You don't need to become the insurance expert — you just need to know where the expertise lives and how to bring it to your client's table.
In the inaugural episode of Cover Your Assets, hosts Pierre Daillie and Ayal Cohen welcome Michael Wills, Director of Business Development at PPI, whose career began in the back of an ambulance.
As a paramedic, Michael arrived after the worst had already happened. Today, he makes sure it never has to.
Michael walks advisors through why the insurance conversation keeps getting skipped, how to audit a book for hidden planning gaps, and why you don't need to know everything — you just need to know who does.
Chapters
00:24 Welcome to Cover Your Assets
01:39 Meet Michael Wills: From Paramedic to PPI
05:58 What a Business Development Director Actually Does
07:35 The Paramedic Mindset in Financial Planning
13:06 Compliance Complexity and the Crowded Advisor Desk
16:33 The Google Problem: When Clients Arrive With Answers
23:36 Why Advisors Keep Missing the Insurance Opportunity
26:14 The Quarterback Model: Using MGA Consultants to Protect Your Book
36:27 Insurance Is an Asset, Not a Liability
44:05 The Two-Folder Framework: Investment Portfolio and Insurance Portfolio
51:09 Need vs. Want: A Framework for Every Client Segment
53:03 Real Cases: The Client Who Claimed, and the One Who Waited Too Long
59:18 Start With Term: The Simplest On-Ramp for Any Advisor
01:01:15 Real Estate, Capital Gains, and the Insurance Solution
01:03:42 Seg Funds, Probate, and Getting Cash to Families Fast
01:09:48 The Monday Morning Move: Auditing Your Top 25 Clients
01:15:48 How to Reach Michael Wills and PPI's National Team
Connect With Michael Wills
Michael Wills on LinkedIn
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