In Part 2 of Industry Spotlight, Nick May, Vice President of Non-Qualified and Business Solutions Distribution at Principal, rejoins Eric Alvarado and Tedd Hikes of CBS Brokerage to talk through what carrier partnership looks like when a business owner case gets complicated and why advisors don’t need to have every answer themselves.

A key theme of the conversation is knowing which questions to ask and having a strong bench behind you when the answers get technical. Nick shares how a simple, positive question can open the door to a meaningful conversation with a business owner and why recognizing these opportunities often takes practice. As he explains, it can take more than twenty tries before an advisor begins to spot them within their own book of business.

The case they discuss brings those ideas together, showing how the right questions, experience, and carrier support can help advisors navigate more complex opportunities with confidence.

#IndustrySpotlight #LifeInsurance #NonQualified #BusinessSolutions #RetirementPlanning #AdvisorSuccess #FinancialAdvisor #CBSBrokerage

What opportunities are advisors walking past in the business market?

In Part 1 of Industry Spotlight, Nick May, Vice President of Non-Qualified and Business Solutions Distribution at Principal, joins Eric Alvarado and Tedd Hikes of CBS Brokerage to talk through a shifting landscape, fewer specialists, more generalists gathering assets, and a business market full of cases advisors often aren't positioned to spot.

A key theme of the conversation is that the non-qualified and business solutions space looks more complicated than it is, and the right carrier support makes it accessible to generalists who never set out to specialize in it. As Nick puts it, "We're not just slinging products and hoping that they buy something. These are things that people really need."

Nick also shares the case that shaped his conviction about this work. A newly engaged electrician whose policy was pending delivery when a live wire ended it before the first premium was ever paid and makes the case for carriers that work across lines instead of in silos.

Part 2 coming soon!

#IndustrySpotlight #LifeInsurance #NonQualified #BusinessSolutions #RetirementPlanning #AdvisorSuccess #FinancialAdvisor #CBSBrokerage

How can advisors make sure they’re using the right tools to meet their clients’ retirement income needs?

In Part 2 of Industry Spotlight, Gary Preisser of Stonebriar Wealth Advisors continues his conversation with Eric Alvarado and Tedd Hikes of CBS Brokerage, expanding on the Cash Flow Clock and the importance of aligning retirement assets with when clients will need them.

A key theme of the conversation is that financial products are ultimately tools, and their effectiveness depends on how they’re used. As Gary puts it, “If you're trying to use a screwdriver to hammer in a nail, that's not the screwdriver's fault. That's our fault for using the wrong tool for the job.”

This episode highlights the importance of matching the right strategy to the right client need, particularly when building a plan designed to provide consistent income throughout retirement.

#IndustrySpotlight #FinancialPlanning #RetirementPlanning #WealthManagement #RiskManagement #RetirementIncome #FinancialAdvisor #CBSBrokerage