Speakers: James J. Silbernagel, Jason L Smith

Year: 2017

Often times, advisors on the hunt to work with HNW overlook the middle class and middle-class millionaires, and they're the ones who can benefit the most from your services and expertise. In this session, we will give an interactive overview of planning strategies we use with the mass affluent. Through a series of thought-provoking and engaging questions, real-life illustrations and real-world examples, we will show audience members the top strategies to address the most common concerns of this ideal prospect and correlating significant sales opportunities, including how to:Utilize tax-free long-term care coverage through tax-deferred savings vehiclesHow riders on both annuity and life insurance products can be used for tax-free LTC coverage, including an illustration of the only medically-underwritten SPIARetain assets across multiple generations and minimize the attrition of assets that comes with the death of a client (upwards of 78 percent of accounts leave their current advisor when their loved one dies)Using family meetings to establish and build relationships with heirsLegacy planning for the surviving spouse, including how to design the case to illustrate your valueHow to hedge against market volatility, real estate volatility, taxes and healthcare through the use HECM reverse mortgagesDestroying the myths; why HECM reverse mortgages are one of the best tools in the toolbox.