Hancock Talks
Hancock Talks is a podcast for financial professionals from John Hancock. It offers insights into life insurance trends and opportunities, both across the industry and within John Hancock. Episodes focus on tactics that can help drive life insurance sales. The show is associated with John Hancock Insurance and its U.S. and New York life insurance companies.
Episodes
Episode 62: Real people. Real impact.
Join us for this month’s episode of Hancock Talks as Matt Gibson, Head of Longevity and Behavioral Insurance Enablement at John Hancock, discusses how producers can help their clients prepare for longer, healthier lives. Through personal stories and actionable insights, he shares new ways to connect protection, health, and longevity in client conversations.Tune in to learn:A changing client mindse
Episode 61: What underwriters are watching now and what it means for your cases
Join us for this month’s episode of Hancock Talks as Dr. Magdalena Kluchko, Chief Medical Director at John Hancock, shares her expert perspective on how ongoing changes in underwriting are reshaping risk assessment and influencing your cases. This conversation offers valuable insights to help you better understand underwriting decisions and enhance client outcomes.Tune in to learn:Smarter decision
Episode 60: Elevating wealth management through better client conversations
Join us for this month’s episode of Hancock Talks as Jagruti Panwala, financial strategist, entrepreneur, and industry leader, shares her practical perspectives on building trust, simplifying complex planning, and supporting the evolving needs of high-net-worth business owners.Tune in to learn how to:Build stronger client trust: How shared experience and industry alignment can create deeper connec
Episode 59: Post-Tax Season Opportunities and Strategic Legacy Planning
This month on Hancock Talks we welcome Meg Patterson, an attorney with John Hancock’s Advanced Markets team, to discuss how to turn tax conversations into opportunities for broader wealth planning.Meg shares practical guidance on:Reframing tax conversationsRethinking retirement assetsUsing life insurance as a tool for tax efficiency and legacy planningThis episode offers financial professionals ac
Episode 58: What’s Trending in Advanced Markets in 2026
In this episode of Hancock Talks, host Mike Bellig is joined by Tracey Ullom, Lead Counsel and Head of John Hancock’s Advanced Markets to break down the biggest themes shaping conversations this year. With evolving economic conditions, legislative changes, and shifting client demographics, Tracey offers guidance for financial professionals looking to stay ahead.Why you should tune in:A new lens on
Episode 57: A new lens on longevity
In this episode, Lindsay Hanson, CMO at John Hancock and Global Head of Behavioral Insurance Strategy at Manulife, invites us to take a closer look at the Longevity Preparedness Index — a groundbreaking framework designed to help financial professionals and individuals take a more holistic approach to aging.Why you should tune in:See the full picture: The report covers health, care, housing, socia
Episode 56: Insider tips to accelerate your year-end sales
In this episode of Hancock Talks, host Mike Bellig is joined by Sarah Young, AVP of New Business Operations, and Kim Parsons, General Director of Life Underwriting. Together, they explore the important role the buying journey plays in the sales cycle.Why you should tune in:Faster decisions: Discover how digital applications and John Hancock ExpressTrack® can help you close cases faster and get pai
Episode 55: The AI advantage with Kartik Sakthivel: Saving time & closing more cases
In this episode of Hancock Talks, we’re excited to welcome Kartik Sakthivel, CIO at LIMRA and LOMA, and Mike Bellig, our new host. Together, they explore how AI is reshaping the advisor-client relationship, streamlining operations, and helping financial professionals better connect with the next generation of clients. Why you should tune in: Win over Gen Z & Gen Alpha: Discover how AI can help
Episode 54: Emerging health trends — Perspectives from John Hancock’s medical director
Join us for this month’s episode of Hancock Talks as host Carly Brooks talks with Dr. Magdalena Kluchko, a board-certified Internist and Medical Director at John Hancock. Gain valuable insights that can elevate your practice, from the essential role medical directors play in the insurance industry to medical developments that could impact your clients. Tune in to explore:Enhancing underwriting dec
Episode 53: The Great Wealth Transfer: Insights with Adrienne Penta
