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Managing Money from Beyond: Estate Planning Today

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Managing Money from Beyond: Estate Planning Today

Sessions Description

Join FIELD PARTNER and Bill Taylor, VP of Business & Estate Market Development as they share knowledge, tactical processes, and stories about how to grow and develop your business by delivering a best-in-class estate planning process to your clients.

Session Objectives

Classify the fundamental components of estate planning.

Differentiate the types of estate planning and the documentation to support those processes.

Compare different approaches and plans through case studies and storytelling.

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HO Partner: Bill Taylor and Lisa Belli-Fuchs

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HO Partner: Bill Taylor and Lisa Belli-Fuchs

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Gabe Prospero when the time is right.

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5+ LOS (per Carly). Segmenting clients and passing on to other advisors (301). Best practices on client distribution (?). Understanding your contract (201). Retaining claims dollars - capturing the death benefit. Money Movement. Someone from HO on Money Movement?

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HO Partner: Bill Taylor & Lisa Belli-Fuchs

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HO Partner: Bill Taylor & Lisa Belli-Fuchs

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The Bigger Picture: Framing the Client's Financial Plan Around Permanent Life Insurance. When and where appropriate in the client's financial plan to bring in Whole Life, VUL, and UL. 5-15 LOS focus. UL has its place. Nuances and questions to understand in the factfinder. Case study of when to use these.
Bobby Samuelson
Curtis Estes
Paul Ludacka
Ian Freeman
Raul Tavdy

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Scalpels and Money: Break Into the Medical Market. Awareness of what's changed with the definitions. How you can use DI to expand your client base into the Medical Market clientele. Income protection is an important part of a financial plan. Takeaways: combined with the financial security of NM, there is no better time to break into the Medical Market. Learn how to create a target list. Connecting to new Medical Market Enhancements; updates in how DI relates to Medical Market. Paul Montello has a whole business around DI. Has a talk - and that's who the Committee wants to lean into.
Paul Montello (specific ask)

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0-2 LOS (per Carly) but also good for Interns. Prospecting, Networking, Phoning, getting language from rockstars. How to build a call list. Should not be discussing Ideal Calendar - everyone does their own thing. Start to finish process on language. Check with NTP.

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It's a Balancing Act: Activity and Acumen 3+ LOS per Carly. Operations focused. Business Acumen. Licenses you should have. P&L. Personal and business accounts. Paying Taxes. Credit Cards. What are some milestones? How tos/case study.

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Product 101: Using Core Products to Create the Best Plan for Your Clients. Product conviction. Power of integrated plan. Why they should be selling PLI. Intro to products. Upselling while you already have the "yes." Insuring clients better. Importance of having a good factfinder so when making recommendations you know their needs and what they want to get out of the relationship. These are the core products that are going to create the best plan. SigPort and Roth. Think of the 101 Client.

Horizontal- defined as creating a strong, well-rounded base in the clients' risk management program that sufficiently covers the risk exposed in the PNA while not breaking the clients' budget.

We need someone who is highest household getter is under age 30 as a speaker and U5.
Shawn Hindy (Karen Recommendation)

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Product 201: List of services we can provide to clients. Discovering client assets and bringing everything under one roof. Every room is a different part of the house.
Client Phase specific. in their 40s, has a financial plan, and what additional products they may need. Strategic planning and accumulation phase.

vertical- defined as once the horizontal base (the minimum) is illustrated, then work on a vertical model which will assist the client to identify how our products can grow with them throughout their life- covering - if mastering- their risks exposed in the PNA. Sig Choice PX Design and Experience to the Client

Sherrie Vankoevering **** Pathfinder and Forum; 12 years in business. Big Planner.

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Bill said we don't want to talk about Premium Financing right now. Basics of wills and trusts and GRATS - basics of estate planning and trusts. 10+ LOS focus. Details of spousal trusts. How do we do this with PX? Will & Trust capability - way for advisors to offer a way to get a basic will & trust (fee-based).

Bill recommended partnering with Gabe to identify speakers.

Leslie Wood

Fred Wilkerson

Mickey Wright

Aubrey Vaughn

Grant Gier

Scott Sernett

Jerry David

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Making 2023 your year for fee services. Annual Meeting version. Latest updates and success stories of those who approach this differently.  Zipp brings perspect of who, what, where, why, etc.

