Continental Breakfast and Registration

Break

Retiree Financial and Tax Issues (continued)

• How to calculate the exclusion ratio on immediate annuities and the taxable equivalent yield
• Most preferred share dividends are not subject to the 15% tax
• Discussion of tax-qualified and non-tax qualified LTC plans
• Who can deduct long-term care premiums and who can’t
• Why LTC benefits are usually tax free—tax qualified policy or no
  

Lunch

Asset Protection and Time Horizon

• How do retirees view time?
• How long should retirees plan on protecting their assets?
• How to help clients understand the importance of long-term care planning
• Learn what to look for in homeowners and car policies, and asset titling
  

Break

Medicaid Planning

• Medicare vs. Medicaid
• Should you ever propose Medicaid planning?
• Non-countable assets
• Half-a-Loaf Plan
• What should clients do with their home?
• How to use trusts to protect assets
• Divorce as an option
  

Break

How to Construct Retirees’ Portfolios

• What do clients want from their investments after they retire?
• Review: TIPS, preferred shares, bonds, fixed annuities, mutual funds vs. individual instruments, GNMA, FNMA, and FHLMC
• Real estate investment trusts
• Find out what the Morningstar numbers mean
• Learn how to structure portfolio withdrawal rates for retirees
• How to make the most of technology
• Four ways to avoid capital gains tax
• Discover how to calculate the optimal balance between fixed-rate investments for income and investments in stocks for growth
  

Continental Breakfast

How to Construct Retirees’ Portfolios (continued)

• Learn how to use the Dow Dividend Strategy
• Understand the Value Line Ranking system
• An introduction to Monte Carlo simulation
• Asset allocation
• The Grangaard Strategy
• S&P Model portfolio
  

Break

Annuities and Income Sources

• What is the true cost of the guarantees in today’s variable annuities?
• EIAs—How they have really performed and which structures have been the best?
• Is there a difference among the insurance rating companies?
• How to reduce the risk of fluctuating interest rates
• Create dependable income for retirees that will let them sleep at night
• Reverse mortgages
• What to do with old life insurance policies
  

Lunch

Health Insurance

• HMO vs. Medigap Insurance
• Why would retirees want Medigap insurance?
• The basic benefits in all (10) standardized plans
• How to select the best plan for your clients
• What can early retirees do for health insurance before Medicare kicks in?
  

Break

Estate Planning and Asset Preservation

• How to identify seniors who are most at risk
• Will your clients’ biggest asset lose 90% when they die? 
• IRAs—The missing link in many seniors’ estate plans
• Uncover potential tax problems that the estate attorney or accountant may have missed
• Why clients should be concerned even if the estate tax disappears
• Beneficiary designations 
• Learn how to use future tax dollars to finance solution
  

Break

Estate Planning and Asset Preservation(continued)

• Revocable living trusts
• Irrevocable living trusts
• Crummy provisions
• Spendthrift clauses
• QTIP trusts
• Perpetuity
• Advance directives
• Special-needs beneficiaries
• Private annuity trusts
• Choosing an executor
  

Continental Breakfast

Retirement Plans

• Review how the 2003 Tax Law can determine what assets retirees should own in their retirement plans to obtain the lowest lifetime taxes
• Over 4000 people turn 70½ each day—become up-to-date on the latest distribution and estate tax rules on retirement plans
• How to handle pre-tax and after-tax retirement plan contributions
• When should you recommend a Roth conversion?
• How to calculate the savings on a Roth—review the estate advantages and surviving spouse advantage
  

Break

Retirement Plans (continued)

• Why it’s not only those over 70½ who are at risk
• How to leave a spouse tax-free money
• How to calculate Section 72 distributions
• IRA asset wills
• Should clients ever name a trust as an IRA beneficiary?
• Creditor protection—what’s safe—IRAs, annuities, Keoghs?
• Special tax provisions for company stock (NUA)
• Prohibited IRA investments
  

Lunch

Post-death Issues

• Stretch IRAs
• Titling of inherited IRAs
• Should a beneficiary ever disclaim an inheritance?
• Changing beneficiaries after death
• What should you know to help a surviving spouse?
• How to work with non-spouse beneficiaries
  

Break

Funding Grandchildren’s Education

• Financial aid considerations
• UTMA/UGMA
• Coverdell education savings
• 529 Plans
• Life insurance
• Annuities
• Roth IRAs
• Educational trusts
  

Break

Charitable Giving

• Donor advised funds
• Community foundations
• Charitable lead trusts
• Charitable remainder trusts
• How to gift a home and still live in it
• Using land easements for clients who are property rich and cash poor
• Private foundations
• Maximum tax deduction

Continental Breakfast

Advertising and Direct Mail

• Marketing vs. selling
• How to find retirees who are motivated and willing to take action
• Why you’ll never have to cold call or beg for an appointment again
• The marketing language that gets retirees to act
• Use educational materials to attract affluent retiree
  

Break

Seminars

• Why should you hold seminars?
• Pick the right prospects
• How to keep invitations from ending up in the trash bin
• Why you shouldn’t feed attendees
• Where is the best location?
• How to make your seminars informative and fun for attendees while profitable for you
• How to set up firm appointments with at least 50% of the attendees
• Consistency—the reason that Coke advertises hundreds of times a day.
• How to become a better public speaker
  

Lunch

The Winning Financial Sales Presentation for Retirees

• What you can do to make sure they show up
• How do retirees want to be treated?
• Why you don’t need fancy financial planning software to be successful
• How to build trusting relationships

What to do at the First Appointment

• Retirees will respect you if they know that your time is valuable
• Ask the right questions to uncover real concerns
• Sit back and listen for the right answers
• Collect a consulting fee without selling a “financial plan”
• Uncover biases
• Why you should not offer solutions on the first appointment

What to do at the Second Appointment

• Why you should not make assumptions
• Learn how to be the expert in retirees’ minds
• Discover how your listening skills will dictate your solution presentation
• Why you’ll never hear these dreaded words again: “We’ll think it over and get back to you”

Overcoming Objections

• What are objections?
• What are retirees really asking when they express objections? 
• Learn how to keep objections from ever coming up
• What to do if objections sneak up on you
  

Break

How to Become the Dominant Retiree Advisor in Your Town

• How to get referrals without effort and without being pushy
• Business development meetings will teach clients about referrals and how to introduce you
• How to get more than a name and a number
• Drip marketing will provide an endless stream of pre-qualified prospects
• How to out market CPAs and attorneys
• There are other professionals who already have relationships with the clients you want
• Are you seen as a salesperson or a professional?
• How to write a biography
• How to use newsletters to get retirees to call you
• How to write your own book and gain instant credibility with prospects
• A marketing plan focusing on 3000 or more retiree household