Wall took the client’s personal information and started the
search for a carrier that would provide the best price for
her desired level of coverage.
As expected, the client’s health issues presented problems
for underwriting. Three companies declined her application
for coverage. But persistence ultimately paid off, and Wall
secured a standard plus
policy from John Hancock.
“Trey and I were talking,
and he said, ‘You know,
we could get her $3 million
more coverage for the cost
of $1 million more than she
has now. Would that be of
interest to you?’ I said, ‘Of
course!’,” Adams said.
While this case ended with
a win for both Adams and
his client, Adams credits
everyone at Highland
Capital Brokerage for their
knowledge, persistence
and commitment to
customer service.
“Their back office support
was great,” Adams said.
“They worked hard on it.
Every time I asked them for
help or support they gave it
to me. It was a challenging
case because we had
a hard time getting her
medical records. Highland pushed, and I pushed. We just
kept pushing, and we eventually got the case done.”
This case shows what can happen when an advisor or
home office employee takes a few extra seconds to just
ask one more question, Wall said.
It was a challenging
case because we had
a hard time getting
her medical records.
Highland pushed,
and I pushed. We just
kept pushing, and
we eventually got
the case done.
- David Adams
“Even though life insurance isn’t Kurt’s focus,
because David asked him about life insurance,
they started talking about it, and he knew where to
go,” Wall said. “When a home office employee has
that advisor on the phone, it’s important to ask ‘Is
there anything else I can help you with?’ If they say
‘Yes,’ then being able to refer them on to someone
who can help makes the whole enterprise better.”
For Adams, that one simple question
laid the groundwork for what is developing into
a productive relationship with Highland Capital
Brokerage. As a result, he is helping other clients
secure life insurance coverage.
Relationships such as the one between Adams
and Highland exemplify what is known as the
Ladenburg Advantage, the collection of high-end
wealth services, including asset management;
fixed income investing; insurance and estate
planning; trust services; fixed annuities; investment
research, a digital advice platform; and syndicate
and investment banking, available to independent
advisors through Ladenburg’s affiliated companies.
To learn more about how you and your clients can
benefit from the Ladenburg Advantage, contact
the Wealth Management Product Strategy team
at 800-747-6111, option 2.
NOVEMBER 2018 | The STAR 30