Tune in to this month's episode of Hancock Talks, where we’re joined by Adrienne Penta, a nationally recognized expert in estate planning, family governance and multigenerational wealth education. Adrienne shares essential insights to help you guide your clients through the anticipated $70 trillion wealth transfer to the next generation.You’ll learn how to: Guide multi-generational families effec
Episode 52: Empowering Business Owners - Strategies to Retain Top Talent
Join us as we dive into the world of small business owners and the crucial role key executives play in a company’s success. In this episode, Tracey Ullom, Associate Counsel with Advanced Markets at John Hancock, shares her insights on how executive benefit strategies can positively impact a business’s balance sheet. You’ll gain valuable insights on: Why retaining key employees is more cost-effect
Episode 51: Innovative sales strategies for selling to women
Unlock the secrets to engaging with a powerful demographic in the latest episode of Hancock Talks, featuring Marti Barletta, renowned as "the First Lady of Marketing to Women." Dive deep with Marti as she sheds light on the evolving role of women as financial decision-makers. Enhance your client interactions and sales strategies by exploring: The unique decision-making processes of womenFactors im
Episode 50: 2025 Outlook – Exploring Popular Predictions
Don’t miss the latest episode of Hancock Talks for key insights on how the legislative and tax landscape impacting the life insurance industry may evolve in 2025. In this timely discussion, John Hancock’s Mark Berry and Jen Fox, Vice President of Federal Affairs at Finseca, explore the potential implications for business and clients as the new presidential administration assumes power, such as: Co
Episode 49: Navigating change -Year-end tips and election insights
Don’t miss this episode of Hancock Talks as Carly Brooks and her fellow Advanced Markets’ attorneys share year-end tips and the election’s implications on tax, wealth-transfer and business planning in 2025. This episode is packed with insights and details that enhance the value you offer your clients, including:Key tax planning reminders for year-end Potential tax-law changes to watch for in 2025P
Episode 48: Empowered Aging - Insights from Dr. Char Hu, Founder of The Helper Bees
In this special episode of Hancock Talks, Dr. Char Hu discusses his inspiring journey in the long-term care space, including founding The Helper Bees and offers valuable insights on:The growing preference for “aging in place”The crucial role of proactive wellness in the aging processHow The Helper Bees enhance the lives and well-being of their clientsINTENDED FOR FINANCIAL PROFESSIONAL USE ONLY. N
Episode 47: Strategic Insights – Hector Martinez reflects on his first 100 days leading John Hancock’s insurance division
Join Hector Martinez, John Hancock’s new Head of Insurance, as he reflects on his first 100 days in the role. He shares his vision for the company’s future and the benefits for our producers. Key insights include: Leadership and Culture: Fostering competitive leadership, organizational excellence, execution, and team empowerment Goals and Priorities: Streamlining processes to ensure easy access to
Episode 46: Life Insurance Awareness Month 2024 — Key insights from Finseca
Tune in to a special edition of Hancock Talks in celebration of Life Insurance Awareness Month. We’re excited to welcome Marc Cadin, CEO of Finseca, as he sits down with John Hancock's Carly Brooks to discuss some of the industry’s hottest topics, including:Addressing protection gaps: Tips on helping clients achieve better outcomesDOL Fiduciary 3.0 update: Keeping the focus on potential challenges
Episode 45: Business-succession planning after Connelly
Tune in to this episode of Hancock Talks as we explore the implications of the recent Supreme Court decision in Connelly v. U.S. on buy-selling planning. John Hancock’s Tracey Ullom joins Carly Brooks as they dive into the details, including: The critical importance of a formal, well-funded buy-sell planThe potential benefits and drawbacks of an entity-redemption buy-sell arrangementKey takeaways
Episode 44: Trade secrets — Insights from industry veterans to drive your success
Join us for this insightful episode of Hancock Talks featuring two life insurance legends, Wayne Baldwin and Doug Koch of John Hancock. With over 100 years of combined experience, they share invaluable insights and strategies that can help you achieve success in today’s changing industry. Tune in to learn about:• Adapting to change: How our industry has evolved and what that means for you• Traits
Episode 43: Help your clients prepare for the 2026 estate tax exemption sunset - New Survivorship Guaranteed Purchase Option
