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Following the passage of the Tax Reform Act of 1986, I saw an opportunity to frame universal life insurance as an alternative to the non-deductible IRA. I packaged this into a program called The Alternative Plan, which was the industry’s first private pension utilizing income tax-free policy loans to strengthen retirement. Over the next three decades, the concept I invented became one of the most important and successful life insurance sales concepts in history.

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In 1987, I developed a consumer seminar to support The Alternative Plan. I began presenting this seminar to the prospects of life insurance agents I worked with. It was incredibly successful. The amount of life insurance business that was written because of the seminar was vast, and that was noticed by an insurance carrier. The carrier’s CMO asked me if they could videotape me presenting the seminar. I agreed. The videotape was then copied onto VHS cassettes. The insurance carrier distributed these cassettes nationwide to agents. This also became incredibly successful. 400,000 VHS cassettes were duplicated. Agents would use them as pre-approach prospecting tools, or view the seminar with prospects, and then take an application for life insurance. This was the first instance of Assisted Selling.

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By the mid-1990s, technology had changed. The CD-ROM emerged. Insurers were interested in me creating sales presentations for their new annuity products. These were the early days of fixed index annuities. Companies such as Sun Life, ING, AIG, Keyport, Aviva, and Jackson National hired me to build sales presentations to back their new annuity products. These presentations were copied onto CDs, and they were distributed to agents across the United States. Over 1,000,000 CDs were duplicated. Agents used the CDs as prospecting tools or would watch the presentations with their prospects. Again, incredibly successful levels of sales resulted. Billions of dollars in premiums were transacted.

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Fast-forward to today. Unlike in years past, today every good prospect is online. This opens up the opportunity to stream content to prospects' desktop computers, tablets, and smartphones. It also makes it possible to leverage “Zoom” meetings to reach prospects more efficiently than ever before. We have truly entered the age of Digital-Assisted Selling.

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What else is different today? The prominence of women’s wealth. Within five years, women will control virtually all of the available wealth assets. This is both a problem, and the greatest opportunity in the history of our industry. It is a problem because the male dominated business does not know how to communicate effectively with and develop meaningful relationships with women. Moreover, women’s needs are different than men’s, their views about money are different than men’s, and their objectives and goals are different as well. It is time for a powerful new selling tools.

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As I did in 1987, I have developed innovative content, this time addressing multiple selling opportunities.  You can now use Digital-Assisted Selling to expand your sales in multiple markets- FIA, IUL, Social Security Planning and Retirement Income Distribution Planning. 

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If you would like to expand your business through the power of Digital-Assisted Selling, complete the signup form found on the Purchase page of this website.  If you would like to speak with me about Digital-Assisted Selling, email me at david@wealth2k.com, or call 978-375-3400. You may also setup a Zoom meeting via this link: Select a Date & Time - Calendly

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David Macchia