There is currently over 14 hours of solid video and webinar content by Hutch and Ben in the Members-Only area to watch at your leisure. See full list of archived webinars below. (It’s all quality. No fluff or filler!)
We’ve actually time-stamped each webinar so you can skip right to exactly what you want to learn whenever you have a few moments. (We understand your time is a non-renewable resource.)
We also have over 25 unique worksheets and documents that we have white-labeled so you can print and use with your own clients. See full list of downloadable worksheets below. There are also a time-stamped links to either a video or webinar replay where Hutch shares exactly how he uses each worksheet along with some unique language and/or drawings. (No need to reinvent the wheel yourself. Use what’s already been thoroughly tested and refined in the field.)
Bonus Content: Learn from a two industry veterans (with over 70 years of combined experience) as they share how they pre-frame their offer for high-net-worth clients, and position themselves to work with the CPA as an ally rather than an adversary. These recordings are timeless classics for anyone wanting to step up their game in affluent markets.
Since your hopes of success really rides on the rails of effective communication, you’ll first get a link to better understand your own communication profile by answering 27 multiple-choice questions in 20 minutes. You will also get a download of both Hutch and Ben’s profiles, since they mirror some of the best types of prospects.
You also get personalized 1-on-1 calls with both Ben and Hutch. It’s your time to use however you want, but here’s how we suggest you use this fleeting resource:
Powerful Open Talks Using Social Proof – 3/28 Replay
Watch Hutch unbundle his famous “Bank Talk” so your clients will want to do what banks do, not what they say. Hutch also discusses other notable positive uses of life insurance by other Fortune 500 companies and sports personalities. The webinar page has downloads so you can create your own printable materials so you can have these same paradigm-shifting talks with your clients. These early discussions are key to bumping your clients’ paradigm around life insurance creating early case momentum, and moving life insurance from the “need” category something they actually desire.
How We Create and Explain Our Illustration Template – 4/10 Replay
This webinar shows you how to run the same WL or IUL illustration many ways to prepare for the most common questions that clients will commonly ask. Showing these different scenarios shows the full range of a policy. Backing up the discussion with proactively prepared numbers makes them feel at ease, and helps you show up like a pro. Example illustration templates are available to download.
Deep-Dive Into the Top WL and IUL Companies of 2018 – 4/24 Replay
This webinar breaks down the details of the top companies that offer Whole Life and Indexed Universal Life insurance. Whether you offer a certain product or sell against it, we drill deep down into how each grows, loan rates, key rider information, and a summary of how these usual suspects performed in an internal comparative performance test. Spreadsheets from April 2018 are available for download with all the detailed info shared on the webinar.
Using the Bucket Talk so Your Clients Crave Life Insurance – 5/8 Replay
This webinar starts with a quick overview of how to effectively use stories to market yourself whether in person or on tech platforms like your website or LinkedIn. Hutch then shows you his “Bucket Talk” discussing taxes, risk, and liquidity; which visually gives your client that “Aha-moment” as to why they want (not need) life insurance. This talk uses simple sketches to educate them about their alternatives, so they quickly realize what an amazingly versatile asset class life insurance can be. Several white-labeled worksheets will be discussed and available for immediate download and use in the field.
Activity and Case Management Tips and Tracking From Ben + More Elevator Pitches With Hutch – 5/17 Replay
In this webinar, we discuss managing a case from initial introduction to policy servicing. Gain some insights and tools to take a new prospect from a simply a name on a business card to a long-term client. We also share tips and tools to manage the client through each phase of the sales process so that the client’s expectations are exceeded and your precious prospects never fall through the cracks. Hutch also shares some custom elevator pitches to show you how he condenses and reshapes his normal open talk into quick sound-bites that will resonate with certain niches.