In our latest episode of Hancock Talks, join Carly Brooks, and Ana Canelos, of John Hancock’s Advanced Markets team, as they unravel the complexities of estate planning amidst the looming sunset of the lifetime estate tax exemption. Discover how you can help your clients today, with details on:The pivotal role of survivorship life insuranceInsights on client hesitations — and how you can helpJohn
Episode 42: Empower your success with the John Hancock underwriting advantage
Join us for an engaging conversation on how our underwriting strategies can help enhance your success in our industry's most promising growth area. In this episode, Neal Halder, Vice President and Chief Underwriter, and Greg Dewey, AVP of Underwriting Operations, dive into the details that can make a significant impact on your next case, such as: Harnessing core strengths — helping you handle even
Episode 41: The financial surprises of retirement
Today we are joined by Mark Berry, Variable Life Vice President at John Hancock, as he draws on his over 20 years of experience in the life insurance industry to share how you can prepare clients for what many cite as their number one financial surprise in retirement — taxes. Join us to learn more about: The common tax surprises at retirementImportant insights about three typical retirement income
Episode 40: Navigating change — Innovations in life insurance
In the rapidly changing life insurance market, staying ahead of the curve while maintaining trust and stability is crucial for success. Listen to the latest episode of Hancock Talks, where we’ll delve into the importance of evolving to meet the needs of today’s customers — and how John Hancock can help. This podcast will feature a wide-ranging discussion with John Hancock’s Fred Deminico, Head of
Episode 39: Unlocking the heart of estate planning — leaving a final act of love
Explore the tender side of estate planning in the latest episode of Hancock Talks, where host Carly Brooks delves into planning’s compassionate essence with Nikki Marie Sherwood, a partner in Nutter’s Private Client Department. Drawing on her extensive experience, Nikki shares how prioritizing the emotional aspects of estate planning can elevate your practice and enrich the legacies of your high-n
Episode 38: Planning insights to help your clients thrive in 2024
Start the new year strong by tuning in to the latest episode of Hancock Talks where host Carly Brooks is joined by Kevin Blanton, an Associate Counsel in our Advanced Markets Group at John Hancock. They dive into the latest legislative trends and planning opportunities that may enhance client discussions in the year ahead. Some of the topics they’ll address include: The impact of recent inflation
Episode 37: LTC Awareness Month: Transforming extended-care planning from reactive to proactive
With November recognized as Long-Term Care Awareness Month, tune in to hear a discussion on the importance of taking a proactive approach to extended-care planning with Harley Gordon and John Hancock’s Carly Brooks. Harley is a founding member of the National Academy of Elder Law Attorneys and has over 30 years’ experience helping families deal with the financial consequences of a long-term care e
Episode 36: Estate-planning strategies for foreign nationals
Tune in to the latest episode of Hancock Talks to help empower your success in the foreign-national space. Gain key planning insights for this growing market from a discussion featuring Ruth Mattson, a speaker and author on international estate planning topics and a partner at Boston’s Verrill Law, a firm that provides estate and tax planning to multinational clients and their families. Ruth and h
Episode 35: Life Insurance Awareness Month — uncovering new sales opportunities
While Life Insurance Awareness Month draws to a close, we’re making it easy for you to take advantage of the important insights it provided. Simply tune in to the latest episode of Hancock Talks, where we are joined by Elizabeth Caswell, Research Director, LIMRA and LOMA, and host Carly Brooks, Head of Advanced Markets at John Hancock as they dive into a timely discussion that can help you:Prospec
Episode 34: The ABCs of “AG49-B”
Listen to the latest episode of Hancock Talks, where we are joined by Tim Pfeifer, President of Pfeifer Advisory LLC, and dive into a timely conversation about how recent changes to Indexed UL illustration guidelines may affect the industry. You’ll also gain insights on: The history of IUL illustrations and how they’ve evolved over time AG49-A’s recent changes and how the industry has responded
Episode 33: Have you heard how we’re evolving underwriting to help drive your sales?
