Tim Fuller

President, SRS Inc.

Tim Fuller is President of SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency) that has connected independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners for more than 50 years. Tim and the SRS team specialize in impaired-risk underwriting, advanced case design, and helping advisors place the cases other IMOs turn away.

Life InsuranceImpaired RiskLong-Term CareDisability IncomeAdvanced MarketsUnderwriting

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Why Tax Season Is a Great Time to Talk About Long-Term Care

September 25, 2026February 3, 2022 by Tim Fuller

Adult daughter and her aging mother sharing a warm moment while discussing long-term care planning

Every spring, clients sit down with their finances whether they want to or not. That makes tax season one of the easiest times of year to bring up long-term care.

Key takeaways

Clients are already reviewing their financial picture at tax time, so gaps are easier to see.
Premiums for tax-qualified LTC policies may be deductible, and many states offer credits or deductions.
Using a tax refund to pay the annual premium can make coverage feel effortless.

Turn the tax refund into the long-term care premium, and the annual payment becomes a non-event.

Clients are already in planning mode

Tax preparation forces clients to look at income, savings, and expenses. It’s a natural moment to ask what would happen to those numbers if they needed care, and whether their plan covers it.

Lead with the tax benefits

Tax-qualified LTC premiums may be deductible as medical expenses up to IRS age-based limits, self-employed clients can often deduct them directly, and many states offer their own deductions or credits. Details are in four ways LTC insurance provides tax advantages.

Use the refund

Suggest that clients put their tax refund toward the annual premium. It turns a new expense into money they weren’t counting on, and makes the purchase easier to commit to each year.

Work with tax professionals

CPAs and tax preparers see clients’ full financial picture every year. Partnering with them to flag clients who could benefit from LTC planning can be a steady referral source.

Frequently asked questions

Are long-term care premiums tax deductible?

Premiums on tax-qualified policies may be deductible as medical expenses, up to age-based IRS limits, and some states offer additional deductions or credits.

When is a good time to talk to clients about long-term care?

Tax season, annual reviews, and life events such as retirement or a parent needing care are natural openings.

Can a tax refund be used to pay LTC premiums?

Yes. Many clients find using their refund makes the annual premium easier to manage.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

Tim leads SRS Inc., a full-service IMO (Independent Marketing Organization) and BGA (Brokerage General Agency), connecting independent financial professionals with life, annuity, disability income, and long-term care solutions from 60+ carrier partners.

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Sell the Need Before the Solution: A Disability Income Sales Tip

September 25, 2026February 2, 2022 by Tim Fuller

Professional working confidently at her desk, representing disability income protection

Advisors often jump straight to the policy before clients understand what’s at stake. The fastest route to a disability sale is to slow down and make sure the need is clear first.

Key takeaways

Start with what the client values most: family, home, plans, and future security.
Three questions frame the need: How would bills be paid? What would change for the family? How would they recover under financial stress?
Clients who understand the consequences need far less convincing about the product.

Few middle-income families could cover their bills for more than a few weeks without a paycheck.

Start with what matters most

Ask what the client values: family, home, financial plans, a secure future. Then help them see what they could lose if they couldn’t work, and acknowledge together that it’s a real problem.

Financial security: how would they pay the bills?

Most middle-income families don’t have savings to cover more than a few weeks without income. Once paychecks stop, bills drain savings and set plans back for years. For these clients, income protection means meeting obligations and protecting the future.

Family: what would change?

A disability changes everything at home. Plans go on hold, routines change, family members take on more, and medical appointments fill the calendar. Clients want to know they can keep life as normal as possible.

Recovery: can they focus on getting well?

Financial worry makes recovery harder. Knowing monthly benefits will keep things on track lets clients focus on getting better.

Then present the solution

Once the need is clear, the product conversation is much easier. For the next step, try three questions that lead to the DI sale.

Frequently asked questions

How do you sell disability insurance?

Start with the client’s values and what they’d lose without income, then present coverage as the way to protect it.

Why do disability sales stall?

Often because the advisor presents the product before the client understands the risk and its consequences.

What is the biggest risk disability insurance protects?

The ability to earn an income, which pays for everything else in a client’s financial plan.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Life Insurance 101 for Multi-Service Advisors: The Fundamentals in Three Pages

September 25, 2026February 1, 2022 by Tim Fuller

Happy family of four laughing together on the couch, representing life insurance protection

Harvard’s Charles Eliot argued that the essentials of a liberal education could fit on a five-foot shelf. The essentials of life insurance planning fit in far less. If your core practice is investments, P&C or health, here’s the short list of what you need to start helping clients with life coverage confidently.

