InsMark Symposium Agenda

Thursday, Feb. 27 PRE-SYMPOSIUM
2:00p – 6:00p Optional Beginners Workshop
4:00p – 7:00p Early Registration and Exhibitor Setup
Friday, Feb. 28 DAY 1 (Morning - Main Platform)
6:30a - 7:45a Registration
Breakfast with Exhibitors
8:00a – 8:30a 401(k) Look-Alike (Double-Digit Returns for Employer and Executive)
This plan is closer to a slam-dunk than any other executive benefit as both employer and executive have such positive results.  We will examine both a profit-making company and a tax-exempt organization.
8:30a – 9:00a Executive Benefit Meets Wealthy and Wise®
If you have convinced both the owner of a company and one or more executives of the value of a particular executive benefit (like split dollar or executive bonus), does it make sense to integrate it within the retirement or estate plan of each executive?  You’ve already made the sale, so why complicate it?  Alternatively, could you be missing an opportunity for yourself or other retirement support staff in your firm?  If this is part of your presentation, the owner providing the benefit is sure to be impressed.
9:00a - 10:00a CheckMate® Selling Logic – Let the Math Do the Talking

Phase 1: Deals with procrastinating clients who think life insurance makes sense but delay purchasing it.

Substantial gains in cash value, cash flow, and death benefit offset the advantage of delayed funding.

Phase 2: Strategies When a Client Thinks Alternative Investments Might Perform Better

We’ll measure life insurance vs. taxable, tax deferred, and equity accounts to see which wins. We will also compare the internal Comparison of Plan Costs (COPC) of each alternative (including life insurance).

Phase 3: What to Do When a Client Wants to Consider “Buy Term and Invest The Difference

There is no valid economic theory that explains why a bad idea is OK simply because one hears it frequently.

Phase 4: What to Do When a Client Wants to Review How These Concepts Impact Retirement

This deals with clients who want a comprehensive analysis to gauge how each phase affects retirement.

10:00a - 10:30a Break with Exhibitors
10:30a - 11:00a The Missing Link
The issues that affect all insurance and financial planning clients are fourfold: disability, early death, retirement, and long-term care.  You can address all four with a cash-rich life insurance policy with accelerated death benefits combined with a disability income policy.  Without the disability income benefit, the plan is a chair with three legs, and you can include funding for all four within one InsMark illustration.  
11:00a - 12:00p

Premier Sponsor

Allianz Life Insurance Company of North America
Corey J. Luke CLU, CHFC, MBA
Assistant Vice-President
Marketing – Product Innovation (Life)

The Evolution of IUL:  The changing landscape of the IUL industry.  

Noon - 12:50p Lunch
Friday, Feb. 28

DAY 1 (Afternoon - Main Platform)

1:00p - 1:45p

Phil Gallant, CLTC, Managing Partner - The Optimus Group, LLC
InsMark Platinum Power Producer

Phil has built a superb retirement income practice using Wealthy and Wise.  “Our clients absolutely love it as it is so much clearer to them than the boilerplate stuff coming from the big brokerage firms.  Clients do not understand those plans and do not read them.  Wealthy and Wise reports have resulted in literally hundreds of our clients firing the old advisor and coming on board with us.  We also find that clients are adding additional assets (a third of new revenue each year is coming from existing clients) because they want to see how it impacts their plan!  Thank you for this outstanding software.  It has led to millions of dollars of revenue for our firm.”

Phil’s strategies involve transferable techniques.  Attendees will profit from learning about them.

1:45p - 2:15p

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

InsMark's Advanced Consulting Group (ACG)
InsMark now 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.

2:15p - 3:00p

Platinum Sponsor
Ken Buckley
 - Member of InsMark’s Advanced Consulting Group (ACG)
President and Founder, The Buckley Group1

Estate Preservation Funded by Premium Financing
Ken will identify the biggest challenges facing those who want to sell large, premium financed policies.  Along with identifying 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.

1The Buckley Group is an InsMark-recommended organization.

3:00p - 3:30p Break with Exhibitors
3:30p - 4:00p

Coventry - Gold Sponsor
Peter Hershon, CLU, ChFC

Senior Vice President, Account Services for Coventry

The Secondary Market for Life Insurance: Current Trends, New Applications

This presentation examines the trends that are driving the secondary market’s continued growth and provides an overview of the five most common applications being used by advisors today.

4:00p - 4:30p

Proformex - Gold Sponsor
Ryan Tuley

Director of Inside Sales

Leveraging Technology to Simplify Policy Reviews & Generate More Revenue  

In this session, Ryan will discuss the ways in which implementing life insurance technology can help improve your business. From automated policy reviews to uncovering new opportunities, the Proformex inforce policy management platform completely transforms the way life insurance is managed and sold.

4:30p - 5:00p

A New Look at Loan Regime Split Dollar
We introduced you to our variation of Jim Harbaugh split dollar at the last Symposium as well as in Bob Ritter's Blog #177: Exceptional Split Dollar™.  There is some big news on new aspects of loan regime split dollar which we will present in this session.  As the saying goes, “It will knock your socks off”.

Note:  Bonuses or gifts for loan interest or loan repayment in split dollar situations are attracting attention from the IRS, and most commentators frown on featuring them.  New enhancements to InsMark's Loan-Based Split Dollar System can eliminate concerns about such bonuses and gifts.

