show/tbapodcast/id/26879337

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. \ /episode/index/show/tbapodcast/id/26734452

TBA's Life Insurance Link Up

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