Thursday
May 20

CheckMate® Selling Logic – Let the Math Do the Talking

Now that Democrats control the White House, the House and the Senate, substantial income tax increases are a near certainty later this year.  So, the power of InsMark's comparison logic has never been more useful to you and your clients.  Specifically, the higher the income tax, the better the cash value life insurance performs compared to alternatives. During this session, we will show you the best and most current CheckMate® comparisons of cash value life insurance to alternative investments based on what is likely to happen with tax rates in the near future.

Includes a 10 minute Q&A session at the end of the presentation.

Wealthy and Wise® Fundamentals

This session discusses how to use Wealthy and Wise® to show the power of life insurance in retirement planning. It makes the decision to acquire investment-grade life insurance a virtual slam-dunk.

Includes a 10 minute Q&A session at the end of the presentation.

Solo 401(k) vs. Cash Value Life Insurance

See how clients can obtain significantly better results for retirement by using cash value life insurance. 

This approach works equally well for IRAs, 401(k)s, Keoghs, and Profit-Sharing Plans. The use of Whole Life will also be discussed.

Includes a 10 minute Q&A session at the end of the presentation.

1.  Gross-up Controlled Bonus – executive has no costs unless unexpected termination occurs;
2.  Single Bonus – executive pays the income tax;
3.  Single Bonus – executive withdraws or borrows funds from the policy to pay the income tax;
4.  Single Bonus – company uses loan regime split-dollar to offset the income tax;
5.  “Bonus” plans for shareholders of pass-through organizations (S Corp., LLC, LLP, etc.). 

Includes a 5 minute Q&A session at the end of the presentation.

Guest Speaker:  Vincent M. D’Addona, MSFS, CLU, ChFC, CExP, RICP, CEPA, AEP (Distinguished), Field Representative, Strategies for Wealth 

Wealthy and Wise for the High Wealth Client 

Wealthy and Wise has always been one of the easiest and most effective tools to show how someone could purchase life insurance while keeping their usable cash flow constant.  I have used Wealthy and Wise to demonstrate gifting strategies, particularly ones where there is an annual gift being made to an ILIT.  Until very recently, large gifts were problematic.  This was because embedded capital gains had to be recognized before the gift was made.  It also required some jerry rigging to put life insurance inside of the funded trust.  In Wealthy and Wise Advanced, all those issues have melted away.  This presentation will demonstrate the impact on a case where the prospective client didn’t want to “make his kids rich”.

Includes a 10 minute Q&A session at the end of the presentation.

Platinum Sponsor - Allianz Life

Corey Luke, ChFC, CLU - AVP, Life Product Innovation
Todd Petit, ASA, MAAA - AVP, Advanced & Specialty Markets

Positioning Fixed Indexed Universal Life (FIUL) Post AG49-A 

While AG49-A has changed IUL illustrations, the basic steps to selling IUL remain constant.  What has become increasingly important is our ability to educate our clients on the potential values a product provides, even without the ability to show the impact of certain performance features.  This presentation looks to address the primary areas of interest for many clients and the nuances of how to be successful selling FIUL in this new world.  

As we strive to be the carrier of choice for you we will highlight new questions to ask, new tools to use, and new ways of educating customers.  Come and join us for an informative session that will leave you more prepared to discuss Post AG49-A illustrations and products with your clients.

Includes a 15 minute Q&A session at the end of the presentation.

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark

InsMark's Advanced Consulting Group (ACG)
InsMark has specialist firms available for joint case development in premium financing, COLI, BOLI, qualified plan optimization, life settlements, and institutionally-priced life insurance for high net worth, accredited investors. Don will review each specialist and the resources they provide to you and your agency.

Includes a 10 minute Q&A session at the end of the presentation.

Gold Sponsor - Asset Life Settlements

Scott Thomas - Co-Founder

Insights on the Secondary Market for Life Insurance: How to Analyze and Monetize a Neglected Asset

Life Settlements offer producers an innovative solution to help clients (age 65+) optimize and monetize an unwanted life insurance asset. This presentation provides an overview of the secondary market and uses compelling case examples to illustrate the role of a broker in negotiating the highest possible value for a client’s policy.

Includes a 10 minute Q&A session at the end of the presentation.

Gold Sponsor - Proformex

Mike Pepe - Founder & Chief Strategy Officer

Inforce Management Made Smarter, Not Harder

For advisors with large books of business, inforce management and policy reviews might seem like an unmanageable task, leaving opportunities untapped. Even if you have a platform that consolidates all your inforce data, it’s still not enough. You need an inforce management solution that provides actionable, intelligent data that is prioritized for you.

In this session, you’ll hear how valuable an inforce management system like Proformex is for advisors like you and any of the distribution partners with whom you work.

You'll learn:

• How advisors can boost their efficiency with Proformex’s streamlined post-sale policy servicing workflows
• How you can capitalize on the opportunity lying dormant in your book of business
• How having a single system of record for inforce data makes you and your BGA a more tight-knit community in which everyone collaborates efficiently and reaps the rewards of your efforts

Includes a 10 minute Q&A session at the end of the presentation.