6:00p - 7:00p InsMark Grand Reception / Hosted by Allianz Life | Premier Sponsor
Saturday, Feb. 29 DAY 2 (Morning - Main Platform)
6:30a - 7:30a Breakfast with Exhibitors
7:30a - 7:45a

Richard Abelar - Senior Software Engineer of InsMark, Inc.

InsMark Illustration System New Cloud Version Showcase
Richard will share a "sneak peek" at some of the key features of our cloud-based InsMark Illustration System.

8:00a - 9:00a

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

What’s New with the InsMark’s Premium Financing System
Recent enhancements to InsMark’s Premium Financing System will be covered including important new options for calculating the additional collateral requirements as well as the Letter of Credit fees.

What Most Producers Don't Know About the Premium Financing Market
Don will discuss different InsMark resources available to you to succeed in the premium financing market, whether you’re a new agent or a Top of the Table producer.  You will be the first to see InsMark’s new software illustrating the combination of Split Dollar funded by Premium Financing. Topics include whether the bank loans should be made to the client’s company or directly to the client (or trust).  Also, if the bank loans are to the company, what resources are available to help advisors determine if the loan interest is deductible?  Variations will apply to clients planning to sell their business.  Don will discuss Section 1.7872-15 (a) (4) and why you must understand this code section if you offer premium financing to your clients.

9:00a - 9:30a Too Old to Include Life Insurance as a Retirement Vehicle?
This session addresses an awkward situation where a client is, say, 55, and intends to retire at age 65.  A life insurance policy needs time to season before cash withdrawals and loans are most effective.  This situation presents the difficult task of demonstrating the value of a retirement strategy that produces no retirement cash flow for 20 years – 10 years after retirement begins.  You’ll see how easy it is to solve this.
9:30a - 10:00a Endorsement Split Dollar with Optional Transfer
This concept is irresistible for an owner/employee if we let the math do the talking.
10:00a - 10:30a Break with Exhibitors
10:30a - 11:15a

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

Double Your Net Practice Income
Simon, a 33-consecutive-year qualifier for Top of the Table, is one of our most popular speakers. If you want greater production and higher earnings, listen to him explain how he uses tax savings and life insurance to continually be one of the highest producing agents in the country.

1CTS is an InsMark-recommended organization.    

11:15a - 11:30a The Pothole in Wealth Planning (Good Logic vs. Bad Logic®)
Real wealth involves sustainable cash flow coupled with maximum net worth invested at comfortable yields.  Note the use of the phrase “cash flow” not “income”.  This distinction often means accessing principal from weaker assets while allowing stronger assets to accrue.  Every individual contemplating retirement must determine the sustainable level that a given amount of liquid assets will provide.  If you address “let’s first be sure you won’t run out of cash”, you will have vitally interested listeners.
11:30a - Noon

The New Buy-Sell Dual Security Plan
We introduced our Dual Security Plan at the 2018 Symposium using max-funded life insurance, owned by an LLC, LLP, or Partnership, for a redemption or buy-sell of the Member’s/Partner’s interest in the firm. This strategy includes a tax-free transfer of the policy (IRC Sec. 731) to each insured participant at retirement. 

This Symposium session introduces our new Buy-Sell Dual Security Plan in which co-shareholders of a C or S corporation fund a stock redemption or buy-sell plan using life insurance inside a separate LLC.  The life insurance can be financed by assets within the LLC or contributed by the participants.  Other funding strategies include bonuses, split dollar, or premium financing from their C or S corporations or a bank (all can be illustrated by InsMark).   At retirement, the policies transfer to each insured on a tax-free basis (IRC Sec. 731) where they can access tax-free, secured, policy loans. (New specimen documents for the Buy-Sell Dual Security Plan will be posted in our Cloud-Based Documents on a Disk System prior to the Symposium.)

Noon - 12:50p Lunch
Saturday, Feb. 29 Day 2 (Afternoon - Main Platform)
1:00p - 1:30p

Scott Keffer - The Million Dollar Mentor and Author: Million Dollar Clients

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.

1:30p - 2:00p

InsMark’s Prudent Care Standard
A new InsMark innovation helps you establish rational reasons why a specific life insurance policy is selected as suitable for a client using the InsMark Compare module in the InsMark Illustration System.  This module uses numbers, percentages, and graphics to compare up to four different policies as to premiums, cash values, death benefits and, if appropriate, after-tax cash flow.  It also compares internal charges and rates of return for each policy.

As part of the InsMark Prudent Care Standard, the selected policy is also compared to a taxable account, tax deferred account, and equity account. The overall evaluation confirms that prudent care has guided your selection of the recommended policy as suitable for the client.

2:00p - 2:30p

Split-Funded 401(k)™ 
Tom Graves, age 35, is making a $19,000 contribution to his 401(k).  The employer matches the first $4,000. Can a solid case be made for diverting the after-tax cost of the remaining $15,000 (i.e., $10,500) into a non-deductible, personal retirement plan (PRP) funded by 21st-century cash value life insurance?  In the graphic below, the PRP assumes the same interest rate (6.85%) as the yield of the 401(k).  Both 401(k) and PRP include a 3.00% annual growth assumption in contributions.  It is an irresistible solution.

2:30p - 3:00p

Open Forum with Bob Ritter and Don Prehn

  • Live “Ask Bob and Don” Session

Symposium Ends

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