Chris Andrews

Matt Aaron

Chris Cruz

Desiree Ortiz (*someone newer to fee based)

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You Can't Fix Stupid, But You Can Cure Ignorance. For Dummies version. Helping people understsand clients have different views of $$ and what they want to do and where they want to go. As you're figuring out your clients, there are generalities and assumptions where you can start (factfinding). Tik Tok/Social Finance. How do you combat those messages and address those messages. How do you overcome Social Media - educating your clients. Don't forget the positives as well - Social is not going away.

Jessica Schook
Rick Hu
Chantel Bonneau Stewart
Rekha's Network of FREE People :)

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Prospecting & language (submitted to Committee). Tech & tools that help grow digital markets. Digital tools.

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Finding your market. Communiting your unique value proposition. Conviction about the value you bring to clients. Customization and personalization to the person you're talking to in the moment.

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12-18 mos in the business and interested in a path to leadership. NO leadership team to talk through their role and how much time they spend in leading vs. production. what path looks like from one role to another. skills to develop to achieve the roles. positives and negatives of leadership roles. HO facilitator. team talk about how they've leaned on each other.

Sarnecki's Team: Joey Scott, Dillon Blain, Brent Ussary, Lesle Griessel
AMP/NAMP teams?

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The Grass Looks Greener, but You Still Have to Mow It. Someone who left and came back. NM Conviction session - why this is better for a financial rep. Here is how our company is great. Here's what you might see that might make you want to go somwhere else, but here's why you shouldn't. U5 reps. Maybe a U5 speaker and a 15+. All the things we do to support reps.

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Efficient Teams - what does back office look like. How built team out to have best client experiences. Insurance Ops: how to get from Yes through Underwriting. How to set up teams to get throu STP efficiently and effectively. PRocess from onboarding to delivery.

High-powered team. More of a COO-driven conversation.

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Investment Ops. How are people trying to accomlish while scaling their practice. efficiencies and protocols. End of year convos. NEED MORE DETAIL ON THIS ONE

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Planning Ops.
Pioneer Financial Group or Sparks' team. Madison Wilcox (Boston) or Kevin Spahn/Darren Kriston
Well-oiled planning operations. Case Studies. How team is built out. How are you running an illustration, constructing portfolio, etc. Internal tools and spreadsheets. Back office focus. Using Y Charts and other tools in addition to PX

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Don't Leave Money on the Table: Opening the Door to Business Market Opportunities.

Key Person - insurance on business owners;

Bonus Plan

Buy-Sell

Group

A little on NQDC

Speaker should not be someone who is really far away from a young LOS audience. How to factfind with business owners. How to evolve the personal planning factfinder into the business owner factfinder. You likely have clients who have a business but you haven't done planning for their business.
Scott had no speaker recommendations - recommended asking Patrick Bodden & Bill Taylor

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Using Core Products to Create the Best Plan for Your Clients.

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Using Core Products to Create the Best Plan for Your Clients.

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Creating a strong, well-rounded base for your clients' financial plan that is focused on covering their risk management needs is the first step to helping your clients secure their financial future. To strengthen your practice and to create an integrated plan that protects your clients and allows them to prospect, you must understand the why and the what behind our products as well as how to position them together with your clients.

In this session, you will learn:

- How your peers are helping their clients act on multiple risk products as part of their financial plan.

- How to create more simplicity and opportunities as you plan throughout the sales cycle.

- How to get more out of factfinding at the beginning of your client relationships in order to insure your clients better from the start.

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Vertical Acceleration: How Northwestern Mutual's Products and Services Grow with Your Clients Throughout Their Lives

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Vertical Acceleration: How Northwestern Mutual's Products and Services Grow with Your Clients Throughout Their Lives

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Once the foundation of your client's plan has been established which covers their risk management needs, you can then help them understand how Northwestern Mutual's products can grow with them throughout the accumulation phase of their plan.

In this session you will learn:

- How to bring all of your clients' assets together in one strategic financial plan

- How and when to start incorporating additional products and services into the planning conversation.

