Ep #101: MDRT President Discusses Life Insurance in a Benefits Practice – With Brian Heckert


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 to share his thoughts on how advisors can expand their practices and deliver additional 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 our 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.

What You’ll Learn From this Episode:

  • How advisors can add life insurance to their practices.
  • Whether advisors should look at this as just one more product in their portfolio.
  • The value of strategic partnerships.
  • How to leverage carrier marketing teams and wholesalers.
  • What that process looks like.
  • Whether policy review is a good way to get started.

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