InsMark 2018 Symposium EAST Agenda

2:00p – 6:00p

Optional Beginners Workshop

4:00p – 7:00p

Early Registration and Exhibitor Setup

6:30a – 7:45a


Breakfast with Exhibitors

8:00a – 8:30a

The Hidden Partner - IRAs and 401(k)s; Roth IRAs and Roth 401(k)s; Deferred Annuities

Indexed UL is a powerful competitor to IRAs and 401(k)s as well as Roth IRAs, Roth 401(k)s, and Deferred Annuities.  This is partly because the “Hidden Partner” (Uncle Sam) in each of these retirement plans has a claim on much of the money and can easily accelerate that reach by increasing income tax rates.  A new feature in Wealthy and Wise® is designed to illustrate that effect on net worth.  

Various income tax brackets will be analyzed to determine strategic IUL preferences.

8:30a – 9:00a

Executive Benefits for Non-Owner Key Employees (Using EXOLI not COLI)
(Executive-Owned Life Insurance not Corporate-Owned Life Insurance)

Executive Bonus Plans with income tax paid on the bonus by way of:

Gross-up controlled bonus;  Single bonus with income tax paid by loans from the employer;

Single bonus with income tax paid by bank loans.

Loan-Based Split Dollar with gross-up of the AFR.

9:00a – 9:30a

Creative Financial Presentations

The Best Way to Introduce Life Insurance as a Critical Component of Retirement Planning

9:30a – 10:00a

InsMark Compare - New Illustration module

Comparison of risk differences between four different policy types in one illustration.

Comparison of the same product from four different life insurance companies in one illustration

Comparison of four different illustrated rates – same policy; same insurance company – in one illustration.

10:00a – 10:30a

Break with Exhibitors

10:30a – 11:00a

A Close Look at New Features in Wealthy and Wise®

1.       Separating Dedicated Cash Flow from Spendable Cash Flow      

2.       Accelerating Cash Flow

3.       Using Different Tax Brackets in Different Scenarios in the Same Workbook

4.       Family Net Worth™     

5.       Funny Money (Reflecting income tax inherent in deductible retirement plans)

6.       New Estate Tax Options

7.       New Cash Flow Graphics (Comparing the tax cost of retaining an IRA with a Roth conversion)

11:00a – Noon

Diamond Sponsor - Allianz Life Insurance Company of North America

Todd Petit,  ASA, MAA,  Assistant Vice President and Actuary

Avoiding the Pitfalls of Accumulation IUL

How to analyze and compare IUL policies in the current challenging environment.

Noon – 12:50p


1:00p – 2:00p

Simon Singer, CFP®, CAP®, RFC®, InsMark Platinum Power Producer®, Lifetime Member - Top of the Table, Past Chairman of the International Forum, Co-Founder of the American Tax Planning Institute (ATPI)

Need More Clients?  Change your words and change your life!

This presentation was one of the most popular in MDRT history.  At the annual meeting in Toronto Canada in 2013, more than 1,300 producers benefited from Simon’s unique understanding of human nature and the psychology that creates interest and gets people to act.  In this session, Simon shares a multitude of disturbing questions, observations and answers to objections. He will also share how to conduct successful interviews with not only the client, but with their attorneys and CPAs which often makes the difference between success and failure. 

2:00p – 3:00

Platinum Sponsor

Ken Buckley - Member of InsMark’s Advanced Consulting Group (ACG)

President and Founder, The Buckley Group1

Estate Preservation Funded by Premium Financing

Ken will identify the biggest challenges facing those who want to sell large premium financed policies.  Along with identifying main problems, he will offer new and exciting solutions that can immediately help producers achieve success in this incredibly lucrative market including influencing all CPAs within reach of your practice.

1The Buckley Group is an InsMark-recommended organization.

3:00p – 3:30p

Break with Exhibitors

3:30p – 4:00p

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark

InsMark’s Advanced Consulting Group (ACG)

InsMark now has specialist firms available for joint case development in premium financing, COLI, BOLI, qualified plan optimization, life settlements and institutionally-priced life insurance for high net worth, accredited investors. Don will review each specialist and the resources they provide to you and your agency.

