Most of the advisors we work with manage family wealth. You’re seeing more and more people migrate to this assets under management (AUM) practice – and, why not?! It’s a great business model, and you’re helping people build and manage their personal wealth.
But I have a question. Are you walking by AUM that is right under your nose? I might be bold in saying this, but you likely are!
The reason is simple. Most practices are managing wealth for individuals and families – many of these folks are business owners. I’ll give you a hint: Are you managing their corporate assets as well? Or, are you letting those assets walk right out of your office?
Literally BILLIONS of dollars are sitting in the coffers of businesses, earning next to nothing. Law offices, construction firms, farms/ranches, plumbing and heating firms – it doesn’t matter the type of company. Let’s be real. Most businesses have a lot of cash sitting on the sidelines, whether it’s in reserves, being held for bonding requirements, or just sitting in a rainy day, feel-good fund.
Unfortunately, they are earning 0.0 percent on that cash if it’s in a bank … OK, maybe 10 basis points at the most.
Aside from holding your clients’ business cash for next to nothing, banks are doing something else that’s worth paying attention to … They’re holding assets in Bank-Owned Life Insurance (BOLI). BOLI is simply an institutionally priced life insurance policy for banks’ Tier 1 capital.
Why do they use it? I’ll give you two reasons:
Are banks smarter than other organizations of that size? Why don’t other businesses use these types of products? Because they do exist!
At Ash Brokerage, we have three different highly rated companies that offer BOLI-type products for businesses – from “mom and pop” companies up to large corporations. They can take $100,000 deposits, or we’ve participated in placements that have approached eight figures.
All you have to ask your business owner clients is one thing:
“Do you routinely have significant cash balances sitting in your company? If you do, I’d like to show ways to put that money to work and use the same instruments that more than 82 percent of the largest banks in the country use.” (Oh, and the yields can be 2.5-3 percent NET of all costs … That’s a lot better than 10 basis points!)
Trust me, you will get a lot of interest if you ask! And when you do, please contact me or one of my team members on the Ash Brokerage Advanced Markets team – we will customize a design for you and your business owner clients.
Take a closer look at this solution and see the numbers for yourself – join us for a webinar on this topic at 10 a.m. August 28.
*2017 Equias Alliance/Michael White BOLI Holdings Report: http://www.equiasalliance.com/2017-equias-alliance-michael-white-boli-holdings-report
This summer, my wife Suzanne and I had the opportunity to take our family (six of us in all) to Europe for vacation. Flying in and out of Munich, Germany, we had the opportunity to see much of Bavaria and Austria, and a little of Italy over a 10-day period.
Given the unrest in different parts of Europe in the months prior, we had some concerns about safety but felt most of the areas we were visiting, while touristy, would be relatively safe. The trip was great, and we all returned home unharmed. But, not 10 days after we arrived home, multiple gunman entered a crowded shopping mall in a northern suburb of Munich and killed more than a dozen people. Our thoughts and prayers are with the families of these victims.
Suzanne and I love to travel and hope continued unrest in the world will ultimately settle but, until then, we plan to continue visiting other cultures and exploring the globe. My idea of retirement is to have the flexibility in my calendar to be able to leave for a month or two then come back to a rewarding role. And, we’d love to family to join us on these adventures for as long as they’ll have us.
While we can’t control random acts of terror like the shooting in Munich, we can make sure that, should something extraordinary happen, the financial impact of a loss wound not compound the emotional side of such an event. I really look at life insurance as a “peace of mind” tool. I am by no means a risky person, but with my insurance protection in place, I feel free to live my life knowing my family and favorite charities will be taken care of should the unexpected happen. For me, doing otherwise, would be fool-hearty.
I take a similar stance on health. I try to eat right and work hard on my fitness each day, but there is no way I can predict what’s to come. My mom was diagnosed with multiple sclerosis in her late 40s. Is that still ahead for me? My brother, Mike, if fighting colon cancer (and doing very well).
While I’ve had a successful 30-year career so far, saved well enough to pay for college, and have a good nest egg for retirement, I would see it as financial malpractice if I had not insured my life and future earning power so my wife, my kids, my family and my charities would continue to benefit should some unexpected event befall me.
I’ve “invested” in disability, long-term care and, most importantly, life insurance. As a result, I’m at peace with being able to complete my financial plans, even if something should happen to me. I’ve also found this level of preparedness has left me with an ability to not “sweat the small stuff” and focus on enjoying life.
As executive vice president of life sales distribution, Bob Klein is responsible for all of Ash Brokerage’s life, long-term care and disability income insurance sales. He is driven by his desire to help others get the most out of their natural gifts, and he gets the most satisfaction from seeing others grow and succeed.
I’m a 30-something male, which carries with it several stereotypes. Yes, I enjoy tasting craft beers. Yes, I will play videogames for an entire Saturday if given the chance. Yes, grey hair is invading my goatee. And, no, I will not go to the doctor unless it feels like I have somehow contracted the black plague.
The bone isn’t poking through the skin so it might not be broken … So what if I’ve had this sinus infection for 10 days? That just means it’s a worthy adversary and victory will be sweeter after I defeat it! (Fist shaking triumphantly)
Some of us just don’t go to the doctor. Why should we go when we feel fine? We’ll go if we get sick – like, really sick. No news is good news, right? WRONG.
