Following the passage of the Tax Reform Act of 1986, I saw an opportunity to frame universal life insurance as an alternative to the non-deductible IRA. I packaged this into a program called The Alternative Plan, which was the industry’s first private pension utilizing income tax-free policy loans to strengthen retirement. Over the next three decades, the concept I invented became one of the most important and successful life insurance sales concepts in history.

 

In 1987, I developed a consumer seminar to support the concept. I began presenting this seminar to the prospects of life insurance agents I worked with. It was incredibly successful. The amount of life insurance business that was written because of the seminar was vast, and that was noticed by an insurance carrier. The carrier’s CMO asked me if they could videotape me presenting the seminar. I agreed. The videotape was then copied onto VHS cassettes. The insurance carrier distributed these cassettes nationwide to agents. This also became incredibly successful. 400,000 VHS cassettes were duplicated. Agents would use them as pre-approach prospecting tools, or view the seminar with prospects, and then take an application for life insurance. This was the first instance of Assisted Selling.

 

By the mid-1990s, technology had changed. The CD-ROM emerged. Insurers were interested in me creating sales presentations for their new annuity products. These were the early days of fixed index annuities. Companies such as Sun Life, ING, AIG, Keyport, Aviva, and Jackson National hired me to build sales presentations to back their new annuity products. These presentations were copied onto CDs, and they were distributed to agents across the United States. Over 1,000,000 CDs were duplicated. Agents used the CDs as prospecting tools or would watch the presentations with their prospects. Again, incredibly successful levels of sales resulted. Billions of dollars in premiums were transacted.

 

Fast-forward to today. Unlike in years past, today every good prospect is online. This opens up the opportunity to stream content to prospects' desktop computers, tablets, and smartphones. It also makes it possible to leverage “Zoom” meetings to reach prospects more efficiently than ever before. We have truly entered the age of Digital-Assisted Selling.

 

What else is different today? The prominence of women’s wealth. Within five years, women will control virtually all of the available wealth assets. This is both a problem, and the greatest opportunity in the history of our industry. It is a problem because the male dominated business does not know how to communicate effectively with and develop meaningful relationships with women. Moreover, women’s needs are different than men’s, their views about money are different than men’s, and their objectives and goals are different as well. It is time for a powerful new seminar!

 

As I did in 1987, I have developed a consumer seminar, this time addressing the needs of women and retirement income. I think it is an even better seminar than what proved so successful three and a half decades ago. Today, I am working with insurance agents and financial advisors to help them grow their business while focusing on the women’s retirement security market. Since introducing the industry's first web-based solution for retirement income distribution (The Income for Life Model), I have become one of the best-known experts in the field of retirement planning, the author of three books, and the developer of the first retirement income solution created expressly for "boomer' women (Women & Income). My sales systems have helped advisors attract more than $140 billion in assets. With great pride, I am a staunch defender of annuities. A seasoned public speaker, I have presented more than 1500 seminars, including dozens of keynote addresses at major conferences and industry meetings, internationally.

 

I will deliver my women’s seminar for and on behalf of the agents and advisers I work with. After attending the seminar, prospects will be engaged and motivated. In almost all cases, you will find no resistance to booking an appointment. This is an opportunity for you to invite prospects to an incredibly unique event, one in which they will acquire information that is exceedingly valuable, as well as insights that can positively impact their future retirement security. They will be grateful that you invited them, and they will willingly provide referrals to you, if you ask.

 

Because it works so well, I believe in a concept I named the, "4-Es: Easy, Economical, Efficient and Effective." This method is at the core of my new women’s retirement security seminar - Bringing Sanity & Security to Women's Retirement. Read about it in the Advisor Guide. The Advisor Guide describes exactly what the system requires you to do to generate success.

 

If you would like to explore collaborating with me on this unique and exciting program, let’s talk. Email me at david@wealth2k.com, or call 978-375-3400. You may also setup a Zoom meeting via this link.

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