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Ask the expert: How do I start doing settlements?

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The question was: I’m an experienced life insurance agent with a large book of high net-worth clients, but I have never done a life settlement. My clients are asking me about the option, so what do I do to develop more experience?

The answer is: Part of the solution is to educate yourself about the options available within the secondary market.

Continuing education forums are a great way of learning about the strategies available to your clients. Course offerings from leading providers not only include a general overview of the secondary market, but review specific case examples demonstrating several applications of secondary market transactions.

The second part of the solution is to align yourself with a provider who has an established track record of providing excellent professional assistance to advisors. The key is to look for a provider that has the resources and the expertise to help you obtain the information you need to better understand all aspects of life settlements, including due diligence, the transaction process and the licensing requirements for your state.

Michael Coben
Senior Vice President-National Distribution
Fort Washington, Pa.
[email protected]


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