Key takeaways

Many advisors hesitate to discuss life insurance simply because they’re unsure of the fundamentals — not because the concepts are hard.
Four areas cover most conversations: types of coverage, quick needs calculations, ownership and beneficiary design, and basic income and transfer tax rules.
SRS offers a three-page quick-study and phone-based training to help you and your staff get comfortable fast.

The key is reducing a body of knowledge to its fundamentals — and life insurance planning reduces nicely to just three pages.

Why multi-service advisors hesitate

More advisors than ever serve clients across disciplines. Many would like to help with life insurance but hold back because they feel unsure about the concepts and the general considerations that come with every case. The good news: the fundamentals are compact, and a little structure goes a long way.

The four fundamentals

Types of coverage. Term for temporary needs; permanent coverage — whole life, universal life, indexed and variable UL — for lifelong needs and cash value goals.
Quick needs calculations. Income replacement, debts, education and final expenses. Carriers also use income-multiple guidelines; see our guide to income multiples in life underwriting.
Ownership and beneficiaries. Who owns the policy and who receives the proceeds drives control, creditor exposure and estate inclusion. Mistakes here are common and avoidable — see 10 common life insurance mistakes.
Income and transfer taxes. Death benefits are generally income-tax-free, but may be included in the insured’s estate if the insured holds incidents of ownership.

Get the three-page quick-study

We’ve condensed these fundamentals into a three-page overview covering coverage types, needs calculations, common owner and beneficiary mistakes, and the key income and transfer tax issues. It’s useful for your own review, for training staff, and for CPAs and attorneys who want a clear overview of the topic. Contact us for a copy.

Training that fits your schedule

We can also walk your team through the outline on a simple conference call — no webinar software required. Participants dial in from wherever they are and come away more confident presenting life insurance concepts to clients. And when a case comes in, our team is ready to help with design, quoting and underwriting.

Frequently asked questions

What are the main types of life insurance?

Term insurance covers a set period and suits temporary needs. Permanent insurance — whole life and the universal life family, including indexed and variable UL — is designed to last for life and can build cash value.

How much life insurance does a client need?

Start with income replacement, outstanding debts, education goals and final expenses, less existing assets and coverage. Carriers also cap coverage using income multiples based on age.

Is life insurance taxable?

Death benefits are generally received income-tax-free. However, if the insured owns the policy or holds incidents of ownership, proceeds may be included in the taxable estate.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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IRA Legacy Planning After the SECURE Act: Replacing the Lost Stretch With Life Insurance

September 25, 2026January 31, 2022 by Tim Fuller

Advisor and client reviewing an advanced markets estate planning strategy in a private office

For years, advisors helped clients stretch an inherited IRA across children and grandchildren for decades of tax deferral. The SECURE Act ended that for most heirs. Clients who don’t need their IRA for income now face a different problem, and life insurance is one of the cleanest solutions.

Key takeaways

Since 2020, most non-spouse beneficiaries, including children and grandchildren, must empty an inherited IRA within 10 years.
That compresses taxable distributions into the heirs’ working years, often at higher tax brackets.
Using required minimum distributions (RMDs) to fund life insurance can turn a taxable IRA inheritance into an income-tax-free death benefit.

The stretch IRA is gone for most heirs: inherited IRAs generally must be emptied within 10 years. Life insurance can replace that lost deferral with an income-tax-free legacy.

What the SECURE Act changed

Before 2020, a beneficiary could stretch distributions from an inherited IRA over their own life expectancy, so naming young grandchildren could extend tax deferral for decades. The SECURE Act replaced this with a 10-year rule for most non-spouse beneficiaries. Only “eligible designated beneficiaries” keep a life-expectancy payout: surviving spouses, the account owner’s own minor children (until adulthood), disabled or chronically ill beneficiaries, and beneficiaries not more than 10 years younger than the owner. Grandchildren generally don’t qualify. Depending on the circumstances, annual distributions may also be required during the 10 years.

Why this is a problem for wealthy clients

Clients who don’t need their IRA for retirement income still must take RMDs (currently starting at age 73). Their heirs then inherit the balance and must draw it all out within a decade, usually during their peak earning years, when every distribution is taxed at their top rate. The multi-generational stretch that once softened this is no longer available.