How to Become the Primary Beneficiary of Your Own Death Benefit – 5/25 Replay
On this webinar, we went over maximizing retirement using Whole Life’s death benefit as the “permission slip”. We also detailed pension maximization using Whole Life for state and federal workers. Later on, Hutch explained how to transform a request for a term quote, so your clients actually ask to learn more about permanent insurance. We go in-depth on how to use this common initial “quote” request to discuss the hidden utility of life insurance (LTC, optimizing retirement, better bank now).
Explaining Loans Plus Intro to the Business Market – 6/6 Replay
During this webinar, we discussed using loans and how to start to delve into the business market. If you haven’t worked your way into relationships with business owners, NOW is the time to start! “Loans”, “borrow”, and “life insurance” can make people run for the hills. However, you already know that the loan provision of a properly-structured life insurance policy is key to becoming your own banker. They will too if you explain it properly, which can lead to better closing ratios and bigger cases once they get comfortable with this concept.
Buy-Sell Agreements – 6/29 Replay
This webinar will help you fully understand the different types of Buy-Sell Agreements, why they’re so important for business partners, and how to easily incorporate the banking strategy into this discussion that’s often only about pure protection.
Future Ongoing Live Webinar Topics (2-3 per month):
This video shows you how to create current bank balance sheets for any banking institution you want. Thankfully it’s public information so you can create these as often as you want. Or you can use the time-tested older template that Hutch has pre-annotated and uses every time. Print them up to draw on, or show your clients the PDF from your tablet, laptop, or cell-phone.
This document gives you an overview of how different states treat both the death benefit and cash value in terms of creditor protection from lawsuits as well as bankruptcy. This document also includes the code for each state statute so you can encourage your clients to have their legal council verify the information.
This worksheet helps you prove to your clients that they can maintain sufficient liquidity WHILE still heavily-funding their life insurance policy. You choose the key years you want to feature, then input values so you can walk them through how paying premium can be like moving money from one pocket to another.
This handy document shows all the tax brackets both before and after the Tax Cuts and Jobs Act (TCJA) side by side. So many conversations can be had using this worksheet in addition to those Hutch shared on the original webinar this document was featured in. We plan to continue featuring it regularly in webinars, and you should too with your clients. It also graphs the movement of both the highest and the lowest tax brackets since the inception of the income tax in 1913. This is especially important for clients who won’t be able to zero out their taxes in retirement, but who can still create a balanced and optimized distribution strategy.
This 3-page document is designed to help your clients better understand the pros and cons of Whole Life and IUL. It also describes which types of people gravitate to each product, as well as images describing the risk/reward tradeoff of WL and IUL. Whether you or dedicated to one product or not, this document can help you have a balanced conversation if they ask why you recommended one vs. the other.
This illustration template and video shows you how we run the same Whole Life illustration multiple ways to prepare for the most common questions and objections that clients commonly have when presented Whole Life insurance. Backing up dialogue with proactively prepared numbers makes them feel at ease, and helps you show up like a pro.
This excel spreadsheet breaks down the details of the different mutual companies that offer Whole Life insurance. It discusses product-specific details, key rider information, and a summary of how they performed in our internal comparative performance test. This information is from April 2018.
This excel spreadsheet breaks down the details of the different companies that offer Indexed Universal Life insurance. It discusses product-specific details, key rider information, and a summary of how they performed in our internal comparative performance test. This information is from April 2018.
This illustration template and video show you how we run the same Indexed Universal Life illustration multiple ways to prepare for the most common questions and objections that clients commonly have when presented Indexed Universal Life insurance. Backing up dialogue with proactively prepared numbers makes them feel at ease, and helps you show up like a pro.
The amount of information that your client will be asked before their phone interview and life insurance paramedical exam can be overwhelming. If you don’t properly prepare them, that may hurt their overall experience and detract from all the positive momentum you’ve created. Send them this document, or better yet, spend a few minutes walking them through what to expect from their exam and/or phone interview.
When your clients have underperforming assets or piles of money not working at optimal efficiency, you can discover these assets and discuss redeploying funds into your recommended insurance product using this document.
