TBA's Life Linked

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 [email protected] or 865-588-9555.

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.

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, LIBRA's 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:

• Meeting the Emotional Needs of Clients
• Request Support Form

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:

1. Do you have to be the original writing advisor on a policy to convert it?
2. What is the easiest way to determine if a policy is or should be converted?
3. Next steps when a policy is deemed convertible
4. Can you earn commissions on conversion?

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/

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. advantusmarketing.com

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.

John Felton sits down with Dr. Robert Frank, Medical Director for LIBRA Insurance Partners, 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: https://www.tba.com/quotes-and-underwriting/impaired-risk-questionnaires/

This is a re-release of a 2022 episode.

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.

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, click here.