Clients, Prospects and Centers of Influence Conversation Ideas

Clients, Prospects and Centers of Influence Conversation Ideas
​As advisors to your clients, you can start a conversation with 60-page product illustrations, or you can change the conversation to something simpler and closer to home:  Historically low interest rates.  Guaranteed life insurance benefits.  Cash on hand for unexpected circumstances.  Protection for valuable assets.  And easier ways for clients to get the insurance they want and need.  Even in these difficult times, we can do our best to stay calm and communicate clearly.  Here are some ideas from Windsor on how we can begin a conversation about what's impor...
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The World of Indexed Universal Life: A Conversation with Bobby Samuelson and Marc Schwartz

The World of Indexed Universal Life: A Conversation with Bobby Samuelson and Marc Schwartz
  It's always great catching up with industry technical guru and thought leader, Bobby Samuelson.  Bobby's Life Product Review is the only source for independent, objective and technical life insurance product intelligence and an outstanding resource for all of us in this industry. We asked Bobby if he would like to join Windsor's Marc Schwartz in a conversation about the latest developments in Index Universal Life products, and Bobby graciously accepted. Marc Schwartz, Windsor Insurance: Bobby, we really appreciate you taking the time to educate us on what's happening in the wo...
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Hire a World Class Marketing Organization – for $1 a Day

Hire a World Class Marketing Organization – for $1 a Day
With September's arrival around the corner, our industry once again celebrates Life Insurance Awareness Month (LIAM). Created and produced by LIFE Happens and promoted by carriers and industry organizations, LIAM is a purposeful effort to raise consumer awareness with respect to client vulnerabilities and the solutions we deliver. Go to LIFE Happens to use all of the tools and resources available to help promote LIAM. Danica Patrick is back as LIAM spokesperson with all-new videos promoting financial fitness. For one month each year our industry makes a concerted effort to shine a spotlight on...
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The State of Estate Planning – 2017

The State of Estate Planning – 2017
You probably feel as if the field of Estate Planning is in turmoil right now – uncertainty about income taxes, estate taxes and wealth transfer solutions seems so disruptive that Larry Brody, a widely respected estate planning practitioner, has titled an upcoming presentation: "What the Hell Do We Do Now?" Is it really that bad? Well, here are links to two excellent and recent AALU publications that may help answer that question. Survey Says: Tax Reform and Client Planning – What Advisors are Seeing and SayingWhat's Trending: What Experts from the 2017 Heckerling Institute Had to Say The takea...
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A split dollar power play made Jim Harbaugh college football’s highest paid coach — what was that about?

A split dollar power play made Jim Harbaugh college football’s highest paid coach — what was that about?
Last summer ESPN.com ran the headline: Michigan, Jim Harbaugh agree to increased compensation in form of life insurance loan. We suspect that most sports fans just shrugged and moved on to see how the Cubs were doing, but those of us in the life insurance business sat up and took notice. After all, we seldom get any press on the business page, let alone the sports page. And this was indeed big news about a big compensation boost, using a relatively little-known but powerful combination: Split Dollar and cash value life insurance. (Related: American Institute of CPA's: Split Dollar Insurance Pl...
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Filled With Gratitude

Filled With Gratitude
As we close out the books on 2016 and begin a new year we wanted to express our gratitude for all the love and support we received during an emotionally challenging 2016. In June we unexpectedly and rapidly lost Jerry Schwartz; dad, best friend and co-founder of Windsor. Hal Brooks beat back lung cancer with surgery and two rounds of chemo. Lastly, in early December Jane Brooks, Hal's wife of 60 years, succumbed to her decade-long battle with Alzheimer's. Family, friends and business associates provided tremendous support for us during these difficult times with messages of love and friendship...
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The Conversion Quandary

The Conversion Quandary
Term life insurance sales in the US consistently represent about 70% of the total death benefit bought by consumers every year, according to the Insurance Information Institute. And for many of those buyers, the provision to convert their term insurance into permanent life insurance somewhere down the line represents an important option. But according to several leading term insurers, less than 5% of term life policyholders ever take advantage of this option, and those who do often are motivated by deteriorating health. Because these clients have a mortality risk of about five times normal for...
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At Halftime, IRS Blanked on the (Tax) Court

At Halftime, IRS Blanked on the (Tax) Court
A recent tax court case ruling in favor of the taxpayer in an intergenerational Split Dollar arrangement has propped open a "discounting" planning door that, up to now, the IRS had tried to slam shut. In the Estate of Clara M. Morrissette et al v. Commissioner, the tax court ruled that an intergenerational Split Dollar arrangement is covered by Split Dollar Regulations Section 1.61.22. In plain English, the ruling establishes that single-premium life insurance policies, held in irrevocable trusts, can be taxed under the Split Dollar Economic Benefit regime, and are not required to use the Loan...
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The Longevity Lottery

The Longevity Lottery
Willard Scott can't keep up! It's no longer unique or surprising when we come across someone who is approaching age 100. We probably have someone in our own immediate family going strong at 85, 90 or even 95 years old. Whether because of good genes, healthy living, medical improvements or all of the above, living longer is a reality. The blessing of a long life has many advantages but it also requires that we think about how to pay for that extended number of years. The axiom that people fear "running out of money" more than they fear death is truer today than ever before. The major risks to r...
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