4:00p – 4: 30p

Gold Sponsor

Michael K. Dunne, CLU - Assistant Vice President, Independence Financial Network

The Penn Mutual Life Insurance Company

Planning in Uncertain Times

Tax Reform . . . Market Volatility . . . Inflation Concerns . . . - How can you get your clients to take action with all this uncertainty?  This session will focus on forward thinking strategies using life insurance to help clients overcome their concerns about moving forward with planning in these changing times.

4:30p – 5:15p

The Triple Play of Executive Trifecta®

Executive Trifecta provides one of the most effective set of golden handcuffs available for non-owner key executives.  Using a cash-value-rich life insurance policy, it combines 1) a substantial source of ongoing family income should the covered executive die prior to retirement, 2) coverage to indemnify the employer against the loss of a valuable executive and 3) a transfer of the policy to the executive at a future date to allow access to tax free, retirement cash flow from policy loans.

Good Logic vs. Bad Logic®

Maximizing Cash Flow Coupled with Roth Conversions and Trust-Owned Life Insurance.

(This Case Study also has the effect of eliminating the income tax objection to Roth conversions.)

6:30p – 7:30p

InsMark Grand Reception / Hosted by Allianz Life | Diamond Sponsor

6:30a – 7:45a

Breakfast with Exhibitors

8:00a – 9:00a

What’s New with InsMark’s Premium Financing

Forget premiums and loan interest – how much do you want to pay (or gift) out-of-pocket?   It can be $0. 

Using a Sinking Fund to Pay Loan Interest. 

9:00a – 9:30a

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark

Investment Costs vs. Policy Costs

If you can show the fees and taxes that slow the growth of an investment are more than the administrative and mortality charges associated with a policy, you’ve just made it much easier for your client to say YES to whatever strategy you are proposing using cash value life insurance.  InsMark will be releasing its new Comparison of Plan Costs Analysis reports as an enhancement to the InsMark Illustration System in October (however, Symposium attendees will receive the enhancement at the Symposium).

Click here for a look at one of the new graphics from this enhancement.

9:30a – 10:00a

Permanent vs. Term Strategies

Three unique ways to compete with term insurance.

10:00a – 10:30a

Break with Exhibitors

10:30a – 11:00a

Exceptional Split Dollar

“Jim Harbaugh” Split Dollar is the name of a particular variation of split dollar life insurance granted by the University of Michigan to this well-known coach of its football team.  His plan has received extensive coverage by the media from ABC News to ESPN.  It has a direct application to other types of tax exempt organizations as well as any profit-making business (except public companies) wishing to provide a unique financial benefit for its rainmakers.  There are serious pitfalls to consider when designing similar plans, and in this session, you will learn the way to avoid them all using InsMark’s innovative Exceptional Split Dollar™.

11:00a – 11:30a

Dual Security – New Benefit Plan for LLC Members, LLP Partners, and Partnership Partners 

Max-funded IUL owned by a Limited Liability Company, Limited Liability Partnership, or Partnership for pre-retirement buy-sell of the Member’s/Partner’s interest in the firm coupled with a tax-free transfer of the policy to the Member/Partner at retirement.

11:30a – Noon

Platinum Sponsor

Ben Nevejans – President, LifePro Financial Services, Inc.2

Indexed Universal Life… What Next? 

A real life look-back at how policies have actually performed since the inception of IUL and what we can realistically be able to achieve for clients moving forward in the various types of economic environments we could experience. 

2LifePro is an InsMark-recommended Referral Resource

Noon – 12:50p


1:00p – 1:45p

Don Prehn - Marketing Consultant, Board Member, and Past President of InsMark

The Qualified Leverage Strategy (QLS)

One of the specialist areas for InsMark’s ACG program is called QLS and involves qualified plan optimization.  Don Prehn will review the QLS program (including new developments) and show how using cash value life insurance inside certain qualified plans can dramatically increase the net after tax income available to your client during retirement and provide far greater net wealth to heirs.  Several different case study examples will be explored along with details on how to implement these plans with your existing clients immediately.

1:45p – 2:15p

Irresistible Estate and Charitable Planning

Eliminate federal/state death taxes as well as deferred income taxes using premium financing integrated with Wealthy and Wise®.  This strategy also eliminates all out-of-pocket funding costs including loan interest to the bank. 

2:15p – 3:30p

Open Forum with Bob Ritter

  • Live "Ask Bob" Session
  • Details of Pending Enhancements

Symposium Ends

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