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Hancock Talks Podcast
Now there's an easy way to gain ideas that can help grow your business. Our informative podcast series offers insights into life insurance trends and opportunities — both in the industry and at John Hancock — with a focus on tactics that can help drive your life insurance sales
Most recent episodes:
Episode 24 • May 2022 • 33mins
Join us for a fascinating conversation with attorney and tax expert Marty Shenkman about the practical lessons estate planning and other financial professionals can learn from the Levine case – a precedent-setting tax court decision. While the Levine case took an intergenerational split-dollar approach, lessons learned are helpful in other contexts. In this episode, we explore:
- Keys to the taxpayer’s victory in successfully structuring an intergenerational split-dollar arrangement
- The importance of using “excess capital” for legacy-planning strategies, and the financial planner’s role in determining and documenting available excess capital
- Why clients should be diligent in selecting qualified, competent legal counsel as part of a collaborative planning team
Episode 23 • April 2022 • 16mins
The tax-filing season presents an opportunity for planning discussions, since there is often important information clients can learn from the 1040 tax form — with your help. Tune in to hear Caroline Brooks, AVP & Counsel and Head of our Advanced Markets team, explain how details gleaned from the 1040 can be a catalyst for key planning conversations, such as:
- Insurance needs for life and long-term care
- Supplementing retirement income
- Opportunities to mitigate future taxes
Episode 22 • March 2022 • 36mins
Don’t miss the opportunity to hear Marti Barletta, a best-selling author and marketing expert, as she talks about what women are looking for in a life insurance producer and provides insights and tactical solutions for building your referrals and book of business. This episode will explore:
- Why women represent an untapped sales market
- Women’s mindset and how it differs from male clients
- Tactics and ideas for prospecting and generating referrals
- Understanding women’s needs, preferences, and priorities
Episode 21 • February 2022 • 32mins
Join us for an in-depth conversation about Brooks’ key priorities for 2022, his take on industry trends, and what it all means for sales opportunities for our firms and producers in the year ahead.
In this episode, we explore:
- The renewed consumer interest in life insurance and the overall impact on the industry
- Shifts in the life insurance market and how John Hancock is positioning itself relative to other carriers
- Sales opportunities you can leverage now through client engagement with the John Hancock Vitality Program
- Legislative impacts on income and estate planning and how distribution partners can potentially capitalize on this opportunity
Episode 20 • January 2022 • 20mins
In this episode of Hancock Talks, Lindsay Hanson, Vice President, Head of Behavioral Insurance, discusses how to change the conversation around life insurance to living — and living well. Tune in to hear how this approach can improve customer experience and engagement to help you drive sales.
In this episode, we will explore:
- Why now is the time to address the coverage gap by focusing on protecting health and wealth
- The benefits of offering a solution that prioritizes “shared value”
- Sales strategies to help position John Hancock Vitality life insurance to your clients
- The latest on Vitality marketing resources — and how easy we’ve made it easy to access them
Episode 19 • December 2021 • 30mins
In this episode of Hancock Talks, we focus on the estate-planning landscape and the impact of potential tax legislation, both today and during the year ahead. We’re joined by Kevin Blanton, Associate Counsel with John Hancock’s Advanced Markets group, to discuss:
- Advantages of acting now to help your clients benefit from the present exemptions for estate and gift taxes — and the Generation-Skipping Transfer Tax (GSTT) — and options for those who want to wait
- Current and potential legislative changes and how they can impact financial planning
- Estate-planning strategies to help clients better prepare for whatever the future holds
This episode discusses the importance of having a plan for a long-term care event, including:
- How informal caregiving has become a “crisis”
- Why financial professionals should discuss the impact of a long-term care event with clients
- What factors clients should consider when planning for their potential need for long-term care
Learn more with these additional resources and marketing materials
Episode 17 • October 2021 • 32mins
In this new episode of Hancock Talks, two knowledgeable and insightful guests — Michael Amoia, of Crump Life Insurance Services, and Michael Fontanini, of Lion Street — sit down with Carly Brooks, AVP & Counsel to discuss the sweeping tax law changes, which if enacted, would impact wealth transfer and trust planning. Help your clients understand what’s on the horizon, including:
- A summary of the proposed changes, such as changes to grantor trusts and “use it or lose it” estate tax exemptions
- Options clients may wish to consider with their financial professionals — both now and after potential enactment
