EST2315. Maximizing the Value of Existing Life Insurance – How to Answer Client Questions

An exploration of issues that advisors need to consider when helping clients evaluate existing policies and complex life insurance structures when there has been a change in personal or economic circumstances. Should they continue making payments, make changes to the policy, or sell their policy and use the funds to help achieve other financial goals? We will examine case studies in several practice areas that demonstrate unique solutions for existing polices: Business succession planning options for disposition of existing business owned life insurance. Rescue underperforming split dollar agreements, premium financed polices, and other complex structures. Estate, retirement, and business planning needs have changed leading to a need to discuss all available options. Premiums have escalated an PO is questioning whether to keep paying premiums or allocate premiums to other investments. Changes in interest rates have impacted life insurance policies previously donated to charity and the fiduciary managing the polices needs help exploring options.

Learning Objectives:

• Understand how to help clients make informed decisions about the best solutions before they lapse or surrender an existing life insurance policy.
• Apply simple discovery tools that create opportunities to have meaningful discussions with clients before they make a costly mistake.
• Create numerous new planning solutions that protect client best interests and preserve your reputation as their most trusted advisor.