Monday, February 8, 2016

Charlie Gipple Leads National Sales Training Workshops


Riverside, CA (February 5, 2016) – The Partners Advantage Index Academy will travel across the country in 2016 and deliver a full-day workshop focused on education that causes sales. The workshops entitled the “Great 8 Boot Camps” are led by nationally recognized indexed product educator Charlie Gipple CLU®, ChFC®, Senior Vice President of Sales and Marketing for Partners Advantage. Gipple will also be accompanied by other presenters from some of the industry's top fixed indexed annuity, life insurance and linked benefit product carriers in the nation.

Gipple stated, "Our goal is to hit more than 20 major cities by the end of the year and the response has already been exceptional. The workshops are composed of eight training presentations, backed up by results from consumer research. So, financial professionals walk away from the training with techniques and information they can immediately implement."

A sampling of topics being covered includes:
  • Behavioral Finance: The Devil is in the Detail, but the Sale is in the Story
  • Don’t Let Your Clients Become a Statistic in “The Perfect Storm” for Retirees
  • Life Insurance as an Asset Class
  • Why and How Linked Benefit Products, Fixed Indexed Annuities and Fixed Indexed Universal Life are Leading the Way
  • Case Studies and Sales Ideas
The complimentary events are open to licensed financial professionals and will be hosted in these cities (dates and locations are subject to change):
  • February: Dallas 2/9 and Ft. Lauderdale 2/23
  • March: San Diego 3/8, Irvine, CA 3/9 and San Francisco 3/10
  • April: Houston 4/1, Philadelphia 4/12, Newark 4/13 and Boston 4/14
  • May: Cincinnati 5/17, Cleveland 5/18 and Pittsburgh 5/19
  • August: Omaha 8/23, Des Moines 8/24, Chicago 8/25 and Minneapolis 8/26
  • September: Atlanta 9/13, Charlotte 9/14, Orlando 9/15
More dates and locations continue to be added. For more information, contact Partners Advantage at 888-251-5525, Ext. 700, or visit this page online.

About Partners Advantage Insurance Services
Partners Advantage Insurance Services, LLC, is a national insurance marketing organization with 70 associates located in offices across the country. The company's Advantage Division is a one-stop brokerage for licensed agents and agencies throughout the United States who sell annuities and life insurance. The company's Platinum and Premier Divisions work to enhance insurance marketing organizations and agencies throughout the country. For more information about Partners Advantage, visit

For financial professional use only. Not for use with consumers.
The third party information and opinions included in these presentations have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Partners Advantage. Although we may promote and/or recommend the services offered by these companies, financial professionals are ultimately responsible for the use of any materials or services and agree to comply with the compliance requirements of their broker/dealer and registered investment advisor, if applicable, and the insurance carriers they represent.


Thursday, February 4, 2016

First Quarter: Helping More Clients at a Time of Heightened Awareness

By: Bill Jackson J.D.,CLU, Senior Advanced Markets Consultant, Partners Advantage

While the most popular time to implement tax qualified retirement plans is during the fall season before the December 31 tax year end, all is not lost if clients or you have procrastinated. Of course, IRA contributions are no problem because clients have until April 18 to make contributions for 2015. Yes, that is the correct date. Tax filing has been moved to April 18 in 2016 because of the new Federal Emancipation holiday.1  

In this short article, we are going to focus on the tax planning opportunities available during the first quarter of 2016. The first quarter is a time of heightened client awareness of the impact of taxation. The psychological impact of meeting with tax professionals takes its toll. Finding out just how many deductions have been lost and how many new thresholds for deduction have increased, increases client tax anxiety.  

Because of this heightened awareness, the first quarter is an ideal time to help motivated clients discover new strategies for the future. Fortunately there are a number of options that may resonate with clients concerned with their tax burden.

Most financial professionals shy away from qualified retirement plans for businesses. While it is true that large corporate retirement plans are serviced by specialized investment advisors, fiduciaries, and administrators; general practitioners can do a great job for smaller businesses, proprietors and professionals in their community. The Pension Protection Act actually removed some barriers to tailoring plans to focus benefits on key employees who are severely impacted by taxes.  For example, a younger business owner who is a sole proprietor could contribute 25% of his pay, up to $53,000.  A business owner over age 50 with very high stable income may be able to contribute $170,000 or more to a defined benefit pension plan. These designs work more favorably for companies with five or fewer employees where there is a disparity in age and wages between the owners and other employees. This is an underserved market segment and presents you with an opportunity to help clients burdened by taxation.