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Don't Leave Money on the Table: Opening the Door to Business Market Opportunities

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Don't Leave Money on the Table: Opening the Door to Business Market Opportunities

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You likely have clients who own a business but have you evolved your personal planning relationship with them into one that incorporates both their personal and business planning needs?

Join (FIELD PARTNER) and Bill Taylor, VP Estate & Business Market Development for this session where you will learn:

- How to evolve your personal factfinding language and processes so you can better understand and strategically plan with your clients who are business owners.

- How to position key person insurance, bonus plans, buy-sell agreements, and group insurance and the roles they plan in business planning.

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Building the Foundation for a Successful Lifelong Career: Tips and Tricks to Succeed in Your First Year. 

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Building the Foundation for a Successful Lifelong Career: Tips and Tricks to Succeed in Your First Year. 

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A strong start at the beginning of your career is a key indicator of longevity.  Building a foundational knowledge in sales cycle language and skills as well as in business management methods are necessary to be successful in this career.

In this session you will learn:

- Key language and insights to use in each step of the sales cycle to accelerate your results with prospects and clients.

- Best practices and processes to effectively run your business.

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It's a Balancing Act: Activity and Acumen

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It's a Balancing Act: Activity and Acumen

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To grow at the level you desire and to successfully deliver a comprehensive client experience, you will need to grow and scale your practice. As part of this growth, it is important to attain additional licenses and certifications and build out your back office. While this can be an exciting time it can also be full of stress and anxiety as you make business decisions about your growth.

In this session you will learn how to:

- Identify partners available to you within your network and the home office to offer guidance and support through the process of growing your practice.

- Determine what next steps are right for your personal practice growth.

- Identify business management processes and systems to implement to successfully scale your practice.

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Always Be Closing: How consistent factfinding can lead to business growth and finding hidden dollars.  

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Always Be Closing: How consistent factfinding can lead to business growth and finding hidden dollars.  

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The financial plans you build for your clients are intentional, strategic and effective in creating retirement income that’s intended to last a lifetime. But how do you intentionally factfind with your clients throughout the relationship to find hidden dollars which will lead to business growth and more money coming in to the close.

In this session you will learn how to:

- Identify ways to engage with your clients and put systems in place to find hidden dollars

- Conduct a successful client review in order to create thorough results.

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The Bigger Picture: Framing the Client's Financial Plan Around Permanent Life Insurance. 

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The Bigger Picture: Framing the Client's Financial Plan Around Permanent Life Insurance. 

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When it comes to Northwestern Mutual's suite of permanent life insurance offerings, there are nuances to each product that need to be understood in order to position the right products at the right time in your client's portfolio.

In this session you will learn:

- The differences between Whole Life, Universal Life and Variable Universal Life.

- The competitive landscape for each product

- How each product should be positioned as part of a bigger plan rather than as an individual product solution.

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The basic life insurance UW/POS work

101 Speakers Ideas:

Jen Lann- Doing AFR training in Cleveland.
Madison Holly (ins)/Jeff Michaels (inv) (Todd Grantham rep)

Sara Morales (Jonathan Williams)

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There's no doubt that creating efficient back-office systems and processes allows everyone on your team to do what they do best in delivering an exceptional client experience. In this session you will hear about the best practices and tools used by back-office experts in the field to run their well-oiled planning operations.

In this session you will from back-office experts on how they are:
- Optimizing their back-office planning systems and processes
- Elevating client relationships and exceptional experiences through their planning operations models

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Getting from "Yes" To Delivery: Best Practices of Efficient Insurance Operations Teams

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Getting from "Yes" To Delivery: Best Practices of Efficient Insurance Operations Teams

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Listen as experienced team members share their best practices, protocols and processes from their personal experience that make them so successful in the insurance operations space. From onboarding to delivery, they will share with you how their teams are structured to get through Straight Through Processing efficiently and effectively.

Objectives:
- Develop confidence in supporting the risk side of your team's financial planning practice.
- Learn how to effectively and efficiently utilize the systems and processes while servicing a client's account or policy.
- Understand how to access and navigate resources within Northwestern Mutual for additional learning to support your advisors and their clients.

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201 would be higher level manipulation and analyzation of insurance proposals as well as signature platforms – would be good to see a team do this.