Day 2

The Financial Magic of an Intentionally Defective Grantor Trust (IDGT)
This session highlights a Grantor Trust as the linchpin to a client’s estate plan featuring Wealthy and Wise® (Advanced). There is no other wealth planning strategy that comes close to the function of a Grantor Trust:

1. Massive increase in wealth to heirs;
2. Net Worth vs. Family Net Worth;
3. Access to trust values by the Grantor;
4. Zero estate taxes;
5. Life insurance owned by the IDGT. 

If IDGTs are (or should be) essential to your practice, be sure you see Vince’s presentation on the uses of our new Wealthy and Wise® (Advanced) planning software, which forms the basis for his remarks. It contains an attention-grabbing Case Study involving an actual client and a stunning zero estate tax solution.

Includes a 10 minute Q&A session at the end of the presentation.

Split-Dollar for Tax-Exempt Organizations

Once in a while, tax law and split-dollar create a unique, new executive benefit. This result applies to large tax-exempt organizations caught in the trap of Section 4960 of the Internal Revenue Code, where compensation of more than $1,000,000 a year is subject to a 21% excise tax. Fortunately, a split-dollar loan is not considered compensation.  

Many of you have heard of “Jim Harbaugh” split-dollar where Michigan State provides its football coach with a massive split-dollar arrangement. His plan is not limited to sports figures; any non-profit organization can use it. In this session, I will introduce you to a large non-profit company that uses the concept to recruit a new chief executive officer with a benefit that provides $1,000,000 a year of tax-free retirement cash flow. That cash flow is not subject to the 21% excise tax.

Includes a 15 minute Q&A session at the end of the presentation.

Guest Speaker: Simon Singer, CFP^®, CAP^®, InsMark Platinum Power Producer®, Lifetime Member: Top of the Table, Past Chairman of the International Forum, Co-founder: The Center for Tax, Strategies and Resources¹

Mastering the Sales Process
Our industry no longer teaches the sales process, including the psychology of the sale. Simon will cover his sales process which goes into great depth on what they used to teach – the psychology of the sales process.

¹The Center for Tax, Strategies and Resources is an InsMark-recommended organization.

Includes a 10 minute Q&A session at the end of the presentation.

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark

InsMark’s Premium Financing Split-Dollar:  What’s new and how clients can use their companies to fund personal retirement or trusts for family estate planning.

Includes a 10 minute Q&A session at the end of the presentation.

Guest Speaker:  See how a top producer (Phillip Vogel, CLU, ChFC) uses InsMark’s Premium Financing System. 

Phil Vogel is one of the top premium financing consultants for life insurance producers in the U.S.  He has also been instrumental in helping InsMark in the design of its newest enhancements to the InsMark Premium Financing System.  Phil will walk you through a sample case to illustrate how he works with other producers to help them close large premium financed cases.

Includes a 10 minute Q&A session at the end of the presentation.

Lunch and virtual networking with exhibitors

Platinum Sponsor
Ken Buckley - Member of InsMark's Advanced Consulting Group (ACG)

President and Founder, The Buckley Group

Estate Preservation Funded by Premium Financing

Ken will identify the biggest challenges to selling large, premium financed policies.  Along with identifying the main problems, he will offer new and exciting solutions that can immediately help producers achieve success in this incredibly lucrative market, including influencing all CPAs within reach of your practice.

The Buckley Group is an InsMark-recommended organization.

Includes a 10 minute Q&A session at the end of the presentation.

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark 

The Quickest Way To Learn InsMark

The most common request that we get from InsMark users is to provide training resources so they can more effectively use the InsMark Illustration System, InsMark Wealthy and Wise System, Premium Financing Systems and other InsMark software products.    

In this 30-minute session, you will discover the simple secret to learning ANY of InsMark’s sales concepts along with exactly how to recreate each and every one of these presentations for your clients.  Perhaps more importantly, this session will give you a special link that you can email to any of your support staff where they can become InsMark experts – on their own time – again in a few minutes.  I know these are wild claims so come to the session and see if we’re exaggerating even a tiny bit.  We’re not.  

Includes a 10 minute Q&A session at the end of the presentation.

Grandparents Love Their Grandchildren

In this session, you will learn a simple but powerful presentation involving gifts of life insurance policies made by grandparents to grandchildren. Designed for use by wealthy grandparents, the design options can go from modest to sophisticated.

Includes a 10 minute Q&A session at the end of the presentation.

Gold Sponsor - Scott Keffer^® International

Guest Speaker:  Scott Keffer, CEO, Scott Keffer^® International

3 Secrets to Gain MILLION DOLLAR Clients – Without Having To Be Hard Sell, Salesy or Pushy!

Discover the 3 secrets to have million-dollar prospects understand how you are different, want to meet you even before they come to your office, and become your client without using high pressure sales techniques.

Includes a 10 minute Q&A session at the end of the presentation.