Category: My Business

The Art of Advanced Underwriting

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The Art of Advanced Underwriting

In today’s episode—“The Art of Advanced Underwriting”—we’re diving into the critical skills that give advisors more influence over their client’s underwriting outcomes.

Let’s be honest—it’s frustrating when you have a deserving client, but the initial medical evidence suggests health issues that could lead to a significant rating or an outright decline.

The question we’re going to explore today is: Rather than accepting a frustrating underwriting outcome, how can you actively manage the narrative of your client’s health and truly advocate for them?

To help us answer that, we’re joined by Romeo Vitagliano—the VP of Advanced Underwriting at PPI, a top MGA in Canada. Romeo began his career as an advisor 44 years ago, transitioned to a roll as an underwriter and later served as the Chief Underwriter at Met Life, giving him a unique perspective from both sides of the insurance application.

Today, Romeo brings that same passion and expertise to the field. He works in an Advanced Underwriting capacity, helping advisors evaluate and position insurance applications in the most favourable way. And that’s where today’s conversation begins.

In this episode, we’ll explore:

  • Why an advisor’s field underwriting is the most powerful tool for securing a competitive offer before a rating or decline is even considered, and
  • The strategies for uncovering ‘context’—the crucial details that help humanize a medical case for the carrier’s underwriter.

So let’s get into it. Here’s “The Art of Advanced Underwriting” with Romeo Vitagliano.

Flourishing in the Age of AI

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In today’s episode – “Flourishing in the Age of AI” – we’re diving into one of the most pressing and complex topics facing advisors today: the rise of artificial intelligence.

Let’s be honest – AI is changing everything. It can process data faster than any human, analyze patterns with astonishing precision, and even generate client-ready reports in seconds.

If you’re feeling uncertain – or even a little fearful – about what AI means for your role, your relationships, and your relevance, you’re not alone. Many advisors are asking: Where do I fit in a world where machines can do so much?

To help us answer that, we’re joined by Edmund Chien – a public speaker and coach for financial professionals who specializes in applying the principles of behavioural finance to help advisors elevate their success in the affluent market.

Edmund brings a unique perspective. He’s built and managed a $70 million book of business comprised of multi-millionaire households, focused mainly on multiple generational family portfolios. His philosophy is simple but powerful: genuine care, emotional goodwill, and understanding the human journey are the keys to thriving – not just surviving – in the age of AI.

And that’s where today’s conversation begins.

In this episode, we’ll explore:

  • How behavioural finance can help advisors deepen client relationships in an AI-driven world
  • Why emotional intelligence is more valuable than ever
  • And how you can position yourself not just as a data interpreter—but as a trusted guide in your clients’ financial lives

So let’s get into it. Here’s “Flourishing in the Age of AI” with Edmund Chien.

The Succession Wake Up Call

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In today’s episode – “The Succession Wake-Up Call” – we’re diving into a story that every advisor in Canada needs to hear.

It’s heartbreaking. It’s disturbing. And it’s eye-opening. This is not just a cautionary tale – it’s a call to action.

I was recently introduced to a story involving three advisors, three chapters, and one uncomfortable truth: too many advisors are unprepared for the unexpected.

Chapter 1 begins with a veteran advisor in his 70s, diagnosed with terminal cancer. With time running out, he scrambles to put a succession plan in place.

Chapter 2 follows the younger advisor who steps in to take over the business – only to pass away unexpectedly himself, leaving not one but two practices without a clear plan.

Chapter 3 introduces into the story our guest today – Mike Mollica, an independent advisor in Vancouver, BC. Mike stepped up to take over the business. But without a Will or any formal succession plan, the transition was long, painful, and riddled with legal and privacy challenges. For months, client information was inaccessible. Questions couldn’t be answered. Needs couldn’t be met.

In this episode, we’ll explore:

  • Why succession planning is not optional – even for younger advisors
  • How privacy laws can complicate transitions without proper documentation
  • And what steps you can take today to protect your clients, your business, and your legacy

So let’s get into it. Here’s “The Succession Wake-Up Call” with Mike Mollica.

Unlock Your Practice’s Full Potential

The insurance landscape is constantly evolving, presenting advisors with a unique set of challenges. From understanding the tax implications of different policies to staying abreast of provincial wills and estates law, the need for reliable and up-to-date information is critical. Add to that the complexities of underwriting, product knowledge, and ever-changing regulations, and it’s clear that advisors need a trusted resource to help them navigate these complexities.

INTRODUCING ADVISOR TALK

Advisor Talk is a free, one-stop collection of digital resources designed to empower insurance advisors with the knowledge and tools they need to succeed. Advisor Talk is backed by PPI, a leading name in advanced insurance planning since 1978. With nearly five decades of experience, PPI has a proven track record of providing expert guidance and support to independent advisors across Canada.