201 Speaker Ideas:

Sally May and Kristen Secor Miller Financial
Chris Phillips/Leigh Ann Crabb (Wendy Thompson rep)

Nathan Kouth (Lesley Day team)

Jason Holloway

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301 really could be someone like  Tricia O’Mally who really runs the operations (Joe Small) – love her for that group – really advanced operations around dealing with ensembles, multiple advisors, multiple sleeves of team members.  Could also do Colin and Chris (Miller Financial) and showcase their operational background and skillset.

301 Speaker Ideas:
Tricia O'Mally (Joe Small)
Colin and Chris (Miller Financial)

Darren Kriston (Kevin Spahn)

Lindsey Moore (Luca Partners)

Kelsey Robertson (Triangle Wealth Advisors)

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Creating Efficiencies in Your Investment Operations Systems and Processes

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Creating Efficiencies in Your Investment Operations Systems and Processes

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The best teams have systems in place that evolve as their advisors continue to scale their practices. Learn how these teams are utilizing the resources and platforms available in the investment operations space at Northwestern Mutual to effectively support their advisors as their businesses grow.  In this session, you will hear from peers on how they are structured and the processes and protocols they have in place to efficiently and effectively support their advisors and clients.

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Doctors & Dollars: Breaking into the Medical Market

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Doctors & Dollars: Breaking into the Medical Market

Session Description

Income protection is the key to any successful financial plan. With the latest Medical Market Enhancements to on our DI product, there is no better time to build business in the Medical Market. Hear from FIELD PARTNER as THEY share how a focus on DI can grow your business exponentially.

Session Objectives:

Define and explain the key benefits of DI in the Medical Market based on the recent DI Medical Market Enhancements.

Reframe your approach to DI as a business building tool, especially in the Medical Market.

Construct updated language around DI that can be used to prospect with clients to grow your business in the Medical Market.

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The path to leadership is calling. Do you answer it or let it go to voicemail?

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The path to leadership is calling. Do you answer it or let it go to voicemail?

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There are multiple opportunities to lead in the field. Are you ready to answer the call to lead or are you still trying to decide if the leadership path is one you want to go down? In this session, hear stories and experiences about the paths field leaders followed to attain their different leadership roles and how they continue to develop in their roles while leading and developing others.

Session objectives:
- Understand the responsibilities of each field leadership role and how much time is focused on managing and developing others vs. spent on personal production.
- Gain clarity on what the path looks like from one leadership role to another and what skills need to be developed to in order to attain a leadership role.
-  Identify multiple tools and resources available to further explore the different leadership paths.
- Determine how you plan to continue to move forward in pursuing a path to leadership and recognize where you need to focus your development to help you attain a leadership role in your office.

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There's no doubt that creating efficient back-office systems and processes allows everyone on your team to do what they do best in delivering an exceptional client experience. In this session you will hear about the best practices and tools used by back-office experts in the field to run their well-oiled planning operations.

In this session you will from back-office experts on how they are:
- Optimizing their back-office planning systems and processes.
- Elevating client relationships and exceptional experiences through their planning operations models.

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VERSION 1 (based on Carly's input):  Growing and Evolving Your Career While Successfully Managing Your Book of Business

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VERSION 1 (based on Carly's input):  Growing and Evolving Your Career While Successfully Managing Your Book of Business

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Congratulations! Your practice is taking off! At this point are you looking for ways to effectively segment your clients in order to make space for future income and investment opportunities in your practice? Or, are looking for ways to better understand you're vesting and making money in your contract now that TAP has gone away?

In this session you will learn best practices on how to expand your client base and grow your business using segmentation as well as how to optimize your understanding of your contract.

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VERSION 2 (Based on Delynn's input): If You're Not Retaining Your Client's Claims Dollars, Who Is?

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VERSION 2 (Based on Delynn's input): If You're Not Retaining Your Client's Claims Dollars, Who Is?

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What are you doing throughout the life cycle of your client relationships to make sure you're including your clients' spouses, partners or significant others in all planning conversations? If something happens, do both parties in the client relationship know who you are, how to contact you and what they should do? Will you retain those claims dollars or death benefit, or will they walk out the door?

Session objectives:
- Reframe your client approach to ensure that all members of the client relationship are included in the planning and decision making processes.
- Construct updated tools and language that can be used to position yourself with clients as their main point of contract during major life events.

