Capitalizing on the Insurance Opportunity

This course focuses on building the comfort and confidence needed to discuss and solve for your client's Risk Management and Insurance needs.

Our course is designed to empower financial advisors with the knowledge, skills, and confidence needed to effectively integrate risk management and insurance solutions into their clients' overall financial plans.

By reframing the conversation around the economic impact of risk, advisors will learn to navigate the complex world of insurance and guide their clients towards informed decisions that align with their unique goals and circumstances.

Through a series of in-depth modules, participants will gain a thorough understanding of the key elements of insurance contracts, the mindset of both advisors and clients, and the critical role that risk management plays in achieving various wealth goals.

Advisors will acquire the tools and techniques necessary to conduct efficient reviews, set appointments, uncover client needs through the PERIL Discovery conversation, identify protection gaps, present tailored solutions, address client concerns, and incorporate insurance opportunities into the annual review process.

Areas of Study:

• The Mindset of Advisors and Clients
  • Explore and understand the attitudes and perceptions that both advisors and clients typically have toward risk management and insurance.
• Key Elements of Insurance Contracts
  • Provide a comprehensive understanding of insurance products and how they function, enabling advisors to recommend suitable options to clients.
• Risk Management and Wealth Goals
  • Address how insurance planning aligns with broader objectives like Retirement Income Planning, Education Planning, Income Replacement & Capital Preservation, Legacy Planning & Wealth Transfer, Business Owner Protection
• Efficiency Review and Appointment Setting
  • Equip advisors with the skills to conduct efficiency reviews that naturally lead to client appointments focused on insurance planning.
• The PERIL Discovery Conversation
  • Master the PERIL Discovery technique to uncover client needs and concerns related to insurance and risk management.
• Protection Gap Analysis
  • Learn to identify and quantify the gaps in a client's existing insurance coverage, leading to targeted recommendations.
• Solution Presentation
  • Develop the skills to present insurance as an integrated part of a client’s overall financial plan.
• Addressing Client Concerns
  • Train advisors in effective techniques for overcoming client objections or misconceptions about insurance.
• Annual Review Process for Insurance Opportunities
  • Instill the practice of incorporating insurance discussions into the annual client review process to identify new opportunities.