Tune in to this new episode of Hancock Talks as Neal Halder, Vice President and Chief Underwriter at John Hancock, discusses our latest underwriting initiatives, advances in the high-net-worth space and details that can help you grow your business, such as: Total View Credits — and how our holistic approach can benefit your clients Current trends — and their impact on the future of underwritingHi
Episode 32: Leading with vision: An insightful conversation with Brooks Tingle, President & CEO, John Hancock
Tune in to a very timely episode of Hancock Talks to hear from Brooks Tingle as he steps into his new role. Many of you will know Brooks from his years leading John Hancock Insurance. Now you can learn how — from his new perspective leading the broader organization — he is building on our commitment to make decisions easier and lives better for you and your clients. The discussion with host Carly
Episode 31: Lessons learned from an IRS Audit
In the latest episode of Hancock Talks, Todd Steinberg, partner at Loeb & Loeb, joins Carly Brooks, Head of Advanced Markets at John Hancock, to share his deep expertise in the areas of fiduciary litigation and high-net-worth estate- and income-tax planning. Todd walks us through the typical IRS examination process and highlights some of the most common triggers for an estate-tax audit. This e
Episode 30: The power of storytelling in life insurance planning
Listen to the latest episode of Hancock Talks to hear how telling stories can help you connect with your clients — and communicate and clarify all that life insurance offers. Join John Hancock’s Mark Berry, Variable Life Vice President (and master storyteller), and Carly Brooks, Head of Advanced Markets. During this podcast, you will learn:What makes storytelling so important to the life insurance
Episode 29: Industry Insights - A discussion with Army Robinson, Chief Advocacy Officer for Finseca & Carly Brooks, Head of Advanced Markets
Don’t miss 2023’s first episode of Hancock Talks, where Carly Brooks and Army Robinson dive into planning opportunities for the new year in light of today’s economic and tax landscape. Tune in for details on:Economic trends and legislative developments impacting clients’ priorities How to address the protection gap despite economic challenges Trends and changes affecting high-net-worth clients Fin
Episode 28: Planning for 2023 — insights from Advanced Markets
In our latest episode of Hancock Talks, gain valuable insights that can improve your upcoming planning discussions. Kevin Blanton, Associate Counsel of our Advanced Markets team, discusses the 2022 developments that impact the planning landscape, what may be next and how clients can prepare despite unknowns, including details on:Current wealth-transfer strategies to meet today’s needsActions clien
Episode 27: John Hancock offers access to early cancer screening — what it means for your clients
John Hancock is the first carrier to offer life insurance customers access to the Galleri® test, a breakthrough early cancer screening tool. In this episode, we’ll explore the new collaboration that’s making this offering possible, how the pilot program works, and why John Hancock is making early cancer screening more accessible to customers. The Galleri test was developed by GRAIL — the newest pa
Episode 26: Life Insurance Awareness Month — get the latest insights on today's clients to grow your sales
We’re kicking off Life Insurance Awareness Month with insights from Lai-Sahn Hackett, Corporate Vice President of Insurance at LIMRA and LOMA. With a focus on the details research reveals about consumers' awareness of life insurance today — and what that means to us as we talk with clients — we explore:The latest on client perceptions about life insurance What are the biggest opportunities in tod
Episode 25: What the current interest rate environment means for the life insurance industry, your business and your clients
Tune in to another timely episode of Hancock Talks to hear Alex Silva, Vice President & CFO of US Insurance at John Hancock, explore market volatility and rising interest rates and their impact on the life insurance industry. Gain insights on:The importance of a well-diversified, high-quality investment portfolio, including its relationship to interest ratesHow rising rates can impact John Han
Episode 24: Planning using intergenerational split dollar after the Levine decision
Join us for a fascinating conversation with attorney and tax expert Marty Shenkman about the practical lessons estate planning and other financial professionals can learn from the Levine case – a precedent-setting tax court decision. Although the Levine case involved intergenerational split dollar, lessons learned from the case are helpful in other planning contexts.
