In this episode, Scott and Bradley dive deep into the world of insurance strategies and sales techniques with the insurance famous Tom Hegna. They discuss the importance of working with high-income individuals, the problem of underinsurance, and the need for more significant life insurance coverage in today's low-interest-rate environment. Tom shares insightful anecdotes, valuable advice on transitioning from Property and Casualty Insurance to Life Insurance, and techniques for selling larger coverage amounts. The episode also features a special guest, Tom Hegna, an economist, author, and retirement expert. Prepare for an engaging conversation filled with practical strategies and knowledge to help you succeed in the insurance industry. This is an IGP must listen to episode! Enjoy the show!

Show Timeline

00:02:42 Swimming with whales means working with wealthy clients. Average people need millions in life insurance.

00:07:41 Insurance used to transfer wealth tax-free.

00:11:41 Know your stuff; know your competitors. Ask questions to understand clients' needs.

00:16:57 Universal Life policy funding is crucial for success. Whole Life preferred due to experience. Improper funding creates problems.

00:18:53 Ways to transition from PNC to life insurance.

00:23:11 Motivate with fear or greed to sell.

00:25:11 Advisors have different processes; timelines can vary.

00:27:59 Fantastic opportunity to grow your revenue. Listen, learn, sell, and succeed.

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