Impact Sales University Western Reserve Life PlanLab Award Winner Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | www.impact-tech.com.

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Presentation transcript:

Impact Sales University Western Reserve Life PlanLab Award Winner Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph:

Current Situation Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: New agent seeks expertise and advice Typical Monday Morning: New agent calls, in business less than a year. He is working on a case and has another appointment with the client in a couple of days. He previously sold this client a $350K VUL and wants to know is there anything he might have overlooked. The case is discussed and he is asked to send in the information he has.

Current Situation Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Client information is received Tuesday Morning: The client fact finder is received. Client age is 71. Net Assets total $1,595,000, consisting mostly of highly appreciated real estate with substantial mortgages.

Problem Statements Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Potential estate tax issue... We looked at the client’s potential Federal Estate Tax liability. Based on the client’s life expectancy, and the law that would apply as that time, we estimated the liability would exceed $1M.

Recommendations Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Estate Tax Concepts, the perfect fit... Using Estate Tax Concepts: Recommended a $1M life insurance policy, Agent and client decided to apply for a $500K policy instead. ETC fit well for this case. Requires limited information That is exactly what we had Agent: Not experienced Limited knowledge dealing with estate taxes Sophisticated planning was not necessary ETC was perfect for both the agent and client Kept it simple

Results Copyright © 2008 Impact Technologies Group, Inc. | All Rights Reserved | | Ph: Solidifying the sale and cross sale opportunity Monthly premiums are $1, Client owns a business Suggested the agent complete a business fact finder Send in for us to analyze potential business planning opportunities Estate Tax Concepts makes it easy for the agent: Shows how the estate could grow and the potential estate tax impact. Showed client how to minimize the impact of estate taxes on the amount her heirs would receive How life insurance fits into the picture.