In November, advisors from across the country gathered to learn at Stonewood’s inaugural Innovate IUL conference in Louisville, Kentucky. After a year of pausing our in-person training, it was energizing to see so many of our members face-to-face again.
César Mouriño, Stonewood Member and President of LifeAnswers Financial Group, poses with Stonewood staff members.
To kick off the day, Alec Stout (VP of Member Services) welcomed our sold-out crowd, and identified key areas of practice development for the audience.
Martin Ruby walked advisors through maximizing IUL’s value for clients – and how to deliver on its five powerful benefits. Later in the day, Marty also shared how to make the most of today’s IUL products – and overcome client objections.
During her session on marketing, Becky Ruby Swansburg paved the path for advisors to differentiate their practices with taxes, and position IUL in marketing and prospecting.
To put these strategies in action, advisors also heard from our sponsors White Glove and LeadJig + Acquire Direct on the latest top-converting sales tools and marketing programs for 2021.
To complement the release of our New Holistic Retirement book and marketing program earlier this year, Neil Wilding broke down how to incorporate Stonewood’s New Holistic approach into a powerful (and persuasive) new retirement planning approach for clients.
To close out the day, Tyler Randall, our National Sales Director, highlighted a few case studies from Stonewood members that have used their membership to transform their practice.
Miss our first ever Innovate IUL training conference? Registration is now open for our next training on February 25. Click to registerbefore this one sells out, too!
Free Study Group Replay
How Stonewood Advisors Stay Ahead of the Next Planning Conversation.
Watch a recent Stonewood Study Group focused on the legacy planning conversation. You’ll see how Stonewood helps advisors break down timely planning topics, client conversation angles, and practical strategies you can put to use immediately.
Expert insights. Real strategies.
Study Group Replay
Timely planning topics
Real client conversation angles
Practical strategies you can use
Real Advisors. Real Results.
See how advisors are using Stonewood software to win larger cases and deliver better
outcomes for their clients.
An advisor was working with a prospect who was a real "do-it-yourselfer" when it came to Roth conversions.
The client was converting assets up their existing tax bracket – and hadn't considered any impact to
IRMAA.
With Roth Done Right, the advisor was able to show an alternate pattern that sped up the conversion to
6 years. The new structure offered $30,000 savings in conversion taxes – a 20% reduction on the
prospect's conversion tax bill. The report also showed hundreds of thousands of dollars in long-term
tax and IRMAA savings from the converted assets – an amount the prospect hadn't been able to quantify
on his own.
Outcome
A new client with $1M in new AUM, and a $1M FIA sale to fund the conversion process.
An advisor was working with a prospect who already had assets with Ken Fisher. Fisher's team presented a
5% systematic withdrawal projection, so the advisor needed a stronger way to frame the income
conversation.
Using the Annuity Alpha report, the advisor showed how an annuity could deliver over 8% in annual cash
flow with lifetime income, plus a long-term care doubler. The contrast was clear enough that the prospect
moved forward.
Outcome
$1.5M placed and a $100K in new business revenue.
An advisor was working with a 58-year-old couple with an established, well-funded retirement income plan,
leaving an additional $3M IRA to build out a legacy for the kids. The couple's existing advisor had no
real additional plan for this money, other than to keep it in their managed account and grow that money as
much as possible for the kids.
Using the Legacy Done Right report, the advisor showed the need for tax planning on this $3M IRA.
According to the advisor, the simple analysis "opened up the wallet" to the Roth conversion story. The
advisor then used the blended Roth/Life feature in the report to show a blend of Roth Conversion assets
with some Life Insurance to help maximize the client’s legacy.
Outcome
$3M in motion. The advisor picked up a $1.5M FIA sale that will be converted to Roth. And the advisor
also sold a 5-Pay Protection focused IUL policy at $225,000 of premium per year.
An advisor group incorporated the Total Tax Burden report into the strategy presentation for all new
prospects. They ran the tax snapshot for every new client as part of their first meeting conversation,
quantifying the growing tax burden of IRA money – and illustrating the kinds of tax savings possible
when working with their firm.
Starting in January of 2023, this simple analysis was presented to every single prospect who walked in
the door. The goal was to differentiate their practice and drive overall revenue growth through various
Roth conversion strategies.
Outcome
From 2022 to 2025, new annual AUM rose from $5M to $50M. Annual FIA sales rose from $3M to $35M.
And annual life premium rose from $50K to $1M.
