The Commissions Module equips participants with a practical understanding of how compensation flows across carriers, BGAs, and advisors, and why it is central to advisor retention and firm health. The course covers first-year, renewal, and trail commissions, as well as product-specific differences across life, annuities, hybrids, long-term care, and Medicare products. Learners will explore inforce transactions that impact pay, regulatory considerations in states like New York, and how to resolve commission errors quickly to maintain trust. The module also introduces the role of technology and reporting systems in reconciling payments, managing hierarchies, and ensuring compliance. By the end, participants will be able to interpret statements, anticipate commission impacts, and support accurate, timely compensation across diverse product lines. Lesson Overview: Why are Commissions Important? This lesson explains why commissions are central to the insurance industry and the primary source of advisor income. It highlights how commissions motivate advisors to sell, support clients, and remain in the business despite high attrition rates. Learners will see how commission accuracy impacts advisor trust, retention, and the overall distribution system. Learning Objectives Understand why commissions are the main form of advisor compensation. Explain how commissions drive advisor retention and client service. Recognize common factors that delay or reduce commissions. Identify the role of a commissions analyst in ensuring accuracy. COURSE CONTRIBUTORS Leah Mahoney – EVP - Operations  Diversified Brokerage Services, Inc. Kayla Doherty –  Customer Operations Analyst  Securian Jon Duvall – Director, Commissions and PlanAdmin  Ash Brokerage Lionel Gusti – IT, Commissions Manager Innovative Solutions Insurance Services, LLC  Jason Kidd – Senior Vice President Innovative Solutions Insurance Services, LLC Katie Spinner – Director of Commission Operations Ash Brokerage Jim Tigrak – Commission Analyst Simplicity Los Angeles Jessica Schultz – Licensing & Commission Supervisor   Diversified Brokerage Services, Inc. Allie Munson – Commission Specialist Diversified Brokerage Services, Inc.   Read more

Whether you’re years away from retirement or actively considering a sale or merger, strategic succession planning can make or break your outcome. This session provides a high-level market overview, a practical timeline for preparation, and proven do’s and don’ts for everything from increasing your business’s value to ensuring a smooth integration. Attendees will leave with actionable strategies for every stage of the journey — whether you’re a BGA, independent producer, or looking to acquire. Read more

For advisors deeply experienced in Private Placement Life Insurance (PPLI), this session focuses on advanced techniques to amplify the impact of PPLI by integrating it with other sophisticated planning strategies. Explore how to combine PPLI with various types of trusts (SLATs, Dynasty Trusts, etc.), intra-family loans, and Split Dollar Structures to optimize the income and estate tax planning utility. This session will provide actionable insights on structuring these strategies to address the complex planning needs of your clients. By the end of this session learners will be able to: Identify advanced estate and income tax planning strategies that can be integrated with Private Placement Life Insurance (PPLI). Explain how to structure and utilize various trusts (e.g., SLATs, Dynasty Trusts) in coordination with PPLI. Evaluate the use of intra-family loans and Split Dollar Structures to enhance planning efficiency and client outcomes.\ Apply integrated techniques to address complex planning needs of high-net-worth and ultra-high-net-worth clients.   Read more

In today’s evolving economic landscape, Private Placement Life Insurance (PPLI) offers unique opportunities for clients to address tax efficiency, wealth preservation, and legacy planning. But how do you determine if it’s the right solution for your specific client? This session will provide a deep dive into evaluating client suitability for PPLI, exploring key considerations such as tax implications, investment flexibility, and estate planning benefits. Gain practical insights and decision-making frameworks to help you confidently recommend PPLI in a way that aligns with your clients' financial goals and values. By the end of this session learners will be able to: Understand the core features and strategic benefits of Private Placement Life Insurance (PPLI) for tax efficiency, wealth preservation, and legacy planning. Evaluate client suitability for PPLI by analyzing key factors such as net worth, investment objectives, risk tolerance, and estate planning goals. Assess the tax implications and investment flexibility that differentiate PPLI from traditional insurance and investment products. Apply a decision-making framework to determine when PPLI is an appropriate recommendation based on a client’s comprehensive financial profile. Confidently communicate the value of PPLI to clients and stakeholders in alignment with their long-term financial values and objectives.   Read more

Despite facing various challenges, the U.S. life insurance and retirement industry holds significant growth potential. EY researchers project a staggering $240 trillion retirement savings gap and a $160 trillion protection gap by 2030. Insurers are uniquely positioned to bridge these gaps through products that provide legacy protection, tax-deferred savings growth, and guaranteed lifetime income. In this session, we will delve into the integration of insurance products within retirement plans, highlighting the increasing popularity of in-plan annuity products, to fulfill investors' needs for savings, protection, and future retirement income. Additionally, we will emphasize the importance of comprehensive and holistic financial planning and advice for clients, ensuring proactive and consistent management of their portfolios. We will present concepts, case studies, and results from multiple white-papers written by EY, i.e., The Benefits of Integrating Insurance Product in Retirement Plan (versions 1.0 and 2.0) and Protected Retirement Income Solutions. By the end of this session learners will be able to: Explain the magnitude and implications of the U.S. retirement savings and protection gaps, including key projections through 2030. Identify how insurance products such as in-plan annuities can address the needs for income, protection, and savings within retirement planning. Evaluate the role of insurers in delivering tax-deferred growth, legacy protection, and guaranteed income solutions. Apply insights from recent EY research and case studies to support holistic and proactive financial planning for clients. Demonstrate how to integrate protected retirement income strategies into client portfolios to improve long-term retirement outcomes.   Read more

Working with a financial professional puts clients in a unique financial position, allowing them to focus on wealth accumulation today and shift that focus to long-term estate planning tomorrow. This session explores proactive planning techniques that help your clients lay the groundwork for future wealth preservation while putting your business in a position to retain clients generationally.  Learn how to implement strategies like layering life insurance for income protection and tax-efficient growth, leveraging trusts for flexibility and control, and introducing tools to address eventual estate tax concerns. Attendees will leave equipped with practical approaches to guide their clients through critical financial milestones, preparing them for sophisticated planning as their wealth grows, all while putting their business in a position to grow along with their clients. By the end of this session learners will be able to: Identify key planning milestones that signal a shift from wealth accumulation to estate preservation. Apply strategies such as layering life insurance to balance income protection and tax-efficient growth. Evaluate the use of trusts to enhance flexibility, control, and long-term legacy planning. Introduce estate tax planning tools proactively as client needs evolve. Position their advisory practice for long-term growth by aligning with clients' changing financial priorities.   Read more