For larger businesses that may already have a 401(k) plan in place this is the prime time of year to talk about selective benefits like Sec. 162 bonus plans. These plans provide a much needed deduction to the business while providing the key employee with valuable personal life insurance protection and supplemental retirement income on a tax favored basis. Bonus plans are a proven way to attract and retain important key employees. 

Now is also a great time to remind clients to make sure to make an estimated tax payment if they underpaid taxes in 2015. This can help avoid significant penalties. Many taxpayers shy away from home office deductions in fear of an audit.  If there is legitimate use of a home office, encourage them not to forgo this valuable deduction.

Christmas is over but financial professionals should make a list and check it twice. Focus on sole proprietors, CPAs, attorneys, doctors, consultants and other affluent small business owners who have been impacted by the current aggressive tax environment. 

Call Partners Advantage at 888-251-5525, Ext. 700, for fact finding materials for qualified plans and selective executive compensation programs. We want to make it easy for you to develop potential solutions that will help clients reduce their tax burden and help you achieve your goals for 2016.   

For financial professional use only. Not for use with consumers.

This article is designed to provide general information on the subjects covered.  Pursuant to IRS Circular 230, Partners Advantage Insurance Services and their representatives do not give tax or legal advice and cannot be used to avoid tax penalties or to promote, market, or recommend any tax plan or arrangement. Encourage your clients to consult their tax advisor or attorney. The information contained in this article is not intended to serve as tax or legal advice and is not intended to provide financial or legal advice and does not address individual circumstances.



Thursday, January 28, 2016

Putting the LIFE in Life Insurance

Learn how Cash Value Life Insurance’s versatility, flexibility and living benefits are helping to create more opportunities for financial professionals and their clients.

When many people think of life insurance, they think of a death benefit to replace lost income and protect loved ones from the financial losses that could result from their death. While this is an essential benefit, many life insurance policies provide impressive living benefits to the policy owner as well. These living benefits can be very valuable for both pre-retirees and retirees that have the need for supplemental income.

In today’s financial environment, it’s more important than ever to find a reliable source of retirement income. Retirement is lasting much longer than in years past. In regards to longevity, a male who reaches age 65 is expected to live an additional 20.5 years. While women, on the other hand, are living an additional 22.7 years when they turn age 65.1 Overall, half of all Americans under age 65 are expected to live into their 90s.2  This longevity can put a strain on savings when trying to make those dollars last through longer life spans.

On top of this, it’s becoming more challenging to find a source of income that can be solely relied upon in the golden years. Traditional resources like IRAs and 401(k)s can be threatened by stock market risks, pensions plans are few and far between, and Social Security most likely will not be able to support an individual through their entire retirement, while allowing the same quality of life.

Download the full article with details on the versatility, flexibility and living benefits of cash value life insurance.
Fill out my online form.

For Financial Professional Use Only. Not for use with consumers.
1Workers Saving Too Little to Retire, The Wall Street Journal. Accessed September, 24, 2014.
2EBRI 2015 Retirement Confidence Survey. Page 32. April 2015.

Thursday, January 21, 2016

The Evolving Face of Estate Planning: Does Life Insurance Still Have a Role?

By: Bill Jackson J.D., CLU®

In the midst of broad-based estate planning apathy, many new ideas are surfacing. Many of these new ideas and the controlling needs behind them pose dramatic opportunities and challenges for all members of the estate planning team: attorneys, accountants, investment advisors and insurance professionals.

Depending on the circumstances, several alternatives may be viable, but the specific plan adopted must center on the client’s needs. It is critical that each viable option be reviewed in light of cost, complexity, administrative requirements, and probability of success. 

Although there are many new concepts in this arena, life insurance is still an integral part of the estate planning process.  Unlike other concepts, which can only freeze split or potentially reduce the value of assets for tax purposes, life insurance products can help provide the much needed infusion of cash.  

Learn more about the role of various trusts and life insurance, including an overview of some newer trusts and time-tested options.
View the full article by Partners Advantage Sr. Advanced Markets Consultant Bill Jackson HERE. (As first appeared in Broker World magazine, December 2015)

Need assistance with your advanced markets cases? 
Contact Partners Advantage at 888-251-5525, Ext. 700.

For financial professional use only. Not for use with consumers.

The tax and estate planning information contained herein is general in nature, is provided for informational purposes only, and should not be construed as legal or tax advice. Partners Advantage does not provide legal or tax advice. Partners Advantage cannot guarantee that such information is accurate, complete, or timely. Laws of a particular state or laws that may be applicable to a particular situation may have an impact on the applicability, accuracy, or completeness of such information. Federal and state laws and regulations are complex and are subject to change. Changes in such laws and regulations may have a material impact on pre- and/or after-tax investment results. Partners Advantage does not assume any obligation to inform you of any subsequent changes in the tax law or other factors that could affect the information contained herein. Partners Advantage makes no warranties with regard to such information or results obtained by its use. Partners Advantage disclaims any liability arising out of your use of, or any tax position taken in reliance on, such information. Always consult an attorney or tax professional regarding your specific legal or tax situation.


