Job Overview
Business, Estate Planning and Investments firm is seeking a Senior Estate Planning Client Services
Team Member to prepare presentations for extremely high net worth clients in the areas of Executive
Compensation and Benefits, Estate Planning, and Business Succession Planning (emphasis on Estate
Planning). Requires extensive knowledge of insurance, income and estate tax law, excellent
communication and writing skills, and proficiency with Microsoft Word and Excel (including
formulas and charts). Must be self-motivated and able to work with limited supervision. Should have
good organizational skills and the ability to handle multiple tasks at one time.
This individual will prepare client sales presentations in the following areas:
o Estate Planning using various tax-reduction strategies such as gifting, Irrevocable
Life Insurance Trusts, Family Limited Partnerships, Split-Dollar, Charitable Trusts,
etc.
o Business Succession Planning using various buy-sell strategies such as crosspurchase
and stock redemption.
o Nonqualified Benefit Plans such as Deferred Compensation, Supplemental Executive
Retirement Plans, Phantom Stock Plans, 401(k) Mirror Plans, Split-Dollar Plans, etc.
o Executive Compensation and Fringe Benefits
Mandatory Functions:
 Client Service – Running and/or Requesting Inforce Illustrations
- Reviews policy files, considers past and future modeling and premiums paid to
date.
- Utilizes in-house software to produce illustrations
- Maintains most current illustration software by uploading new versions regularly
- Works with carriers when necessary to obtain detailed and sometimes extremely
complex information needed for inforce via email/phone until correct
- Manages entire inforce request and review process for large case clients that may
have 20 policies
- Maintains spreadsheets with re-projections
- Saves/Scans inforce ledgers to F drive and saves hardcopies, prepares binder for
hardcopies if not already prepared.
- Loads outcome into tracking database for historical purposes
- Prepares reports for annual reviews by researching how case has progressed from
original modeling.
- Monitors performance by periodically running ledgers based on original
modeling and when necessary runs the usual scenarios to “catch-up” if policies
are not performing as expected.
- Collaborates with President and key team members to ensure proper materials are
prepared and ready for client meetings on time
- Prepares and assembles materials for client meetings
- Attends all staff meetings to capture all relevant case information and records all
implementation instructions for case work and ascertains which team member/s
are responsible for each task.
- Attends staff meetings to ensure that information is flowing correctly from client
service to administration
- Facilitates and participates in resolving client issues by suggesting possible
solutions and/or methodologies.
 Routine Client Service
 Invoices for Premiums Due
- When not known, research as to whom to send invoices to and how.
- Create invoice
- Confirms wire transfer instructions for carrier and correct overnight address
- Follows-up after invoice sent, making sure premium paid
- Reviews when necessary what 7 pay premium is for policies and confirms what
has been paid into the policies to ensure timing and amount of payments do not
MEC the policies
- Communicates with client via email and phone for follow up
- Answers client questions about timing, modeling etc.
- Contacts various parties for signatures if trustees need to sign to release funds.
 Insurance Summaries
- Gathers values of policies, premiums paid to date and confirms
owner/beneficiary on file with carrier
- Updates spreadsheets with any additional information per case as warranted
- Records any task or information in the database tracking system
- Prepares premium history to accompany summary
 Processing Policy Change Requests/Client Requests
- Change of Owner
o Obtains Policy Loan Requests
- Change of Beneficiary
o Obtains Policy Loan Requests
- Change of death benefit option
o Contacts outside resources to fulfill carrier request of corporate
resolutions, trust documents requiring timely correspondence and
follow up.
- Change of address:
o Prepares new account forms, updates and obtains signatures and
submits to
- Change of premium schedule or mode
- Confirm and periodically update what investment model each client is in – what
variable products also
- Address and periodically update sustainability questions about the products and
investment choices within the product.
- Face Increase or Decrease
- Requests ITR
- Notes policy values as of the date of change and notes in database tracking
system
- Informs clients of their change for sales tracking purposes
- Communicates with client via email and phone for follow up
- Obtains appropriate signatures when necessary
 Preparing Annual Reviews
- Researches cases, gathers all policy files, reviews how policy was issued, how it
has changed, review premium history and past notes in tracking database.
- Runs inforce illustrations, usually 3 or more iterations for each policy and
prepares them for client presentation
- Updates insurance summary and premium history
- Updates policy spec sheet as needed based on changes
- Researches investment allocations as to how the VUL polices are allocated
- Files confirmations in securities binders
- Obtain VUL product performance from carrier websites and highlight what
current funds they are in
- Includes Financial Investment Allocations updated model in case client would
like to change or update
- Obtains compliance reviews on illustrations when necessary
- Scans final product to server
- Notes any important items to communicate to producers
- Obtain trust account information in all Premium Financing cases and does
updated collateral analysis on each client as often as the lender requires, but not
less often than yearly
- Creates a comparative spreadsheet analysis for client review to choose how to
continue modeling their policy going forward
 Preparing Follow Up or General Client Meeting Materials
- Conduct comparative analysis, summary, case history and further inforce
illustrations as requested by producers. (These analyses can be extensive
spreadsheet projects or simple inforce requests – varies by client)
- Gathers additional information from outside sources when appropriate
- Prepares polished presentation materials
Knowledge Base:
 Minimum 5 years of experience in the life insurance industry and illustration design
processes.
 Solid foundation of the company processes and the needs of the producers.
 Advanced knowledge of Estate Planning strategies
 Excellent working knowledge of all software necessary to perform job
 Ability to interact and work with insurance wholesalers
 Computer and office equipment experience, Word Processing, Excel, Database Entry
 Extremely adept at Excel Spreadsheet development
 Attention to detail and accuracy of work are imperative
 Must be dependable and flexible in changing priorities with the ability to handle multiple
tasks
 Possesses excellent interpersonal and communication skills (oral and written)
 Knows correct format for all correspondence (letters, memos, reports etc.) and
proofreading
 Good communications skills with ability to speak to client and advisors clearly and
distinctly with emphasis on correct pronunciation.
 Must be able to apply commonsense and carry out detailed but uninvolved written or oral
instructions.
Work Environment
 Fast-paced constantly changing priorities and deadlines
 Hours regularly exceeding 40 hours/week
 High-Stress deadline oriented work atmosphere
 Extensive periods of sitting and keyboard/computer work
 Daily communication with individuals over the phone and in person
Salary
 Depending on Experience
Benefits
 Will be provided upon request