How Not to Blow the $100 Million Case!

Track: Main Stage

Session Number: 179
Date: Sun, Jan 27th, 2019
Time: 9:00 AM - 9:45 AM
Room: Texas Ballroom BC


Don’t miss Dennis Bartos, Chief Medical Underwriter and CEO of Underwriting at AgencyONE and Bill Beynon, President and CEO of Capital Wealth Advisors as they share insights on Large and Complex cases.
This session will cover the nuts and bolts and nuances of how to navigate these cases from planning through underwriting to case placement.
Through actual case studies, they will cover case design, selling the plan to the decision makers, dealing with other family advisors, carrier selection, the art of underwriting a Jumbo case and how to get these cases placed.
Many of the insights shared will have applicability to cases of any size, so this is a MUST ATTEND session for all advisors.

Session Takeaways:
• While a $100,000,000 case is rare, understanding the sales and planning processes and underwriting hurdles of ANY “Jumbo” case will help you in your next multi-million dollar situation.
• The word “Jumbo” does mean VERY LARGE, but it has a completely different and legally enforceable meaning when talking about reinsurance treaties when your case crosses that “Jumbo” line.
• Reinsurance activity creates reinsurance concerns. Whether there are multiple carriers soliciting the same reinsurer for capacity or multiple agents creating chaos in the marketplace, when dealing with potential “Jumbo” cases, an agent/agency of record letter is essential.

Session Type: Main Stage

Target Market: UHNWI
Categories: Estate & Liquidity, Life Insurance & Retirement
Session Type: Main Stage

Target Market: UHNWI
Categories: Estate & Liquidity, Life Insurance & Retirement


Speaker 1
Dennis Bartos

As a specialist in impaired risk life insurance negotiations, Dennis manages the underwriting process of some of the country’s most complicated life insurance transactions.  As a Partner and head of AgencyONE’s underwriting operations, Dennis leads a team of trained professionals whose purpose is to negotiate and advocate on behalf of the insured to obtain the best possible rating class for the purchase of new life insurance protection. Dennis’ unique expertise is obtaining favorable underwriting offers on medically impaired risk clientele.  With over 30 years of life insurance negotiating experience, Dennis can bring options and resources to the most complicated planning situations. Early in his career, Dennis left the practice of clinical medicine to join TUG, The Underwriter’s Group, a BGA, where he was the first PA in the U.S. to become a life insurance underwriter.  Along with Ed Leisher, Dennis was one of the founding principals of The Potomac Group back in 1990.  He is a member of NAIFA and AHOU and received a BS from Penn State University and a PA from Hahnemann University in Philadelphia.  Dennis is a devoted husband to Cindy and father of five.  When not working, traveling or maintaining his home, in Maryland, and beach house, in North Carolina, Dennis owns, breeds and races horses.

Speaker 2
William Nick Beynon
Capital Wealth Advisors

As Chief Executive Officer and co-founder of Capital Wealth Advisors and Vice Chairman & Partner of Fundamental Global, our affiliated investment manager, Bill is dedicated to building client relationships marked by communication, commitment and a keen ability to clarify complex decisions.

Bill’s career has spanned more than 20 years. Throughout that time, Bill has worked with many of the nation’s largest families. Bill leads a team of over 40 professionals focused on assisting families with their asset management & estate planning. Prior to founding CWA, Bill served as Partner of First Financial Resources in Naples, FL, and Director of Estate Planning at Creative Asset Services in Pittsburgh, PA.

Bill is a member of the Million Dollar Round Table’s Top of the Table, qualifying twelve times. He is also a member of the Forum 400, and Association for Advanced Life Underwriting. Bill is honored to have been a featured speaker at the Top of the Table and Forum 400 annual meetings.

In the community, Bill is a member of the Board of Directors for Champions for Learning Foundation, mentor for the Take Stock in Children Program of the Champions for Learning Foundation, a member of the Scholarship Selection Board for Take Stock in Children, an Elder at Vanderbilt Presbyterian Church, a member of the advisory board for the Holocaust Museum of Southwest Florida, and a committee member for the Red Sox Foundation & Massachusetts General Hospital Home Base Program.

Bill is also a proud West Virginia University Mountaineer, where he is an active member of the West Virginia University Alumni Board of Directors.