You don't need to become the insurance expert — you just need to know where the expertise lives and how to bring it to your client's table.

In the inaugural episode of Cover Your Assets, hosts Pierre Daillie and Ayal Cohen welcome Michael Wills, Director of Business Development at PPI, whose career began in the back of an ambulance.

As a paramedic, Michael arrived after the worst had already happened. Today, he makes sure it never has to.

Michael walks advisors through why the insurance conversation keeps getting skipped, how to audit a book for hidden planning gaps, and why you don't need to know everything — you just need to know who does.

Chapters

00:24   Welcome to Cover Your Assets

01:39   Meet Michael Wills: From Paramedic to PPI

05:58   What a Business Development Director Actually Does

07:35   The Paramedic Mindset in Financial Planning

13:06   Compliance Complexity and the Crowded Advisor Desk

16:33   The Google Problem: When Clients Arrive With Answers

23:36   Why Advisors Keep Missing the Insurance Opportunity

26:14   The Quarterback Model: Using MGA Consultants to Protect Your Book

36:27   Insurance Is an Asset, Not a Liability

44:05   The Two-Folder Framework: Investment Portfolio and Insurance Portfolio

51:09   Need vs. Want: A Framework for Every Client Segment

53:03   Real Cases: The Client Who Claimed, and the One Who Waited Too Long

59:18   Start With Term: The Simplest On-Ramp for Any Advisor

01:01:15   Real Estate, Capital Gains, and the Insurance Solution

01:03:42   Seg Funds, Probate, and Getting Cash to Families Fast

01:09:48   The Monday Morning Move: Auditing Your Top 25 Clients

01:15:48   How to Reach Michael Wills and PPI's National Team

Connect With Michael Wills

Michael Wills on LinkedIn

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