In this episode, we explore:
Episode 23: Uncovering planning opportunities with a 1040
The tax-filing season presents an opportunity for planning discussions, since there is often important information clients can learn from the 1040 tax form — with your help. Tune in to hear Caroline Brooks, AVP & Counsel and Head of our Advanced Markets team, explain how details gleaned from the 1040 can be a catalyst for key planning conversations, such as:Insurance needs for life and long-te
Episode 22: The nuances of selling life insurance to women
Don’t miss the opportunity to hear Marti Barletta, a best-selling author and marketing expert, as she talks about what women are looking for in a life insurance producer and provides insights and tactical solutions for building your referrals and book of business. This episode will explore:Why women represent an untapped sales marketWomen’s mindset and how it differs from male clientsTactics and i
Episode 21: Life insurance insights: Looking ahead with Brooks Tingle, President & CEO
Join us for an in-depth conversation about Brooks’ key priorities for 2022, his take on industry trends, and what it all means for sales opportunities for our firms and producers in the year ahead. In this episode, we explore:The renewed consumer interest in life insurance and the overall impact on the industry Shifts in the life insurance market and how John Hancock is positioning itself relative
Episode 20 : Delivering on shared value with John Hancock Vitality
In this episode of Hancock Talks, Lindsay Hanson, Vice President, Head of Behavioral Insurance, discusses how to change the conversation around life insurance to living — and living well. Tune in to hear how this approach can improve customer experience and engagement to help you drive sales. In this episode, we will explore:Why now is the time to address the coverage gap by focusing on protecting
Episode 19 : Get a jumpstart on 2022 with insights from Advanced Markets
In this episode of Hancock Talks, we focus on the estate-planning landscape and the impact of potential tax legislation, both today and during the year ahead. We’re joined by Kevin Blanton, Associate Counsel with John Hancock’s Advanced Markets group, to discuss:Advantages of acting now to help your clients benefit from the present exemptions for estate and gift taxes — and the Generation-Skipping
Episode 18 : Exploring the LTC informal caregiver crisis — and what it means for your clients
This episode discusses the importance of having a plan for long-term care, and how it can help mitigate the consequences associated with informal caregiving, including:How and why informal caregiving has become a “crisis”Why financial professionals should discuss the impact of a long-term care event with clientsWhat factors clients should consider when planning for their potential need for long-te
Episode 17: Is trust and estate planning about to drastically change?
In this new episode of Hancock Talks, two knowledgeable and insightful guests — Michael Amoia, of Crump Life Insurance Services, and Michael Fontanini, of Lion Street — sit down with Carly Brooks, AVP & Counsel to discuss the sweeping tax law changes, which if enacted, would impact wealth transfer and trust planning. Help your clients understand what’s on the horizon, including:A summary of th
Episode 16: Life Insurance Awareness Month — current trends and opportunities
Make this September the best Life Insurance Awareness Month yet by learning how to uncover new sales opportunities and overcome purchase barriers. We’re joined by Alison Salka, Senior Vice President and Director of Member Benefits Research, LIMRA, who will discuss the following topics:
Why now is the time to talk about life insurance
How innovation is helping close the life insurance gap
Tips for
Episode 15: Digital Enhancements – Shave up to 20 days from submission to policy issue!*
This month we are discussing how John Hancock is making the buying process easier for our firms, producers, and clients. This episode will explore:
Our latest, cutting-edge solutions which dramatically reduce the life insurance sales cycle
The approach we’ve taken to tackle many of the traditional buying-process pain points
How we’re delivering a more customer-centric experience
For Financi
Episode 13: Motivating clients to take action
This month we are exploring how to avoid stalled deals and client procrastination with the goal of shortening the sales cycle and helping clients make a decision faster and with less effort. Our featured guest is Chuck Hollander, founder of Red Flag Advantage and past President and Chairperson of the Board of Forum 400. Chuck has over 25 years of experience in financial services as a top producer
Episode 12: Unlocking business planning opportunities in 2021
Our newest podcast focuses on potential legislative changes that could affect small business owners, highlighting how they can set up plans today to navigate current and future needs. We’re joined by Caroline Brooks, head of Advanced Markets and AVP and counsel for John Hancock Insurance, who will share insights on:Protecting against the loss of a key person in your organizationHow proposals may i