When premium dollars are coming from ongoing cash flow, it helps your clients to get clear on exactly where their money is going. You can use this document to help them understand the flows of their money and the inefficiencies that may exist. Often they will want you to help them create a forced-savings program where their cash flow will be out of sight, out of mind, but still accessible and safely growing in life insurance.
As independents, we shop for every client and often even diversify amongst multiple carriers for “more complex” cases. Because of this, Ben decided to put just about every relevant question that any carrier asks on their applications into this condensed document. Therefore, you can capture the client’s info informally, which can be later transcribed onto any paper app or plugged into any E-app at will. Plus, we securely keep a copy of this initial data gathering for our files. Remember, an application is really just a convoluted fact-finder.
Jumping through all the hoops to get life insurance can seem daunting to your clients. Use this document to lay out the different steps in a logical and sequential order. Show them how you offer turnkey service as much as you possibly can throughout this process.
Whether you are doing actual “marketing” or not, you’re technically always marketing your offer. These tips and online resources help you focus on your ideal prospect as well as brainstorm what will resonate with them the most. This also includes the first tips and resources on giving your LinkedIn profile a makeover, so it will resonate with that ideal prospect.
Hutch and Ben have unpacked their CRM’s Case Management system for you into a simple Excel doc. You can use the native file or upload it into Google Docs for your team. Be sure to watch the replay to hear all the “between the lines” pro-tips they have to share.
This legacy report Hutch wrote for his first Facebook Ad. That campaign failed miserably to cold traffic, but the PDF document itself can be a great piece to share with warm prospects who have just as many pre-retirement financial goals than they do during retirement. It explains why banking with life insurance should be an integral piece of the financial puzzle and the foundation for other wealth-building efforts.
Page 1 of this document helps you explain to a client through drawing how Pension Maximization using Whole Life insurance wins in 3 out of the 4 possible outcomes in retirement and ties in the 4th (assuming a properly designed policy). Page 2 of the document helps you gather info on possible cash flow sources and explains the unique supplementary benefits of Pension Maximization.
Use this worksheet to help clients get over the biggest mental hurdle they have to using life insurance for banking. This schematic helps explain why borrowing against a continually compounding asset can help them get ahead of what they consider to be the holy grail – paying cash.
Page 1 of this worksheet helps you sketch out and explain how policy loans actually work and how they can be advantageous to clients. You can also use the same worksheet to show and explain the 2 different loan options available in an IUL policy or the 2 different loan types possible for a Whole Life policy. Page 2 of this worksheet helps you explain the many reasons why borrowing against a life insurance policy is far superior to a 401(k) loan in many ways.
This report has a visual grid comparing how different account types rank in terms of growth, volatility, taxation, contribution limits, and loan parameters. Each asset class also has a brief description and commentary as to how the rankings were determined.
This worksheet helps you ask intelligent questions of business owners or their advisors so they can clearly see the unaccounted for risks and opportunities they are missing in the realm of insurance. Filling out this worksheet should give you a clear understanding of how you can add value in this greatly under-served life insurance opportunity.
Use these worksheets to draw as many of the different possible outcomes as is relevant for the business owner. Be sure to watch both parts of the buy-sell webinar series to hear Hutch go over several different ways to develop the buy-sell conversation drawing on this document.
As you can see there’s just way too much value already, and we’re just going to keep adding more at least twice per month.
Let’s face it, if you can’t get an ROI off this training, you’re not really in the life insurance business, are you?
Most people find us because they like the way we simplify and powerfully position life insurance in a way where it’s truthful and undeniable. You can too, but you don’t need to reinvent the wheel. Click the quarterly or annual membership button below to join and get an immediate login so you can dig into everything you read about above right now.
What are you waiting for? Don’t you think you could get a solid return on your investment from just these archived trainings and tools, not to mention what’s to come? We keep pumping out at least 2 live webinars every month where you can ask your questions. Don’t just look at what you have to lose…imagine what you stand to gain!