Capitalizing on the Insurance Opportunity

By changing the conversation from one around mortality and morbidity to one of economic impact around the issue, this course is about building conversational skills needed to introduce risk management and insurance discussions with clients. Advisors will outline the process necessary to address clients' often overlooked risk management and insurance needs, opportunities, and concerns and ingrain these routines into their practice.

This course focuses on building the comfort and confidence needed to discuss and solve your client's risk management and insurance needs.

Areas of Study Include: The Mindset of Advisors and Clients on Risk Management & Insurance Planning, Key Elements of Insurance Contracts (Understanding the Products and How They Work), How Risk Management and Insurance Achieve and Protect Wealth Management Goals (Retirement Income Planning, Education Planning, Income Replacement & Capital Preservation, Legacy Planning & Wealth Transfer, Business Owner Protection), Gaining the Appointment Through an Efficiency Review, The PERIL Discovery Conversation, Determining a Client’s Protection Gap (Insurance Needs/Gap Analysis), Presenting Insurance as a Solution, Addressing Client Concerns, and Creating Insurance Opportunities through the Annual Review Process

Upon successful completion of the program requirements, participants will be awarded a Certificate in Applied Behavioral Finance from the Certified Wealth Strategist® Board of Directors.

*May satisfy CE/CLE requirements