Concept Library

Uncover ideas you can take directly to your clients. Search and filter by business line, topic or type of concept. Download it. Print it. Learn it. Then contact us to discuss how we can help you implement the solution for your clients.

Our concept library is primarily intended for financial professional use only and is not to be reproduced or shown to clients. For pieces to use with your customers, check out the client-approved category.

Identifying LTC Opportunities: Clients in their 60s

Health care, including long-term care, is a regular topic of conversation for people in their 60s. It comes up around the dinner table. And it needs to come up in your planning conversations. But these clients don’t just need talk – they need action. Help them create an LTC plan.

5 Simple Steps to Talk About DI

A DI conversation about paycheck protection doesn’t have to be complicated. You just need to be prepared for what clients are likely to say. This five-step plan will give you key questions to ask – and the confidence to bring up disability insurance in your next appointment.

Leverage Idle Business Assets with a Succession Plan

When a business owner has significant idle cash and no clear succession plan, life insurance can help. A one-way buy-sell agreement, tied to a high cash value policy can help an owner to protect their business while simultaneously increasing value in a low-risk manner.

Create a Conversation - Volatile Market 

In this conversation card, you're looking for risk-averse clients who are nearing or currently in retirement. These clients want their money to grow tax-deferred, but feel uneasy about market swings. A fixed indexed annuity (FIA) can help mitigate the risk while offering strong returns.

Removing Pension Liability

Pension plans have been creating financial havoc for years. Volatile balance sheet liabilities, increased government fees, high professional fees and looming required contributions are causing sponsors to want to shed their pension plans. The answer to de-risking lies in the approach.

Pension Risk Transfer Marketing

Every advisor needs a sustainable marketing strategy to win prospects. Pension Risk Transfer (PRT) marketing is one way to do it. We help you generate income in the defined benefit plan termination market by identifying prospects, accessing technical expertise, and deliver solutions.

Create a Conversation - Managing Risk

In this conversation card, you're looking for clients who are concerned about rising rates, inflation or market risk. But they still want higher returns. With a fixed indexed annuity (FIA), clients can have no risk of loss while providing the ability to meet or exceed inflation.

Unique Concepts for High-Net-Worth Clients

Discover four strategies to reposition money for ultra-wealthy clients. From classic leverage through premium financing or unique tax credits, to using BOLI or an innovative 1035 exchange with our No-Load IUL, you can capture more corporate AUM and keep the IRS out.

Funding Long-Term Care with Idle Assets

For clients with assets that are not generating key income, a great conversation starter is "What is your goal for this money?" If the discussion follows the path we commonly see, a few more questions could lead to a more suitable product solution. Follow this flowchart for more.

Product Based Bonus Plan

A product-based bonus plan allows an employer to pay for an insurance product on an employee's life. The employee owns the policy, but the employer may restrict access to cash value through a special policy endorsement, commonly referred to as “golden handcuffs.”

Real Benefits of Indexed Annuities

In years when the S&P 500® Index is negative, fixed indexed annuities (FIAs) can be a client's hardest-working asset. Supported by a minimum guarantee, FIAs provide an opportunity to accumulate value on the appreciation of the S&P, without losing premium when the S&P was negative.

Income Access Comparison - CDs vs Annuities

For clients who rely on interest from CDs for retirement income, annuities may provide a better alternative. A single premium immediate annuity (SPIA) with a full return of premium (ROP) rider can generate significantly more annual lifetime income. In this example, 6x higher!