No More Estate Planning

Frank Divers, Co-founder and CEO
(Estate Documents Pro, LLC)

Remove the term estate planning out of your vocabulary.   We are out of the estate plan sales business and full throttle into the education business.

Why? Simple, people don’t understand the term estate planning and are, in fact, intimidated by the wording. People fear what they don’t understand and taking the time to explain it will, for the most part, get you nowhere. The general response will be “oh, I see”. Not what you want to hear since it gets you nothing.

Consider this, asking questions that will lead to a response of “yes”. Do you have a durable power of attorney over finance? Yes or no. They say yes, do you keep it in a handy place and is it legal and up to date? They say no, you ask the question, “do you understand why this is one of the most important documents you can have”? Yes or no and regardless you go into detail about why having this document is critically important. Give examples of what can happen when you don’t have one. In ten to fifteen minutes of explaining the importance of having a durable power of attorney over finance and closing with the question, “now don’t you agree this is very important?” and you will get a resounding “yes”!

Follow this process, “do you have a durable power of attorney over healthcare?”. Educate and close with the same question, “now don’t you agree this is very important?” and you will get a resounding “yes”. “Do you have a will?” “Do you understand the difference between the government’s plan versus your own personal plan?”   Educate through each question to get to the closing question of “yes, I agree having this document is important”.

Your job, invest some time to go online and find some stories about what not having one of these documents means versus having it. Take your time explaining the government’s plan.  Don’t skim over the subject! Go into the details and doing so will lead to you getting a “yes” I agree.   You have walked your client/prospect through the process of understanding all the documents they need in their life. That’s called estate planning.   Congratulate your client on their wise decision to make sure their life is “planned out”.

Contact AMS to learn about our solution to marketing to Estate Planning and to get access to an all-digital planning platform.

Annuities and Estate Planning

October is National Estate Planning Month and although many times we think of life insurance when trying to solve estate planning concerns, annuities are just as important of a focus. Here are a couple of items to think about when dealing with Annuities and Estate Planning:

Common Annuity Mistakes:

Most of the common annuity mistakes that are made are very simple mistakes that can be corrected by doing policy reviews. Common mistakes to look out for are things like naming correct owners and annuitants, naming primary and contingent beneficiaries correctly, but more importantly updating them as time goes on. Nationwide happens to have an advanced sales team to help you with some of these questions as it relates to both life and annuity sales. Utilize the Nationwide advanced sales team and the Asset team to assist you with any unique circumstances you might have.

Wealth Transfer via Annuities:

Still, one of the best death benefit wealth transfer annuities on the market is the Athene BCA with FER MAX rider. When planning for wealth transfer for a client who may not be insurable, be sure to ask the annuity team about this product. Another very good accumulation story and death benefit FIA option is with the Nationwide New Heights using their high point death benefit rider. This rider captures the highest daily value and uses that value as a lump sum death benefit. Other options for simplified underwritten life products are things like the EquiTrust WealthMax Bonus which issues to age 80! This is a life product but works a lot like an annuity and also has a 100% ROP.

Contact the Asset annuity product team to learn more about the above products and how you can use them as part of your clients next estate plan.

Your Personal Legacy

Jeff Stemler, CLU, ChFC – Sr. VP Advanced Planning
(Asset Marketing Systems)

“Estate and Legacy Planning is only for the wealthy,” or so many people often think. They immediately focus on wills, trusts and all of the other “legal stuff”. These are essential documents, even if you have a modest estate because ultimately we all have an estate plan – either the one we create ourselves or the one that the State dictates. So if you want to control the distribution of your assets you will need to deal with the “legal stuff”.

However, there is another side of Estate and Legacy Planning – the human and personal side. It’s about passing on your personal beliefs, ethics, and life experiences. We all have those faded pictures of our grandparents or even our great-grandparents. Many of us never met them and they’re strangers staring out from pale photographs. I urge each of you to please take a moment to read the Personal Legacy Statement Guide and think about how much you would have treasured such a letter from your parents and grandparents.

On a personal note, on my 17th birthday, my grandparents came up to me and said they had a present for me. I immediately thought “It’s a car!” No, it wasn’t, it was a letter. A letter from them telling me how proud they were of me and talked about my future and the keys to leading a good life. The keys included being honest, trustworthy, kind and considerate. Among other things they shared their thoughts on God, and their love for my parents and our Country.

I did get a car that year, from my parents, and that car is long gone. However that letter is in my house and our children and grandchildren know their great, and great-great Grandma and Grandad — not as faded photographs but as loving and caring individuals.

Please take the time to give your heirs the precious gifts of your love and wisdom.


Asset Marketing Systems has prepared a valuable guide that you can use to help your clients identify assets to add to their estate. Click here to download the PDF today. Call Asset Marketing Systems to learn about our all-digital Estate Planning software that’s opening more doors and creating more value for advisors.

Click here to download the guide.