The Hidden Value of Life Insurance


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A scary statistic: 500,000 insurance policies that may qualify for a life settlement lapse annually! That is 500,000 reasons you should join this think-outside-the-box session on life settlements, a topic that has been taboo in the past, but that is no longer the case! Remember: LIFE INSURANCE IS AN ASSET. When a life insurance policy no longer fits a client’s needs due to reasons including divorce, sale of a business, no longer want to pay premiums, health changes, etc., most agents don’t go beyond option 1: let the policy lapse, or option 2: surrender it for the cash value. But your clients want to know about option 3! According to ISI Institute, 90% of seniors who let their policy lapse would have considered a life settlement had they known of the possibility. So come join this session and learn from Dan Zeplain, who will share how it’s done.

Key Takeaways:

  • Learn how life settlements can offer long-term solutions and needed liquidity
  • Get a transparent overview of the life settlement process
  • Provide an innovative, under-utilized solution to your clients that will set you apart from your competition
  • Get up to speed on the regulations so you can compliantly help your clients and grow your business
  • Fun fact: Dan has worked to settle policies with a total face amount of $67.3 million and a return of $22.1 million to the policyowner – in just the past 6 months

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What Advisors Think of this Session

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We asked participants: What’s the one best thing you learned from this presentation? What are you going to do differently in your business now that you’ve heard these ideas?

“Ideal policy sizes, not just for sick people, they can give “opinions”, they can do WL too. That there’s a bidding market for the policies. Keep up the great work.” -Justin Gauvin

“Healthy sale. Recheck people I think would be interested in getting information on Life settlements. Love Jim’s comments.” -Joseph Aragona

“Shop the settlement offer. Keep my antenna up on possible cancelled policies.” -James Goodacre

“The fact that 88% of Life Insurance Policies never mature into a claim of benefits! Always consider the possibility of future life settlements for the best interest of the client in the future!” -Joe Anthes

“Additional information on how life settlement proceeds are calculated. Review client needs.” -Gail Van nest

“Good refresher on the topic. Keep it in mind.” -Mark Rogers

“Disadvantage of dealing with direct purchasers, etc. Keep eyes open…ask.” -Bert Hermelink

“Transparent, Complete Process and High Quality Team. Awesome eye-opening presentation.” -Edward Bond

“Not just for people who can’t pay the premium.” -Barry Moore

“That Courts have ruled that Life insurance is “Property” and that we should not shy away from this strategy for our clients. We are fiduciaries and must comply to benefit our clients. Make sure I keep this on top of mind.” -Javier D Perez

“Not currently active in this area. It’s good to have a reliable helper should the occasion arise.” -Bill Popko

“To educate clients how life insurance really benefits them.” -Zee Glavan

“It always pays to shop.” -John Wheeler

“That life settlements and viaticals are not the same. Good programs. Thanks.” -Jay Miller

“A trusted go-to source in the life settlement arena. Been approached before and have never seen such an upfront process. Incorporating the settlement option as a 3 rail in the life insurance planning process- keep, surrender, or sell.” -Mark Kokosko

“I knew virtually nothing (hadn’t seen the need) so too many things to isolate just one. Probably keep my eyes/ears open for potential cases.” -Randall D. Reichenbach

“Great session – very educational.” -Bill Brantley

“Question retention of LI in specific cases as I’m proceeding wit a Succession Plan and have some ULs that are questionable: had client cancel a $250K DB last year. As above. Great info today and a personal interest in one of my own policies.” -Roger Relfe

“That there is an open market for clients that have life insurance policies they don’t want.” -Matt Navarre

“Did not have knowledge of life settlements.” -Steven Block

“Life settlement auction. Follow up on this.” -Merwitzer Merwitzer

“Hurdle rates. Check with my carriers.” -William Riley

“How to better advise clients on possibilities of life insurance. Survey my clients to see who may be a good prospect for LS. Keep up the good work.” -DANIEL Chambers

“Jim’s positioning on extending the term by a underfunded UL to age 70 ,75, etc. ( know it but the reminder was key!!!!) Walk more confidently, knowledge is Key!!! Look at my clients that are 65 & older who have term policy(s) has a Dead asset that may come Alive!!! Great presentation today! Jim is excellent, one of the sharpest thinkers /Quick wit with real life experience who continues to be Battled-Tested!” -Thomas W McFadden

“That the Life Settlement Industry has become better regulated and “mainstream.” I will not instantly provide a negative response should the subject of Life Settlements occur.” -David Bruno

“That there is more variety in these products than I’d previously known about, plus it’s the detail on how these things are put together. Another arrow in the quiver.” -R Allan Jensen

“Another alternative for clients. Keep open minded.” -Jeff Reilly

“How life settlements work. Change my client conversations to discuss all options.” -Dennis Dean

“More of a fiduciary as a broker, rather than agent. Be on lookout for settlement cases. Dan was fantastic!” -Robert Snyder

“THE FACT THAT THE REAL WEALTH TEAM AND JIM DOES DUE DILIGENCE BEFORE PRESENTING GUESTS. BE MORE AWARE OF POSSIBILITIES. AS ALWAYS YOU ALL AT REAL WEALTH ARE THE BEST, OVER THE TOP. JIM MODERATES SO WELL, AND OF COURSE ANGELA. I MUST CALL ALL OF YOU. DOES JIM DO JOINT WORK?” -Robert Van Slyke

“There are viable markets to sell policies for some policyholders.” -Robert Rifkin