Wednesday, January 20, 2016

Join Us for 8 Hours of High-Impact Sales Training. Coming to a City Near You!


The goal of the Partners Advantage “Great Eight Boot Camp” is simple. We want to give you the tools you need to help more clients and thus make more money in your practice.

We will do this by providing you with educational content around index universal life insurance, index annuities and linked benefit products. Even more importantly we are bringing you actionable sales ideas that work. These sales ideas are not only proven to work by some of the top insurance agents in the industry, but they are also proven to appeal to consumers through consumer research utilizing Dial Technology.

You will walk away with techniques and information you can immediately implement.
February 9 – Dallas, TX
February 23 – Ft. Lauderdale, FL
March 8 – San Diego, CA
March 9 – Irvine, CA
March 10 - San Francisco
April 1 - Houston, TX
April 12 - Philadelphia, PA
April 13 - Newark, NJ
April 14 - Boston, MA
May 17 - Cincinnati, OH
May 18 - Cleveland, OH
May 19 - Pittsburg, PA

Call Partners Advantage to find out the date and city for a
“Great 8 Boot Camp” that will be near you.

Contact the Partners Advantage Brokerage Team at
888-251-5525, Ext. 700

For financial professional use only. Not for use with consumers.

The third party information and opinions included in these presentations have been obtained from sources believed to be reliable, but accuracy and completeness cannot be guaranteed by Partners Advantage. Although we may promote and/or recommend the services offered by these companies, financial professionals are ultimately responsible for the use of any materials or services and agree to comply with the compliance requirements of their broker/dealer and registered investment advisor, if applicable, and the insurance carriers they represent.


Thursday, January 14, 2016

Keys to Making Good Sales Calls

Every day you spend time preparing yourself, dialing numerous times and then become inwardly excited when you finally get a live person. You want to come across sounding captivating and brilliant!  But how can you insure that your call is favorable as opposed to a hang up?  Here are a few tips from long-time sales professionals on making good sales calls.

Plan and Prepare
Every seasoned sales person will tell you that a key to success is planning.  Good sales people plan their calls, what they are going to say and know the possible objections and solutions to those objections.  They then plan for the next steps and a future meeting.  Bad sales calls are often the result of poor planning and ineffective delivery.

Talk Less and Listen More
Many poor sales calls are the result of too much talking. One tip successful marketers have shared is to first ask your prospective client, “Is this a good time for you to talk?” Being respectful to your caller is key to earning their time. Pausing and listening throughout your delivery can be the difference maker in a successful sales call and one that doesn’t produce results!

Ask Questions
We all have experienced a sales person who wants to blurt out information about products and features.  Questions can be used to uncover what is important to your prospect, allowing you to personalize your presentation to their particular needs.

Be Enthusiastic and Confident
Remember we are selling to people, not machines.  Make sure your prospects “feel” your smile.  Come across enthusiastic and optimistic.  Have fun and enjoy meeting new clients.

The Bottom Line: Caring more about the sale, rather than the person, will negatively affect your bottom line as it leads to bad sales calls. You have a choice, always put the best interests of the client first.

For financial professional use only. Not for use with consumers.


Wednesday, January 13, 2016

Why Advisors and Their Clients are Gravitating to Asset-Based Forms of LTC Protection

Partners Advantage is pleased to provide financial professionals and agencies with access to the products of OneAmerica. Call us for more information at 888-251-5525, Ext. 700.

In this video, Pat Foley, CLU, ChFC, discusses why advisors and their clients are gravitating to asset-based forms of LTC protection.

Pat Foley is the president of Individual Life and Financial Services for the companies of OneAmerica. In his role, Pat oversees all sales, service, marketing, product development and profitability for OneAmerica’s life insurance and annuities products, as well as asset-based long-term care solutions.

Earlier in his career, Pat built and grew a top 10 general agency and has served in senior executive roles at Genworth Financial, Allianz Life of North America and Prudential. An avid supporter of the industry, Pat has also enjoyed leadership roles in GAMA and the CLU Society, as well as having been an International board member for LIMRA. Pat earned a Bachelor of Business Administration in Finance & Insurance from the University of Iowa and is a Chartered Life Underwriter and Chartered Financial Consultant.

For financial professional use only.