Hancock Talks

By John Hancock InsuranceBusiness Marketing

Hancock Talks episodes

April 01, 2021Episode 13: Motivating clients to take action
This month we are exploring how to avoid stalled deals and client procrastination with the goal of shortening the sales cycle and helping clients make a decision faster and with less effort. Our featured guest is Chuck Hollander, founder of Red Flag Advantage and past President and Chairperson of the Board of Forum 400. Chuck has over 25 years of experience in financial services as a top producer, entrepreneur and speaker. This episode will share insights on:
A framework that helps producers overcome stalled deals, create a sense of urgency and drive outcomes
Identifying the point in time where the probability of a sale is the highest
Uncovering reasons why clients decide not to act and how to anticipate them
Understanding the importance of client goals in the sales process

For Financial Professional Use Only. Not intended for use with the General Public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.

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28 min
February 19, 2021Episode 12: Unlocking business planning opportunities in 2021
Our newest podcast focuses on potential legislative changes that could affect small business owners, highlighting how they can set up plans today to navigate current and future needs. We’re joined by Caroline Brooks, head of Advanced Markets and AVP and counsel for John Hancock Insurance, who will share insights on:
Protecting against the loss of a key person in your organization
How proposals may impact C corporations
Using life insurance as an executive-retention strategy
Where to find marketing tools and materials to help deepen your understanding of planning concepts and help grow your business
For financial professional use only. Not intended for use with the general public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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27 min
January 20, 2021Episode 11: John Hancock Vitality — helping to protect wealth and maintain health
Don’t miss this opportunity to hear Steve Herlihy, a Partner with Wellspring Associates and an avid Vitality member, as he talks about his personal experience with John Hancock Vitality PLUS and how he positions the program with his high-net-worth clients.
In this episode, we will also explore:
New member data at the program’s five-year milestone showing positive health outcomes
Insights on how Vitality PLUS can provide long-term value and financial benefits to help protect wealth and maintain health
How Vitality PLUS can enhance your clients’ life insurance policy performance and offer you a significant sales opportunity
Ways to promote Vitality using resources and touchpoints throughout the client journey

For financial professional use only. Not intended for use with the general public.
Vitality is the provider of the John Hancock Vitality Program in connection with policies issued by John Hancock
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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35 min
December 03, 2020Episode 10: Get a jumpstart on 2021 with insights from Advanced Markets
In this episode of Hancock Talks, we are dissecting the potential impact the presidential election could have on wealth-transfer strategies for your high-net-worth (HNW) & high-income clients. We’re joined by Kevin Blanton, Associate Counsel with John Hancock’s Advanced Markets group, to discuss:
Wealth-transfer strategies for HNW clients to take advantage of today
Opportunities to consider specifically for high-income clients
President-elect Biden’s proposals and how likely it is that legislative changes will occur
Ideas and resources to help put the tactics presented into action

For Financial Professional Use Only. Not intended for use with the General Public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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22 min
October 26, 2020Episode 9: Planning opportunities in a record-low interest rate environment
Learn why now is the time for your high-net-worth clients to take advantage of today’s low interest rates. Our guest this episode is Alan Brown, a partner at the law firm HunterMaclean, who discusses strategies he’s utilizing today to help his clients benefit from both the historically high transfer tax exemptions and low interest rate environment. In the latest episode, you’ll gain insights on:
Why now is an opportune time for clients to be doing estate planning
Planning methods that address estate-tax and asset-protection concerns
Techniques that benefit from low interest rates
How life insurance factors into this type of planning
Marketing tools and materials to help deepen your understanding and grow your sales

For Financial Professional Use Only. Not intended for use with the General Public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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24 min
September 23, 2020Episode 8: Enhancing the client experience through behavioral economics
This month on Hancock Talks, we’re exploring the connection between behavioral economics and financial decision-making. Our featured guest is Joey Davenport, President of the Hoopis Performance Network in Chicago. He has over 25 years of experience in financial services as a top producer. He is also co-author of the #1 bestselling book, The Power of Coaching: Engaging Excellence in Others.
In this episode, we will look at:
Ways behavioral economics can help close the life insurance coverage gap
Tactics you can use to help counteract the fear and confusion that can be hindering a client from making a financial decision
The guiding principles of behavioral economics that can help you close more sales
“Soft skills” that can benefit sales and client relationships — especially at this time when we’re conducting business remotely
Reasons now is the time to sell John Hancock life insurance products

For Financial Professional Use Only. Not intended for use with the General Public.
Vitality is the provider of the John Hancock Vitality Program in connection with policies issued by John Hancock.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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25 min
August 28, 2020Episode 7: John Hancock Vitality – Offering expertise, tools and resources to enhance your clients’ experience
We’re talking to experts in the areas of nutrition, technology and virtual health to learn about the latest trends in overall personal health and wellness. Our featured guests, Dr. Dariush Mozaffarian, Dean of Friedman School of Nutrition Science and Policy at Tufts University, and Dr. Vindell Washington, CEO of Onduo, share their insights on these topics that are top-of-mind for so many.
In this episode, we will explore:
How technology is enabling better access to virtual care as well as healthier routines, lifestyles and habits — ultimately driving greater engagement in personal health
The role of nutrition in baseline health and how it impacts longevity
How the John Hancock Vitality Program can offer a personalized solution to clients seeking a healthier life
Three easy ways to help start conversations with your new and existing clients about Vitality and John Hancock Aspire
For Financial Professional Use Only. Not intended for use with the General Public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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33 min
August 06, 2020 Episode 6: Exploring the LTC informal caregiver crisis — and what it means for your clients
This episode discusses the importance of having a plan for long-term care, and how it can help mitigate the consequences associated with informal caregiving, including:
* How and why informal caregiving has become a “crisis”
* Why financial professionals should discuss the impact of a long-term care event with clients
* What factors clients should consider when planning for their potential need for long-term care
* Information on new legislation for a government-funded LTC program in Washington state

For Agent Use Only. This material may not be used with the public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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20 min
June 26, 2020Episode 5: Policy review – life changes and so do insurance needs
Discover how conducting a policy review can not only have a positive impact on your clients, but can also bring about opportunities for you. In the latest episode of Hancock Talks, you’ll gain insights on:
The value of reconnecting with clients and reviewing their existing coverage
Strategies and steps for conducting a policy review
Recent product innovations that can benefit clients today
Analyzing an existing policy and a sample case study of when needs change
Marketing tools and materials that can help guide you through the review process

For Agent Use Only. This material may not be used with the public.
Insurance products are issued by: John Hancock Life Insurance Company (U.S.A.), Boston, MA 02116 (not licensed in New York) and John Hancock Life Insurance Company of New York, Valhalla, NY 10595.
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22 min
May 21, 2020Episode 4: Finding new ways to deliver products, services, and solutions
See how we are meeting the needs of our partners, distributors, and clients. In this episode, you’ll learn about:
How distributors are adapting during this time of uncertainty
Changes during this time that may impact our business going-forward
Laws that will make it easier to execute on estate planning documents
Insights how to utilize social media during social distancing

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21 min

About Hancock Talks

From the publisher's feed

Now there's an easy way to gain ideas that can help grow your business. Our informative podcast series designed for financial professionals offers insights into life insurance trends and opportunities — both in the industry and at John Hancock—with a focus on tactics that can help drive your life insurance sales.