As advisors prepare to take on a new year, chances are you are in the middle of planning out your goals and strategies. That’s why we brought on Award-Winning Marketing Strategist, Tiffany Markarian, who is also the Managing Director of Advantus Marketing, LLC. Tiffany provides important insights on how advisors can avoid common missteps… and the not-so-common missteps…made during the sales and marketing process with clients and prospects. In addition, she provides tangible steps on the best approaches for developing meaningful relationships with clients. Also mentioned in the recording is a previous episode that Tiffany appeared in, entitled 3 Ways to Serve the Emotional Needs of Clients.

Tiffany Markarian is an Award-Winning Marketing Strategist, Founder of Advantus Marketing, LLC, and an elite coach to wealth advisors and insurance professionals. She is a renowned industry author and speaker for numerous industry associations, including FPA, NAPFA, FSP, NAILBA, as well as financial institutions and broker/dealers. https://advantusmarketing.com/

Every December, we take the time to bring awareness to all the resources available for advisors at TBA and what advisors should be aware of and focus on as we move into a new year. John Felton hopped on to discuss the following:

1. Refresher on what TBA Awareness Month is
2. 3 important resources TBA offers that advisors should be more aware of
3. With the election results, and the New Year approaching, what advisors should focus on when speaking to clients

As we embark on the possibility of estate tax regulations changing at the end of 2025, which may or may not happen with the recent election results, we brought in an expert on all things estate planning – Brett Berg from Prudential. He is a trusted resource for TBA, and Zach Gosselin sat down with him to discuss the approach your clients should be taking to estate planning, where to seek information about providing flexibility within trusts, and the overall message you should be communicating with your clients: Plan Now, Gift Now, Insure Now. For more information on estate planning and how to have effective conversations with your clients, you can reach out to TBA at anytime at TBA.com or 865-588-9555.

We’re closing out our Business Solutions Series with Principal's business solutions team - Mark Householder & Tom Bates. After bringing them in to discuss all things Key Person Coverage, we brought them back to discuss all things Buy-Sell Opportunities with Zach Gosselin:

• How common it is for buy sell agreements to be funded with life insurance
• The risks business owners face if they don’t have a buy sell agreement
• What about agreements that aren’t funded by life insurance
• How often should the agreements be reviewed
• Triggers for a review of buy sell agreements

To access all the business solutions calculators and analysis tools mentioned in the episode, click here.

This September is the 20th Anniversary of Life Insurance Awareness Month! To celebrate, we brought our LIBRA Relationship Director – Michele Leeming – on the podcast to discuss the biggest changes that have happened in life insurance in the last few years, how to leverage awareness, take advantage of resources available, and what target markets that you should be considering more effectively to in the next year!

For all the Life Insurance Awareness Month marketing pieces visit LifeHappens.org & for the Estate Planning Kit and other TBA resources mentioned visit TBA.com.

We've brought the expert on all things long-term care (LTC) back for the third and final episode in our LTC series. Kevin Riley joins us to answer all the questions about the true cost of long-term care:

1. What’s the cost of your client’s doing nothing about their LTC coverage?
2. What do clients need to be considering beyond cost?
3. What are some common objections to coverage and how can advisors overcome them?
4. What three key parts should every LTC plan have?
5. How many years should clients plan for?

Click here for the LinkedIn profile of Adria Thompson that Kevin mentioned in the episode. Reach out to TBA at info@tba.com or 865-588-9555 for more information on LTC and how it can protect your clients.

When talking to your clients about long-term care are you focusing too much on the technical aspects of your client’s LTC options, instead of how it serves them?

Kevin Riley, Regional Director at OneAmerica, has been helping advisors focus on what’s important to clients when it comes to access and control. This episode covers the following:

• Clients’ biggest concerns about LTC coverage
• What & how to communicate about access and control
• The one requirement all LTC plans should have

To listen to the first episode in this series, click here. If you would like some LTC outreach materials, or to know the LTC options available through TBA, reach out to Kathryn Kinnane at kkinnane@tba.com.

Did you know that most Americans are taking advantage of life insurance offered through their employer? There is a new guaranteed life insurance offering for business owners to offer their employees with payroll deductions. Katie Landers, Life Marketing Director with Cincinnati Life, talks about what the Worksite program is, what businesses qualify, and what the benefits of your employees opting in are. For more information on Worksite, click here. You can contact Katie at katie_landers@cinfin.com or reach out to TBA and we’re happy to help as well at info@tba.com.