The life insurance solution

A client can use part of each RMD, after tax, to pay premiums on a life insurance policy. The death benefit, typically owned by an irrevocable life insurance trust (ILIT) or payable directly to the heirs, is generally received income-tax-free. The heirs still inherit whatever remains in the IRA, but a significant part of the legacy now arrives tax-free rather than as taxable income over 10 years. For more on this approach, see how to use RMDs in life insurance sales.

Illustration

Assume an IRA projected at $500,000 at the surviving spouse’s death. Under the 10-year rule, children in high brackets could lose a large share of it to income tax as they withdraw it. If the clients instead used RMDs to fund a $500,000 survivorship policy, the children would receive $500,000 income-tax-free in addition to the remaining IRA. The actual design depends on ages, health, and tax rates, so run an illustration for each case.

Frequently asked questions

Does the stretch IRA still exist?

Only for eligible designated beneficiaries, such as surviving spouses, minor children of the owner, disabled or chronically ill beneficiaries, and those not more than 10 years younger. Most other heirs must empty the account within 10 years.

Can grandchildren still stretch an inherited IRA?

Generally no. Grandchildren are usually subject to the 10-year rule under the SECURE Act.

How does life insurance help with IRA inheritances?

Clients can use RMDs to pay premiums on a policy whose death benefit passes to heirs income-tax-free, offsetting the taxes heirs will owe on the inherited IRA.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Who Buys Long-Term Care Insurance? The Profile of a Likely LTC Client

September 25, 2026January 27, 2022 by Tim Fuller

You don’t have to guess who is most likely to buy long-term care insurance. Current policyholders share a recognizable profile, and many of your existing clients probably fit it.

Key takeaways

A typical LTC buyer is a woman aged 50–65, married with adult children, and a long-time homeowner.
Buyers tend to be planners who already own life insurance and conservative investments.
Most have seen a family member or friend need long-term care, which makes the risk real to them.

The strongest LTC prospects have already watched someone they love need care. Ask who they know.

The typical LTC policyholder

Female, age 50–65
Household income roughly $50,000–$250,000
Married, with adult children
Lives or works in a metropolitan area
Homeowner, often in the same home for 11 or more years
A “planner” interested in financial issues, who owns life insurance and conservative investments
Family oriented
Has known a family member or friend who needed long-term care
Research oriented and self-educated about LTC options

Why this profile buys

These clients combine the means to pay premiums, the planning mindset to act early, and personal experience with what care costs a family. Women are also more likely to need care and to be caregivers themselves; see why women may be the answer to your LTC sales.

Mining your book

Sort your clients by age, marital status, and products owned, and flag those who fit. Annual reviews are a natural place to raise the topic. Our LTC team can help you choose between traditional, hybrid, and rider-based coverage for each one.

Frequently asked questions

What age should you buy long-term care insurance?

Many buyers purchase in their 50s or early 60s, when coverage is more affordable and they’re more likely to qualify.

Who is most likely to buy long-term care insurance?

Often women aged 50–65, married with adult children, who are planners and have seen a loved one need care.

Why do women buy long-term care insurance more often?

Women tend to live longer, are more likely to need care, and often have firsthand experience as caregivers.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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The Easiest Disability Sale: Clients Who Already Have Group Coverage

September 25, 2026January 26, 2022 by Tim Fuller

Many advisors skip disability insurance when a client says they’re covered at work. Experienced advisors see it differently: a client with group coverage already believes in income protection. They just don’t know what their plan is missing.

Key takeaways

Clients with group coverage already understand why income protection matters.
Group plans often have integration with other benefits, taxable benefits, benefit caps, and no portability.
A simple review of the client’s plan often shows a large, easily filled gap.

A $125,000 executive with a capped, taxable group plan could add $3,300 a month in tax-free individual coverage.

Why these clients are easier

If a client has disability coverage at work, you don’t need to convince them it’s valuable. Commend them for having it, then offer to review whether it does what they think it does.

What group plans often lack

Integration: benefits are reduced by Social Security and other income. See how group LTD offsets work.
Taxable benefits when the employer pays the premium.
Benefit caps that limit higher earners.
Excluded bonus or commission income.
No portability if the client changes jobs.

