The Academy was led by Michael Seltzer, a Lion Street owner and founder of Vérité Group, LLC, and Nicholas Bowman, Relationship Manager of Vérité Group, LLC. Their firm specializes in bespoke premium finance designs to satisfy the needs of high to ultra-high net worth individuals, families and executives.
The Premium Finance Academy helped to educate attendees on how to:
- Set up a case for Premium Finance
- Identify and qualify a viable case
- Understand collateral requirements
- Leverage and arbitrage
- Navigate the loan underwriting process
- Provide annual maintenance once the policy is in force
Here are several highlights of some of the incredible content shared by presenters:
Michael Fontanini, Director of Advanced Sales and Marketing | Lion Street
Mr. Fontanini did several deep dives to educate attendees on metrics of comparison that often come up when presenting a case to a client. This included reviewing:
- LIBOR vs the S&P
- Forward vs Historical Returns
- Standard vs Alternative Loans
He also shared several insights to the inner workings of an IUL, interest rate behavior in various environments, and realistic stress testing.
Cathy Destito, Director of Premium Finance | Vérité Group, LLC.
Ms. Destito took a deep dive into the nuances of loan structuring, underwriting, and implementation to help attendees understand the process and what is needed to qualify a client for Premium Financing. She guided the audience through the Verite ‘New Case Submission Form’ and ‘Banking Submission Form’ to help them understand the process and first steps involved in submitting a case.
Lewis Tran, CLU, ChFC, Indexed Universal Life Marketing Specialist | Pacific Life (Co-Sponsor of the event with Vérité Group, LLC.)
Mr. Tran provided input, insight and suggestions relating to the positioning, marketing and development of Pacific Life’s new PDX Indexed UL product. He also shared a valuable and compelling story of how Pacific Life treats their highly-valued policyholders.
Norm Trainor, President & CEO of Covenant Group
Mr. Trainor conducted a Business Builder session that highlighted the 8 Best Practices & Business Builder to help attendees take their own businesses to the next level. Norm completely captivated the audience and attendees went home with his book and great tips on how to build their business.
PFA attendees left empowered with the confidence and knowledge needed to move forward with Premium Finance cases and grow their businesses. In addition, attendees made new connections and now have a network of fellow producers with whom they can collaborate and share best practices. We are pleased to announce that our first PFA has already resulted in several cases being submitted and we look forward to sharing some of our successful case studies with you in the near future.