2. Business Planning Update: Developing Business Insurance Opportunities with HCB Resources
Marty Dooley, Founding Principal & SVP, HCB Heartland - Milwaukee
John Josten, CLU®, ChFC®, President, Josten Financial

3. Business Insurance Opportunities
Marty Dooley
Founding Principal HCB – Milwaukee
31 Years in the Brokerage Business
14 Years with Highland Capital Brokerage
Independent Agent Focus
Business & Estate Planning

4. Business Insurance Opportunities
John Josten, CLU®, ChFC®
Josten Financial & Lamb, Little & Co.
29 Years in the Insurance Business
Working with HCB for 20+ Years
Business Mix
Employee Benefits
Investments
Life Insurance

5. Business Insurance Opportunities
Focus on Cross Selling
Expand Client Offering Beyond Initial Purchase
Diverse Capabilities with both Business & Individual Planning needs
Partner for Expertise
Stay knowledgeable and current about the market place
Know when to seek out assistance
Quarterbacking
Controlling the process
Delegating the duties

6. Putting the Pieces Together
Client Overview
History of the Relationship
Current Lines of Business
Insurance Need / Opportunity
How the Situation Arose
How the Case Developed
HCB Resources that Made It Happen
People
Companies
Programs
Results

7. Road Construction Business
Relationship
Documents & Concepts from Virtual Sales Assistant (VSA)
29 Year Relationship with Current Owner
Lincoln National – LifeComp
Group Benefits & 401K
Result
Need
Personal GUL policy on Owner & Wife
Developed with the death of the Original Owner
Term policies for Business Owners
Buy-Sell & Keyman Insurance for New / Current Owners
18 Person VUL LifeComp Sale
Approximately $100,000+ of Target Premium
Non-Owner Keyman Retention
Personal & Estate Planning for Owner
Resources Used

8. Residential Construction Firm
Relationship
HCB Annuity Division (Abarr & Leonetti)
20+ Year Relationship with Original Owner
Lincoln National – LifeComp
No Employee Benefits Business
Result
Need
Multiple Annuities for Original Owner
Happy with current benefits provider but was looking for personal planning assistance
3 Life VUL Life Comp Sale on New Owner & 2 Key Employees
Retirement Savings for Original Owner
Approximately $50,000+ of Target Premium
Keyman Retention
Resources Used

9. Auto Dealer Relationship Result Need Resources
29 Year Relationship with Current & Previous Owners
5 Life SERP Plan on Key Employees
Group & 401K Business
2nd-to-Die Policy on New Owner
Need
Approximately $75,000+ of Target Premium
Employee Retention
Personal & Estate Planning
Resources
HCB Internal Resources for Proposals & Underwriting
Pangburn Associates for SERP Design & Administration

10. Commercial Bakery Relationship Result Need Resources
HCB Underwriting Resources
Relationship
Result
Inherited Relationship with Original Owners
Life Settlement on 2nd-to-Die Policy Insuring Original Owner
Group & 401K Business
SPIA & New GUL Policy on Owners Widow
Need
Deferred Annuities & Life Policies on Children
Established with the Sale of the Business & Death of Original Owner
Approximately $200,000+ of Target Premium
Personal & Estate Planning for Surviving Wife & Adult Children
Resources
Life Settlement Providers
HCB Annuity Division

11. Electrical Contractor
Relationship
Long-Time Relationship with Family Owners
Group & 401K Business
Need
Created with Intra-Family Transfer of Business
Buy-Sell & Keyman Need
Resources
Principal Financial Valuation & Document Review
HCB Underwriting Resources
Result
Term Life Policies on New Owners
Approximately $20,000+ of Target Premium

12. Consulting Firm Relationship Result Need Resources
Pension Quote for Defined Benefit / Cash Balance Case Design & Administration
Result
Referral from Current Business Client
$2.5M Whole Life Policy on Owner
No Benefits Business
Term Insurance Policy on Spouse
Single Life / Independent Contractor
Approximately $50,000 of Target Premium
Need
Tax Advantaged Savings
Personal Insurance Need
Resources

13. Retired Corporate Owner
Relationship
HCB Advanced Planning Dept. (Miller & Finnegan) for Private Financing Design, Legal & Document Assistance
HCB Underwriting Resources
15+ Year Old Relationship with Business / Owner
Result
No Group Benefits Coverage
4 Separate 2nd-to-Die Policies
Need
Lifetime SPIA
Retirement Income
Approximately $200,000 of Target Premium
Estate & Wealth Transfer Planning
Resources
HighCap Membership Interaction

14. HCB Resources to Expand Your Business & Grow Your Revenue
Plan Design & Administration
In the Field
HighCap Resources
In the Home Office
Knowledge, Networking & Relationships
Annuity Division
LTC Platform
Carrier Resources
Product & Design Expertise
Underwriting Support
Advancing Planning Assistance
Partner Resources

15. Thank You