- Where to find Advanced Markets tools and resources
Episode 16 • August 2021 • 25mins
Make this September the best Life Insurance Awareness Month yet by learning how to uncover new sales opportunities and overcome purchase barriers. We’re joined by Alison Salka, Senior Vice President and Director of Member Benefits Research, LIMRA, who will discuss the following topics:
- Why now is the time to talk about life insurance
- How innovation is helping close the life insurance gap
- Tips for dispelling myths and building trusted client relationships
- How to add value during policy reviews
Episode 15 • July 2021 • 13mins
This month we are discussing how John Hancock is making the buying process easier for our firms, producers, and clients. This episode will explore:
- Our latest, cutting-edge solutions which dramatically reduce the life insurance sales cycle
- The approach we’ve taken to tackle many of the traditional buying-process pain points
- How we’re delivering a more customer-centric experience
Episode 13 • April 2021 • 28mins
This month we are exploring how to avoid stalled deals and client procrastination with the goal of shortening the sales cycle and helping clients make a decision faster and with less effort. Our featured guest is Chuck Hollander, founder of Red Flag Advantage and past President and Chairperson of the Board of Forum 400. Chuck has over 25 years of experience in financial services as a top producer, entrepreneur and speaker. This episode will share insights on:
- A framework that helps producers overcome stalled deals, create a sense of urgency and drive outcomes
- Identifying the point in time where the probability of a sale is the highest
- Uncovering reasons why clients decide not to act and how to anticipate them
- Understanding the importance of client goals in the sales process
Episode 12 • Feburary 2021 • 27mins
Our newest podcast focuses on potential legislative changes that could affect small business owners, highlighting how they can navigate their current and future needs. We’re joined by Caroline Brooks, head of Advanced Markets and AVP and counsel for John Hancock Insurance, who will share insights on:
- Protecting against the loss of a key person in your organization
- How proposals may impact C corporations
- Using life insurance as an executive-retention strategy
- Where to find marketing tools and materials to help deepen your understanding of planning concepts and help grow your business
Episode 11 • January 2021 • 34mins
Don’t miss this opportunity to hear Steve Herlihy, a Partner with Wellspring Associates and an avid Vitality member, as he talks about his personal experience with John Hancock Vitality PLUS and how he positions the program with his high-net-worth clients.
In this episode, we will also explore:
- New member data at the program’s five-year milestone showing positive health outcomes
- Insights on how Vitality PLUS can provide long-term value and financial benefits to help protect wealth and maintain health
- How Vitality PLUS can enhance your clients’ life insurance policy performance and offer you a significant sales opportunity
- Ways to promote Vitality using resources and touchpoints throughout the client journey
For ideas and resources to help put the tactics we discuss in this episode into action, visit our dedicated Vitality page.
Episode 10 • December 2020 • 21mins
In this episode of Hancock Talks, we are dissecting the potential impact the presidential election could have on wealth-transfer strategies for your high-net-worth (HNW) & high-income clients. We’re joined by Kevin Blanton, Associate Counsel with John Hancock’s Advanced Markets group, to discuss:
- Wealth-transfer strategies for HNW clients to take advantage of today
- Opportunities to consider specifically for high-income clients
- President-elect Biden’s proposals and how likely it is that legislative changes will occur
- Ideas and resources to help put the tactics presented into action
Learn more with the latest Advanced Markets blog.
Episode 9 • October 2020 • 23mins
Learn why now is the time for your high-net-worth clients to take advantage of today’s low interest rates. Our guest this episode is Alan Brown, a partner at the law firm HunterMaclean, who discusses strategies he’s utilizing today to help his clients benefit from both the historically high transfer tax exemptions and low interest rate environment. In the latest episode, you’ll gain insights on:
- Why now is an opportune time for clients to be doing estate planning
- Planning methods that address estate-tax and asset-protection concerns
- Techniques that benefit from low interest rates
- How life insurance factors into this type of planning
- Marketing tools and materials to help deepen your understanding and grow your sales
Learn more with these additional resources.
Episode 8 • September 2020 • 24mins
This month on Hancock Talks, we’re exploring the connection between behavioral economics and financial decision-making. Our featured guest is Joey Davenport, President of the Hoopis Performance Network in Chicago. He has over 25 years of experience in financial services as a top producer. He is also co-author of the #1 bestselling book, The Power of Coaching: Engaging Excellence in Others.