EMPOWERING INSURANCE ADVISORS

Advisor Talk recognizes the unique challenges faced by insurance advisors in today’s market. Our platform provides insurance-focused advisors with free access to a wealth of information on a wide range of topics, including:

  1. Insights from top insurance advisors in the industry
  2. Planning tips from our advanced planners, tax planners, and underwriters
  3. Tax regulations and implications
  4. Provincial wills and estates law
  5. Underwriting guidelines and best practices
  6. Client-friendly insurance focused calculators

COMING IN 2025

In 2025 we’ll be launching a variety of new resources for insurance-focused advisors including: The Advisor Talk Podcast, Advisor Talk TV by PPI, and a one-of-a-kind Insurance App designed exclusively for advisors. Continue reading “Unlock Your Practice’s Full Potential” →

Explore New CRM Tool Options with Exclusive PPI Discounts

Client Relationship Management (CRM) systems are invaluable for enhancing client interactions and streamlining operations. By centralizing client information, CRM systems provide a unified view of each client, which is crucial for delivering consistent and personalized service. This centralization allows you to track client interactions and preferences, enabling you to tailor your advice and improve client satisfaction.

Moreover, CRM systems enhance communication within your practice by providing a platform where client data is shared, allowing different team members to collaborate more effectively. Marketing efforts can benefit from insights gathered by you and your team, creating targeted campaigns, while your client service team can access a client’s history to resolve issues more efficiently. Additionally, CRM systems can automate routine tasks, saving time and reducing the risk of human error, allowing you to focus on more strategic activities. Continue reading “Explore New CRM Tool Options with Exclusive PPI Discounts” →

Maximizing Profitability with Client Clustering

As an insurance Advisor, you know how challenging it can be to balance profitability and client satisfaction. You want to grow your business, but you also want to keep your existing clients happy and loyal. How can you achieve both goals without compromising on quality or efficiency?

In previous article “Growing Your Business with Client Segmentation” we discussed the concept of client segmentation, a technique involving grouping clients and prospects into different categories based on their characteristics, needs, preferences and potential opportunities. In this article, we are featuring a unique take on client segmentation from seasoned Practice Management Consultant Sam Chahda. Continue reading “Maximizing Profitability with Client Clustering” →

Growing Your Business with Client Segmentation

Do you want to grow your Advisor practice in a more strategic way? Then you should consider client segmentation, a technique that involves grouping your clients and prospects into different categories based on their characteristics, needs, preferences and potential opportunities. This way, you can segment your market and customize your service offerings and communication strategies for each group. By doing so, you can increase your efficiency, effectiveness and client satisfaction. Continue reading “Growing Your Business with Client Segmentation” →

Cathy Hiscott Aims to Make PPI Indispensable

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As PPI President and CEO, what is Cathy Hiscott’s vision for the future of PPI? Below, read the latest C-Suite interview in the July edition of Insurance Journal (you can also see the PDF HERE) where Cathy discusses strategic growth, what an MGA requires to be successful and what it means for PPI to be “indispensable” to Advisors.

Be sure to follow PPI on LinkedIn to explore a series of posts related to the goal of becoming indispensable and contact your local PPI Collaboration Centre if you have any questions. Continue reading “Cathy Hiscott Aims to Make PPI Indispensable” →

Acting on Values: A Blueprint for Advisors in the Family Market

Values form the bedrock of a compelling marketing plan. By amplifying your values, you attract clients seeking advice from someone who shares their principles and beliefs. When clients see themselves reflected in your values, they are more likely to entrust you with their financial well-being. Prioritizing your values allows you to foster deeper connections and form long-lasting partnerships.

In a world where financial decisions can have profound implications, strategies rooted in values are not only ethical but also sustainable. Values serve as reference points, guiding our decisions and ensuring that our actions align with what we hold dear. When our strategies respect our values, they gain meaning and relevance, fostering trust and loyalty among clients and team members alike. But how do you know if you’ve uncovered your core values? Continue reading “Acting on Values: A Blueprint for Advisors in the Family Market” →

The AmpLiFi Experience

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Did you know that as an Advisor with PPI, you can qualify for access to AmpLiFi, our all-in-one cloud-based sales enablement platform that helps you quote, generate leads, manage in-force business and ultimately, close more deals?

Part of PPI’s Stratosphere digital suite of tools, AmpLiFi helps guide you and your client through the sales process. When you share a Your Link Between article, your reader can click the ‘request a quote’ button, launching the AmpLifi experience — which assists with needs analysis, quoting and helps to close the deal —this tool can take you and your client from start to finish seamlessly and elevate your practice to a new level. Continue reading “The AmpLiFi Experience” →