Example

Male executive, age 40
Income: $100,000 salary plus $25,000 bonus
Group plan: 60% of salary with a $10,000 monthly cap
Current benefit: $5,000 a month, taxable, and nothing on the bonus
Additional individual coverage available: $3,300 a month, tax-free

How to run the review

Ask for the plan’s summary or declaration page and some basic client information. We’ll prepare a complete review showing current protection and recommended changes. It’s one of the fastest ways to grow DI production from your existing book.

Frequently asked questions

Can you have individual and group disability insurance at the same time?

Yes. Individual policies are often designed to supplement group coverage, within carrier issue and participation limits.

What does a disability insurance review include?

A look at the group plan’s benefit percentage, cap, taxability, covered income, offsets, and portability, compared with the client’s actual income.

Is individual disability insurance portable?

Yes. It stays with the client if they change jobs, unlike most group coverage.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Term Life Conversion Options: Why Not All Term Policies Are Equal

September 25, 2026January 25, 2022 by Tim Fuller

Spreadsheet quoting has made it easy to treat term insurance as a commodity and pick the cheapest carrier. But beneath similar price tags, some term policies are far more valuable than others. The biggest difference is often the conversion privilege.

Key takeaways

The conversion privilege lets an insured exchange term for permanent coverage at the original health class, without new underwriting.
Conversion terms vary widely: eligible products, how long the privilege lasts, and whether partial or staged conversions are allowed.
Choosing term on price alone can leave a client with poor options if their health changes.

Nothing will de-commoditize your approach to term faster than a close look at the policy’s conversion privilege.

The commodity trap

It’s tempting to spreadsheet premiums across a broad range of term products and let the numbers make the decision. Too often the lowest premium becomes not just the starting point but the end point. As Orwell might put it, all term policies are equal — but some are more equal than others.

Why conversion matters most

At the end of the level premium period, an insured who still needs some coverage has three choices:

Pay steep, rapidly increasing annual renewable term rates
If still healthy, shop for new permanent coverage
If health has changed, exercise the conversion privilege under the existing contract

For the third group, the conversion terms determine everything — and a few dollars a month saved at issue can be quickly forgotten.

Four questions to ask about any conversion privilege

Which permanent products are eligible? The most generous carriers allow conversion to any permanent product in the portfolio when the option is exercised. Others restrict conversion to specific contracts that may not be competitive — or even available — later.
Is the carrier likely to offer competitive permanent products in the future? Look at its track record.
How long does the privilege last? Some policies allow conversion for the full level period, others only to a certain age or for a set number of years.
How flexible is the conversion? Can part of the coverage be converted? Can it be converted in stages?

Using conversion in planning

Strong conversion rights are especially valuable for younger clients, business owners whose needs may become permanent, and anyone with a family history that suggests future health changes. Some carriers even allow term to convert into survivorship coverage — see our article on converting term to survivorship life. Our team can compare conversion provisions across carriers so your recommendation holds up long after issue.

Frequently asked questions

What is a term conversion privilege?

It is a contractual right to exchange a term policy for a permanent policy from the same carrier at the original underwriting class, without new medical evidence, within a specified period.

How long can term insurance be converted?

It varies. Some policies allow conversion for the full level premium period, others only until a certain age or for a set number of years. Check the specific contract.

Can part of a term policy be converted?

Many carriers allow partial conversion, and some allow conversions in stages. Rules vary, so confirm the policy’s provisions before relying on them.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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The Beneficiary Review: A Simple Client-Service Step That Builds Loyalty

September 25, 2026January 24, 2022 by Tim Fuller

Few services are as simple — or as valuable — as reviewing a client’s beneficiary designations. Outdated or incomplete designations can undo years of careful planning. Making the beneficiary review a routine step strengthens relationships and often uncovers new needs.

Key takeaways

Beneficiary designations override wills, so an outdated form can send proceeds to the wrong person.
Life events — marriage, divorce, births, deaths, new trusts — are the most common reasons designations go stale.
Proactive reviews keep clients from seeking a second opinion elsewhere and often lead to policy reviews and new business.

More often than not, these conversations aren’t initiated by the client — they begin with a courtesy call from their advisor.

Why beneficiary designations go wrong

Clients name beneficiaries when they buy a policy and rarely think about them again. Meanwhile, their lives change. Common problems include:

An ex-spouse still listed as primary beneficiary
No contingent beneficiary, so proceeds default to the estate
Minor children named outright, which can require a court-supervised guardianship
A trust created for estate planning that was never named on the policy
A beneficiary who has died or whose circumstances have changed

Because beneficiary designations generally control over a will, these errors can be costly. See 10 common life insurance mistakes for more.