Episode 11: John Hancock Vitality — helping to protect wealth and maintain health
Don’t miss this opportunity to hear Steve Herlihy, a Partner with Wellspring Associates and an avid Vitality member, as he talks about his personal experience with John Hancock Vitality PLUS and how he positions the program with his high-net-worth clients.In this episode, we will also explore:New member data at the program’s five-year milestone showing positive health outcomesInsights on how Vital
Episode 10: Get a jumpstart on 2021 with insights from Advanced Markets
In this episode of Hancock Talks, we are dissecting the potential impact the presidential election could have on wealth-transfer strategies for your high-net-worth (HNW) & high-income clients. We’re joined by Kevin Blanton, Associate Counsel with John Hancock’s Advanced Markets group, to discuss:Wealth-transfer strategies for HNW clients to take advantage of todayOpportunities to consider spec
Episode 9: Planning opportunities in a record-low interest rate environment
Learn why now is the time for your high-net-worth clients to take advantage of today’s low interest rates. Our guest this episode is Alan Brown, a partner at the law firm HunterMaclean, who discusses strategies he’s utilizing today to help his clients benefit from both the historically high transfer tax exemptions and low interest rate environment. In the latest episode, you’ll gain insights on:
Episode 8: Enhancing the client experience through behavioral economics
This month on Hancock Talks, we’re exploring the connection between behavioral economics and financial decision-making. Our featured guest is Joey Davenport, President of the Hoopis Performance Network in Chicago. He has over 25 years of experience in financial services as a top producer. He is also co-author of the #1 bestselling book, The Power of Coaching: Engaging Excellence in Others.
In this
Episode 7: John Hancock Vitality – Offering expertise, tools and resources to enhance your clients’ experience
We’re talking to experts in the areas of nutrition, technology and virtual health to learn about the latest trends in overall personal health and wellness. Our featured guests, Dr. Dariush Mozaffarian, Dean of Friedman School of Nutrition Science and Policy at Tufts University, and Dr. Vindell Washington, CEO of Onduo, share their insights on these topics that are top-of-mind for so many.
In this
Episode 5: Policy review – life changes and so do insurance needs
Discover how conducting a policy review can not only have a positive impact on your clients, but can also bring about opportunities for you. In the latest episode of Hancock Talks, you’ll gain insights on:
The value of reconnecting with clients and reviewing their existing coverage
Strategies and steps for conducting a policy review
Recent product innovations that can benefit clients today
Analy
Episode 4: Finding new ways to deliver products, services, and solutions
See how we are meeting the needs of our partners, distributors, and clients. In this episode, you’ll learn about:
How distributors are adapting during this time of uncertainty
Changes during this time that may impact our business going-forward
Laws that will make it easier to execute on estate planning documents
Insights how to utilize social media during social distancing
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Episode 3: Maximizing the gift tax exemption in uncertain times
A gifting strategy is one of the best ways to enhance your client’s legacy and minimize their exposure to transfer taxes. Given today’s uncertainty, clients who are able to leverage the largest gift tax exemption in history may be more reluctant than ever to irrevocably give away their assets — even if they know it will benefit their estates in the long run. In this episode, we will explore:
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Episode 2: 3 Key Indexed UL Selling Points
Knowing the key selling points to Indexed UL can help you uncover value for your clients and open new opportunities for you.
Why IUL has become so popular
Key tips, product details and tools that can help make the IUL sale
The tools available to help manage IUL policy performance
Plus, see how to apply the backstop concept to IUL and get an overview of the marketing resources available to suppor
Episode 1: John Hancock Aspire
This episode discusses a new program that pairs the protection of any John Hancock life insurance policy with a day-to-day diabetes management support.
This podcast will give actionable ways for financial professionals to prospect for Aspire clients, ideas on how to position the program to high-net-worth clients, and how to promote Aspire through social media channels. Tune in to see how the A
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