In this episode, we will explore:
- Ways behavioral economics can help close the life insurance coverage gap
- Tactics you can use to help counteract the fear and confusion that can be hindering a client from making a financial decision
- The guiding principles of behavioral economics that can help you close more sales
- “Soft skills” that can benefit sales and client relationships — especially at this time when we’re conducting business remotely
- Reasons now is the time to sell John Hancock life insurance products
Episode 7 • August 2020 • 33mins
We’re talking to experts in the areas of nutrition, technology and virtual health to learn about the latest trends in overall personal health and wellness. Our featured guests, Dr. Dariush Mozaffarian, Dean of Friedman School of Nutrition Science and Policy at Tufts University, and Dr. Vindell Washington, CEO of Onduo, share their insights on these topics that are top-of-mind for so many.
In this episode, we will explore:
- How technology is enabling better access to virtual care as well as healthier routines, lifestyles and habits — ultimately driving greater engagement in personal health
- The role of nutrition in baseline health and how it impacts longevity
- How the John Hancock Vitality Program can offer a personalized solution to clients seeking a healthier life
- Three easy ways to help start conversations with your new and existing clients about Vitality and John Hancock Aspire
Episode 5 • June 2020 • 21mins
Discover how conducting a policy review can not only have a positive impact on your clients, but can also bring about opportunities for you. In this episode of Hancock Talks, you’ll gain insights on:
- The value of reconnecting with clients and reviewing their existing coverage
- Strategies and steps for conducting a policy review
- Recent product innovations that can benefit clients today
- Analyzing an existing policy and a sample case study of when needs change
- Marketing tools and materials that can help guide you through the review process
Learn more with these additional resources and marketing materials.
Episode 4 • May 2020 • 20mins
See how we are meeting the needs of our partners, distributors, and clients. In this episode, you’ll learn about:
- How distributors are adapting during this time of uncertainty
- Changes during this time that may impact our business going-forward
- Laws that will make it easier to execute on estate planning documents
- Insights how to utilize social media during social distancing
Episode 3 • April 2020 • 33mins
A gifting strategy is one of the best ways to enhance your client’s legacy and minimize their exposure to transfer taxes. Given today’s uncertainty, clients who are able to leverage the largest gift tax exemption in history may be more reluctant than ever to irrevocably give away their assets — even if they know it will benefit their estates in the long run.
- Advantages of making gifts today given the current market environment
- Ways to leverage some of the lowest AFRs in history to create flexibility and alleviate client concerns
- Insights on a wait-and-see strategy that gives clients the power to decide when and if to make a gift
- Underwriting tips for submitting your large cases
Episode 2 • March 2020 • 16mins
Knowing the key selling points to Indexed UL can help you uncover value for your clients and open new opportunities for you.
In this episode, you’ll learn
- Why IUL has become so popular
- Key tips, product details and tools that can help make the IUL sale
- The tools available to help manage IUL policy performance
Plus, see how to apply the backstop concept to IUL and get an overview of the marketing resources available to support your IUL sales process.
Episode 1 • March 2020 • 21mins
This episode discusses a new program that pairs the protection of any John Hancock life insurance policy with a day-to-day diabetes management support.
This podcast will give actionable ways for financial professionals to prospect for Aspire clients, ideas on how to position the program to high-net-worth clients, and how to promote Aspire through social media channels. Tune in to see how the Aspire program can provide you a significant sales opportunity.
* Based on internal data as of June 2021
For Financial Professional Use Only. Not intended for use with the General Public.Trusts should be drafted by an attorney familiar with such matters in order to take into account income and estate tax laws (including the generation-skipping tax). Failure to do so could result in adverse tax treatment of trust proceeds.
This material is for informational purposes only and is not intended to provide advice. The opinions and views expressed are those of the participants and do not necessarily reflect the opinions of John Hancock. This recorded material may have been recorded to support the promotion or marketing of the topics addressed in this recorded material. Individuals interested the topics discussed should consult with their professional advisors to examine legal, tax, accounting or financial aspects of these topics.
The opinions and views expressed in this podcast are those of the participants and do not necessarily reflect the opinions of John Hancock.
Comments on taxation are based on John Hancock’s understanding of current tax law, which is subject to change.
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