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Planning for Distribution: How Northwestern Mutual Differentiates Itself During the Planning and Execution Phases of Retirement Distribution 

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Planning for Distribution: How Northwestern Mutual Differentiates Itself During the Planning and Execution Phases of Retirement Distribution 

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More than 1.5 million Northwestern Mutual clients (need to confirm this #) will enter retirement over the next 15 years. What’s their plan to gather enough assets now so they don't outlive their retirement income? And, do they have a plan for spending the nest egg you’ve helped them accumulate while potentially leaving a legacy for future generations?

Northwestern Mutual has developed a comprehensive retirement planning strategy that addresses all aspects of a client's financial life leading up to retirement and then managing income distribution in retirement.

Session objectives:

- Analyze different risk mitigation and investement strategies, approaches and products that differentiate Northwestern Mutual from its competitors in the planning for retirement distribution.

- Discover and discuss best practices to position yourself for repeat sales, more referrals and stronger client relationships throughout the retirement distribution process.

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Experience + Credentials + Conviction =Money: Grow and Transform Your Business Through Fee-Based Planning 

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Experience + Credentials + Conviction =Money: Grow and Transform Your Business Through Fee-Based Planning 

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Experience + Credentials + Conviction =Money: Grow and Transform Your Business Through Fee-Based Planning 

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Experience + Credentials + Conviction =Money: Grow and Transform Your Business Through Fee-Based Planning

Session Description:

With the industry trending towards fee-for-service models, NM advisors are using their experience, credentials, and conviction to do right by clients to get ahead of this trend by embracing it now. Fee-based planning naturally complements insurance and investment business without detracting from it, and it can help make your practice even more productive, efficient, and profitable.

Session Objectives:

Learn how different advisors and practices established fee-for-service planning and continue to leverage it as a business multiplier.

Discover and discuss best practices for fee pricing, engaging with clients, staffing, and more.

Learn how fee-based planning helps reinforce that NM’s expertise extends far beyond risk products to planning and investment services.

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Swipe Right or Left: Prospecting in The Social Age

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Swipe Right or Left: Prospecting in The Social Age

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Swipe Right or Left: Prospecting in The Social Age

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Swipe Right or Left: Prospecting in The Social Age

Session Description

In the age of “swipe and scroll” understanding the social media landscape is a must to grow your markets and drive your business. How you use the tools and technologies to engage and nurture existing and potential clients can be the difference between mediocrity and success.

Session Objectives

Analyze different tools and technologies available to prospect for clients and market your business to see what might work best for you.

Determine what target markets you may not have tapped into yet and discuss how you can use social to start to tap into them.

Compare how different advisors use different social tools to market and grow their businesses.

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I Am What I Am: Communicating Your Unique Value Proposition 

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I Am What I Am: Communicating Your Unique Value Proposition 

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I Am What I Am: Communicating Your Unique Value Proposition 

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I Am What I Am: Communicating Your Unique Value Proposition

Session Description

Northwestern Mutual has the best-in-class financial planning products, that is simple. Your thoughts and direction are the unique components that set your practice apart. Your success is based on how well you communicate this conviction and knowledge to your existing and future clients.

Session Objectives

Analyze the unique components that differentiate your practice from others and evaluate how they can be effectively communicated to clients.

Apply marketing best practices to effectively convey your conviction and knowledge to existing and future clients.

Create a personalized strategy for communicating the unique components of your practice to clients to ensure maximum impact and success.

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The Grass May Look Greener, But You Still Have to Mow: Building Conviction with NM 

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The Grass May Look Greener, But You Still Have to Mow: Building Conviction with NM 

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The Grass May Look Greener, But You Still Have to Mow: Building Conviction with NM 

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The Grass May Look Greener, But You Still Have to Mow: Building Conviction with NM

Session Description

Hear from reps at different stages in their career about their own journeys with Northwestern Mutual. Hear why they may have looked at something or somewhere else and hear why they stayed. Growing your conviction for Northwestern Mutual and its products will make you a stronger rep and help guide you towards building a stronger practice.