When to review

Build a beneficiary check into every annual review, and prompt one after any of these events: marriage or divorce, a birth or adoption, a death in the family, a new trust or estate plan, a business change, or a beneficiary with special needs or creditor issues.

How the review deepens the relationship

A courtesy call to confirm beneficiaries shows clients you’re paying attention. It also reduces the chance they’ll start talking to another advisor to confirm their plan is still on track.

The conversation often leads naturally to a full policy review. In one case, we helped an agent review three policies originally designed for cash value accumulation. As the insureds aged, their priority had shifted to guaranteed death benefit and wealth transfer. By using existing cash value to exchange into guaranteed policies, their fully guaranteed death benefit increased by more than 35% with the same premium commitment. Nothing was wrong with the old policies — the clients’ needs had simply changed over 15 years.

Getting started

Request current beneficiary information from each carrier, compare it against the client’s estate plan and family situation, and document any changes. For policy reviews, we have a Policy Review Kit that can be customized for your practice. Contact us for an itemized list of what’s needed to get a review started.

Frequently asked questions

Does a beneficiary designation override a will?

Generally yes. Life insurance proceeds pass by contract to the named beneficiary, regardless of what the will says, which is why keeping designations current is so important.

How often should beneficiaries be reviewed?

At least annually as part of a regular review, and after any major life event such as marriage, divorce, a birth, a death, or a new trust or estate plan.

What happens if there is no living beneficiary?

If no named beneficiary survives the insured, proceeds are typically paid to the policyowner’s or insured’s estate, which can mean probate, delay and exposure to creditors.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Linked-Benefit Life/LTC: A Solution for the Client Who Wants It All

September 25, 2026January 20, 2022 by Tim Fuller

Some clients want a plan that works no matter what happens. Linked-benefit (hybrid) life and long-term care policies come close: they can pay for care, leave a legacy, or, with the right rider, return premium if the client changes course.

Key takeaways

A linked-benefit policy combines life insurance and long-term care benefits, and many designs offer a return-of-premium feature.
Three outcomes are covered: a tax-free death benefit, leveraged LTC benefits, or a refund of premium on surrender, subject to policy terms.
These plans appeal to affluent clients near or in retirement who want to protect against LTC costs and leave a legacy.

Close to 70% of people turning 65 will need some form of long-term care — a linked-benefit plan ensures the premium works either way.

The client who wants a guaranteed win

Many clients resist traditional long-term care insurance because they fear paying premiums for a benefit they may never use. They want flexibility and a plan that pays off in every scenario. A linked-benefit policy addresses that objection directly.

Three outcomes, one policy

With a linked-benefit design that includes a return-of-premium feature, one of three outcomes will occur:

No LTC claim: beneficiaries receive an income-tax-free death benefit.
An extended care event: the client accesses leveraged long-term care benefits, which reduce or use up the death benefit.
A change of plans: the client surrenders the policy and receives a refund of premium, according to the rider’s terms.

Return-of-premium provisions vary by carrier — some are full, some are vesting or partial — so confirm the specifics for each product.

Who linked-benefit plans fit

Clients who are retired or approaching retirement
More affluent clients with higher net worth and assets to reposition
Clients who want to protect against LTC expenses and leave a legacy
Clients uncomfortable with “use it or lose it” traditional LTC coverage

With CareScout’s 2025 national medians at $6,200 a month for assisted living and $10,798 a month for a private nursing home room, the need is real. See our overview of long-term care costs and asset-based LTC for more.

Positioning the conversation

Frame the policy around the client’s priorities: protecting retirement assets from care costs, keeping control of their money, and providing for heirs. Because needs change over time, the flexibility is the selling point. Our LTC team can compare linked-benefit designs, funding options and return-of-premium provisions across carriers.

Frequently asked questions

What is a linked-benefit life/LTC policy?

It is a life insurance or annuity policy that also provides long-term care benefits, typically by accelerating the death benefit plus an extension of benefits. If care isn’t needed, the death benefit goes to beneficiaries.

Can clients get their premium back from a linked-benefit policy?

Many designs include a return-of-premium feature that refunds some or all of premium on surrender. Terms vary by carrier and product, so confirm details.