For most people, especially for life insurance applicants, regular office visits and routine screenings are a good thing.
Think about taking your car in for an oil change. Invariably at the end there’s a quick meeting with the technician where you’re informed of all of their other recommended services, based on the mileage on your car. But, you came in for the $30 oil change – not the $250 tune-up. It’s true your car would benefit from the extra cleanings and flushes, but you can put it off, right? You politely tell the technician, “Next time. I’ll do it next time.” Then you cross your fingers and hope for no engine trouble until then …
Now, think about the recommended maintenance you should be doing for your health. Maybe you’re 40, so based on your mileage, you could use a PSA and an EKG, and you might even consider a colonoscopy. If your “vehicle” is currently running smoothly, it’s easy to think you can wait until “next time.” But your doctor recommends these screenings for a reason – they can help identify potential problems early and help you avoid any “engine trouble” down the road.
Imagine a world where your car insurance premiums are based in part on the number of maintenance procedures you’ve completed. If you’ve done them all, you get the most discounts because your insurance company is confident you’re driving a safe car.
That’s sort of how it works with life insurance. Underwriters want to be confident in your health and are looking for clues to what I would call “the big uglies” – warning signs of major health problems. Our job is to essentially figure out who has the highest likelihood early mortality. So, if I have 20 nearly identical 50-year-olds in front of me, and five of them have had all their “routine maintenance” completed, I’ll put my money (or discount) on those five.
In a nutshell, screening tests can eliminate some significant concerns in the world of life insurance underwriting. The more concerns an underwriter can eliminate, the better a client’s pricing could become.
Mick has nearly 18 years of experience in brokerage case management and underwriting. In all that time, he’s seen nearly every manifestation of a “challenging case,” whether it be medical, financial or procedural. He has a passion for problem-solving and making sure all parties understand the “why” of any given challenge. When not underwriting, Mick enjoys movies, golf and coaching little league baseball.
As an Air Force wife of more than 30 years, I had a front-row seat on a very special life experience.
My husband flew fighter jets, making him part of an elite group of individuals and me a member of a unique sorority of women, making lifelong friends in the process … friends who became our family away from home.
We traveled together, moved together and shared many amazing experiences. We had lots of fun and, sadly, our share of tragedy. Flying in high performance jets is risky business; during those 30 years we attended the funerals of quite a few friends. To this day, I can’t see a flyover formation without my knees buckling and a lump rising in my throat.
Carol was the wife of the fire chief on base and every time she’d see me she’d say, “I don’t know how you do it! I could never be the wife of a fighter pilot!” It was true, as pilots’ wives, we faced the unknown on a daily basis. I remember the summer of 1978; within days of each other, two crews on routine flights were lost in separate accidents, killing four men … husbands, sons, fathers and friends.
That same month, a young airman drowned at a nearby reservoir/recreation area. Another young airman and his wife, who hadn’t been on base more than 24 hours, were killed in a head-on crash right outside the base … his new assignment was at the fire station, reporting to Carol’s husband. Our base had the dubious distinction of having the largest number of deaths in the whole military that month.
As an F-111, and then F-16, pilot, my husband’s life insurance rating was among the highest and most expensive. But it was worth every penny for he had great peace knowing, if anything happened to him, we would all be taken care of … not just me but also our four children.
Yes, our family away from home would have been there for me, surrounding us with love and affection while providing the moral support to get through the event. But, financially, we wouldn’t have had to worry about how to pay the bills or whether or not our kids would be able to afford to go to college. All of that would have been taken care of by our insurance.
You don’t have to be a fighter pilot to be at risk of your life; no one is promised tomorrow. But not protecting your family from the unknown is a risk no one should take.
Norma Endersby leads the creative force behind Ash Brokerage. As Brand Marketing Director, she manages the Creative Services team, an in-house ad agency serving the company, their sales force and their top-tier partners. Her husband, Gary, served in the U.S. Air Force from 1971-2001.
The summer normally brings blazing hot temperatures (especially where I live in Texas!) … but business isn’t usually hot for financial professionals this time of year. Yes, summertime can be a slump for many of us. Your clients probably head out on vacation and are usually too busy with activities to stop for meetings with their advisor. Or maybe you need a break yourself and would like to take some time off with your family.
But, summer doesn’t have to mean slow, and the adage, “Sell in May and go away,” doesn’t apply everywhere. Now is a great time to take advantage of the opportunities life insurance can bring to your business. Here are three ways you can avoid a summer slump:
Before they have their next reunion or cookout, suggest your clients share their future plans with their families. By making sure everyone’s on the same page, especially when it comes to long-term care planning, they can avoid future discrepancies and will know you’re the person they can turn to for help. You can offer to come flip burgers, or set a meeting at your office while everyone is in town. By simply starting a conversation, you’ll show the whole family that you care about everyone, not just the primary bread-winner. This simple step will bring you closer to the next generation, and safeguard the business you’ve worked hard to build.
As Regional Vice President for Northern Texas, Oklahoma and Arkansas, Dave Pergande is responsible for consulting with financial advisors and providing guidance on defensive planning strategies. David joined Ash Brokerage in 2015 because he believes in an unbiased, client-centric approach to financial planning. He established his foundation of values in the long-term care industry as a wholesaler for Lincoln Financial Group.
© 2018 Ash Brokerage LLC.