Session Objectives

Evaluate the career journeys of FRs at different stages in their career with NM and compare and contrast the reasons why they stayed with the company versus why they may have considered leaving.

Synthesize insights gained to build a stronger conviction for NM and its products. Apply this conviction to develop a personalized strategy to build a stronger practice.

Create an action plan that includes specific steps to strengthen your conviction for NM, enhance your knowledge of products, and leverage this to build a stronger practice.

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I like the description you have, I would adjust the bullet points slightly. Exact language highlighted.

In this session you will learn:
- The key differences between Whole Life, Universal Life, and Variable Universal Life and why they matter
- NM's philosophy on PLI and how it differs from our competitors
- Use cases of when and why different products should be positioned in a holistic financial plan

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The DI enhancements included changes to non-medical market occupations / business as well, but the biggest change was in the medical market.

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This looks really good! Just a couple of notes. The exact language I'd use is highlighted.

- I would shorten the second sentence as they are really long. I'd shorten it to say:
"To create an integrated plan that protects your clients and strengthens your practice, you must understand what you are selling, why you should sell it, and how to position it to clients."

I don't really understand the second bullet point about creating more simplicity and opportunities. What are we simplifying? Do you mean for the advisor like with set processes? I also don't believe the objectives in the bullet points relate back to the session description above it. I would adjust the bullet points to something like below.

In this session, you will hear from your peers on:

What their personal philosophies are on NM's core risk products

Why they are convicted in their philosophy

How they set themselves up for success with processes and foundational work with clients in order to get them to act on an optimal financial plan for their future

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Human Behavior into Behavioral Finance

Session Description

Plato said that “human behavior flows from three main sources desire, emotion, and knowledge.”  These are the same sources that drive our financial behaviors. Your role as a Financial Representative is to help your clients focus these three sources on a financial future. Understanding Behavioral Finance and how different individuals view it will help you to be more agile when prospecting with new clients and planning with existing clients.

Session Objectives:

Understand there are many individual factors that develop, an individual's view of money and how to have those conversations with different potential and existing clients.

Identify some generalities and assumptions that can serve as a starting point in factfinding with different generations of people.

Discuss how to combat different aspects of social media and educate your clients based on how they need to learn.

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Tried to tighten the description - see below: feel free to use or disregard.

Mitigating your clients risks is the first planning step in helping them achieve financial security. In order to create an integrated plan that protects your clients and reinforces the value you offer, you must understand what you are selling, why you should sell it, and how to position it to clients.

In this session, you will hear from your peers on their:

Personal philosophies and conviction for NM's core risk products

Foundational processes that have been successful in identifying clients needs

Language they use to position risk products for their clients to take action

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Building the Foundation for Success: Tips and Tricks to Succeed

Key indicators of success at the start of your career: building foundational sales cycle language and business acumen.

Start your career off strong by learning:

·      Rock star sales cycle language and insights to help you accelerate your results with prospects and clients.

·      Best practices and processes to effectively run your business.

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I think we should change the title to reflect the description - understanding PLI suite and when to recommend the products to clients -

The Bigger Picture: Positioning Permanent Life Insurance in the best interest of your clients (something like this)...

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Vertical Acceleration: Growing Northwestern Mutual's Products and Services with Your Clients

With foundational risk planning established, help your clients understand how Northwestern Mutual’ s products can continue to grow within their financial plan.

In this session you will learn how to:

·      Bring all of your clients' assets into one comprehensive financial plan

·      Identify and incorporate supplemental products and services to your clients planning conversations

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Distribution for Retirement. Plans, bonus plans. More money and need to diversify portfolio. Preparation for distribution or is it distribution? Karen - investments only. Leveraging investments. We think this is about planning for distribution. Planning for and executing on distribution (per Delynn).  Managing and closing on HNW, asset management. Risk mitigation, LTC, survivor income, legacy issues, investment strategy.

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101 level session. May not have staff, but SET team or hire someone remote could enter info in CRM. Setting up systems and foundations of clients. how are you getting to know your clients and putting it into CRM so you know the best products for them. Leads to trust, business growth, and close. Also leads to good factfinding. Finding the hidden $$. When to connect with clients. Always look for information on clients. Always be closing. How and when to have a good client review. Tips that work in CRM.

Karen Dry & Nicole Scher