Succession planning is one of the most important—and most overlooked—conversations for business owners. In this episode, Morgan sits down with Dan Lehner of Principal Financial Group to discuss why many owners delay planning, the risks of waiting too long, and how advisors can guide meaningful succession conversations that protect businesses, families, and long-term legacy.

The clock on the estate tax exemption has stopped ticking for the first time in over a decade, but that doesn't mean estate planning conversations are slowing down. Morgan talks with Tracy Ullom from John Hancock's Advanced Markets team about what's driving these conversations now: less about net worth brackets and more about the client's underlying goals for their business, their heirs, and their legacy.

Tracy also breaks down the Great Wealth Transfer (over $100 trillion moving to the next generation over the next 20 years) and how life insurance fits into keeping wealth and businesses in the family.

Every insurance advisor hears "no," but the best advisors know how to turn those moments into stronger relationships, better positioning, and future opportunities.

In this episode of Life Linked, Morgan sits down with marketing strategist, keynote speaker, and advisor coach Tiffany Markarian to unpack the real meaning behind client hesitation and rejection. Together, they explore how advisors can shift from a sales mindset to a consultative approach that builds trust, uncovers client priorities, and keeps conversations moving forward.

Tiffany shares practical discovery questions, follow-up strategies, and communication techniques advisors can use immediately to improve engagement, reduce resistance, and create more meaningful client relationships. Whether you're a newer advisor learning how to navigate objections or an experienced producer looking to sharpen your process, this episode is packed with actionable insight.

In this episode, Chad Preston sits down with veteran advisor Ed Steffens to unpack how life insurance evolved from an uncomfortable topic into a core responsibility within his practice. Ed shares how a real-life client tragedy reshaped his perspective, turning life insurance from a "nice-to-have" into a moral and professional obligation.

They dive into practical ways to introduce life insurance without pressure, why a direct approach works better than overthinking it, and how advisors can build confidence through repetition and real conversations. You'll also hear actionable strategies for the next 60–90 days to help you naturally integrate life insurance into your process, and why doing so ultimately comes down to care, not sales.

If you've ever hesitated to bring it up, this episode will challenge that and give you a straightforward path forward.

Many business owner clients face the same problem, but rarely plan for it correctly. One child takes over the business. The others do not. That is where estate equalization becomes essential. In this episode of the Life Linked Podcast, Morgan sits down with Ron Lee, Vice President of Advanced Markets at Mutual of Omaha, to walk through how advisors can navigate these complex conversations with confidence.

They break down how to structure fair outcomes when assets like a business or farm cannot be divided, why equal does not always mean fair, and how a lack of planning can lead to family conflict, legal disputes, or even the collapse of the business itself. If you advise business owners, this episode will help you lead better planning conversations, uncover hidden risks, and deliver more complete solutions that go beyond the numbers.

• Where advisors most often leave revenue on the table
• How to prioritize outreach instead of guessing who to call
• Why proactive policy reviews protect against client churn
• What separates advisors who grow consistently from those who stay reactive

Zach Gosselin joins Life Linked to break down how life insurance conversations are changing as clients become more skeptical and distracted. He explains why advisors must lead with risk and outcomes, not product, and highlights the biggest gaps he sees: weak positioning, stalled underwriting momentum, and outdated coverage. Zach shares when permanent vs. term makes sense, why conversion options matter, and a simple question to open better conversations. Action step: build a "top 10" client list and run quick coverage gap check-ins to uncover needs before they become disasters.

In this episode, John Felton and Zach Gosselin break down why year-end is the most important time for advisors to plan ahead and where the real opportunities for growth will come from in 2026. The discussion covers key industry trends, effective use of permanent life solutions, and the continued role of annuities, and how advisors can help business owners with employee retention strategies using life insurance benefits.

The conversation also highlights how TBA is supporting advisors with new tools, technology, and back-office resources to drive efficiency and results. John and Zach close with practical guidance on the client conversations advisors should be having now, December best practices to start January strong, and one clear piece of advice to help advisors enter 2026 prepared, focused, and positioned to win.