Who is a good candidate for linked-benefit LTC?

Typically clients near or in retirement with assets to reposition, who want long-term care protection and a legacy, and who dislike the use-it-or-lose-it nature of traditional LTC insurance.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Fact Finders for Life Insurance Sales: Why Thorough Discovery Pays Off

September 25, 2026January 18, 2022 by Tim Fuller

Trial lawyers know that the law arises from the facts. The same is true in insurance: the right recommendation arises from a complete picture of the client. A balanced fact finder turns a single-policy sale into a planning relationship.

Key takeaways

Thorough fact-finding often reveals additional needs — coverage on other household members, disability income, LTC or retirement income.
Collecting underwriting-relevant details up front avoids going back to the client later.
A moderate, well-designed fact finder strikes a balance between notes on a legal pad and overly long carrier questionnaires.

A case is not just a policy any more than a home is just a house.

Why advisors skip fact-finding

Collecting facts takes time, and on a modest term sale for income replacement, it can seem unnecessary. After all, how much do you need to know to calculate a multiple of income? But skipping discovery leaves opportunity — and sometimes risk — on the table.

What good fact-finding uncovers

Other life insurance needs, particularly on other household members
Needs beyond term, such as protection against a long-term care event or supplemental retirement income
The most basic need of all: protection against loss of income due to disability — see income protection fundamentals
Non-insurance gaps like wills, powers of attorney and health care proxies
Information needed for underwriting, gathered once so you don’t have to go back to the client

The practice-building payoff

A comprehensive approach establishes you as more than a policy salesperson. It earns the client’s trust, which leads to referrals, and this year’s fact-finding sets the table for next year’s annual review. It also pushes you beyond habitual, one-size-fits-all solutions that easily become entrenched, especially on small cases.

A balanced personal and business fact finder

We’ve designed personal and business fact finders that sit comfortably between a few notes on a legal pad and the multi-page questionnaires many carriers provide. The business version captures ownership, key people, buy-sell arrangements and benefit plans — the details that drive key person and succession planning. Contact us for copies.

Frequently asked questions

What should a life insurance fact finder include?

Family and dependents, income and assets, debts, existing coverage, goals, health and lifestyle details relevant to underwriting, and for business owners, ownership structure, key people and succession plans.

Why use a business fact finder?

It identifies business needs such as key person coverage, buy-sell funding, executive benefits and succession planning that a personal fact finder would miss.

Does fact-finding help with underwriting?

Yes. Capturing health, lifestyle and financial details up front helps with field underwriting, carrier selection and avoids delays from returning to the client for information.

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Reviewed by Tim Fuller on 2026-09-25

Tim Fuller

President, SRS Inc.

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Tim Fuller

Clients are already in planning mode

Lead with the tax benefits

Use the refund

Work with tax professionals

Frequently asked questions

Tim Fuller

We’re Here to Help

Start with what matters most

Financial security: how would they pay the bills?

Family: what would change?

Recovery: can they focus on getting well?

Then present the solution

Frequently asked questions

Tim Fuller

We’re Here to Help

Why multi-service advisors hesitate

The four fundamentals

Get the three-page quick-study

Training that fits your schedule

Frequently asked questions

Tim Fuller

We’re Here to Help

What the SECURE Act changed

Why this is a problem for wealthy clients

The life insurance solution

Illustration

Frequently asked questions

Tim Fuller

We’re Here to Help

The typical LTC policyholder

Why this profile buys

Mining your book

Frequently asked questions

Tim Fuller

We’re Here to Help

Why these clients are easier

What group plans often lack

Example

How to run the review

Frequently asked questions

Tim Fuller

We’re Here to Help

The commodity trap

Why conversion matters most

Four questions to ask about any conversion privilege

Using conversion in planning

Frequently asked questions

Tim Fuller

We’re Here to Help

Why beneficiary designations go wrong

When to review

How the review deepens the relationship

Getting started

Frequently asked questions

Tim Fuller

We’re Here to Help

The client who wants a guaranteed win

Three outcomes, one policy

Who linked-benefit plans fit

Positioning the conversation

Frequently asked questions

Tim Fuller

We’re Here to Help

Why advisors skip fact-finding

What good fact-finding uncovers

The practice-building payoff

A balanced personal and business fact finder

Frequently asked questions

Tim Fuller

We’re Here to Help

Tim Fuller