MDRT president discusses life insurance in benefits packages

In an environment where benefit advisors are dealing with commission compression, many are considering adding life insurance revenue streams to their practices — or finding ways to increase the volume of their existing life practice. Brian Heckert, founder and managing member of Financial Solutions Midwest, LLC. and President of the Million Dollar Round Table (MDRT), joins us today to share his thoughts on how advisors can expand their practices and deliver value to their clients.

In this engaging conversation, we discuss how brokers can get started with life and the pros and cons of going it alone versus creating strategic partnerships. We also explore techniques advisors can use to approach prospects and clients, such as policy review and others. To gain more knowledge, Brian suggests leveraging wholesalers to gain both product and conceptual depth. We wrap up the conversation by talking about different life insurance policies and today’s popular combination products that create a nice fit with work many advisors are already doing with their clients.